OK, we’ve talked about getting into the mind of your potential JV partner. We’ve talked about offering something that will make them want to pay attention.

[hidepost=1]

In this section we’re going to take that a little further. You may remember the example from part one where we looked at someone who had approached me and received a no answer. We also looked at why they got a no answer and exactly what they could have done to turn the outcome in their favor. In this section, I want to give you a framework to work from. We’ve already spoken about how much joint ventures differ. However, I want to give you more insight into how to make correct judgments when trying to tailor an offer to a particular situation.

What this is going to do is form a base for you. We’re going to go over and talk through several examples that you will most likely come across through your joint venturing. This relates to the different positions each person is in, the state of the resources they’ve gathered, and how you get them to say yes to you when they’re saying no to others only taking into account the weight and quality of your original deal.

Yes your deals will vary, but after we’ve finished up here, you should be able to spot where you’ve been going wrong. If you’ve never done any joint ventures to this point, you’ll be able to see how to do things correctly. What I really want to achieve with you here is to show you that you must get into the habit of stepping into another persons shoes and seeing things from their point of view. What do they have and what can you give them that they’ll want to trade for some marketing power for your business.

The Five Main JV Situations You Will Encounter

As most of your joint venturing will be about approaching people with their own lists, we’re going to use that as a base and take a look at five examples of different people in five different situations waiting for your offer. Remember, just because I talk to you about online marketing and that particular field of expertise, it doesn’t mean that you have to be writing info products to get the most out of these guides. In fact, I’m guessing most of you won’t be writing marketing info products so don’t worry about this only working for one type of product or service as it’s very adaptable to your needs.

So, let’s take a brief overview of the different types of people that we’re going to be giving you examples of now.

1. The first is the private list owner who only promotes their own products to their list.
2. The second is the private list owner who only promotes affiliate programs.
3. The third is the private list owner who’s running reward schemes for long term customers and has a large and very valuable customer base.
4. The fourth, which is where most successful marketers seem to lay, is the private list owner who promotes both their own products and products as a result of joint venturing.
5. And lastly, we’ll be looking at the public list owner.

To be specific about this, when I refer to private list owners, these are the people that keep their lists to themselves. They rarely, if ever, sell ads to anyone, and for that reason the subscriber base is there to listen solely to the marketers themselves. It isn’t saturated by ads and is therefore far more valuable in terms of response compared to the public list owners. Public list owners are the opposite. It’s much harder to find public lists with a good response rate compared to private lists.

The Private List Owner

Your first example is the private list owner that only promotes their own products. Now deducing and coming up with an offer that suits the situation involves only one thing: putting yourself in the shoes of the person that you’re contacting. Ask yourself questions, lots of questions. Who am I contacting? What is their target market? Do they have the resources that I’ll need to get my promotions out? Am I in direct competition with them? And most importantly, judging by what you’ve seen through their mailings, what do they want more of, or what will be most valuable to them?

So let’s identify what you need out of this deal first. What do they have that you want? The first thing that you should think about when forming a deal is ‘how valuable is it?’ Different types of deals involve different values or resources. For example, a private list is far more valuable than a public list in most cases and therefore it’s likely that you’re going to have to do more if you want to be accepted.

So what do you want that this person has got? Well, for a start look at what they have. They have this list, which is most likely comprised of previous customers, people who have experienced this person and have been around them for a long time. What this should immediately tell you is that you don’t just want an ad to their list, but you’re going to want them to say something good about you and your product. An endorsement. This will immediately increase response rates compared to the standard ad due to the element of trust on the list owner’s part.

After a little jump into their shoes let’s see what we can dig up in the way of making the deal more successful and accurate to avoid those big no’s.

The first thing that I can see is that their priority is not commissions. They’re not promoting affiliate programs, but as we already mentioned, just their own products. This tells me that affiliate commissions aren’t the way to go because, lets face it, this person is creating their own products and making 100% on each of them. That’s reason number one why commissions are unlikely to work on their own. Number two, they’re interested in keeping their prized lists nice, clean and tidy. Trying to get them to promote something for commissions is as good as asking them to open up their lists and start promoting affiliate programs. You’re very unlikely to get a positive response from that on its own as you can see. We need something more.

So what else can we give them? The next thing that comes to most people’s minds is their own product. So you could mail them your product. Whether they would they find it valuable on its own is another matter. Put yourself in their place to find out. Are you sending out a marketing ‘how to’ product to someone earning ten or twenty thousand dollars a week? It’s probably not the best idea because it won’t hold any value. Are you sending out a marketing report or some astounding results you’ve received from some new research that no one’s heard about yet? Maybe you have an amazing new piece of software you use to run your business quickly and easily every day. These are the types of situations where I’d start to assume the product holds some value in this particular situation.

One catch, though. Aalways, always send over a copy of the product or, at the very least, a link to download it if you’re having trouble with attachments. It doesn’t have to be there to add value, but you’re going to use it to add weight to the deal when you can and it’s absolutely no good trying to do so if it’s just not valuable to the person you’re joint venturing with. The only reason you should be sending it over in this case is as a preview. Nothing more, nothing less. A simple method of showing exactly what you’re promoting without having to write a five thousand-word explanation.

What else can you think of that we can use to close the deal with this person? Remember to ask yourself what is it they want and why do they want it? What would you offer in this situation? The key to being able to do this is to understand what’s most important to this person. Here are a couple of hints for you. Many successful people have already learned to think in other terms. Rather than money and sales they build their resources and their reputations in an indirect way instead.

Number one. The marketer promoting his or her own products successfully needs one thing: a reputation. Whether it spans the whole internet, or just the people on their lists and other people’s lists that they’ve JV’d with, it’s highly effective when many people are mentioning your name. One way to immediately give them something to think about is to come up with ways of assisting their reputation. Every time you do something special for a customer or pull up a deal that no one else gets, when their friends are just getting the standard package, it’s going to earn you kudos and do wonders for your rep. The same is true for all other marketers out there no matter what they’re selling. Getting their good name out to their target market is invaluable.

The first way I’d suggest you do this is by offering them something special, but not for them, for their customers. Something that they can mail out and say, “Hey look what I arranged for you guys that no one else on the Internet has”. While your friends are buying at higher prices, getting less for their money or getting smaller commissions, I have negotiated this deal. It’s for my customers only, so you mustn’t share this link with anyone else outside of this list because it’s only for you guys.
That’s an instant reputation boost for them right there. Not only that, but at the same time, they’re endorsing your product so you’ve got what you wanted (which was more than a simple ad) and they’ve got something extremely valuable to them.

People who trust the list owner are going to stand up and start reading and taking more notice of the stuff they send, which is always good for response rates. I’ve found myself a group of successful marketers (half of whom actually found me before I found them) and I stick to them. If things are going well who wants change? So I’ll continue reading what they have to send me, accepting their joint ventures and looking at their products. There’s a list of around twenty marketers or so that I always make a point of reading their sales letters even if I don’t buy their product.

So you see, something as small as turning heads and building a reputation in this way can bring in tens of thousands from one person over the years that they stick with you. That’s pretty powerful stuff for the list owner and, what’s even better, no matter what product or service you’re promoting, you’re going to be able to do this and you have this really powerful offering that list owners want from you. Never again can you say you don’t have anything to exchange for joint ventures.

But there’s more. Looking at what the marketer promotes, and how they’re promoting it to their lists, you should start to see what is going to be valuable to them and move them forward as well as yourself. So what else can we do to increase the reputation of this marketer? I’ll give you some clues. It’s something that we can all do. It doesn’t require any of your time up front and it’s going to increase their reputation and their promotion power through the type of products they promote. Keep in mind what they’re promoting and how they’re promoting it. How can you assist them?

You guessed it, by offering up your promotion power. Putting all your cards on the table and saying hey, you scratch my back, I’ll scratch yours. All the promotion power that I have is sitting here ready for you to contact me and let me know that you’ve launched a new product. An offer of future promotion is as powerful, and has exactly the same effect as an offer of instantaneous sales or any other instant offers you can come up with, and this is important. The way I see things rolling out in front of me every day is that many marketers have a problem seeing exactly what’s valuable and what’s not, not just in terms of money, but in terms of time too. You do have the power to offer up things that you won’t have to carry out until some time in the future. This, in many ways, is more powerful, not only to your joint venture prospect but also to you, because what’s going to happen when they contact you?

Well I’ll tell you. Depending on your list types you might find yourself scoring higher commissions if you work that way. You might find yourself with a stash of products that are worth tens of thousands of dollars if purchased separately, and you’re going to have created the basis for some sort of permanent deal. This doesn’t mean that you’re always going to say yes to them and they’re always going to say yes to you. Don’t be afraid of losing any sort of control by doing this. You are in fact gaining it.

I’m sure you’ve at least heard some online marketers names before, or picked up on someone that everyone’s talking about. Right now, take a second to think of the biggest and best marketer that you have in your mind. It can be anyone in your field of expertise. Someone that’s been doing this for a long time, is well connected and people know the name of. Once you’ve got that name in your mind, see what happens after you’ve left yourself open to counter offer or a brand new offer later down the line using the methods we’ve just discussed.

How would your list feel about you if you suddenly started sending out e-mails about how you’ve negotiated a special deal for them with this huge earner or big name marketer? It’s the whole ‘it’s not what you know, it’s who you know’ theory all over again. It’s not a rare thing either. I regularly see successful marketers get together and exchange ads such as this, furthering their reputation, cementing their authority on particular subjects, attracting new resources, new contacts and pulling in a bunch of sales at the same time as accessing new blood for their products. This is what online marketing is all about. Good networks, equal and good money, not just for you but in an equal opportunity situation for both parties. The way it should be.

So let me ask you, if before reading this you were worried that you didn’t have anything to give away as a fair trade in a joint venture agreement, what do you think now? Not to mention, aside from what we’ve just been talking about, what other ways can you come up with to strike a deal with JV targets now? All you have to do is look at what they’re doing, who they’re doing it with and ask the question ‘what do they want that I have?’, not ‘what don’t they have that I do have or have the power to grant them?’. There are literally hundreds of different types of offers you can choose from. Just make sure you select the right ones in the right situation. There’s no way to list them all. There’s no way I can give you every type of joint venture possible and an example of every deal that will come from every product. All I can do is give you some examples and leave you to come up with the goods that are applicable to the product you’re promoting and the person that you’re trying to get to promote for you. This is the key to successful joint venturing.

The Private List Affiliate Promoter

Now I’m going to get you to do the brainwork for yourself to prove without a doubt that you’re selecting the right deal for the right situation. Let’s look at the private list owner who primarily promotes affiliate programs. Their lists are still as valuable as previously, because all the promotion is coming from them, they’re not selling ads or anything like that. It’s a purely private list. The only difference from the above example is how it’s used.

So here we are. I’ve just sat you down in front of a computer with a product, a name and their contact details and provided you with all the information you need to see what they’re promoting, to whom they’re promoting and how they’re promoting it. I now want you to go ahead and try to joint venture with this person. I’ve typed out your intro, and your request, what you want in return, your signature and so on. All you have left to do is get them to say yes by offering something that’s valuable to them. So what is the first thing that you’re going to give them? Remember, something that they want.

If you answered higher commissions you got it in one guess. Of course, you’re going to bundle your product in there too. That is the standard of all joint ventures, which although may not be adding value shows the marketer how good your product actually is. Great news.

The Relaxed Private List Owner

This is a private list owner who promotes their own products. You’ve seen them carry out joint ventures and they already mail these ads to you being on their list. Again, I’ve sat you down in front of the computer and we’ve done the intro, already pointed out what you want out of the deal, so how do you get these guys to say yes? More to the point, this time, think about how you’re going to get this information.

The answer here is that there is no set answer. There are as many answers as there are possible variants of joint venture offers. Why? Because to understand what these people want you can go to the best place, far better than anyone telling you what you should do in this situation, and that’s straight to their lists. What types of products are they joint venturing and with what type of list owner? What can you see on the surface that’s most important to them? Is it their reputation or negotiating special deals for their special list? In most cases, you’ll find there’s just a plain link or tracking link to the site in question. Is it affiliate commissions, which you can spot through affiliate URL’s a mile off when visiting the site advertised?

Get yourself on the other marketer’s list too. Have they swapped promotion for something? What type of product is it? Are they in direct competition? All these questions you can ask and answer simply by watching what comes through on their lists, allowing you to draw a conclusion and understand straight away how to approach them and the means and methods that are going to give you the most likely yes response you’re looking for.

What you should start to see now is that, when looked at in this way, it’s quite obvious what many marketers don’t get when they come to do joint ventures. They try and try and rarely get told yes because, quite simply, they don’t know what the list owner wants because they haven’t done their research (or let the research come to them for that matter). So you see how it’s just a process of deduction.

• What do they want?
• What don’t they want?
• How does it fit into the current situation and your product?
• How do you find that information under different circumstances?

Simple as that.

[/hidepost]

Like what you read?

If so, please join over 28,000 people who receive our exclusive weekly newsletter and computer tips, and get FREE COPIES of 5 eBooks we created, as our gift to you for subscribing. Just enter your name and email below: