Transcript of Frankel's Free Clinic January 28, 2002

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 8:58 AM): Entered the room.

Jonathan Cohen (jacohen@damnfinewriting.com) (1/28/2002 8:59 AM): morning Rob

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 8:59 AM): Wow, two minutes early. I'm shocked....

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:00 AM): Good morning everyone....

Sam mongeau (1/28/2002 9:00 AM): Hello everyone

Patrick (1/28/2002 9:01 AM): Morning all

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:01 AM): Is it me or has this been a very strange month? Anyway, does anyone have an issue they'd like to jump start us with today?

Marcos J. Polanco (1/28/2002 9:01 AM): Entered the room.

Weber emperorsherbologist.com (1/28/2002 9:02 AM): It's been a strange month.

Terri Robinson (recruit2hire.com) (1/28/2002 9:02 AM): Entered the room.

Rich (training@dogskool.com) (1/28/2002 9:03 AM): Entered the room.

Tamra (tamra@hcstudios.com) (1/28/2002 9:03 AM): Very weird month. I'm looking forward to February.

Terri Robinson (recruit2hire.com) (1/28/2002 9:03 AM): Greetings, Rob, Sam, everyone! :)

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:03 AM): We always try to let the new guys go first, so don't be shy....

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:03 AM): Rich -- how about it, bud?

Frederick (bspage.com) (1/28/2002 9:04 AM): Entered the room.

Frederick (bspage.com) (1/28/2002 9:04 AM): 'morning all.

Rich (training@dogskool.com) (1/28/2002 9:04 AM): Good morning all, I run a local dog training school I want to bring to the world.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:04 AM): Also, for you new folks, it's totally cool to plug your business here. Helping you build your biz is what we're here for -- and to help with any questions or issues you may have.....

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:05 AM): Anything specific Rich?

Sam mongeau (1/28/2002 9:05 AM): Hi Rich. What products/services do you want to offer the world?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:06 AM): I assume you're in the Bay area?

Rich (training@dogskool.com) (1/28/2002 9:06 AM): I've been working on on-line lesson plans and courses. I am getting close to exposing it to the net.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:07 AM): And your question would be....?

Rich (training@dogskool.com) (1/28/2002 9:08 AM): What's the best way to expose my name without losing customer faith?

Patrick (1/28/2002 9:08 AM): Why would exposing your name cause your customers to lose faith?

Rich (training@dogskool.com) (1/28/2002 9:08 AM): I worry email will be regarded as spam.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:09 AM): I think the first question would be why would a customer lose faith -- assuming the customer you're talking about is an existing customer (Patrick types faster than I do)

Patrick (1/28/2002 9:09 AM): Is the email Spam or Opt-in?

Rich (training@dogskool.com) (1/28/2002 9:09 AM): dog training is a very touchy subject, many schools of thought.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:10 AM): Rich, if you spam them with e-mail it WILL appear to be spam. However, if these are past customers -- and you have built an ongoing Branded Community -- it should be regarded as yet another message from the folks who care most about your pet.

Patrick (1/28/2002 9:10 AM): If it's spam, well yes that's bad. If it's Opt-in it's ok.

Sam mongeau (1/28/2002 9:10 AM): What

Kirt (1/28/2002 9:10 AM): Entered the room.

Rich (training@dogskool.com) (1/28/2002 9:11 AM): right now I am collecting emails though a free class, but I haven't put any ads in these messages. I worry about losing subscribers if there is too many ads,

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:11 AM): Rich, even marketing to non-customers, it's the approach that matters. Spammers are just data-blasters. Dog training is about human concern for their beloved pet.

Patrick (1/28/2002 9:11 AM): Are they ads for yourself?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:12 AM): My experience has been that almost everyone with whom you have a genuine approach will either (A) Say yes (B) politely say thanks but no thanks (C) not respond at all

Patrick (1/28/2002 9:12 AM): If so, just make them informational, and it's a positive.

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:12 AM): Entered the room.

Rich (training@dogskool.com) (1/28/2002 9:12 AM): I haven't put any ads, because I don't want to clutter the information.

Patrick (1/28/2002 9:13 AM): If it's "hey, give me more money." then ya, that's a problem.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:13 AM): It all depends on how you state the proposition. Patrick, I think you're off base here. Information alone won't do it. The brand has to come through -- why dogskool is the best solution.....

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:13 AM): And that's the real issue. Hey, life is a branding problem. Rich, when your brand does the talking, people react much more positively.

Patrick (1/28/2002 9:14 AM): Rob, no question about it, your right. But I think he builds his brand by demonstrating his knowledge.

Sam mongeau (1/28/2002 9:14 AM): Right, you need to build an emotional bridge between yourself and your customers

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:14 AM): But I do agree it can't be a blatant hard sell. Those DO cultivate negativity.

Frederick (bspage.com) (1/28/2002 9:14 AM): It doesn't matter what the message is, actually, spam is a method of delivery. The most benign message sent by bulk to people who have not asked for it is spam, or, more correctly UCE - unsolicited commercial e-mail - and is against the terms and conditions to which you agreed with your ISP. You can be closed down for it. And you can be prosecuted for it, too. And your brand will certainly be affected by any of that.

Rich (training@dogskool.com) (1/28/2002 9:14 AM): how can I promote my brand without losing interest?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:15 AM): I agree, Patrick. Rich, first you have to have a brand to promote. As I look at your page, I can't find the old Prime Directive in action: "Why are you the best solution to my problem?"

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:15 AM): Frederick, PLEASE let's not go down that road again.....

Rich (training@dogskool.com) (1/28/2002 9:16 AM): of course I would like some form of cash flow and I am competing with a lot of free information.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:16 AM): Rich, once you have that nailed down, I think you're have more confidence in reaching out to folks, because you'd see why thy respond to your brand.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:16 AM): That's why you brand stuff, Rich. The whole point of branding is to get people to value your solutions over others, even if it means paying for yours while others' are free.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:17 AM): Hey, you can read all about branding for free from all kinds of hacks. If you want to really know about my stuff, you've got to buy a book. The difference is that my stuff is branded to be peoples' best solution.

Rich (training@dogskool.com) (1/28/2002 9:17 AM): So the first step to branding is to expose why I am the best or better?

Marcos J. Polanco (1/28/2002 9:18 AM): rich, answer me this, Why is your product *worth* paying for?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:18 AM): Nope - that's the big mistake. The first step is to show people how you solve THEIR problems better.

Patrick (1/28/2002 9:18 AM): Actually the first step would be to be the best.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:19 AM): Patrick, "best" is so relative though. Not a realistically achievable goal

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:19 AM): Also, it's very generic. Means almost anything to anyone

Patrick (1/28/2002 9:20 AM): Right, which means he has to figure out what "best" means to his customers.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:20 AM): BTW, if anyone else has an issue, please jump in.....

Patrick (1/28/2002 9:20 AM): Then become that.

TW (1/28/2002 9:20 AM): Entered the room.

Patrick (1/28/2002 9:21 AM): Sorry, I'll be quiet, got excited there. :)

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:21 AM): Or, "best" means what HE thinks is best for dogs. That's the route I prefer because it established Rich as a leader in his field. This turns it into a nice, definable niche that he can naturally fit.

Sam mongeau (1/28/2002 9:21 AM): An important part of branding is managing the meaning of the words/symbols you choose for your brand that

Tamra (tamra@hcstudios.com) (1/28/2002 9:21 AM): As my biz partner says "we're the best X on our street". In other words, "best" is so relative to how you slice your market that marketing it becomes silly.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:21 AM): Dead on, Sam my man!

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:21 AM): You could be one aderb away from a huge sale -- or miss it completely.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:22 AM): I agree Tamra.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:22 AM): Patrick, no need to apologize. Your contributions are good!

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:22 AM): Oops...that should have been "adverb"

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:22 AM): Anyone else want to jump in?

Sam mongeau (1/28/2002 9:23 AM): Your brand is your customer's mental image of your product service. You need to understand what that image is and then work from there

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:23 AM): Then would you market something more easily defined? "We're the largest dog training school in Virginia Beach!"

Jonathan Cohen (jacohen@damnfinewriting.com) (1/28/2002 9:23 AM): 'best' may not be the selling point anyway - you have to understand your customers to figure out what will push their buttons - is it 'cheap', 'experienced', 'fast', or so on?

Rich (training@dogskool.com) (1/28/2002 9:23 AM): If I can help the person reach a solution to their problem, then there is value.

Sam mongeau (1/28/2002 9:24 AM): Exactly. Your brand is derived from their experience.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:24 AM): Just look how "Best for dogs" is interpreted differently right here in real time...that ought to convince you it's not the way to go.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:25 AM): Rich, "best" is what you tell them "best" is. That's why they choose your brand. Your main issue here is -- and it's a common one -- trying to be everything to everyone.

Tamra (tamra@hcstudios.com) (1/28/2002 9:25 AM): Hmm...best for dogs or best for dog's owners? There's also a difference there.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:25 AM): Sam, I disagree. Your brand is what you put in front of them. Those that choose it value your brand. Those who don't are not a branded fit and go elsewhere -- but that's okay, because they wouldn't have bought what you're selling anyway.

Marcos J. Polanco (1/28/2002 9:25 AM): My sense is we are getting ahead of ourselves with the branding stuff. Rich, to be honest, you seem a bit down on your product. There are a lot of dog owners out there *eager* to hear your unique angle. Thus the basic question. "Why is your voice worth hearing?" Even more, Why should I *not* just go with the free information?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:26 AM): Good call, Tamra

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:26 AM): Marcos, that EXACTLY the point of branding!

Rich (training@dogskool.com) (1/28/2002 9:26 AM): This is true as well, the people want fast solutions and the dogs need different things.

Jonathan Cohen (jacohen@damnfinewriting.com) (1/28/2002 9:27 AM): Rob - sure, but you also need to craft your brand to appeal to your strengths *and* be able to attract enough customers to make a financial go of it.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:27 AM): The fact is, Rich isn't getting ahead of himself, he's actually behind where he should be: marketing without a solid brand. This is why I tell people to develop the brand first BEFORE you begin marketing. Otherwise, you're sailing a rudderless ship.

Kirt (1/28/2002 9:27 AM): Rob, here's what I'm up against: I've been an Internet marketer for 4 years, and I've done everything from sell a VC startup for $11MM to buying and flipping six or seven web businesses for a profit, yet it seems I can't get the credibility and "edge" against Internet Marketers that write $19 ebooks about things that they've never done themselves... Do I need to constantly harp on my credentials and build a brand around being a "real deal" internet marketer?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:28 AM): Kirt, this is a great discussion point. Thanks for bringing it up

Kirt (1/28/2002 9:29 AM): ;)

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:29 AM): First thing, how is your brand represented? Do you have a URL we can see?

Kirt (1/28/2002 9:29 AM): yeh, my most current project is at: http://www.buyingwebbusinesses.com

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:29 AM): I have a personal interest in this, because this plagues my practice, as well.....

Kirt (1/28/2002 9:30 AM): the problem is, my market should be "serious" internet marketers, but I also need to pick up some relative "newbies", just because my market seems to be so small without the beginners...

Frederick (bspage.com) (1/28/2002 9:31 AM): IMV, your opening line sounds a bit $19 e-book-ish. Especially 'You've got to take a look at this'!

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:31 AM): Well, this is one of the first things I can tell you: you're hiding behind a fictitious name. This is something we go through a lot on (PLUG) FrankelTips.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:31 AM): The fact is that the web is still very new and the well-moneyed blasters are grabbing a lot of mindshare.

Kirt (1/28/2002 9:32 AM): you mean the actual URL should be my name, right?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:32 AM): Yup. You need to stand in one place so people can find you.

Kirt (1/28/2002 9:33 AM): Frederick: I know, my problem is that the stuff actually IS cutting-edge, but how do you say that when everyone else already claims that and are just re-packaging the same old stuff?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:33 AM): If you're a deal maker, your site should be central and then cataloging all the deals you've done. make it "web deal central" -- built around the man that makes it happen.

Kirt (1/28/2002 9:34 AM): Gotcha, fantastic. sort of like an online resume with all the pertinent links, etc.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:34 AM): Believe me, I lose a lot of business to hacks and quacks -- but to people who wouldn't pay my rates or even understand what the real McCoy is.

Kirt (1/28/2002 9:34 AM): right, I can imagine.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:34 AM): The correct path -- I believe -- is quality business, not quantity. If you're not a hack-blaster, then you can't afford to look act or sound like one.

Patrick (1/28/2002 9:35 AM): Kirt, Personal opinion...raise your prices. You're at too low of a price point.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:35 AM): I also want you to pay REAL CLOSE attention to what I'm going to tell you next:

Frederick (bspage.com) (1/28/2002 9:36 AM): 'Lifestyle you've always dreamed of' 'How I Pocketed Over $110,000' You see/hear that on late night TV all the time, not to mention all over the 'Opportunities' web. I would think a more serious rhetoric would be in order.

Patrick (1/28/2002 9:36 AM): You rail against the $19 ebooks, then charge $29 a month.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:36 AM): You're talking yourself out of the sale. Period.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:37 AM): Patrick and Fred are also correct, I believe.....

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:37 AM): Kirt, even though we're not in the same business, take a look at my site some time...the only time you'll ever see any kind of mention about money is maybe on the http://www.robfrankel.com/about.html page. Nothing else.

Sam mongeau (1/28/2002 9:38 AM): I agree. Take on the look/feel of an expert. Leave the infomercials to the mercenaries

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:38 AM): If you're not in retail, putting in specific rates and prices only works to give the prospect too much information. They'll make their buying decision right then and there instead of asking for more information

Frederick (bspage.com) (1/28/2002 9:39 AM): Hiring a professional copywriter, might do the trick?

Kirt (1/28/2002 9:39 AM): Gotcha.

Terri Robinson (recruit2hire.com) (1/28/2002 9:39 AM): Kirt, your informational letter below the first "hype" sounds much better... if you don't want to look like a "snake oil salesman", don't use the big bold hype stuff at the top of your page :)

Patrick (1/28/2002 9:39 AM): Kirt, also, I can't put my finger on it, but it "smells" fishy the way you describe it.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:40 AM): In the "image game", the pro's take a passive approach, letting the deals come to them. That's how the world distinguishes a real pro from a sales hound. A "service pro" doesn't sell.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:40 AM): At least not explicitly....

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:41 AM): What you've got up there is a rate sheet. As a business seller, I want you to black box this thing for me. I hire Kirt and my business gets sold.

Kirt (1/28/2002 9:41 AM): ok, so I tighten up the letter, rewrite the intro, investigate raising the price and make it more of a "real players only" type of pitch, while toning down the money element.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:41 AM): That's my take, anyway. IN my own world, the prospects gather through chats like this, but more come through my book, reading through the site, referrals, etc.

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:42 AM): Taking that approach, Rob, how do you handle tire-kickers?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:42 AM): If it were mine, I'd kill all references to what the service costs. Emphasize performance. And one more thing:

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:43 AM): If you look like the hacks and compete on their level, you will always lose out to them. Again, this is why you brand yourself -- to give people a reason to choose you over the others -- even at twice the price.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:43 AM): Rebecca, I give tire-kickers as much free stuff as they can handle. Nobody walks away from Rob empty-handed. They get free access to articles, this chat, FrankelBiz -- after all that, they feel better about forking over the dough.

Frederick (bspage.com) (1/28/2002 9:44 AM): Question, Rebecca- How often to tire-kickers actually end up buying from somewhere? A lot more often than we like think, I'll bet.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:44 AM): Also, Rebecca, the forms prospects submit tell you pretty much who's serious and who's not. I personally have different response letters for different types.

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:45 AM): I spent more time selling to my tire-kickers than I liked. Add prices to website--viola! No more tire kickers, more time for paying clients and real work.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:45 AM): Finally, Kirt, your brand is confusing -- are we buying you or your sales course? That pop under exit window kills a lot of your "Kirt the pro" credibility.

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:46 AM): So perhaps create some template responses? Give them info, but don't give the farm away?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:46 AM): Rebecca, I understand what you mean. That's why I added a few hints to my "about" page.

Kirt (1/28/2002 9:46 AM): got it. are you saying the popup itself, or the wording?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:47 AM): The fact that on one hand you say that you want to buy businesses, but your outgoing message is "here's how you can do this yourself" So why should they hire you?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:47 AM): Anyway, that's my take on it. But I share your frustration. A lot of people in my line get burned by hacks that promise branding but are really not.

Frederick (bspage.com) (1/28/2002 9:48 AM): Popups - before, after, in between - are generally considered a nuisance

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:48 AM): Hey, this is good! Anyone else have an issue to bring up while we still have some time?

Kirt (1/28/2002 9:48 AM): rob: the site is a membership site about me teaching people how to buy and sell web businesses, I use examples in the copy of what I've personally done.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:48 AM): Frederick pop-ups can be an annoyance. But they do work for some people

Sam mongeau (1/28/2002 9:49 AM): Seems like they're separate businesses. Why not two sites?

Kirt (1/28/2002 9:49 AM): I can find 5 or 6 good deals a week, and of course, I don't have the time to do more than 5 or 6 a YEAR by myself, hence I'm selling my ongoing research.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:49 AM): Kirt, I think that's a totally different sale that you might make to one of your satisfied customers who wanted to learn that stuff. But I personally don't teach people how to do branding. It's somewhat contra-indicated.

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:50 AM): Kirt, have you considered streamlining some of your processes and just hiring somebody?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:50 AM): Again, I agree with Sam. Develop two different sites. One to teach people, one to work with Kirt.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:50 AM): (TEN MINUTE WARNING)

Marcos J. Polanco (1/28/2002 9:51 AM): contraindicated? do you mean "give away the sizzle, not the meat?"

Kirt (1/28/2002 9:51 AM): ok, on that basis, yes I agree, I do have several other sites about personal coaching with me, but this specific site is just about selling the info.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:51 AM): No Marcos, I mean that you're teaching people to do what you're supposedly an expert in -- thereby undercutting your own practice.

Patrick (1/28/2002 9:52 AM): Kirt, personal opinion. Consider working with a small number of capable individuals that will share the profits with you. Much easier that way.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:52 AM): Believe me, I get lots of people who buy my book or tapes thinking, "AHA! I beat the system! Why pay an expert big fees when I can do it myself?" Of course, that's like when people bought desktop publishing software thinking they could do their own ads.....

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:53 AM): (nodding with Rob) And so I wonder, why not just expand the profitable part of your business?

Frederick (bspage.com) (1/28/2002 9:53 AM): Rob, I have heard the argument that by teaching/explaining all about how you conduct your business, you prove to prospects that you know your stuff, they now understand what you do and selling your service becomes that much easier. No?

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:53 AM): What they got were cheap ad that didn't work.

Patrick (1/28/2002 9:54 AM): Fredrick, you need to show you know what you are talking about, not exactly how to do it.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:54 AM): Fred, there are much bigger companies that do "FREE SEMINARS" which generally do that, but most of them give you a "today only" price on materials that cost thousands. I've yet to see the seminar-driven company that's 100% legit.

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:55 AM): Frederick, I'm going to chime in here. The easiest thing to do is show results other people got from your service. *That* makes selling your service easier. Otherwise, by making what you do sound easy (because you're a good salesperson, after all), they think they can do it.

Patrick (1/28/2002 9:55 AM): Rebecca, good point!

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:55 AM): When you do the math, there's no way those people can make money doing what they say they do. There isn't time. The profitable consultants and service businesses get their business through relationships and referrals. Sometimes, the relationships are through the web....

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:56 AM): Kirt's got a scanned check for $110,000 on his site, That's very compelling!

Weber emperorsherbologist.com (1/28/2002 9:56 AM): I suggest a book called Hardball it was written by Robert Shook

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:57 AM): Why, Weber?

Weber emperorsherbologist.com (1/28/2002 9:57 AM): He has great intro's on face to face selling as to how to set yourself up as the expert who knows what you are talking about

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:57 AM): Thanks, Patrick! Instead of trying to sell to people, I have concentrated on profitable and mutually beneficial relationships. It has been *much* more profitable.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:58 AM): (TWO MINUTES)

Sam mongeau (1/28/2002 9:58 AM): There's a large chasm between being an expert and expert salesperson. Beware.

Weber emperorsherbologist.com (1/28/2002 9:58 AM): The same philosophies can easily be translated to the internet

Patrick (1/28/2002 9:58 AM): Rebecca, works for me too, but it took years to find a half dozen decent "partners".

Frederick (bspage.com) (1/28/2002 9:58 AM): Rob, I have heard the argument that by teaching/explaining all about how you conduct your business, you prove to prospects that you know your stuff, they now understand what you do and selling your service becomes that much easier. No? To me that you have done it for others, but until I know what you do and how you do it, I can still feel uncomfortable in trusting you to be able to do it for me.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:59 AM): Sam is right....I'm the world's worst salesperson. If I could find a good sales pro for my business, I'd be on it in a minute. This is why I'm launching i-legions.com with a sales team

Frederick (bspage.com) (1/28/2002 9:59 AM): ???

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 9:59 AM): We just lost a bunch of telephone and broadband partners. It's been a nightmare. I empathize, but good partners are gold!

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 9:59 AM): Fred, same thing can be done with case studies.

Rob Frankel (Rob@RobFrankel.com) (1/28/2002 10:00 AM): Wow, an hour flies by! Really helpful session today. Thanks to everyone and have a good, strong week! I'll see you all online!

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 10:00 AM): Fred, my company's challenge is when their solution becomes technical and they are beyond comprehending it. That's when I bring out the results and testimonials.

Terri Robinson (recruit2hire.com) (1/28/2002 10:00 AM): Great stuff today, Rob and all of you! See you all next week!

Frederick (bspage.com) (1/28/2002 10:01 AM): Thanks Rob and everyone - good session

Weber emperorsherbologist.com (1/28/2002 10:01 AM): Take Care all

Kirt (1/28/2002 10:01 AM): goodbye everyone, and thanks a ton!

Sam mongeau (1/28/2002 10:01 AM): thanks, enjoyed it.

Rebecca Hines (rebecca@thatnicecomputerlady.com) (1/28/2002 10:02 AM): Thanks Rob and everyone! Have a *profitable* week!

Rich (training@dogskool.com) (1/28/2002 10:04 AM): Rob, everyone... thanks for the help.

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