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Without
a doubt, the most crucial factor in convincing anyone to deal
with you - in any capacity - is gaining their TRUST. That's
the foundation of what marketing is - building trust
and solving problems.
Now, doing
that as a "nobody" in your market can be challenging,
but it's not impossible. Not by a long shot....
In fact,
here are four "surfe-fire" steps - provided by Habiba
Abubakar - that will help to position you as someone your prospects
can trust (let alone profit with as a partner)...
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"4
Ways to Gain The TRUST of Potential Joint Venture Partners"
Have you
heard of the saying “birds of a feather flock together?”
These words are taken very seriously in the world of business.
Potential joint venture partners will often first think of
what associating with you will do to their reputation in the
marketplace, before they think of the revenue your alliance
will generate. This is because of the view that businesses
that “flock together” (i.e. form strategic alliances),
have the same values, business ethics and customer service standards.
As a result,
you’ll find that all highly-regarded businesses are
protective of their reputation. They will only endorse high-quality
products and services, and form alliances with other ethical
businesses.
This means
that you’ll need to convince potential joint venture partners
that a decision to partner with your business will be wise on
their part. To do this, you must provide evidence that will
break down their fear and skepticism.
Here
are four ways to enhance your credibility, and gain the trust
of potential joint venture partners:
1. Display
Client Testimonials
Testimonials
from past clients are powerful because what others say about
your products and services carries more credibility than whatever
you say about it. You’re expected to have only good things
to say about your products and services, but when past clients
praise what you offer, it overcomes doubts and objections. Get
at least five testimonials that highlight the fact that you
deliver on your promises, and you’ll find that potential
joint venture partners will start approaching you.
2. Offer
A Strong Risk-reversal Guarantee
When a client
decides to buy a product or service, they’re usually the
one who takes on the risk in that business transaction. The
risk involves parting with their money in the hope that what
they purchase from you will be everything they expect. Offering
a strong risk-reversal guarantee will demonstrate your confidence
in your products and services, and reassure potential joint
venture partners that their clients will not be taking a financial
chance on you. A risk-reversal guarantee means the business
owner assumes most or all of the risks associated with the business
transaction in question. An example is an “unconditional,
90-day money-back guarantee.”
3. Gather
Endorsements From Centers Of Influence
Endorsements
from well-known people in your field, and those who have influence
and credibility with your target market will immediately make
you a “star” in the eyes of potential joint venture
partners. This is because of the fact that the opinion of such
endorsers is considered worthy of listening to, by your peers,
your clients, and others in your industry.
4. Get
Good Press Coverage
Finding
creative ways to get the media’s attention will enhance
your reputation in the marketplace, and therefore make your
business a joint venture magnet. Mark McMahon, an Arizona-based
cosmetic dentist, is good at this. Each Thanksgiving, McMahon
partners with local charities that operate homeless shelters
and provides free dental services to their members. Prior to
each event, McMahon contacts local media to let them know about
his charity dental work. His contribution has been consistently
reported in print, on radio, and on television.
You should
showcase your testimonials, risk-reversal guarantee, endorsements
and media coverage out front, on all your sales and marketing
materials.
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Copyright
© 2005 by Habiba Abubakar and Emprez. All rights reserved.
Habiba Abubakar,
a.k.a. "The Profit
Diva", specializes in helping small business owners
who are struggling to increase their client base and are tired
of earning mediocre profits. The tips in this article have been
excerpted from her home-study program, "Joint Venture Profits
For Small Business Owners."
To learn
more about this step-by-step program, and to sign up FREE for
her revealing Mini eCourse, "The Easiest Way To Skyrocket
Your Profits In 90 Days Or Less," visit http://www.profitdiva.com
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Editors
Note: In addition to doing these things (suggested by Habiba),
I would also highly recommend including client testimonials,
links to press write-ups and previous JV partner testimonials
in your actual proposals and intro letters as well. Do
this, and watch the "Yes's" come pouring in...
And
to add to that, once you've had a successful partnership (or
campaign) with a reputable company in your niche, you WILL get
flooded with JV offers from several others of a similar calibre.
Everyone will want a piece of the action - and they'll
be the ones approaching you this time...
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