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Ready to JV

4-Part Tele-Course

Action Guide: Tele-Class #2

© copyright 2010 Gina Bell, www.GinaBellinc.com

Copyright 2010, Gina Bell www.GinaBellinc.com and www.ReadytoJV.com

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Copyright 2010, Gina Bell www.GinaBellinc.com

All rights reserved. No part of this guide may be reprinted or transmitted in any form or by

any means, written or mechanical, without the prior consent of the author.

Limits of Liability / Disclaimer of Warranty

The author of this guide has used their best effort in preparing this report. The author

makes no representation or warranties with respect to the accuracy, applicability, fitness

or completeness of the contents. The author disclaims any warranties (expressed or

implied) merchantability or fitness for any purpose. The author shall not be held liable for

any loss or other damages, including but not limited to special, incidental or

consequential, or other damages. As always the advice of a competent professional

should be sought.


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Agenda ~ JV Mavens *Partner and Prosper* Class #2

� Introduction & Housekeeping

� Elements of a Joint Venture Marketing Action

Plan (JV-MAP™)

� top reasons why joint ventures might fail,

� types of joint ventures

� JV “Essential Ingredients” survey

� Marketing Strategies & Tactics Brainstorm


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How to Create and Leverage a Purposeful

Marketing Action Plan:

Today we’re going to take a quick peek at some of the elements of a

joint venture marketing plan using the at-a-glance Mini JV Map below.

Joint Venture Marketing Action Plan JV-MAP™

Support

Mechanisms i.e. Special

permissions,

accountability

partners

Gaps: What tools,

Information or

skills do you

need for

success?

Actions:

What specific

actions will you

take to reach

your goal?

GOAL:

Desired

Outcome Visibility?

Credibility?

Cash flow?

Marketing

Strategy: Direct Contact

& Follow Up

Networking &

Referrals

MINI JV MAP

JV Marketing Action Plan


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Overview of Joint Venture Marketing Action Plan

JV-MAP™

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Additional Notes:

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Joint Venture Planning Checklist Knowing the answers to these questions will increase the success you

experience with joint ventures. This is a generic checklist (not all-inclusive)

that will apply to most every project you initiate but, please keep in mind

that some considerations, actions and gaps will be specific to the type of

JV you choose (thus, an eyes wide open approach is key):

� Decide on type of joint venture. How will it be structured specifically?

What does it look like?

� What is the purpose of the joint venture? Think Win-Win-Win

o What’s in it for you?

o What’s in it for them?

� JV Partners

� Target Audience/Ideal Clients

� What is your PRIMARY desired outcome for your joint venture? List

Building? Revenue? Visibility? Credibility?

� Based on this outcome, what is your SMART goal for the project?

SMART = Specific, Measurable, Attainable, Realistic, Timely

Example… Outcome = List Building, SMART Goal = Grow subscriber list

by 500 during 2-week co-promotion window.

� WHO is your ideal client/target audience? You must have this clearly

defined so that you can identify others who serve this niche in a

complimentary and relevant way.

� Who is your ideal Joint Venture Partner? What qualities do they posses?

What assets do they bring to the project?

� Connect with and confirm your Joint Venture Partner/Team

o How will you approach them? Email? Phone? 3rd Party

Introduction?

o What will you say? (Focus on what’s in it for them)

� What do you need from your partners PRE-LAUNCH to set up the

project? (i.e. photo, bio, bonus, etc…)

� What do you need your partners to “DO” once the project is

launched? (i.e. co-promotion)


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� Clearly define your co-promotion strategy and timeline: How will you

and your partners spread the word and when? Be specific. Solo email?

Blog posts? Status updates on Facebook & Twitter? Teaser Videos?

eZine Blurbs? Articles? Preview Teleseminar(s)? What will happen and

when? What is the minimum co-promotion effort you will expect from

your partners?

o What COPY & SCRIPTS & INFO do you need to give to your

partners to make co-promotion easy-peasy?

o What copy & scripts need to be written or produced (video)?

Will you write them? If not, who?

� Send JV Agreement: Purpose to manage expectations – what you

need from them; co-promotion strategy (what they will do); how they

will benefit by being involved; how you will support them; how can

they leverage their participation later? i.e. Can they do whatever they

want with the recording after the event or, if your JV is for-fee, do you

request they NOT give it away unless it is a bonus with a paid product,

program or event? Etc...

� Qualify commitment to co-promotion by having a check box on the

agreement that is something like: “Yes, I have evaluated my

promotional calendar and have determined that I can fulfill my co-

promotion obligations as part of this Joint Venture Team.”

� Pricing Strategy: Is this for-free or for-fee? What is the value/benefit to

your audience? What will you charge and why? What % of revenue (if

for-fee project) will you share with your Partners as affiliate commission?

� Where will your JV live? What will be the project’s home base? i.e. a

page on your existing website? A stand alone sales page? A separate

web/blog site?

o What copy needs to be written? Will you write it? If not, who?

� Long sales letter?

� Thank you page?

� JV partner page with templates, scripts, affiliate ID, etc…

� Clear and Consistent Communication with partners. Let them know

you’ll send them regular updates and reminders (and do so!).

� The project is over now what? Define your follow up/keep in touch strategies:

o How will you follow up with and nurture relationships?

� With your JV partners?

� With your new (and existing) subscribers?


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Simplified JV Planning Checklist:

� Who?

o Ideal JV partners

o Target Audience / Ideal clients

� What

o Type of JV

o Pricing Strategy & Affiliate Details

o Co-promotion Strategy

o JV Agreement

o JV Headquarters (i.e. Registration/opt-in/Sales page)

� When

o Co-promotion Calendar

o Launch Date

� Where

o Virtual Event? URL

o Live Event? Venue

� Why

o Purpose of your event

o Desired Outcome

o SMART Goal

� How

o Identify & Eliminate Gaps

o Clear & consistent communication & updates to JV team

o Lead JV with Co-promotion Implementation


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Top Five Reasons Why Joint Ventures Might Fail:

Important Note: This is not to scare you but to empower you. By knowing

the potential pitfalls that exist you can create, implement and manage

your joint ventures to prevent them from happening to you…

1) Your Joint Venture Goal Doesn’t Match The Partners you’ve selected

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2) Poor Communications – i.e. differing expectations

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3) Implementation Snafu’s

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4) Low Incentives = Low Participation

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5) “Crossing lines”

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According to dozens of people who responded to the survey…

The Top 10 Essential Ingredients For Joint Venture

Success Are:

� Trust

� Win-Win

� Relationship first

� Respect

� Shared values

� Comprehensive clarification of expectations

� Belief [in partner(s) and project]

� Motivation

� Spirit of cooperation vs. competition

� Two-way street. (Both committed to successful implementation)


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Strategies and Tactics Brainstorm

When it comes to Joint Ventures, the most effective marketing strategies

are Direct Contact & Follow Up + Networking & Referral Building

Direct Contact & Follow-Up Networking & Referral Building

1. cold calling attending meetings & seminars

2. warm calling developing referral partners

3. lunch or coffee (with prospects) participating in online communities

4. in-person or phone appointments lunch or coffee (with contacts)

5. personal letters and e-mails staying in touch with former clients

6. announcement card or letter volunteering and serving on

committees

7. nice-to-meet you notes sharing information and resources

8. sending articles or web links collaborations and strategic alliances 9. extending invitations swapping contacts

10. reminder postcards leads groups

11. newsletters and e-zines giving referrals

12. e-mail autoresponders and broadcasts

Public Speaking Writing & Publicity

1. hosting meetings writing articles or tips

2. serving on panels reprinting previously written articles

3. making presentations writing a column

4. virtual speaking publishing a blog 5. giving classes or workshops being quoted by the media

6. having stories published about you 7. getting others to link to your website 8. being interviewed on broadcast media


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Marketing Tactics Primer

Direct Contact & Follow-Up 1. Cold Calling. Call a complete stranger on the phone. Works best if you have

reason to believe the person needs your service and you can tell her why with no

information from her.

2. Warm Calling. Call people with whom you have some connection — someone

you have met before, someone who has been referred to you, or someone who

belongs to a professional or personal community where you are also a member.

3. Lunch or Coffee (with prospects). An excellent follow-up strategy when your

services are expensive or difficult to explain, or the sales cycle is long.

4. In-Person or Phone Appointments. What many people do to present their

service in detail. May lead to a proposal or directly to a sale.

5. Personal Letters and E-Mails. Send a personal letter by postal mail or e-mail to

a hot prospect. This is extremely effective when it is truly personal, not just

boilerplate, and is coupled with a follow-up phone call.

6. Announcement Card or Letter. If you are just starting out, this is a great way to

let everyone know what you’re doing. Follow up with phone calls.

7. Nice-to-Meet-You Notes. When you meet someone and collect her business

card, send a note. Include marketing literature if it seems appropriate.

8. Sending Articles or Web Links. Keep in touch with prospects in a non-

threatening way by mailing articles or forwarding links to websites they might find

useful.

9. Extending Invitations. Invite prospects to a meeting or seminar you are

planning to go to anyway. It’s an excuse to contact them without selling.

10. Reminder Postcards. When your list of contacts becomes large, do a mailing

to remind people you’re around. Cards can be easier and cheaper than a

newsletter.

11. Newsletters and E-Zines. A powerful follow-up technique when your service

provides valuable information. Use print or e-mail newsletters to show off your

expertise and remind people you’re available.

12. E-Mail Autoresponders and Broadcasts. When people make contact via your

website, set up an automated sequence of e-mails to provide additional

information, build relationships and follow up with them over time.


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Networking & Referral Building 13. Attending Meetings and Seminars. One of the best ways to meet people,

because they have often come for the purpose of meeting people. Also a good

follow-up technique if you keep returning to the same group. (Are you just

thinking about in-person events? Are you connecting with the people you meet

when attending VIRTUAL meetings, tele-classes and programs you’re part of?)

14. Developing Referral Partners. Seek out people who serve the same clients

you do, no matter what their business is. Some people get most of their business

from alliances with partners like these.

15. Participating in Online Communities. Exchanging ideas with the members

and readers of e-mail discussion lists, online message boards, social networking

sites, and blogs allows you to network without leaving your home or office.

16. Lunch or Coffee (with contacts). A good way to get to know referral partners,

colleagues, and centers of influence. Your goal is to get them to know, like and

trust you.

17. Staying in Touch with Former Clients. Your best source of referrals can be

people who have already worked with you. Keep in touch and don’t be afraid

to ask them to refer others.

18. Volunteering and Serving on Committees. Volunteer your professional

services for a high-profile nonprofit to get recognition. Serve your professional

community as an officer or committee chair to gain more visibility.

19. Sharing Information and Resources. Pass along articles or websites of interest,

invitations to events, and other ideas and opportunities to the people in your

network. They will come to think of you as a resource and refer others to you.

20. Collaborations and Strategic Alliances. An excellent way for any small

business to expand contacts and visibility. Your collaborator may know another

whole circle of people.

21. Swapping Contacts. Exchange leads or past clients with a referral partner in

a non-competitive business. You could even send letters introducing each other.

22. Leads Groups. A group of people who meet regularly to exchange contacts,

leads, and referrals. If you can’t find one you like, start your own.

23. Giving Referrals. One of the best ways to get people to refer you business is to

refer business to them. Always be on the lookout for opportunities to refer.


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Public Speaking 24. Hosting Meetings. Any excuse for standing up in front of a group will make

you more visible. Serve on a program committee or arrange to make

announcements or introductions.

25. Serving on Panels. An easy way to break into public speaking without having

to prepare a whole talk. Let people know you are available to speak on your

area of expertise.

26. Making Presentations. Every meeting or conference needs speakers. Most of

them are people like you, speaking for free to promote their business. It gets you

visibility and credibility both.

27. Virtual Speaking. Many speaking opportunities exist on webinars,

teleseminars, and online chats sponsored by associations, vendors, and

professional schools. You can speak to a global audience without traveling.

28. Giving Classes or Workshops. If you really enjoy speaking or teaching, this is an

effective way to expose prospective clients to your expertise. If they like you,

they will want more of you.

For You to Ponder: I’m a firm believer in GIVING YOUR WAY TO SUCCESS and

when it comes to speaking as a way to generate interest in your products and

services it’s essential to GIVE your audience true value.

Some experts believe a FREE presentation should feature just the what and why

and that you should withhold the HOW for-fee. I disagree and have discovered

through personal experience that it is possible (and WAY more effective) to

provide a how-to presentation that helps your audience up one or two steps of

your more complete programs staircase. You may not be getting them all the

way to the top but you’ve helped them get up those first few steps. When you

do this, it provides evidence that you CAN get them all the way if they say Yes to

working with you.


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Writing & Publicity 29. Writing Articles or Tips. When you publish an article or tip in print or on the

Web, people not only read it and contact you; you can also send it to your

mailing list for follow-up, link to it on your website, and use it in your marketing kit.

30. Reprinting Previously Written Articles. Get more mileage out of each article

you write by finding as many publications and websites as possible to publish it.

31. Writing a Column. If you appear regularly in the same publication or site,

people who read your column will remember you and think of you as an expert.

32. Publishing a Blog. Making regular updates to a blog can prove your expertise,

keep you in touch with prospects, and attract new people to your pipeline.

33. Being Quoted by the Media. You can make this happen by writing to

journalists or bloggers when you see your area of expertise being discussed. Next

time, they may contact you for a quote or refer to your work.

34. Having Stories Published About You. Send a press release about your work,

opinions, or achievements to editors that cover your area. Or find a freelance

writer in your field, and let her know how interesting you are.

35. Getting Others to Link to Your Website. Ask other websites aimed at your

target market to link to your site. If you post helpful articles, useful tools, and other

free resources there, many site owners will be happy to link to you.

36. Being Interviewed on Broadcast Media. Pitch yourself to producers as a

fascinating subject for radio, TV, or Web broadcast interviews. Once you have

appeared in just one media outlet, many others will be eager to have you as a

guest.


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Promotional Events 37. Trade Shows. Booths at big shows can be very expensive, but many

associations put on tabletop expos. Trade shows are better for collecting leads

than for closing sales.

38. Free Demonstrations or Workshops. Offer a free demonstration or low-cost

workshop to your hottest prospects. It works like public speaking, but you control

the invitations.

39. Virtual Events. Offering a workshop by teleseminar or a demonstration via

Web conferencing will allow you to invite prospects from around the world.

40. Open House or Reception. Find an excuse to throw a party, and invite

prospects and referral partners. People who don’t return your calls may surprise

you by showing up here.

41. Co-Sponsored Events. Co-sponsoring a workshop, symposium, or fund raiser

with a nonprofit will attract clients who support the cause. Collaborating with a

colleague on an event will maximize your resources and extend your reach.

42. Networking Lunch, Breakfast, or Mixer. Invite clients, prospects, and referral

partners to meet each other for their own benefit. Tell everyone to bring a guest.


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About Gina Bell

Gina brings new meaning to the word multi-passionate

entrepreneur. She is the Founder and Visionary of

IAWBO, the International Association of Women in

Business Online, Host and Producer of the Official

Women in Business Online Podcast and creator of the

Equity-Rich Women Online UnBlueprint and Toolkit™, a

step-by-step marketing and business-building program

designed for multi-passionate internet-based women

entrepreneurs.

Gina teaches motivated women entrepreneurs how to create success

online quickly with authenticity and confidence. Her equity-rich methods

are a catalyst to the freedom filled life and business her clients truly desire.

A successful author, speaker, coach and teacher, Gina inspires women in

business online around the globe through her electronic newsletters,

teleclasses, in-person workshops and private coaching.

Gina is forthcoming author to Equity-Rich Women Online: Learn to

Leverage and Leap Your Way to Wild Success and co-author to the AWE

(Association of Web Entrepreneurs) Emerging Trends Guide 2009 and the

Power of Mentorship for the Home-Based Business alongside prominent

transformational teachers like Bob Proctor and Dr. John DeMartini from the

hit movie the Secret – Bob Proctor and Dr. John DeMartini.

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