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thePEBBLE - 05/05/05 - Making More With Existing Clients
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Ken Darby's book, The Saga Of Pinehill, The Adventure
is now in bookstores. A controversial and powerful story.
It will change your life. Go to
http://www.the-pebble.com OR order yours from
your favorite bookstore. ISBN # 1-4137-4723-X
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TODAY'S TRIVIA - - -
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What practical function do gargoyles -- the grotesque
statues that adorn medieval cathedrals -- serve?
How do birds know when to migrate?
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ANSWERS TO YESTERDAY'S TRIVIA - - - -
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How much money did "Titanic" make at the box office?
"Titanic" made $600 million domestically and $1.8 billion
worldwide.
How long did it take Leonardo da Vinci to paint the
"Mona Lisa"?
Da Vinci took his time with the painting. According to legend,
he spent four years on the portrait of Francesco del Giocondo's
third wife, Lisa Gherardini, and still wasn't done. Supposedly,
Giocondo was so sick of waiting (or another version -- didn't
like the painting) that he refused to pay for the work and da Vinci
sold it to the king of France. In 1962, the portrait was assessed
for insurance purposes at $100 million.
What famous painter is believed to have sold only one painting
while alive?
Vincent Van Gogh is known to have sold only one painting.
(His works sell much better now!)
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I'LL SEE IT WHEN I BELIEVE IT!
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There are a lot of ways to become a failure,
but never taking a chance is the most successful.
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Thanx
Ken
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There is an unsubscribe link at the very bottom of this
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thePEBBLE CONTENTS:
1. STRANGE BITS AND PIECES!
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2. TITLE ARTICLE - - -
Making More With Existing Clients
by Charlie Cook
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3. MEDICAL COLUMN by Karin Henderson
Aneurysms
A Leak In Your Circulatory System
PART 2 of 9
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4. THE SAGA OF PINEHILL by Ken Darby
A tough journey
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5. OBSERVATIONS OF OUR BUSINESS
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6. THINK ABOUT THIS TODAY!
7. HA! HA!HA!
8. CONTACT INFO
9. THE LAST LINE - - - - -
Get The Saga Of Pinehill, The Adventure
http://the-pebble.com/SAGA/sagamain.html
OR get it at your favorite bookstore. Ask for
ISBN# 1-4137-4723-X from Publish America
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STRANGE BITS AND PIECES!
Cataloupes are named after the gardens of Cantaloupe, Italy
where some belive this melon was first grown.
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TITLE ARTICLE - - -
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Making More With Existing Clients
by Charlie Cook
Have you ever put on a jacket you haven't worn in a while
and found a twenty-dollar bill in one of the pockets? You'd
forgotten all about it, so discovering it is like getting a
gift. If you've been in business for a year or longer, you
may have gifts in forgotten pockets - sources of additional
revenue waiting to be discovered and tapped.
There are four ways to increase your net profits: reduce
costs, increase prices, attract more clients or sell more
to existing clients. When you consider that it costs you at
least 60% and as much as 600% more to sell to a new client
than to an existing one, it's clear that your best
prospects are existing clients.
Are you selling as many of your services or products as you
could to your existing client base? Could you increase your
revenue by doing a better job of marketing to your existing
clients?
You've established your credibility and the value of at
least one of your services with existing clients. They made
a commitment to work with you at least once. How can you
leverage this trust and client satisfaction into additional
sales?
Tony called me from Washington D.C. with just this
problem.
He is an image consultant to politicians and corporate
executives and struggling to increase his revenue. His new
clients are happy with his services, but the engagements
rarely extend beyond the initial contracted project. He is
having a tough time getting repeat business. Tony knows his
existing and past clients represent additional revenue but
he doesn't know how to mine it.
Once you have a client, what's the best way to sell them
more of your products or services?
The biggest mistake that most small business owners make is
to think that after they've competed the initial s.ale,
their marketing job is completed. The opposite is true.
Once you've made your first s.ale to a client and secured a
commitment from them with a payment, you should begin your
marketing effort to get them to buy again.
Of course, you don't want to constantly be "selling" to
clients. That would get tedious for you and your customers
and they'd be unlikely to want to maintain the
relationship. Instead, continue to educate them about
their areas of need and how you help clients. Use your
products and services to provide value and to educate
clients so they can discover what they need and want, even
if they've n.ever thought about it before.
For example, I've been working with a sports trainer to
complete my recovery from shoulder surgery. In our first
session he showed me which muscles needed to be
reprogrammed with exercise to return to normal functioning.
The obvious conclusion of his explanation was that I needed
to work with him again to achieve my goals. Just by sharing
a little knowledge he successfully extended the project.
This approach isn't clever or devious; it is based on the
notion that an informed buyer - an educated consumer - is
your best client. Here's how it works in practice:
1. Help Prospects Become Clients by Focusing on their
Problems
People buy solutions to problems or needs that they know
exist. Get your prospects' attention by focusing your
marketing message on the problem(s) you solve in order to
get them to visit your web site or contact you. Then use
your conversation or your marketing copy to help prospects
further define their problems or concerns. Do this well and
they'll clearly see the need for your products and
services.
2. Continue to Educate Prospects and Clients
Clients buy from you when they know how you can help them.
That's why they initially contracted with you or bought
your products and services. Once you've signed on a new
client, don't assume that they understand the range of
services or products you market. They may not even fully
understand what they've bought. Use each contact to
continue to educate your clients and help them understand
the issues, problems and solutions relative to your area of
expertise.
For example if you're a financial advisor and you've been
hired to help a client with their investments, you might
ask them a q.uestion about their estate planning, tax
situation, insur.ance policies or retirement plan and
provide them with an idea they can use. Each time you do
this your client will learn how limited their own knowledge
is and understand more about why they need your assistance
in additional areas.
Instead of selling clients on additional services, educate
them. You'll create a perception of need and increase
s.ales.
3. Transform Client Satisfaction into Additional Sales
Do you have clients and customers that appreciate your
products and services? Don't wait until your contract is
complete to tap the goodwill you've generated by helping
them. Regularly ask them q.uestions designed to get
responses like, "I couldn't have done it without you",
"Worth every penny", etc. Just after your clients have
provided positive feedback is the perfect time to ask them
a couple of q.uestions to identify needs and to mention the
solutions you provide.
Once you've gone to all the effort to attract a new client
don't walk away from the rest of their needs just because
they haven't identified or clarified them yet. Educate your
prospects and clients at every step of the way about the
problems you solve and they'll understand why they need
more of your products and services. You'll discover pockets
of opportunity to help your clients and increase your
revenue.
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2005 © In Mind Communications, LLC. All rights reserved.
The author, Charlie Cook, helps service professionals,
small business owners and marketing professionals attract
more clients and be more successful. Sign up to receive the
F.ree Marketing Plan eBook, '7 Steps to get more clients
and grow your business' at
http://www.marketingforsuccess.com
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For a spiritual journey to live as your Maker wants
http://www.spiritual-underground.com
Find information and knowledge that, while in plain
sight, has been hidden from man for centuries. If you
are on "the path" this is for you.
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To forgive is like washing the heart with the
most precious of balms.
---- Ken Darby
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MEDICAL COLUMN - - - -
by Karin Henderson
Aneurysms
A Leak In Your Circulatory System
PART 2 of 9
We also need to pick a starting point for our "journey", as all
body systems are continuous. Let's decide to start in the heart.
What goes through this corridor is blood. You probably already
know your body has arteries that bring blood full of oxygen TO
the body to feed it. It also has veins that bring BACK the waste
products and nutrient-depleted blood from the cells back to the
heart and lungs. These waste products will be dumped into the
filtering systems of the kidneys, liver, spleen, etc.
The blood is pushed through this container or corridor by the
heart muscles to the lungs, where it picks up oxygen and then
gets pumped back through the heart chambers or rooms to the
many, many places in the body. All the heart really does, is act
like a giant pump: about the size of a normal fist. As it gets
pumped along, the blood is propelled or moved along by gates or
valves that don't allow it to flow back. It must forward to its
destination.
Normal blood pressure or the pressure in this corridor will move
the blood evenly and without any unforeseen blockages. But
sometimes things happen to change that. And in an aneurysm, the
change can be a weakening or a "hole in" the wall of one area of
the corridor/vessel. And it can be caused by a variety of
things. This is a structural change.
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Karin Henderson is a registered nurse and is thePEBBLE's
columnist for our MEDICAL COLUMN.
We appreciate her input very much. Thanks Karin.
You can send Karin questions at
mailto:kflh@shaw.ca
Health Information Newsletter.
http://www.prescotts-inc.com
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THE NET'S BEST KEPT SECRET
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THE SAGA OF PINEHILL
by Ken Darby
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Eloise Henry, age 18 when the story began
and David Wylie, age 20, were selected by a
stranger in town to take a dangerous trip,
together. The idea was that each was to take
only the clothes on their back and go
anywhere in the world where the stranger
took them. They were to be left there to find
their own way home. They had no money,
no identification, and no idea where they
were. If they arrived back home, there
would be a million dollars waiting in each
of their bank accounts
The story deals with their adventures along
and leads to the only way they could survive.
The story leads to many friends, many adventures
and many places.
The Saga Of Pinehill, The Adventure
is now in bookstores. A controversial and powerful story.
It will change your life. Go to
http://www.the-pebble.com OR order yours from
your favorite bookstore. ISBN # 1-4137-4723-X
As you read enjoy. It continues . . . . . . .
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Just for emphasis Ng took a fairly large rock
and dropped it over the edge. It seemed like
forever before they heard it hitting the sides of
the chasm. He had made his point. Be sure of every
move.
Ng went first. He jumped across the chasm and
grabbed a rock that jutted out of the wall. Once
he had it he began to search for a place for his
feet. He knew where that was but it was such a
small lip it might have been only two inches wide.
His next move was to find the next hand hold, then
the next step. Slowly, ever so slowly he
progressed.
Then it was Sue's turn. She jumped, caught the
rock and held. She followed Ng's lead. Mae was
right behind Sue. The only thing that saved the
ladies was their knowledge they could handle any
situation that might arise. This was a fearful
place for man, yet one of the few ways through
these mountains. No other route was as direct and
none were without their hazards.
There was very little light left in the day by
the time they had traversed the chasm and were
back on solid ground. Ng came up with more food
and with good news. "Rest area maybe an hour." was
all he said.
He didn't know how thankful the ladies were to
hear those words. As always they ate on the move.
They were able to come out of the stream and into
an open area. They could see a light in the rest
area ahead. That was their reward. Ng estimated
the distance they had traveled that day did not
exceed six miles. As the crow flies he could be at
last nights rest stop in ten minutes.
To the ladies it seemed like they had traveled
for at least 100 miles. They were exhausted. They
kept on trudging. The path led away from the
stream. They were no longer in danger but the path
was anything but smooth. It was rough and rocky.
It seemed like every second step they stumbled,
the function of no light and tiredness.
They almost broke into the rest area as if
they were going to rob it. That was not their
intention but they stumbled through the door and
it would appear as if they were rushing.
They were the only travelers there. The keep
was sitting on a stool behind a counter doing
something to be busy. He looked up and smiled.
"You are the third set of travelers this
season. What brings you this way so early in the
year? It will be another moon yet before
everything is completely open."
"We just wanted to get an early start in order
to make the return journey also this year." Ng
told the keep.
This man was a lot more friendly than the last
inn keeper. Without asking he put water on a small
stove, to boil. As the group began to settle at a
table they noticed the ice in and on their clothes
began to melt.
Mae and Susan thought for sure their feet were
frozen solid. They were throbbing as they began to
warm up. They looked at one another. Each knew
what was up.
Mae closed her eyes and concentrated on the
condition she wanted for the three of them. It was
warm, dry, and completely comfortable. Upon
opening her eyes she "knew" that is what would be.
Sure enough. Ng could hardly believe it. He
was dry and his feet no longer hurt. "What you do?
I have been this way many times, and my feet hurt
for two days after that time in the stream."
"Ng, we wanted to go your way this day just to
see what your life was like. We wanted to go
through the toil, the struggle, the pain, the
fear, the danger. That way we are able to keep in
touch with what your life is like. That is now
over and there is no longer any need for us to
see, so we have created the condition we want,
warm, dry, comfortable. Is that all right with
you?"
"Yes. It is much better than my way."
Just then the keep brought over some hot tea.
The trio thanked him. He inquired if there was
anything he could get them to eat. They responded
negatively. Mae and Sue would get the meal they
wanted.
Susan asked Ng to envision his most favorite
meal. When Ng opened his eyes there it was on the
table in front of him. It was piping hot.
The ladies, too, spread out the meal they
wanted. It too was hot and the smell of food
wafted throughout the rest area.
This building, like the last, was low and
filled with roof support poles to keep the roof up
against the weight of heavy winter snows. There
was only one light, over by the keep. And the
place, like the last, was dirty. Mae and Susan had
to remove the dust and dirt from the table before
they felt comfortable placing food there.
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TOMORROW - - - A tough journey
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OBSERVATIONS OF OUR BUSINESS
Many of you have become interested in following what
we are doing in our business.
It is a way of seeing some of the good things and not so good
things that happen to us along the way.
While it may not replicate your story, neither may it be replicated
by you, it does keep you updated on some of the trials and
tribulations of doing business on the internet.
We thought we would keep it up.
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TODAY'S REPORT:
Today is formatting day. And it will take a good chunk of
the day. If interrupted at all then the task will spread
to two days.
We have the sun out bright and warm today. It is really a
day to be outside enjoying it.
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For ads that work go to
http://www.the-pebble.com/PAGES/advertis.html
AND get a free Profit Pulling Report
"SCOTCHING"
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THINK ABOUT THIS TODAY!
"If winning isn't everything, why do they keep score?"
-? Vince Lombardi
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HA! HA! HA!
One night a wife found her husband standing over their
newborn's crib. Silently she watched him. As he stood
looking down at the sleeping infant, she saw on his
face a mixture of emotions: disbelief, doubt, delight,
amazement, enchantment, skepticism.
Touched by this unusual display and the deep emotion it
aroused, with eyes glistening she slipped her arms
around her husband.
"A penny for your thoughts," she whispered in his ear.
"It's amazing!" he replied. "I just can't see how
anybody can make a crib like that for only $46.50!"
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CONTACT INFORMATION:
Complete Contact info on web site
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THE LAST LINE - - - - -
"Accept the challenges, so that you may feel the
exhilaration of victory." -? General George S. Patton
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Start your own Prepaid Visa or Mastercard business.
Sell local, national, or international, ethnic,
Worldwide market. Send money for $2.45 card 2 card
Great home biz. Get paid to introduce to others
www.directpaycash.com/go/visabiz4us
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AND REMEMBER TO GET A COPY OF
Ken Darby's book, The Saga Of Pinehill, The Adventure
now in bookstores. A controversial and powerful story.
It will change your life. Go to
http://www.the-pebble.com OR order yours from
your favorite bookstore. ISBN # 1-4137-4723-X
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REMEMBER! - IF YOU SEE IT IN thePEBBLE - IT IS SO!
Righteousness would mean more if it were
spelled right-use-ness.
---- Ken Darby
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theNEWSSHOP newsletter service will soon have your
business growing. http://www.thenewsshop.com
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© 2005 thePEBBLE PUBLICATIONS
http://www.the-pebble.com
thePEBBLE Publications
pebble@emailsystemscentral.com
Box 6, Site 270, R.R.2
Carvel, Alberta T0E 0H0 Canada
1-780-968-3847
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