CHIP TARVER SPECIAL REPORT:

 


”How to Choose Your High-Paying B2B Clients”

From Chip Tarver

 

 

I usually don’t feature other people in my articles, but this one below from Clayton Makepeace
is so good, and so helpful, I just had to make an exception.  This article is also a bit longer than
normal for me, but surely worth reading ...

 

Clayton has had phenomenal success for many years because he learned the right way to do
things a lot of us mess up.  With good intentions, we make the wrong choices.

 

In most of my articles I try to challenge your traditional thinking about things, as well as inform
you about ways to consider that could garner you better results with the same or less effort.

 

In his wonderful article below, Clayton does the exact same thing.  With that said, let me
recommend that you get on Clayton’s list.  Most of the time he sends out stuff that can help you.

 

Personally (on purpose) I choose to work with very few clients period.  Why?  It's too much trouble
for too few dollars.  I don't say that to me mean or rude ... but over time you'll discover that it
makes more sense to work on your own stuff that to work for other people.

 

That said, right now I am working with five clients.

 

The difference?

 

They came to me.  They asked me to help them.  They deposited a retainer with me in advance to
work against as we do what we're doing.

 

They are a pleasure and a Blessing to work with. I respect them.  I enjoy them.  I love working with
them.  I also have arrangements to receive a revenue share in the future as we market these new

products and services.

 

So - I'm also creating passive income, which is my goal when I work on my own stuff.  I encourage
you to consider what you read in this article as it could apply to you, too.

 

Chip Tarver

 

 

 

“How The Heck Do I Get The BIG Bucks?”

 


Step #1:
Pick your targets carefully

First, I created a mailing list of 400 prospective clients.

Since I was focusing on self-help publishers, I picked all the biggest companies - firms I already
knew about - Phillips, KCI, Agora, Boardroom, The Ruff Times and others -- and used the Oxbridge
Directory to select the rest.

If I knew the name of the person in the organization who hired writers, I included that in each
address on my list. If I didn't, I called 100 organizations per week and said, "I need to send a letter
to the person there responsible for creating your direct mail promotions. Could you please tell me
who that is?"

 

Step #2:
Get their attention

I wrote a short, one-page personalized letter saying that next Tuesday, May 15, would be a
Red Letter Day.

The FedEx guy was going to deliver a very important package to him/her - a package that
would bring a big bump in sales and profits. And I asked my prospect to take a quick look at it,
saying that it could be the most profitable few minutes he'd spent reading in years. (You may
want to do this with an e-mail - it should work even better!)

 

Step #3:
Deliver the goods

I created a second, short letter to go out with my samples. I introduced myself, gave a
short recitation of my accomplishments ... said that in two weeks, I'd be filling my writing
schedule for the second half of the year ... that I had some intriguing ideas for boosting his
revenues and response ... and asked the prospect to take a look at the enclosed material and
call me to discuss it.

I told him I'd be waiting for his call, otherwise, if hadn't heard from him by a certain date,
I'd give him a ring.

 

Step #4:
Get your spiel down pat

I spent time thinking about exactly what I would say if anyone responded:

• I would answer the phone on the third ring - not too eager, not too lethargic.

• I would be polite, friendly, and excited that they had called. I would compliment him on the
stuff I'd seen coming from his organization.

• I knew exactly what I would say if they asked, "How much do you charge?" (depends on the
product and the promotion - we can discuss that later).

• I knew precisely what I wanted the next step to be - to schedule a call a few days later to
discuss potential projects.

• And I knew that I'd ask the prospect to send me a "Care Package" - samples of his best
promotions, premiums, issues of his newsletter, etc. - that I could study in the meantime.

 

Step #5:
Mail 100 introductory letters and
100 sample kits each week

Timing was crucial. I mailed 100 introductory letters each Monday, so my prospects would
get them before the samples arrived.

And also on each Monday, I would overnight 100 sample kits so the prospects who'd received
my Introductory Letter the week before would get my samples exactly when my Introductory Letter
said they would - on Tuesday.

I waited by the phone: I didn't expect anyone to call. Surprisingly, a few did call.

Some politely told me they had all the writers they needed at the time. I'd say, "Cool! Maybe
we'll have a chance to work together some other time."

Some said they liked what they saw and wanted to know more - in which case, I told them a
little about myself, asked what they were looking for, requested the Care Package, and scheduled
a call to discuss it all with them in a few days.

 

Step #6:
Make your follow-up calls RELIGIOUSLY

I set aside at least one full day each week to bang the phones, calling all the prospects who
should have called me the week before, but didn't.

I started with the prospects I knew were the biggest mailers and worked my way down. If the
person was unavailable, I left a voice message:

"Hey, Bob, it's Clayton Makepeace. I sent you some samples of my work last week and promised
to give you a call about them. I've got some ideas to boost your response and can't wait to share
them with you. Give me a call?" I left my number, and said I'd be in all afternoon.

If they answered, I said, "Hey, Bob, it's Clayton Makepeace. I sent you some samples of my work
last week and promised to give you a call about them. Did you have time to take a look at them?" -
and things progressed naturally from there.

 

Every penny I've earned since
can be traced to this simple campaign

Scrupulously following this plan filled my schedule with new clients. It also made my name a
recognizable one at the companies I wanted to work for - a fact that paid dividends in later years.

Some of the companies that responded created key turning points in my career, enabling me to
hit grand slams that made mine a "household name" in this industry and that earned me millions.

 

IMPORTANT ...

1. Everything you write to sell yourself reflects upon your ability to sell the client's product.
Take time to make sure each communication is also a sample of your copywriting skill. Pull out all the
stops.

2. Never let them see you sweat. Coming off like you're desperate for work only makes you look
like a loser. Clients assume that if you were any good, you'd already be booked solid. So be ready with
a reason why you have gaps in your schedule.

Maybe it's September, and you're making your reservations for the first six months of next year.
Maybe you've seen the client's mail piece and are so convinced you can do better, you're willing to
clear your busy schedule.

Whether you're just starting your career or already going great guns, you can earn more --
LOTS MORE -- than you do now!

As the great million-dollar copywriter Parris Lampropoulos - a superstar who apprenticed with
me early in his career - recently put it ...

"If you learn from somebody who makes a hundred thousand dollars a year, he'll teach you
how to make a hundred thousand dollars a year.”

"Why not find someone who makes millions of dollars and let him teach you to do the same?"

Amen, Brother Lampropoulos! Preach it! Couldn't have said it better myself.

Clayton Makepeace

http://www.makepeacetotalpackage.com

 

==========================================

Chip Tarver knows that you NEVER get a second chance to make a
first impression. That's why he wrote "First Contact Secrets." Listen 
to the giants of Internet Marketing teach you how they make first 
contact with people they want to do business with. Just model their 
success and success will become yours! Learn more now at ...

http://www.FirstContactSecrets.com/
 http://www.FirstContactSecrets.com/blog
 http://www.FirstContactSecrets.com/publicity-blog/
 http://www.FirstContactSecrets.com/Articles.htm
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"The B2B Relationship and Product Launch Pro"

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