Prospecting 101, Part 13 | THE COLD, HARD TRUTH

The Cold, Hard Truth with Gabriel Siegel

THE BOTTOM LINE: Every successful entrepreneur I’ve met mastered the art of making his business appear to be “unique”. The ability to distinguish your business from your competitors offers significant advantages:

• Your business is not perceived as a commodity.
• You have a distinctive selling point.
• You aren’t relegated to competing on price.
• Your service or product is “branded” as special and worth the difference in cost.
• You are perceived a being an innovator.

Many E mails I received of late, asked me about my ideas for “re branding” or finding ways to develop new markets for existing products or services. In a previous article I discussed the carpet/upholstery cleaner who expanded his clientele by offering to create an "Asthma Free Zone” in households with children suffering from asthma. I mentioned the manufacturer’s rep group where the owners have taken over the prospecting and sales functions to develop a new level of more sophisticated and demanding customer.

A PROSPECTING ROUNDTABLE participant who, with his wife, owns a bookkeeping and accounting service recently sent me this E mail:

Dear Gabe:

“As you know, we’re firmly committed to the idea that prospecting/cold calling is critical for survival. About a year ago, I sat down with one of my clients and asked him what could I do to help him so I could get more business from him. My client owns a medium size HVAC company. He told me that his greatest need was for someone, part time, on the premises to help him organize his work orders, invoices, receipts and to do general filing. I offered to provide him with a part time employee, at my expense, for a 6 month trial. The employee would not only increase his efficiency but would make my job easier, and less costly for him because I could get his information in a more timely and efficient manner. A year later, the employee is still on my payroll, but my client is paying for her services. I offered the same arrangement to several other clients, and I’m pleased to report that I have added a new source of cash flow to my business. We have incorporated this idea into our presentations to new clients, and I’m thrilled with the results. You were right when you said that too many entrepreneurs fail to see the opportunities that existing clients can offer”.

In a previous article, I discussed the landscaper who has a thriving “high end” business built almost entirely on cold calling. Sensing that he would be entering a difficult environment for his services, he “partnered” with a local nursery, offering classes for the “do it yourself” gardener. They charge $75.00 per attendee and give them a set of tools, a soil testing kit and a selection of starter seed packs. In each 4 hour session they cover such basics as soil preparation, plant and flower selection, arrangements and aesthetics. From one class a week, they now offer two classes a week, each fully attended.

When we met for coffee recently he told me that when his wife proposed the ideas he was resistant at first and said no one would go for it. Echoing my words, she asked him “How do you know? You’re not a mind reader”.

I was in the market for a new guitar. There is no shortage of music stores/studios in my area and most of them sell the same or similar products at the same price. One music store/studio stands out in my mind. When I finished playing the guitars, I wandered over to the music book section. In addition to the standard fare of music books, one large rack was devoted to music instructional books with the studio’s name on the cover. They were the best selling books in the store. In addition to the large group of students using the books, I noticed several musicians perusing the selection and one older player bought several of the more advanced books for his personal use. When I asked the owner about the books he told me that by putting his name on the books he created an “aura” of being special and standing out from his competitors. Most interesting to me, however, was the fact that the books were standard instructional manuals; not terribly different from the plethora of music instructional books commercially available.

A client, who was the subject of an earlier article, is a successful web designer. He’s an active prospector and cold-caller. He felt, however, that his business was becoming too “commoditized”. He needed a “hook”.

He rented a restaurant to which he invited his existing clients and prospects, promising an interesting and business-enhancing experience. At the dinner were 5 students from a local college. He introduced himself and explained to his audience that this is his team of “experts”. In what? SOCIAL MEDIA.

He told his audience, composed primarily of local “Mom and Pop” businesses, that no body really knows why or how social media (think Facebook) works, but it does. It is becoming the accepted mechanism for staying in touch. He emphasized that “social media probably won’t get you new clients but it is a tool for maintaining communication with existing clients and customers. And those 5 students? They’re the experts. They’re the generation that defines this new communication. They’ll work with you assuring your business benefits from the greatest possible exposure”.

At the end of the evening, two clients signed up for an “expanded package” and one prospect bought the entire package of web design and social media incorporation.

Both entrepreneurs recognized and accepted the fact that the business environment was changing. People were becoming more guarded about spending money, and both realized that existing customers can be a great source of additional income. What is the key to their success? Both owners told me that they simply “followed their gut” and took the plunge.

The Manufacturer’s rep group, because of a changing environment, was forced to redesign their business model. Their new mantra is “PARTNERS IN CHANGE”. Their redesigned company logo and all forms of written communication emphasize their new focus.

The carpet/upholstery cleaner mentioned in an earlier article, developed an entirely new market for his company by offering an “ALLERGEN FREE ENVIRONMENT” to an entirely new group of prospects.

Each of these entrepreneurs recognized the need to differentiate his company from the competition.

In our PROSPECTING ROUNDTABLES, virtually all attendees come to the same conclusions:

• Cold calling is still the best way to get new customers.
• Most of the best customers, and their referrals, come from cold calling and prospecting efforts.
• Social media is not a viable substitute for cold calling.
• Cold calling must be consistent and persistent.
• It is your customer/prospect who dictates the need for your service and/or product. Listen to them. Carefully! Ask them what else can you do for them.
• You need to be continually evaluating your product/service to accommodate a changing market dynamic.
• Forget “one size fits all”, or “business as usual”. It can’t work!
• Existing customers are your best prospects for new and expanded services.

Einstein said it best: “Insanity is doing the same thing over and over again and expecting different results”.

For anyone wishing to share thoughts or comments, the writer can be reached at guitarman1811@aol.com. I respond to E mails quicker and more thoughtfully than I do when contacted on social networking sites.

For more information, please visit Gabriel's TNNWC Bio.

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Prospecting 101, Part 13 | THE COLD, HARD TRUTH

THE COLD, HARD TRUTH: Prospecting 101, Part 11

The Cold, Hard Truth with Gabriel Siegel

THE BOTTOM LINE: Too many organizations, as well as entrepreneurs, fail to recognize the changes taking place in their markets and therefore with their customers. Regardless of your situation, you need to be aware of the following:

• Older companies are closing and are often replaced with younger and more aggressive organizations.
• Buyers are demanding a greater level of sophistication and savvy from their suppliers.
• The “lowest price” doesn’t always win.
• Newer, agile and hungry competitors are visiting your “established” clients.
• You need a systematic, realistic and aggressive plan for getting new clients.

Of all the E mails I receive from our readers, most ask about prospecting, specifically the use of cold-calling to create new customers in view of changing market conditions. Whether you sell to consumers or Business to Business (B2B), you can “milk” your existing customers only so far for either referrals or add-on products or services. Prospecting for new clients, even for an established enterprise, has now become “do-or-die”.

Other writers have noticed a shift in the “demographics” of their business. A few have gone so far as to say that they now have to spend most of their time in re-building their business. In one E mail I received, the writer said “I now have to spend most of my time cold calling for new business. I should have been doing this all along”. Another writer wrote “I’m working twice as hard for the same money I made before”.

CHANGING DEMOGRAPHICS CAN ALSO MEAN A WHOLE NEW RANGE OF POSSIBILITIES FOR YOUR COMPANY. The alert entrepreneur needs to be aware of the changing needs in his market. Consider the following example from a company located in my town:

A small SAT tutoring service near my home recently began to advertise for middle school students by offering “test prep”. The owner of the company began to notice the testing pressures placed on this age range and the fear and frustration of the parents. He began to advertise for this age group and he recently told me that his income has increased in the first year by almost 50%.

These entrepreneurs recognized a need and were quick to capitalize on this new market.

Several years ago, I was invited to lunch with the Training Director for a large New York based insurance company. He observed that within the first five years of an agent’s career, he opened the majority of accounts. From years 6 to 10, most of their agent’s business came from existing accounts with a corresponding “leveling off” of the agent’s income. Agents with 11 or more years with the company opened even fewer accounts and lost some business with a decrease in income.

I received this letter from a National Networker reader:

Dear Gabriel:

“I’m the Sales Manager for a Mid-Western manufacturer’s rep group selling to the automotive market. We have 7 salespeople compensated on salary plus commission. In the past 3 years our sales have declined in each territory, due to the problems with the auto industry and their related suppliers. Many of the companies with whom we’ve done business have closed, or they’ve been replaced by start-up enterprises, founded and staffed with savvy, younger and aggressive automotive engineers. Our sales force has had only limited success with this emerging group”.

The insurance company and the manufacturers’ rep group reflect problems faced by all sales managers:

• Difficulty in opening new accounts
• Reluctance of “older” salespeople to prospect
• A salesperson has reached a “financial comfort level”
• Salesmanship vs. order-taking
• A shift in an industry’s demographics (adjusting to new markets)

We set up a series of PROSPECTING ROUNDTABLES for one office of the insurance company. We paired an established producer with a newer agent. We worked on cold-calling approaches, referral-getting and interviewing techniques. Each new agent had to report to his senior partner on his weekly progress in getting new accounts and discuss problems encountered in the field.

Something else was at play. The company was in the process of introducing B2B products where heretofore they were selling to individuals. Therefore, each producer had to develop a new level of clientele which of course meant prospecting. Success in developing new clients would also determine whether or not the producer would be getting, or keeping, a private office as well as their jobs.

Did all the producers buy into this PROSPECTING ROUNDTABLE/MENTORING approach? Of course not! Approximately one-third of the sales force either left or was terminated. However, for those who stayed and adapted to the new processes, their incomes reflected their efforts. About a year later one of the older agents told me that it “salvaged” his career.

The moral is never underestimate the power of mentoring combined with re-training. It can work. You need to make the commitment. If you’re dealing with a mature and complacent sales force, try it. If you’re a solo entrepreneur, ask for help.

The Mid-Western manufacturers’ rep group was a “mature” organization. The sales manager was recently hired to revitalize the company’s presence in a challenging environment. Each salesperson suffered a minimum of a 25% decrease in commissions with 2011 shaping up to be even more difficult. The sales force was demoralized and they feared the owners, second generation family with no loyalties, would be making some serious cuts.

The sales manager discovered that within each territory were companies that had never, or rarely, been contacted! It appeared to him the sales force was content to visit their customary (safe) clients and take orders. It was the sales manager’s feeling that unless contact was made with these new entities the entire sales force would need to be replaced.

The entire sales force was terminated. The new owners and the sales manager visited each client. They discovered that much of the work could be done over the phone. They created a new, internal “sales associate” position thus freeing the as-yet-to-be-hired sales people to focus on developing new clients.

The owners and sales manager are also prospecting for new clients. They reported to me they are cautiously optimistic and when a sales force is put into place, they envision a comfortable future for the company.

In a recent phone conversation with one of the owners, he made the following points:

• Prospecting (cold-calling) is critical to getting new customers.
• The salesman must be a “problem solver”.
• The salesman must devote a part of every day to cold calling.
• The salesman must respect and understand the competition.

For the “emerging enterprise”, solo entrepreneur or group, always remember that your lifeline, your key to survival and your income is tied to your ability to bring in new clients. You need to be making those phone calls and wearing out your “shoe leather”. It does work! Any doubts? Check your competitors. They’re doing what you need to do in order to survive.

Changing demographics and a changing economy will have an impact on your business. You may lose or gain sales. As needs change, what people want can also change. You need to be “out there” calling new people and questioning even your existing customers to determine what the market wants.

In my next article I will be sharing you the progress of the Manufacturers’ Rep group, how they established their PROSPECTING ROUNDTABLES and the expectations for the new sales group. I will also be sharing information on how several companies are coping with shifts in their markets.

For anyone wishing to share thoughts or comments, the writer can be reached at guitarman1811@aol.com. I respond to E mails quicker and more thoughtfully than I do when contacted on social networking sites.

For more information, please visit Gabriel's TNNWC Bio.

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Capital, Traffic Building, International Customers and unique SERVICES.
The National Networker Publications™ produced by TNNWC Group, LLC
Resources for Business Planning, Development, Capital and Growth

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THE COLD, HARD TRUTH: Prospecting 101, Part 11

THE COLD, HARD TRUTH: Prospecting 101, Part 4

The Cold, Hard Truth with Gabriel Siegel

We’re following the financial planner looking to expand his customer base by using cold call prospecting.

Our target is the small business owner and our source is the local yellow pages. The singular objective is to get an appointment. Each agent (financial planner) in the office has committed to spend at least one hour a day cold calling. The newest agent will be spending the bulk of her day cold calling for new clients. She understands that building a “book” of clients is a long process.


If you remember from our previous article, we have 3 objectives:

1) Introducing yourself

2) Overcoming objections

3) Getting a firm appointment


We spent a good part of each session working on overcoming objections. Perhaps you have heard some of these common objections:

“I’m not interested.” Click

“I have no money.”

“I have all the insurance I need.”

“I have a relative in the business.”

“I’m too young to think about retirement.”

“I keep my money in the bank.”

“My wife handles our money.”

“All my extra money goes back into my business.”


These may be valid objections, or simply a way for a prospect to “blow you off.” How these objections were handled will be the subject of a future article.

As I explained to this group, cold calling is an impersonal process. You don’t know each other. Second, most of us are conditioned to reject an unsolicited call. It helps when you keep your tone casual. Third, remember that your only objective is to get an appointment or permission to call back. Fourth, there’s always the next name on the list.

In our prospecting round table, we developed and role played a variety of openings. One of the agents decided to use the following approach in introducing herself to new clients. She speaks in a casual and soothing tone:

“Good day sir. My name is ________and I have been talking with business people in our area who may have questions or concerns about their investment and retirement funds and may not have the time, or even the inclination, given this economy, to give this much thought.”

Remember, this is only an opening. For those skeptics out there, I must emphasize this approach works for her. Others in the office used a similar opening, with variations suited to their individual styles. But, all the openings had a common theme: POINT OUT WHERE THE PROSPECT IS HURTING.

After asking one or two qualifying questions (also developed in our “Prospecting Round tables”) our agent concluded her phone presentation thus:

“Sir, we really need to talk. I’m not going to sell you anything, we just need to talk. Would __________________ or _________________ be a good time to meet?”

Our agent has made several contacts so far. She carries nothing with her to the initial interview; just a pad and pencil to make notes. As her principle agent notes, “The objective is to look for real money and that takes trust and time.”

Why does this approach work? There are two reasons. First, it utilizes the salesperson’s own personality and comfort level. There are no scripts, because as successful salespersons have learned, the prospect never follows the script. Second, there are no “steps.” Some sales programs take the salesperson through a series of steps designed to culminate in a sale or close. The salesperson becomes so wrapped up in the progression of steps that any curve thrown by a prospect (and it will happen every time) renders the steps moot with the salesperson trying to figure out where to go next.

Our approach emphasizes questions and responses to a prospect’s concerns. It works for the financial planner, it works for our carpet and upholstery cleaner, it works for the computer consultant, and recently a painting contractor working with realtors to prepare houses for sale. There’s no reason to doubt it could work for you.

In my next article, I will share some of our approaches to handling objections on the phone just using a simple phrase. Unfortunately, too many sales persons will give up at the first hint of an objection.

For anyone wishing to share thoughts or comments, the writer can be reached at guitarman1811@aol.com. I respond to emails more quickly and thoughtfully than I do when contacted on social networking sites.


For more information, please visit Gabriel's TNNWC Bio.

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The National Networker Companies™ and TNNWC Group, LLC

“Empowering Emerging Enterprises”

Membership in TNNWC’s Global Interactive Cooperative Business Community is free of charge and entitles you to receive both The National Networker Newsletter and The BLUE TUESDAY Report, as well as access to our unparalleled Suite of Business Services.

Join Us! Simply click on http://bit.ly/JoinTNNWC

Visit our website at http://www.TheNationalNetworker.com

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THE COLD, HARD TRUTH: Prospecting 101, Part 4

THE COLD, HARD TRUTH: Prospecting 101, Part 3

The Cold Hard Truth with Gabriel Siegel

When cold calling, you must be able to follow two simple rules. (I discussed rule number one in last month's article.)

RULE 2: AVOID THE USE OF JARGON, BUSINESS LANGUAGE AND TRENDY PHRASES.

My neighbor owns a local hardware store. All his processes are automated. He was looking for a way to manage his retail operation from his home computer. He spoke to several “network integrators” and computer consultants. As he told me, all he got was a lot of technical BS. He finally met someone who spoke in simple, non-technical English. The consultant asked a few questions and offered a simple solution based on the client’s concerns. He left with a check and in one month the system was up and running.

Remember: IF YOU CAN’T DESCRIBE YOUR BUSINESS OR PURPOSE FOR CALLING SUCCINCTLY, DON’T EXPECT A PROSPECT TO DO IT FOR YOU!

CASE STUDY: A client, who is an accountant, has established himself as a financial planner selling a range of products from common stocks to annuities. His clientele includes long term investors as well as active traders. He has another group of clients who have trusted him to structure conservative investment programs geared to their retirement. For this group, he charges a fee and often works with the client’s attorney. His target market is the small business owner. He is on several social networking sites, but questions the value because he feels it “cheapens his service” and, as he points out, everyone is selling a similar service and more often than not, most people are looking for free advice. He’s an active member of several local Chambers of Commerce and conducts Financial Planning seminars several times a year from which he gets a few leads. His objective is to broaden his customer base using cold-call prospecting. He has used the local yellow pages, with moderate success. He bought leads, also moderate success. His goal is to increase the number of appointments through cold call efforts.

At this point, a reader may ask why not use his client base for referrals, or, try to upgrade current client’s investment programs. There are, I found through experience (sometimes painful), two good reasons for not relying on existing clients. First, given today’s difficult investment environment, fewer people are willing to recommend the services of an advisor. Second, there’s a decided limit on how often one can expect to “churn” an existing client, especially when a program has been designed to their specifications.

Please don’t assume that our financial planner doesn’t solicit referrals or upgrades. During annual reviews with clients, he always asks for referrals, and when appropriate, he does recommend portfolio upgrades and/or changes.

After a meeting with the client and several of his agents, we set up a “prospecting roundtable”. This is simply a group which gets together for the express purpose of helping to establish cold calling strategies, each tailored to his or her specific industry. Through role playing, each attendee gets to refine his opening, learns how to handle objections and make an appointment. This is an effective and powerful tool.

In this situation, our “roundtable” consisted of the client, his partner, and the three agents who work for him. We also included one of the secretaries because she is often the first person with whom clients and/or prospects have contact. We also conducted our session off-site to avoid any interference from office routines.

We enumerated three objectives for our sessions. Everyone had to come away with a method for:

1. Introducing yourself to a prospect


2. Overcoming objections


3. Getting a firm appointment

To date we’ve had three sessions with a fourth planned for mid-June. In my next article, I will share with our readers several of the openings we developed, a mechanism for overcoming objections, and a strategy for setting firm appointments.

For anyone wishing to share thoughts or comments, the writer can be reached at guitarman1811@aol.com. I respond to E mails more quickly and thoughtfully than I do when contacted on social networking sites.


For more information, please visit Gabriel's TNNWC Bio.

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The National Networker Companies™ and TNNWC Group, LLC

“Empowering Emerging Enterprises”

Membership in TNNWC’s Global Interactive Cooperative Business Community is free of charge and entitles you to receive both The National Networker Newsletter and The BLUE TUESDAY Report, as well as access to our unparalleled Suite of Business Services.

Join Us! Simply click on http://bit.ly/JoinTNNWC

Visit our website at http://www.TheNationalNetworker.com

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THE COLD, HARD TRUTH: Prospecting 101, Part 3

THE COLD, HARD TRUTH: Prospecting 101, Part 2

The Cold, Hard Truth with Gabriel Siegel

Effective cold callers understand prospective customers have three concerns:

1. Will the product or service make or save me money?
2. Will the product or service improve my efficiency or enhance my lifestyle?
3. Will the product or services help me solve a problem?

BOTTOM LINE: WHAT IS THE VALUE OF YOUR SERVICE TO ME?

When cold calling, you must be able to follow two simple rules:

RULE 1: EXPLAIN THE PURPOSE OF YOUR CALL WITH A SIMPLE DECLARATIVE SENTENCE, FOLLOWED BY THE CRITICAL QUESTION.

This is the quickest way to qualify your prospect. An affirmative answer to THE CRITICAL QUESTION brings you closer to the next step; getting an appointment!

A CASE STUDY:

A client is in the carpet and upholstery cleaning business. When cold calling, he uses the following approach:

“Good morning, Ms. Homeowner. We’ve been calling homeowners who feel their carpets and upholstery could benefit from some professional TLC not only to look better but also to last longer. I’m so glad I have this chance to speak with you. If you allow me just a few minutes, I’m sure you’ll be willing to invite us to give you an estimate on carpet and upholstery cleaning."

They then ask a few simple questions and ask for an appointment.

Do they get rejections? Definitely! But, he also gets quality appointments leading to new and repeat (lucrative) customers.

If he’s unsuccessful in getting an appointment, he then asks “I understand that you may not be interested at this time, but do you know of anyone else who might need our services?”

In a typical week, my client, or his wife, will spend about 2 hours per day cold calling. They average about 1.5 appointments per day and about 2 referrals a week from their prospecting efforts. They have a simple philosophy; if I don’t have appointments, I’m unemployed. They advertise extensively, but have learned not to depend on this for attracting enough new and repeat customers.

Contrast his approach to a typical cold call from a carpet/upholstery cleaning company. (We actually got this call about a week ago). “Hello, I’m from XYZ Carpet Cleaners and we’re running a special promotion for cleaning this month. We’re only charging $99.00 to clean all your carpets and one sofa.” Undoubtedly some people will respond in the affirmative. What are the chances of the homeowner remembering this cheap service, which, by the way, turns out not to be so cheap?

The second approach reduces your cold-calling efforts to a “numbers game”. The caller has to hope that the person on the other end actually wants to have their carpet and upholstery cleaned while the prospector locked himself into a low price. You can never sell on price; someone is always less expensive. The only perceived value you’ve created focuses only on price; important to some but less so to many others.

The first approach has a value which will become obvious as we develop cold calling strategies in future articles. (Some of our readers will become more adept at prospecting by participating in up coming seminars and role-playing sessions).

David Sandler, founder of The Sandler Sales Institute®, makes the following observation: “PEOPLE BUY TO AVOID OR OVERCOME PAIN.” On a cold call, unless you can identify a problem or need, there is no reason to see you, because you’ve done nothing to create a perceived value and/or distinguish your service.

Can you think of a simple declarative sentence and a CRITICAL QUESTION which would make me want to see you?

You only have one objective on a cold call: GET THE APPOINTMENT! In the next article, I’ll present the second rule of cold calling with a case study. Let me know your thoughts.


For more information, please visit Gabriel's TNNW Bio.

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The National Networker Companies™

“Empowering Emerging Enterprises”

Membership in TNNWC’s Global Interactive Cooperative Business Community is free of charge and entitles you to receive both The National Networker Newsletter and The BLUE TUESDAY Report, as well as access to our unparalleled Suite of Business Services.

Join Us! Simply click on http://bit.ly/JoinTNNWC

Visit our website at http://www.TheNationalNetworker.com

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THE COLD, HARD TRUTH: Prospecting 101, Part 2

TNNW announces...

Cold Calling TeleSeminar and Offer for Those Who Missed Adam Urbanski's Call As TNNW is an educational resource, we have the following two announcements: 1.) Wednesday, April 25th, 4:00pm Eastern, Cold Calling TeleSeminar Are you anxious about having to prospect and sell? Do you struggle to find good prospects, the ones who will actually say, “yes?” Are you overwhelmed by the mere idea of cold calling?! If you answered yes to any of the above questions then you’ll want to join friend of TNNW, Wendy Weiss, ‘The Queen of Cold Calling’ as she presents a teleseminar that will help you to gain confidence, reach more prospects, close more sales and make more money. I Need to Start Cold Calling – Where do I Begin? April 25, 4pm Eastern/1pm Pacific You will learn: To identify your best prospects—those who are most likely to buy A system to stay in contact with your prospects until they are ready to say, “yes” To prepare so that your prospecting is effortless To understand your sales cycle and make it work for you What to say to grab and hold your prospect’s attention To learn more and register: http://tinyurl.com/2hy3ps Imagine how good you will feel once you’ve mastered your anxiety. Imagine how good you will feel when you ring up new sales. Imagine how your life will change when you have all of the new customers that you need and you feel in charge of your own business destiny. "[Wendy's techniques] ...have definitely made a difference in my life, my job, my business and my income, I will reach six figures this year for the first time ever in my life." Karen Barrett "I started working as a recruiter for a company called Fortune Personnel Consultants, and although they have a great training program, I was still not having much success cold calling. I couldn't get over my fear of interrupting people,... Now I am having a blast and getting business." Tracey Larson, Staffing Consultant Fortune Personnel Consultants To learn more and register: http://tinyurl.com/2hy3ps One new customer would more than cover the investment of this teleclass, so there’s really no reason not to register today! http://tinyurl.com/2hy3ps 2.) For Those Who Missed This Past Week's Call with Adam Urbanski As always, Marketing Mentor, Adam Urbanski always puts on a great teleconference. For those who missed it, we offer the following... Adam has just told us that he’s made 100 extra CDs with the audio recording of the call. So he’s keeping the site open for a couple more days or until all those CDs are gone – whichever happens first. The good news is you can still use TNNW's VIP Code to instantly get access to the mp3 download of the audio plus he’ll ship to you one of those extra audio CDs. ---> Here is the special VIP Code: CAS417 <--- Go ahead and grab your Audio CD for just $20 right now at http://tinyurl.com/yvljeu In fact, just one of the ideas he talked about – developing a Marketing Savvy Mindset – and his explanation how to do it, will transform your business and change you from a wage earner into an money-making entrepreneur – with all the perks and freedom to prove it! Here are some of the notes our subscribers took... -> Specific tips how to attract all the new clients I want in the next three to six months starting from scratch and on a shoestring budget. -> One big mistake I was making with my lead generation programs that were slowing down my list-building. -> A new way to look at all the marketing training I’m investing in and how to implement ideas faster without getting overwhelmed. And this is only a tip of the iceberg. Just one good idea properly implemented can get you a flood of new clients and profits. But you have to take action and grab one of those audio CDs now before they are all gone. ---> Here again is the VIP Code: CAS417 <--- Go ahead and grab your audio CD right now at http://tinyurl.com/yvljeu All our best, Adam J. Kovitz, CEO, Editor-in-Chief & King of Business Networking

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TNNW announces...