| One of the most effective ways to market your | | | | products/services winsbecause they find what they |
| products/servicesis to create strategic alliances. | | | | need. And you win because youhave a new client. |
| Strategic alliances arepartnerships with companies | | | | Get started by simply thinking about companies you |
| who sell to a client base similarto yours but they sell | | | | know whomay be potential partners and contact |
| different products/services. The ideais to find | | | | them to see if they areopen to the idea. An alliance |
| partners whose clients may also be interested in your | | | | doesn't have to be complicatedand in most cases a |
| products/services. | | | | written agreement isn't necessary. Thegoal is to |
| Many times people will casually agree to spread the | | | | create alliances with people you trust and whotrust |
| word abouteach other's products/services. This is the | | | | you. |
| idea of 'you sendme clients and I will send you clients.' | | | | Here are some examples of strategic alliances: |
| This isn't veryeffective for the following reasons: | | | | * Nutritionist and a Personal Trainer or Gym |
| 1. The agreement is vague and undefined. | | | | * Employment Recruiter or Language School and a |
| 2. One or both of the people may not fully | | | | Relocation Agency |
| understand whatthe other does. | | | | * Tax Advisor and a Financial Advisor |
| 3. People are busy and forget. | | | | * Artist and an Interior Designer |
| 4. Both people may be waiting to 'get something' first | | | | * Massage Therapist and a Hair Salon |
| beforethey get into action to help the other. | | | | * Professional Organizer and a Moving Company |
| 5. One of the people may be more interested than | | | | * Consultant and a Trainer |
| the other. | | | | * Website Designer and a Copy Writer |
| 6. There may be a higher value for one person than | | | | In order for your partners to give you a genuine |
| the other. | | | | referral itis important that they have sampled your |
| To eliminate all of these issues, simply create a | | | | products orexperienced your services. If they |
| specificoffer for potential strategic alliance partners. | | | | understand firsthand thebenefits of your products |
| Offer togive something to your partners for every | | | | services it will make it easy forthem to tell others |
| person they referto you who ends up purchasing | | | | about you. |
| your products/services. Thiscan be a percentage of | | | | These are just a few ways your strategic alliance |
| your fee or total purchase, some ofyour products | | | | partnerscan help you: |
| services, or something else you mutually agreeupon. | | | | - Mention your company in their newsletter |
| The motivation for partners to send you clients isn't | | | | - Give a coupon for a sample of your products |
| onlyabout what they will get in return. It is just a | | | | services |
| way tothank them for their effort, let them know | | | | - Send a letter to their clients introducing them to |
| that you areserious about the alliance, and to create | | | | yourproducts/services and perhaps offering them a |
| commitment. | | | | special deal |
| Think about it, you're probably currently spending | | | | - Add your website link to their website |
| money doingsome kind of marketing or advertising. | | | | - Simply telling clients about your company when |
| There is no way toknow for sure that you will see a | | | | theopportunity arises |
| return on this investment. | | | | If your partners want to create their own specific |
| When you create strategic alliances your investment | | | | offer foryou in return for you sending them clients, |
| isguaranteed because you only 'pay' once you have a | | | | that is great aswell. It is an added bonus and it isn't a |
| new client. | | | | requirement inorder to create a beneficial partnership |
| What's more, strategic alliances leverage marketing | | | | because the agreementsare separate from one |
| effortsbecause a partnership allows you to market | | | | another. |
| to many people viayour partners (one-to many) | | | | By now you can see the value of creating strategic |
| instead of one-to-one. | | | | alliances. |
| Strategic alliances are a triple win. Your partners | | | | So what are you waiting for? Look through your |
| winbecause they are able to be a resource and help | | | | contacts andsee which companies might be perfect |
| someone findwhat they need as well as receive an | | | | strategic alliancepartners for your company. Then get |
| incentive for theireffort. The person who buys the | | | | into action and contactthem! |