================================================================ Frank Bauer's $1,000,000 Newsletter . . . The online resource for network marketers ******************************** Issue 15, September 01, 1997 ******************************** Published by Frank Bauer http://million-mall.com/ ================================================================ Sponsor of this newsletter issue: = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = LottoTeam Online - Play, win & earn with the German State Lottery. SuperPlayer 12 gives you high chances of winning at a very low price + Earn commissions! Visit: http://ikd.com/lotto/aa2/FrankBaGer ================================================================ CONTENTS 1) Good Morning! 2) "Rethink your sales approach" by Gary Lockwood 3) "The TITANIC ICEBERG - UNSOLICITED EMAIL" by Bryce Jackson 4) "Take A Step Back And Read A Book To Help You Re-Focus" Submitted by: Tim Bomboir 5) Sponsor of the Month 6) Feedback 7) Classified Ads Section ================================================================ 1) GOOD MORNING! I would like to welcome you to the 15th issue of "Frank Bauer's $1,000,000 Newsletter"! Today is Monday, the 01st of September, 1997. The current number of subscribers is: 838 I would like to speacially thank Onno Hoogendoorn from Leidschendam, Netherlands. He alone sponsored last month 66 newsletter subscribers. I enjoy writing this newsletter very much and it makes me proud and happy to see the subscriber base grow with every day, week and month. If you would like to be the sponsor of next months issue, send an email to my autoresponder at News-SG@million-mall.com for the "Sponsorship Guidelines". If you'd like to write an article of general interest, MLM, Network Marketing or self improvement, send an email to my autoresponder at News-AG@million-mall.com for the "Author's Guidelines". With "Frank Bauer's $1,000,000 Newsletter" I want to achieve three goals: => My first goal is to *provide* present and future entrepreneurs worldwide with basic and advanced *information* which will enable them to start and run their business *extremely successfully*. => My second goal is to help them to *apply* this information, and to *bring together* people who are *offering* information, help and opportunities with those who are *seeking* them. => My third goal is to have at least *one million subscribers* until the end of 1999 and I am sure that with your help I will accomplish this goal. ******************************** POLICIES AND PROCEDURES ******************************** To subscribe, send email to News@million-mall.com (Subject: Subscribe News). To cancel your subscription, send an email to News@million-mall.com (Subject: Unsubscribe News). I welcome all comments, open questions, tips, news, topic suggestions and other material relating to network marketing. Submit material for publication to News@million-mall.com (Subject: Publication). If you would like to crosslink your web-page to "Frank Bauer's $1,000,000 Web-Mall" @ http://million-mall.com/ to increase our Web-Traffic please read the instructions on my web page at: http://million-mall.com/cross.htm OK, let's get started immediately... have fun, relax and enjoy! Frank Bauer Publisher & Editor of "Frank Bauer's $1,000,000 Newsletter" News@million-mall.com ================================================================ 2) "Rethink your sales approach" by Gary Lockwood Demanding customers - fierce competition - breathtaking technological innovation... These are the realities of today's global marketplace... realities that have changed forever the way we do business, especially the way we sell. Gone are the days when salespeople could rely on charming small-talk and aggressive closing techniques alone to generate business. Many traditional selling approaches regard selling as something the seller does to the buyer. They sell them something. The result of this attitude to sales is that many salespeople adapt a manipulative, almost coercive style of selling. Some salespeople think of selling as pushing a customer into buying, and success as a victory. Often, people fear salespeople and distrust them. They think of salespeople as fast talking and slick. They are wary of being sold something they really don't need or want. Have you ever been sold something, then regretted it later? How did you feel about the salesperson? The more modern and enlightened view of selling is that the role of the sales person is to help the customer make good buying decisions. Someone seen as an ally and advisor. A business partner who can be relied upon to provide valuable help and advice as well as supply vital goods and services. The outcome of a sale is not that one person gains at the expense of the other, but that a win-win outcome is forged by the two parties who both leave feeling good about the transaction and with a positive commitment to each other. The role of the professional salesperson is largely a product of this century. Before the industrial revolution, the people who made things were also responsible for selling their goods. As the availability of consumer goods expanded, the need arose for people who specialized in guiding consumer decisions. The role of salesperson has changed dramatically over the years, largely as a result of the changing relationship between availability of products and services being sold and the demand of the consumer for those products and services. Since World War II, with the increasing growth of enabling technology, and the explosion of competition, we have seen availability outstrip demand. In those situations, we started to see sellers pushing their goods and services at consumers. We began to experience the manipulative salesperson. This is the perception that many people have today of salespeople. The smooth-talking con man so well depicted in movies such as "Used Cars", "Tin Man", and "GlenGarry Glen Ross". How do we reestablish a more positive relationship between product/service availability and consumer demand? Three strategies: 1. Clearly identify each customer's unique needs and requirements. 2. Tailor your goods and services to meet those needs at a fair price. 3. Ensure a long term relationship by attaining customer satisfaction. Clearly identify each customer's unique needs and requirements. Manipulative salespeople focus on trying to manufacture a need in a customer where none exists. We may, however, be able to bring existing needs to the surface simply by clarifying the customers understanding of the symptoms they are experiencing. Many people make a very good living out of helping people identify which particular need may be causing a symptom, then advising them on how to alleviate it. This includes not only medical doctors but also good salespeople. The most skilled salesperson will guide a customer through a discovery process designed to uncover and articulate the customers needs and wants. In addition, the effective salesperson will help the customer reach an understanding of the consequences of inaction plus the value in making a change. The more clearly your customer sees the depth of the ramifications of inaction, plus the range of positive benefits of taking action, the more likely they are to want to do something about it. This is called "tension for change". The customer who has decided that they have a need and that they really wish to do something about it, will then be in a position to seek solutions. Tailor your goods and services to meet those needs at a fair price For most businesses, offering generic products and services is a recipe for disaster. With the vast array of choices available, customers want a solution that is right for them in their own special situation. Frequently, this can be accomplished by listening carefully to the needs and wants of your customers, then packaging a combination of your products and services that specifically addresses those customer's needs. To do this requires these skills: * the ability to understand what the customer wants, and recognize the core issues and peripheral issues that are important to them; * the ability to identify the relevant features of your products and services that are appropriate for this customer; * ability to communicate the specific benefits, gained by using your products and services, that are meaningful to this customer; * willingness to deliver the package of products and services with emphasis on the desired results expected by this customer. Develop a long term relationship by attaining customer satisfaction Truly effective salespeople succeed because they are genuinely curious and concerned about people in general - and customers in particular. Their desire to understand the customer takes priority over their desire to sell their products and services. The delightful irony, of course, is that the very reason they are successful at selling is because they have made their desire to sell a secondary issue. The primary issue is the relationship they have with their customer. The surest way to cement a long term business relationship with your customer is to remember that no sale is completed until the customers expectations have been met or, preferably, exceeded. There are many salespeople who take customers for granted. The excitement of new sales often leads to ignoring existing customers. The result is constant pressure to create new business from scratch. Meanwhile, some of your best prospects are right there under your nose, in your own customer base. The "traditional", fast-talking slick sales person is no longer effective in today's global marketplace. Dynamic and highly competitive, our market consists of well educated, savvy consumers looking to the modern salesperson for guidance in making well-informed buying decisions. Those unwilling or unable to adapt not only experience declining sales, but also risk severing long-term customer relationships. The challenge is enormous and the stakes are high. Remember, customers buy for their reasons, not ours. When we strive to form a partnership with our customers, providing them with valuable help and advice as well as supplying vital products and services, we virtually ensure sales success. Good selling! -- Gary Lockwood is a Business Coach, Speaker and Publisher of the BizSuccess Coaching Program. He can be reached toll-free at 1-800-272-1575 or email MyBizCoach@aol.com. For details from our autoresponder, email BizCoach@infoback.net As an experienced business coach, Gary helps business owners, entrepreneurs, and professionals get all they really want from their business, professional practice or job. Gary also publishes a series of Special Reports and Business Success Workbooks packed with practical information, ideas and techniques for growing your business, making more money and having more fun. To receive a FREE report on "Getting Breakthroughs in your Business", send any email to BizCoach@mykabot.net. For more information and to get a free business coaching session, call Gary Lockwood now. Toll-free 1-800-272-1575 ================================================================ 3) "The TITANIC ICEBERG - UNSOLICITED EMAIL" by Bryce Jackson The Titanic was hailed as one of the WONDERS of the WORLD when it departed on it's maiden voyage. The largest and greatest ship in the history of the seas. Not only that but it was thought to be UNSINKABLE! Don't even think about...this thing can't be sunk! Now visualize Internet Email as the Titanic. Email is one of the WONDERS of the WORLD of Communications! The voyage is under way, we have left the dock! Passengers of the Titanic have evolved into Surfers of the Internet! Surfers are ecstatic as they discover the empowerment that worldwide communications offers for very little money! Imagine being able to send friends, family, and business associates, important messages whenever you want and receiving them even while you sleep! All basically free! One day a surfer thought "what if send my very important message to those that I don't even know". After all, "I am sure that they need to know this information as it will surely help them!" the surfer rationalized! Continuing the surfers daydream about unsolicited email, "If you don't want it all you gotta do is trash it, or simply hit reply and type "REMOVE" in the subject line. What's the big deal anyway?" WHERE WE ARE HEADED In January 1996 my passion for the Internet was born. The Webworker web site was founded on the premise of helping others become inter-prenuers earning their income from home via the internet. http://www.webworker.com has continued to be developed and is now a TOP 10 WEB BUSINESS Directory. This web site has 100's of web pages with business resources that has something for everyone. The web page design includes unique email addresses for those that wish to communicate with the webmaster. Instead of sending to webmaster@webworker.com you send to pagers@webworker.com, publishing@webworker.com, etc. This design has worked very well until recently. I get messages and information from surfers and know exactly where they were when they decided to communicate with me. Furthermore my web site design uses over 50 EMAIL AUTORESPONDERS to help the surfer get additional information on demand as they need it. So what has changed....we are approaching an ICEBERG! Visualize email address extractor programs that visit each web site obtaining valid unique email addresses. My site is an apparent Gold Mine as it contains over 100 unique email addresses....all being forwarded to my personal account. These addresses are used by BULK EMAIL COMPANIES to send their unsolicited email promotions to the WORLD! WHAT HAPPENS The morning used to be such a joy to log onto my internet account, get my email, respond to it, then onto new things. These bulk email companies like to send their millions of emails out in the wee small hours of the morning...so now I have literally 100's of the EXACT same email message to download and trash everyday. In addition to these 100's of exact same email message, I also get 50 undeliverable email messages as those represent my AUTORESPONDERS that the bulk emailer is also sending their message to! I have tried removing them, responding to them, everything to no avail because the bulk emailers have created a system that you can't penetrate. They have their own servers and don't use legitimate ISP's to deliver their bulk email. Just imagine the tremendous amount of resources that are being used up for absolutely no benefit. My time to do this grows each and every day and if it continues, less and less productive work will be accomplished. CHANGE IN COURSE I have never been one to advocate filtering of information and still don't want someone else deciding what I can or can not see! But I do believe that it is possible for existing ISP's to offer their customers a FILTERING option that would eliminate most of this type of email. The filter option could be one based upon not forwarding EXACT email messages within a time frame that could be customer controlled. Also ISP's could offer email filtering for KNOWN BULK EMAILERS at the customers option of course! Another option comes via the legal system. Support the anti-Spam amendment at http://www.cauce.org/ Bulk email and Unsolicited email will not go away on its own because of the 1% that respond to it. This means that 99% of the surfers suffer because of the GREED of a very few (although they are growing rapidly). These very few are guiding us toward a TITANIC ICEBERG that will eventually sink Internet Email unless we change course NOW! -- This article has been brought to you by: Bryce Jackson, bryce@webworker.com, founder of the TOP 10 WEB BUSINESS DIRECTORY at: http://www.webworker.com It may be freely copied and distributed as long as the complete article and credits are kept intact. Additional Articles on Unsolicited Email & Netiquette can be viewed at: http://www.webworker.com/reports/report.html or from our AUTORESPONDER at: mailto:reports@webworker.com ================================================================ 4) "Take A Step Back And Read A Book To Help You Re-Focus" Submitted by: Tim Bomboir Description of tip.... As an internet marketing professional, you get caught up in your business. If you're like me, you get going, and minutes turn to hours, then to days. It's important to step back and re-focus, and get yourself thinking clearly and into the track you set out for yourself when you started your business. The best way to get charged up again is to read a book. I like to do this at least once or twice a week. The solitary act of reading, combined with the knowledge gained is invaluable. By far, the best Internet Marketing book I've read lately is INSIDER INTERNET MARKETING That's the title of one of the best books I've seen yet for people who want to do business online. In a concise and easy-to- understand fashion, Jim Daniels of JDD Publishing has created a reference easily worth 10 times its $23.95 price tag. INSIDER INTERNET MARKETING is not your ordinary publication. It was designed for newcomers and internet marketing veterans alike. We think we're pretty savvy and we learned dozens of secrets! The resources mentioned, the proven ideas outlined, and the step-by-step process to get your business on the Net and into the profit column make this book a must-have for anyone wanting to do business in cyberspace. This is a "down and dirty", "tell all" publication, straight from the mouth of a well-known internet marketing insider. -- If you would like more details about my business connect to mailto:trbpublishing-info@freeyellow.com or http://www.bizweb2000.com/d1042.htm ****************************************************** My Spidy senses are tingling! I bet you'll check out this site! Go ahead, CHECK IT OUT!!! http://www.freeyellow.com/members/trbpublishing/index.html ================================================================ 5) Sponsor of the Month: This section of this newsletter is intended to be informational for the members of Frank Bauer's - Downline Bulding Team. Here I will announce every month the top 5 sponsors of the month. The top sponsor of the month will win 5 Line Credit Points (LCP's) to exchange against classified ad space! The current number of FB-DBT members is: The Sponsors Of The Month August: Frank Bauer's - Downline Building Team 1. Walter Hayward - FB-DBT ID# 0028-0001 <-- Winner of 5 LCP's! 2. John Stanley - FB-DBT ID# 0097-0001 3. 4. 5. Congratulations everybody! Keep up the good work! ================================================================ 6) FEEDBACK Each issue, we are going to post a few feedback emails from our readers and answer them here in this section. If you want your email to be included here, send it to News@million-mall.com (Subject: Feedback-Include). If you don't want us to publish it, send it to News@million-mall.com (Subject: Feedback-Exclude). =-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=-=- Dear Frank: I am a new subscriber, and I must say that you really have a fantastic newsletter!! The information provided in your newsletter has been very helpful!! Please keep up the great work!! Today, I was trying to access some of the past issues of your newsletter. I was able to get issues 9 through 13, however, when I tried to access issues #1 through #8, I was given a message on my monitor that stated that those issues could not be found. Could this be a problem with my computer? Sure will do anything I can to help you achieve your million readers by the year 1999!!!! This newsletter is great!!! I wish you continued success in the future! GS Rosso E-Mail: SuGer1011@aol.com "First I would like to thank you very much for your nice letter, I am very happy to hear this. Secondly I want to thank you for the tip reguarding the back issues. The problem was on my web site and I fixed it in the meantime. I am sure your computer works great! ;)" ================================================================ 7) Classified Ads Section Frank Bauer's $1,000,000 Newsletter is not offering free classified, but every subscriber can earn and/or buy "Line Credit Points" (LCP's)! Every new subscriber will start with 2 LCP's. You can earn additional LCP's by referring new subscribers to Frank Bauer's $1,000,000 Newsletter. For every new subscriber you will receive 2 LCP's. But that's not all! For every new subscriber they referred, they will receive 2 LCP's and YOU will receive 1 LCP! To receive LCP's for new subscribers, just tell your referrals to subscribe to "Frank Bauer's $1,000,000 Newsletter" for FREE by: 1. Filling out the online subscription form in the newsletter section of my web site at: http://million-mall.com/news.htm Tell your referal to enter your subscriber ID into the "Who referred me:" field. Or . . . 2. Sending an email to News@million-mall.com (Subject: Subscribe [+ your subscriber ID]) Every time one of your referrals subscribes to Frank Bauer's $1,000,000 Newsletter, you will receive notification via email. This notification will include the name and email address of the new subscriber + your current number of LCP's! 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Just point your browser to http://www.intersuccess.com/ezines.htm and get one step ahead of your competition today! * * * ************************************** How would you like to offer "A Vacation With Purchase" VPN's Complimentary Vacation Packages are prepackaged in quantities of 10, 25, 50 & 100 Each. Price $15 each. http://www.mlmers-ad-net.com/vpn/vpn138.htm ************************************** * * * Get OFF the Net! Only a tiny percentage of businesses are making money! If you're not raking in the profits, Come find out Why! http://www.bizweb2000.com/d2002.htm or mailto:insider@allaboutbiz.com ================================================================ Please feel free to forward this issue to a friend or associate ... or just have him/her send an email to News@million-mall.com (Subject: Subscribe) to subscribe to "Frank Bauer's $1,000,000 Newsletter". To receive a back issue of "Frank Bauer's $1,000,000 Newsletter", download it from the newsletter section of my web site at http://million-mall.com/ . To unsubscribe from this free newsletter please email: News@million-mall.com (Subject: Unsubscribe). To review Frank Bauer's Choice, which just may be the right company for you, send an email to my autoresponder at: Franks-Choice@million-mall.com ================================================================ \/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/ Frank Bauer / August-Sievers-Ring 15 / 24148 Kiel / Germany Fax: +49-431-723536 / Email: News@million-mall.com From rainy Kiel, not far from the Baltic Sea! \/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/ Amazing lists of resources! Help for EVERY business! All FREE: Newsletter, Downline Team, Classified links & More! The BEST of & about Network Marketing! Visit "Frank Bauer's $1,000,000 Web-Mall": ==> http://million-mall.com/ <== \/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/ (C)1997 by Frank Bauer (except as noted) \/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/\/