Newsletters by Chris Hiller, Wealth Creator Network
(I have created this in audio format as well - if you would prefer to download/listen to this lesson, click here)
You have heard me say it before: Joint Ventures are all about leverage - leveraging someone else’s time, skills, money, assets, database or really any other resource they may have. And the reason this is powerful is because now suddenly you don’t have any limitations - none.
Now the challenge for some people is that this might mean that they also no longer have any excuses.... but let’s leave that for another newsletter...
So back to leveraging other people resources - as I was saying the power comes from no longer having limits on what you can do. No longer can you say “I don”t have a big database” because you don’t have to have it - someone else already has it and you can leverage theirs.
But todays very specific lesson is going to be about leveraging someone else's ability to sell you (or your product).
Now there are a few joint venture strategies you can implement here (piggy-backing, contingency advertising, gift certificates, bundling etc etc), and we can go over a couple of these, but first what I want to do is explain WHY you should get someone else to sell you.
Now conceptually this may make a heap of sense - I can hear some of you now saying “well that’s great Chris, of course I’d like someone else to be my salesperson - cut to the HOW”. But just whoa .... easy there tiger...
You see in life if you don’t fully grasp the WHY of what it is that you are doing, then there is more chance that some of the steps in the HOW will get missed. And then you won;t get the result, which ultimately doesn’t help anyone. No relax, this isn’t a wax on wax off concept where you will be spending weeks of menial chores for me for the greater good lesson :).
So let’s get right to it: WHY is it better for someone else to sell you (or your product)?
Well quite simply the leverage you get from someone else being your champion is 3rd party reinforcement from someone whom your potential customer already knows, likes and trusts.
And when you have a number of people who are either actively or passively selling your products or services on your behalf (and what I am really saying here is setting people up to become lead generators - not necessarily performing the ACTUAL sale) your business will increase and your network will expand.
You see we all automatically do business with people we know like and trust - it’s in our nature because we want to surround ourselves and associate with people that we like and that are like us - most of the time this is good - however some people surround themselves with negative and destructive people - if this is you, change that TODAY!.
Now back to the 3rd party reinforcement - so what I am saying here is that one of the ways to take your business to the next level is empower other people to actively recommend and refer you business.
Now I’m pretty confident that if you are a somewhat successful business person, what I have just explained is not going to be an earth shattering discovery right? So are you still asking HOW?.
Well guess what... anyone who knows me well, knows that there is actually a method to my madness... and here it is:
I’ve actually already told you the HOW .... in the “WHY” section above I used 3 VERY important words: Know, Like, Trust.
Look at this logically: if you conceptually agree that people like to do business with people they know, like and trust, then the natural extrapolation of that is that people aren’t going to refer you business if they don’t know you, like you, and trust you - they can’t - it would go against there core being and belief system (unless they were completely unscrupulous, but then you probably wouldn’t be hanging around them anyway right?).
So what I a essentially saying is that the way to get someone to “sell you” is to get them to know like and trust you - my guess is that you would expect nothing but the same in return.
And the way to get someone to know, like ad trust you is to ADD VALUE to them!
The easiest way to add value to any person or relationship is to spend time with them (remember I talked about this in my last newsletter) and to find out what makes them tick - ask questions, see if you can help them out, connect them up, solve one of their problems.
Then from this point the 2 of you can work together to come up with creative ways to implement one or more joint venture strategies to create a win/win relationship.
Let me give you an example:
Last week I was talking with Michael Silk (he is an AMAZING copywriter out of the UK - if you need a copy writer, fire me an email and I will connect you with him), and he was asking me some questions about how to re-work or re-package one of his programs and we started talking through some of his options - this call actually turned into an informal business coaching session. We get towards the end of the call and Michael says” hey thanks very much Chris, this has been really helpful - I have an idea I have been meaning to test out with my list and I want to use your coaching and mentoring program as the product”. He then went on to explain his idea (which incidentally is actually quite brilliant, and with his permission, I will share it with you in the coming weeks) which essentially will involve HIM promoting ME and my coaching/mentoring to his list in a unique way - wow how awesome is that - I didn’t call up Michael and say “hey why don’t you promote me to your list”. What I did was add value to him and his business and then he and I expanded on an idea he had, which as it happens turned into a win for me also.
And this example is one of many times last week where I have spoken to someone who isn’t yet a client, doesn't know how I could help them, or maybe even just needed a nudge along the way, where my entire goal during the call has been to work out how to help them and their business.
You see when you lead with a “how can I help you“ mentality, instead of a "what’s in it for me" perspective the outcome you will get is completely different.
So here is my challenge for you: this week go and think about who already has access to your desired customer base, and start building a relationship with them - if you get stuck with thinking about who this person might be, or are looking for some outside the box ideas, send me an email and I will see if I can help (and you never know, I might even show you how to practically use one of those JV strategies I mentioned above :))
Massive action is the mark of true winners - go out and make it an awesome day!
Until next time
Chris Hiller
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