Pathway To Success
Published since 2000
Volume 7, Issue No 9, 6th May 2007
Publisher Irena Whitfield
iwhitfield@...
http://www.thecassiopeia.com/
Subscriber Count: 138,500+


The victory of success is half won when one gains the habit of work.
Sarah Bolton


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Publishing dates
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Next Issue is supposed on 20th May 2007.

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Contents

1. Today's Feature Article by Michael Campbell
2. Today's Tip On Motivational Reading by Robert Moment
3. Subscribers' Corner by Ana Ventura
4. Today's Tip On the Opportunity worth checking
5. Today's Tip On the Book worth having
6. Today's Tip On Software worth using
7. Today's Tip On Learning
8. Today's Special promotional Tip
9. Today's Useful Tip
10. Today's Special Tip


Today's Feature Article

Selling Techniques
Michael Campbell

Is fear of selling keeping you from converting your prospects
into buyers? Here are my top 10 techniques for squashing fear
and transferring your confidence to create happy lifetime
customers.

Selling... probably one of the most feared words in the English
language, right up there with public speaking. But if you've
ever persuaded someone to see things from your point of view,
you're already a salesperson. Here's how to nip the fear of
selling in the bud.

What are you afraid of? Fear of success, fear of failure,
acceptance, judgment, what everyone thinks about you, your
clothes, your haircut, the car you drive? You know what? Forget
about it.

Fear has to do with punishment. Don't worry, no one is going to
punish you for having an ugly web site, or lousy selling
techniques. You might not get many people converting to buyers,
but how can you get good at something unless you practice?

If you think about it, fear is just an absence of love. The only
cure is to add love and compassion. That's why the first
newsletter I wrote in the summer of '99 was... love what you do.
If you honestly add value and truly want to be of service and
help people, it's a far more abundant attitude than a mere sales
mentality.

If you are truly helpful, people will want to buy from you. All
you need to do, is transfer your confidence to them. That's all
selling is really. To make someone as comfortable about their
choice as possible. But they won't be confident if you're not.

That's why, you need to know as much as possible, about what you
are selling. Suppose I come to you and say, "This where I am now,
but this is where I want to be."

That measure, or distance between the two, is your opportunity
to make the sale. This is where it's crucial to understand,
which product will best fulfill my needs. Sometimes, it's not
your product. But I expect you to know that.

That's one of the biggest mistakes that salespeople make. Going
after the short term, or single sale, rather than building the
lifetime value or relationship with the customer. That said,
here are a few rules we can apply to conquer the fear of selling,
whether it's a product, service, or selling ourselves.

1) People love to buy, but hate to be sold. So sell what people
want to buy, not what you want to sell. One road leads to riches,
the other to poverty.

2) Believe in your product. Know the features and benefits. But
also know when it's not right for a particular situation. People
will respect your honesty.

3) Say the right thing on a continual basis. Stick to the truth,
what you've experienced, the facts, and first hand proof. Avoid
hearsay or stories you've heard others tell. In other words,
keep hype to a minimum, or better yet, remove it completely.
Hype doesn't work anymore, especially on customers less than 30
years old.

4a) Don't use the tired phrases and wording that everyone else
is using. They don't work anymore. (Words and phrases like;
skyrocket, through the roof, amazing, fantastic, incredible,
outrageous, ground-breaking, special, time limited, never again,
powerful, reveal, exposed, moneymaking, fortune, profit.)

4b) All of the words in the list above, should be permanently
banned from your sales vocabulary - and your sales letters - if
you want to reach todays buyers. Todays buyers have their hype
meters on full alert, and are quick to say, "bullship" totally
ignoring the rest of your message. In fact, these hype words are
so associated with spam that they won't even get past most email
filters.

5) Go after the long term relationship, even turning away
business that's not a proper fit for you, your company, or your
personality. If there's something that bothers you about a
prospect, even if its a small thing, it will seem 10 times
bigger down the road. Choose your clients - your relationships -
carefully.

6) Don't train your customers to wait for a sale. Offer good
value at a fair price at all times. Above all, offer exemplary
customer service. People will always return to someone, or a
place, that made them good.

7) Think service, not sales. Ask what you can give in any
situation, not what you can get. Start by being compassionate
towards your customer.

8) People buy on emotion and later use logic, to justify a
purchase decision. If you appeal to the emotion, the end result,
how something will make someone feel, focusing on benefits, or
feelings, as opposed to features, your conversion rates will be
much higher.

9) Sell what you know. For knowledge is certain, not mere
perception. Help customers make a wise decision. Make them feel
good about their decision, by transferring your confidence to
them.

10) Finally, when the time is right, don't be afraid to ask for
the order, with a strong call to action. Say, Can I wrap one of
those up for you? or Would you like to take one home with you?
On your web site do the same thing, Click here to have it
delivered to your door. or Click here to download it to your
computer immediately.

Follow these top 10 techniques to squash your fear of selling,
and you'll be well on your way to more confidence, which when
transferred to your prospect, will make them a happy customer.
One that rewards your desire to learn, inform and serve, with a
long term relationship, returning time and again, as a customer
for life.

********************************
Did you like this article? Get more just like it when you subscribe
to Michael Campbell's free Internet Marketing Secrets Newsletter.
Click => http://www.InternetMarketingSecrets.com

********************************
Today's Motivational Reading

Stop Chasing Success And Let Success Find You
Robert Moment

One of the major problems that many business entrepreneurs have
is that instead of following their own goals, ambitions and
interests to gain success, they choose to chase after success by
working to establish themselves in a hot business market that
may not be of any interest to them.

Although it is possible to achieve success by running a business
that holds little interest to you, before long, you will find
that this sort of venture will drain your ambition, and
ultimately have a negative effect on you both personally and
professionally.

Think about it: What would keep you more motivated - Being in a
job you enjoy, or in a job that you find boring? Not a difficult
question to answer right?

Naturally having a job you enjoy is something that almost
everyone strives for; however, the problem that many new
business entrepreneurs are faced with is that they have a hard
time figuring out what they want out of life. Thus, they proceed
to fumble around in different professions, desperately groping
around in the dark for their one true calling. This leaves them
constantly chasing after a success that is always two steps
ahead of them.

To avoid this from happening to you, the following 7 key points
will help you stop chasing after success, so you can use your
interests to let success find you.

1. Find your life's purpose and true calling: Remember when you
were a child and you had such high hopes for your future, when
you used to dream about all of the great things you would do
once you were older and able to make your dreams a reality. Well
even if this was not one of your childhood fancies, it is time
for you to take a serious look at those dreams you lost and hid
away in the back of your mind, and find out how you can make
them work and grow in your business.

2. Did you choose your work or did your work choose you?
Surprisingly, many people fail to take this into consideration,
and instead choose to keep their focus on making fast money with
the current popular market. By following this type of career,
you have given all of your business power and control to a
market that can offer you nothing but quick cash until that
market dies, or you lose interest and move on to search for
hopefully the next big thing.

3. Are you using your natural talents or "gifts" that you enjoy
and do so well? Ask yourself if you are using your expertise to
benefit your business. Your talents will help make you creative,
innovative and keep you challenged. It is your "gifts" that make
you an expert of a particular field. Use this to your advantage,
and success will find you.

4. Are you ignoring your passions and values? Most people have
values, and regardless if these values are religious, personal
or so on, the values that you follow say a great deal about your
character, and your passions. Therefore, if you are running a
business that you don't believe in, and that is personally
unfulfilling, you will never achieve the success you are after,
because you don't have faith in your own business.

5. All of us have gifts but sometimes many of us have a
difficult time identifying them: Finding your own talents may
take time, but it is time well worth spending. If you have a
hard time thinking of things you are good at, make a list of all
the times you did really well in school, sports, arts and
various life experiences. It may also help to speak with those
who you are close to. Often your most trusted friends and family
can clue you in on what you excel at. Another option is to begin
by exploring options in business fields you like.

6. How do I find my life's work? You can find your life's work
by making a list of all the goals you wish to accomplish, and by
discovering how many of these goals are similar. Keep in mind
that your life's work is something that you enjoy whole-
heartedly, and is a continuous goal that you will always be
trying to work towards. It should not be something that can be
achieved quickly.

7. Be able to connect who you are with what you do: Once you
know your life's work, it is now time to go out there and
discover the business opportunities that speak to your ambitions,
values and interests. Remember, when you like something and are
truly good at it, you will soar to fantastic heights.

The bottom line: Use these seven key points as a guideline to
get yourself on the right track. Love what you do, put
everything you have into it, and let success find it's way to
you through your wise decisions and passion for your work.

********************************
Robert Moment is a small business coach and author that
specializes in teaching entrepreneurs how to turn passion into
profit and successfully start a small business. Visit Robert
below and take the FREE 7 day e-course titled,
Turn Passion into Profit.
http://www.HowToStartYourSmallBusiness.com

********************************
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Subscriber Article

Make Yourself Stand Out In The World Of Free Information
Ana Ventura

Take a minute to think about your daily encounters with the
media: you wake up to your alarm clock that is tuned into a
popular radio station, catch a glimpse of the morning news while
you brush your teeth, and it only gets worse from there.

The average person is surrounded by thousands of messages each
day, and those are only counting the ones they aren't looking
for. In a world where logging onto the Internet anytime someone
needs a quick answer for anything is the norm, it's hard to deny
that free information is everywhere.

So what does this mean for you, for business? It means,
unfortunately, that your public relations and advertising
attempts have less impact as the days go by.

Don't get me wrong, targeted public relations campaigns are still
effective. But even with consistent PR attempts, it's not
guaranteed that the same people will read every exposure.

Getting your name out there is the first step in standing out
amidst the crowd. Writing a promotional newsletter is a great way
to do this. First of all, you're not selling anything, so the
customer doesn't feel that immediate sense of pressure and unease
involved with most sales pitches. However, with the repeated
exposure to your name involved, the client will remember you when
the time does come to send out other forms of sales
communication, such as print ads or sales letters.

If you run a mid to small business, a newsletter should be
published with a frequency of about one every three months. This
creates a good balance, because it's not too frequent, nor
infrequent enough that the client forgets he subscribes to the
newsletter.

So where do you find people to send these newsletters to? Current
clients, past clients, and people that have previously inquired
about your business should be at the top of the list. Other
contacts include colleagues, prominent members of your industry,
and trade publication editors.

A promotional newsletter should not be charged a subscription
fee. After all, this is a part of your PR campaigning, an effort
to get your name established and recognized out in the crowd.
Content should be a mixture of company information, production
news, and sales talk. The information should be interesting and
helpful, but remember that the purpose of your newsletter is to
educate customers about YOUR company and to get them to buy YOUR
products.

If you should choose to send out your newsletter by snail mail,
it will be a bit more costly considering you have to pay for
paper, printing costs, and postage. Frequently, though, email
newsletters have become very popular. It's much easier to type
and send directly from your computer, and best of all-- it's
free.

It might take a few issues for people to remember your name, but
you will have so much more impact the next time you decide to
send a sales letter or brochure to that company. Even with all
the access to free information out there, there are ways to
promote your yourself and your business.

**************************
Ana Ventura specializes in helping businesses, organizations, and
individuals get media coverage. She is a PR expert at DrNunley's,
a site specializing in affordable publicity services.
Reach Ana at mailto:ana@... or 801-328-9006.
http://FullServicePR.com

**************************
Today's Tip On the Opportunity Worth Checking

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Today's Tip On the Book Worth Having

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Today's Tip On Software Worth Using

Instant ReadMe File Maker

This little piece of software is very useful when you create a
product of your own and need to give instructions on installation,
copyright clauses, selling information, setup or support info etc.

It's easy to use and create the ReadMe file. You can download it
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Today's Tip On Learning

Tired of all the get-rich-quick junk?
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See what Sawn Casey says about it:
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I Need 500 "Test Subjects" Only!

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I know you can make money online. I've proved it repeatedly over
the last few years. And I'm going to prove it again.

That's why I'm inviting you to be part of special test group because
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Today's Promotional Tip

Another Community to Promote And Sell Your Products!
Free IQ Community, launched in 2007, is an online community where
streaming video is used to share knowledge and information
with others… at no cost.

At Free IQ Community, the emphasis is placed on exchanging valuable
information not frivolous entertainment. Brad Fallon, the owner
believes that everyone knows something that is of value to someone
else and lets people share that knowledge through video.

A unique feature enables site visitors to make purchases directly
from a content provider. The product purchased could be additional
video information (which can be downloaded directly from Free IQ
or sent via DVD), audio CD's, E-zines, E-newsletters or even
physical products. Free IQ processes each transaction and collects
a modest commission.

Another big difference: Free IQ Community allows a user to upload
any video, regardless of length. You can also upload audio, PDF's…
almost any media. A proprietary search engine allows users to quickly
select only relevant content. The search algorithm—which has two
patents pending—also incorporates a sophisticated user rating system
which considers direct input, review quality and actual user
experience with each pice of content.

Check it and join free here:
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Today's Useful Tip

7 Strange And Unusual Uses For Hypnosis

Join the free Dream Life Newsletter and start your journey of self
discovery and find out how YOU can live the Dream Life...

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*************************
Experience shows that success is due less to ability than to zeal.
The winner is he who gives himself to his work, body and soul.
Charles Buxton

*************************
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