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MLM Woman Issue 104
September 12, 2005This FREE twice monthly newsletter is made possible
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From the Desk of the EditorWelcome to the 104th issue of the MLM Woman Newsletter. This month we feature articles on how to figure out what your customers really want, the six key ingredients to building a successful network marketing business, 12 reasons to market with postcards, 10 ways to market your business offline and increase your sales, and the keys to mental re-programming.
Enjoy!
Linda Locke, Editor MLM Woman
To Warm Market or
Not to Warm Market?
That is the Question!
By Linda Locke, Editor MLM Woman
In the good old days of MLM, the prevailing advice for getting a newcomer off to fast start in their brand new, shiny business was this:
Get a piece of paper and a pen and write down everyone you know — don’t prejudge, just write down all the names of all the people you know — your family, all your friends, relatives, high school teachers, dentist, doctor, your kid’s teachers, your lawyer etc. Don’t stop until you have at least 200 names.
If you asked why you were doing this (as if you hadn’t guessed already!), your new sponsor just asked you to relax and follow the process. Once your list was complete you were told the good news — that you were going to contact everyone on this list (your warm market) and offer them your fantastic opportunity — one by one.
What do you think happened next? — the brave ones actually did contact at least 5 people on their warm market list, but after 5 no’s and lots of rejection — they were beginning to wonder what they had got themselves into and if this was really the business for them.
Now, I know that many people still like to use this system of prospecting, but I think that it is the WORST possible way to introduce an MLM newcomer to this business. Why? These so-called warm market prospects: family, friends and business associates are actually the hardest sell of all for an MLM newbie. These people already have a pre-conceived idea of who you are and they are often skeptical and negative when approached in this manner. They did not solicit this attention from you and the most common response you will get from a lot of people is the dreaded question: “Is this one of those pyramid things?”
I think a kinder and gentler approach is to teach your new recruits how to prospect to people who actually are looking for a business opportunity and let them practice their techniques on these strangers (cold market) before they tackle the really tough warm market.
In the past the warm market method was used by most experienced MLMer’s because it was a holdover from other sales professions (insurance, investments, etc.) and was a sales technique that had worked well for them. And it does work, if you are an experienced sales person or if your sponsor is an experienced sales person and is willing to help you do two on ones or three way calls with your prospects. But how many sponsors really are capable of doing this for their new people?
The sad truth is that this technique fails for the average person 9 out of 10 times and leaves them with a very unfavorable impression of the MLM industry. Now we have lots of other proven sales techniques that work well and have no personal rejection associated with them — what with the various leads programs, direct mail, audio and video tapes, the Internet and a host of other marketing tools available at a reasonable cost.
So do your new recruits a favor and teach them to get warmed up by marketing to the cold market first and go after the ice cold warm market later!
Do You Know What
They Really Want?
by Michael AngierAll too often we make assumptions about what people want instead of asking them. Many products, and even businesses, are launched because the owners THINK they know what prospects and customers want. And they frequently find out too late and after much expense that their assumptions were flawed.
Just because you like something, just because you're excited about a product or service, doesn't mean enough other people will be. I'm a big believer in passion, but it can't be just YOUR passion. Before launching something new, you should practice due diligence to enhance the chances for your success.
We've been asking a lot of questions of some of our subscribers and members lately. The insight and awareness we've gained has been invaluable. And we're making changes all the time based upon what we've learned.
One of the easiest ways to find out what your prospects and/or customers want is to use a simple ranking process. Call some of your customers and ask them for a few moments of their time. This exercise can be done in a survey, but you'll gain far more value if you talk with them personally.
Ask them how they would rate your products or services on a scale of one to ten. If they say "ten," ask them why. The reason THEY rank you as a ten may be totally different than you suspect.
If the answer is anything LESS than a ten, ask what it would take to MAKE it a ten. This is a great starting point to find out what they really want. Don't defend anything you do or don't do. Keep asking what they want and how they want to be served. In doing so, you'll gain priceless information and endear yourself to your customer. People want to know that you care and they want to be heard. It's a win all the way around. From here you can tweak what you do to better serve the true wants of your clientele.
You can also use this same process in a focus group, in person or on a conference call. It oftentimes can work even better than one-on-one.
The main thing is to ask. It seems so obvious, but based upon our experiences in dealing with other companies, it's not done often enough.
Action Point
Employ the methods outlined above. Do it on an ongoing basis. Be willing to change and adapt to your customer's needs and wants.
In doing so, your customers will be more loyal, you'll gain NEW customers, and you'll increase sales and profits.
Note: If you're not directly involved in end-user sales or service, you still have customers. They may not buy from you, but you deliver your services to SOMEONE--your boss, someone further down the line or even a vendor. The process works in any situation.
Copyright Michael Angier & SuccessNet.About the Author
Michael is the author of '101 Best Ways to Be Your Best'. SuccessNet's mission is to inform, inspire and empower people to be their best--personally and professionally. Download your free report "10 Essential Keys to Personal Effectiveness" at
http://SuccessNet.org/subscribes.htm. Explore their free access, eBooks and SuccessMark Cards at http://SuccessNet.org
The Six Key Ingredients to Success
by Toya Young
Building a network marketing business can be a daunting task when you are just starting out. By following theses six tips you will guarantee your success.
1. Know your “why”.Your “why” is your reason for starting a business. Take some time and find out what your “why “is. Write it down and read it everyday. This will keep you motivated and focused.
2. Work from the inside out. To succeed in network marketing it is imperative that you devote some time to self-development. Read positive books and listen to tapes. You want to develop a mindset of absolute belief in yourself and network marketing.
3. Plug into the system. Be on all of your company’s training calls. Develop a close working relationship with your upline. Follow the footsteps of people who are successful in the business.
4. Take action. Commit to daily, weekly and monthly activities to grow your business.
5. Give it time. Many people join network marketing with unrealistic expectations. It takes time to build a thriving organization. So, give it time and enjoy the process.
6. Take responsibility for your business. It is important to realize that this is your business. You are responsible for your success. It is not your sponsor’s or anyone else’s responsibility to build your business.
About the Author
Toya Young is a Successful Home Based Business Owner. She is coaching a team of other entrepreneurs. She can be reached through her website at http://www.CandlesGourmet.com.
12 Reasons to Market With Postcards
Copyright 2005 Bob Leduc
If your marketing activity doesn't include postcards, you're overlooking a highly effective and very low-cost sales tool. Here are 12 of the many reasons postcards should be part of your marketing program...
1. Postcards Work for Any Business
Postcards can produce all kinds of sales activity for all types of businesses. For example, they can produce web site traffic for online marketers, floor traffic for retail stores, sales leads for direct marketers ...and just about any other type of sales activity a business wants.
2. Designing Postcards is Simple and Uncomplicated
Designing an effective postcard is not complicated. It can be as simple as printing your best small ad on a 4 x 6 card and sending it to a list of potential prospects. Postcards usually work best when the message is brief and the postcard looks at first glance like a message from friend.
3. Printing Postcards is Easy and Inexpensive
You can print postcards with your own computer for about 1 or 2 cents each ...or have them printed professionally for about 4 to 8 cents each.
4. There's a Special Low Postage Rate for Postcards
You can send any quantity of postcards by First Class Mail in the US for only 23 cents each. The only requirement is that your postcards must be at least 3 1/2 x 5 inches but no larger than 4 1/4 x 6 inches.
5. Postcards Nearly Always Get Read
Because postcards are delivered "ready to read", almost everybody will read it - even people who usually throw out other types of direct mail without opening it.
6. Postcards Produce Fast Results
Because postcards are simple and easy to use - they produce results fast. You can mail postcards within a few days of deciding to use them ...and you'll start getting sales activity 2 or 3 days later.
7. Postcards are effective for Generating Web site Traffic
One of the most effective postcard formats simply lists a few benefits of a product or service on the card and tells the reader to where they can get more information. This makes them ideal for generating traffic to a web site.
8. Postcard Multiply Themselves
Postcards are like small billboards - and they are easy to handle. They often get saved by recipients or passed on to others ...providing additional exposure of your advertising
message.9. Markets Can Be Precisely Targeted With Postcards
You can accurately target your best markets by sending postcards only to mailing lists of prospects likely to be interested in what you're offering ...and who also have a history of acting on offers that interest them.
10. Postcard Marketing Results Are Easy To Measure
Postcards normally generate over 90 percent of their total response within 7 to 10 days. This enables you to quickly and accurately evaluate the results of a postcard campaign.
11. Postcards Put You in Control of Your Sales Activity
You can quickly boost (or reduce) your sales activity anytime you want by simply regulating the number of postcards you mail and how often you mail them.
12. Postcards Conceal Your Marketing from Competitors
Most advertising uses mass media where your competitors hear or see what you are doing - and copy it. Postcard marketing is personal. Only you and your prospects are aware of what you are doing.
Postcards may be one of the best kept secrets of modern marketing. They're highly effective, very low-cost, simple to use ...and they work for any business. You're overlooking a profitable marketing tool if don't use them.
About the Author
Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards ...and launched *BizTips from Bob*, a newsletter to help small businesses grow and prosper. You'll find his low-cost marketing methods at: http://BobLeduc.com or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV.
10 Ways To Market Your Business Offline And Increase Your Sales
By Michele Miller
Whether you have an Internet business or other type of home based business, you will need to use some form of marketing and advertising if you are going to have a successful business. You can increase the success of your Internet business or any type of bricks and mortar business by advertising offline as well as online.
Some offline forms of advertising are expensive, but there are many inexpensive ways to market your business and increase your sales, clients, potential clients, or web site traffic if you shop around before buying advertising. The truth is, it costs money to make money most of the time, but often the return on investment is many many times the cost of the advertising. Most businesses will fail without some kind of marketing.
Have your business name put on your car, either a magnetic sign or on a decal across the back of your car, in a professional looking manner.
If you have a web site, advertise this also on your vehicle. It's great to be advertising your business just by driving around running errands.
Get some pens made with your business name and phone number on them, or your web site url. Leave them everywhere you go or anywhere you think you will attract business.
Send out fliers about your business. Offer an Easter Special, New Year Special, Summer Special, some kind of special or other enticement, such as a discount coupon.
Tell everyone you know that you have a business and that you are expanding it.
Advertise in your local newspaper or yellow pages.
Do a radio announcement or cable TV commercial.
Advertise in any specialty magazine that fits your business.
Be a guest speaker at local events and show you are an expert in your field. It’s a good way to meet people in your community and get them talking about your business.
Give away key rings, or promotional clothing, such as T-shirts and hats.
When you combine online advertising with offline advertising you can really reach a huge market. The more you focus on growing your business, the more great ideas you'll come up with.
About the Author
Michele Miller is a home based business owner and medical transcriptionist. She is also the author of an ebook about starting a successful home based medical transcription business. http://www.medical-transcription-at-home.com
The Key to Mental Reprogramming
By Dr Jill Ammon-Wexler
Executive Advisor
© 2005 All Rights Reserved.Take a moment to look around you with open eyes. Unless you are physically blind, you clearly see the reality lying immediately outside yourself. You can see the furniture around you, the walls of the room, the view out the windows, other people who are present, etc.
When you close your eyes, on the other hand, inner images and thoughts unrelated to the physical reality around you flow through your mind. Your imagination takes you beyond the limits of space and time as you revisit the past in memories, or preview future possibilities.
Many people attach little importance to such inner visions, but they actually hold a major key to creating our mental programs.
There’s now solid scientific proof we actually create our reality with our thoughts - and not the other way around. Researchers around the world agree that our thoughts have a very real physical reality - and actually cause things to happen in the physical world. We now know from quantum physics, for example, that subatomic particles will physically manifest IF there is someone there to observe them.
Remember being taught as a child that "seeing is believing?" In other words -- that you need to physically see something with your own eyes in order to believe it is real?
Well that old belief is today being replaced with a new, science-based belief that: "Before you can see it, you have to believe it." This viewpoint sees the act of achieving success as the result of FIRST creating a vivid, clear future vision of your desired reality. The belief is now: "what you see, is what you’ll be."
What’s the Real Truth?
We’ve long been told that if we practice seeing something in our mind's eye, it will actually manifest in our lives. Underlying this is the assumption that we must "believe" in the process.I have a solid training in the scientific method, and this dependence on “belief” disturbed me for many years. I wanted to know the real truth behind the process of visualization: How and why does it work? And just why is it so powerful?
The Power of Visual Programming
Early on in my pre-medical studies I discovered an important clue: Our eyes are actually a direct extension of our brain. The Optic nerve running from the back of your eyes provides a *direct* connection to your visual brain. As a result, vision is an extremely powerful mental programming tool.Then later I uncovered yet another key, as my early EEG biofeedback experimentation revealed the physical reality of a thought, and how it can truly influence our physical reality.
More recent research has provided actual real-time pictures of the brain as it creates new neural connections in response to a thought - and how repeating the same thought (especially with visual involvement) physically strengthens the neural network representing that thought.
It is now apparent that our vision (both real and imagined) is intimately connected to our mental programming -- to the creation of our “vision” of the world and our part in it.
There are actually two components of such mental programming: Passive, and active visual mental programming.
*Passive* Visual Mental Programming
Passive visual programming occurs every moment of your life, and has ever since birth. Your subconscious mind is actually a repository of every image you have ever seen. This is why it is so important to take an active role in what you will expose yourself (and your children) to.For example: Consider the thousands of images you see on your TV and computer. Your subconscious mind cannot tell the difference between what is real and what is imagined. So realistic TV images of violence are actually stored in your brain as reality.
You can be certain this affects your behavior and social expectations. What you see really is what you get, regardless of whether you know it consciously or not.
But you can also be just lying on the sofa, and what you are visualizing internally has an equally powerful impact. If you lie there and review your fears and problems, you are actually using the power of visualization to strengthen the physical neural networks related to your problems.
By allowing yourself to passively visualize a poor outcome to a business deal, for example, you are in fact setting the stage for just such an outcome. Passive visualization works with uncanny power and accuracy.
*Active* Visual Mental Programming
On the other hand, by actively choosing to replay a vision of a positive outcome, you set the stage for a more successful result. And the more actively you use visual images during this process - the more powerful your final results will be.This process applies to anything from making a successful sales call or performing well in an athletic event … to the effective motivation of your teammates and children.
A Real-Life Example of Active Reprogramming
Here’s a real-life example of the power of active visual programming at work: A field and track athlete I worked with a few years ago wanted to blast past a performance plateau. We’ll call him Gino.Gino had tried everything his coach could come up with. According to his coach, the problem was that Gino “thought too much.”
When I tried to introduce Gino to visualizing an improved performance, he got stuck analyzing instead of visualizing. I had to find a way to sneak past Gino’s extremely fast mind with some new images.
I decided to try an experimental approach, and borrowed some videos of Gino performing. First I had him watch the videos in “real time” and picture himself in action. I gradually increased the playback speed until he had difficulty describing what he was seeing.
Then I replaced the videos with footage of top world class athletes performing the same events, and had Gino watch them while he "pictured" himself on the screen. This time I ran the images so fast all Gino actually “saw” was a blur he could not logically analyze. In retrospect, the method I was using was a form of subliminal programming.
At the end of two weeks I went to the track to personally observe a performance test his coach had arranged. None of us were sure about the outcome.
The results were amazing. Several subtle, but very powerful, changes had occurred in Gino’s style. He effortlessly set three personal bests that evening - all without “thinking” about how he did it.
Increased Active Visual Mental Programming
The powerful tool of active visualization does not just apply to athletic activities. It can be applied to any aspect of your personal or business life.Learning to use active mental programming in your life is a very personal thing. No one method works best for everyone. If you have never before been successful visualizing, you might want to start with a step-by-step procedure that will lead you into the process. You might also give the subliminal procedure a try. This method can be surprisingly effective, and takes very little conscious "effort."
A simple approach that many have used is the creation of an actual montage of pictures that represent their desired life (or business) outcome. Others have found self hypnosis useful in learning to visualize. But if you prefer a high tech fast-track method of reprogramming, still the current preference leans toward engineered brainwave training.
About the Author
Dr. Ammon-Wexler, a pioneer brain/mind researcher, was among the first to teach brainwave training as a tool for mental and physical reprogramming She is the author of Visualize Success -- a step-by-step ebook that "grounds" the entire visualization process in easily understood "hard science." Click here! http://www.quantum-self.com/visualize.htm
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