Business Building Books and Tapes
MLM Woman Issue 93
October 2004This FREE monthly newsletter is made possible by our advertisers and customers. We thank them for their support!
From the Desk of the Editor
Welcome
to the 93rd issue of the MLM Woman Newsletter. This month we feature
articles on phone marketing mistakes to avoid, how consistency is a
major key to success, how to have a online party for your business,
how to eliminate limiting beliefs that hold you back, and how to use
postcards as an effective, but low cost marketing tool.
Enjoy!
Linda Locke, Editor MLM Woman
10 Phone Marketing
Mistakes to Avoid
by Charlie Cook
"I hate making marketing calls. I don't know what to say and how to say it. I've need to find new customers and in the past 4 weeks I've brought in zero new customers."
Do you ever feel this way?
Are you tired of being turned down?
Are you frustrated by your limited success selling on the phone?
Making any of the mistakes below takes the fun out of your job and can kill your sales.
1. Using Push Versus Pull Marketing
Most of us don't like pushy people who talk about themselves all the
time. Think about your marketing. Are you constantly pushing information
out about yourself, your products and
services? This may be pushing prospects away when what you want to do
is pull them in.
Focus your marketing on prospects' concerns and offer them something they want. You'll help them, convert them to clients and increase your revenue.
2. Not Generating Enough Qualified Leads
Marketing is about starting conversations with prospects so you can
learn what they need and help them understand the solution you provide.
To bring in more business, help more people understand what you do and
prompt prospects to contact you.
Does your marketing help you generate enough leads and start a conversation with prospects?
With the right marketing message, advertising copy and online and offline strategy you can generate a steady stream of qualified leads.
3. Responding To Inquiries With an Email or a Letter
Nine times out of ten, when you send a prospect a written response to
a query, it won't result in a sale. Pick up the phone and you can use
their questions to start a conversation. With just a couple of additional
questions you can learn what their objectives are and then you can sell
them the solution.
4. Quoting Price Too Soon
When prospects call, one of the first questions they ask is about pricing.
Tell them right away and you risk ending the conversation and losing
the sale. Dollar figures by themselves are meaningless.
When a prospect asks what you charge, don't tell them until you've had a chance to learn what they want. Then put the price in the context of the value and quality solutions you provide.
5. Wasting Time With People Who Aren't Buyers
No matter how good your system is for qualifying leads, you'll end up
on the phone with people who can't afford your services or won't benefit
from your products. Conversations like these can take up way too much
of your time.
Use your qualifying questions and their responses to determine within the first 3 minutes of a conversation whether or not the person you're talking with is a promising prospect. If not, thank them for their inquiry and move on to your next call.
6. Doing Too Much Talking
You know your services and products inside out; you could talk for hours,
if not days, about your processes, product features or benefits. Don't.
You'll lose your prospects attention, especially if you're marketing
over the phone.
Whenever you call a prospect or they call you, use the call to learn what they want and need. Ask question. Let them do the talking so that you get the information you need.
7. Not Clarifying Value From the Client's Perspective
You have a crystal clear idea of the benefits of your products and services;
you want prospects to understand these benefits from their point of
view.
To help prospects understand the value you provide, get them to define what they are looking for and what it's worth to them.
8. Not Getting To "Yes"
Your primary objective is to get the prospect to say, "yes"
when you ask them whether they want to place their order or sign up
for your services. Set up a pattern of "yes" answers and you'll
increase the chances they will say "yes" when you ask them
to buy.
Review their objectives and ask them if that is what they are looking for. Review the solution you provide and ask them if that is what they are looking for.
9. Neglecting To Ask For The Sale
If you want people to buy your products and services, you need to ask
for the sale. This sounds obvious, but the tendency is to wait for the
prospect to say they are ready to buy.
Why do we do this?
Until you gain confidence in your phone selling technique, you're afraid of getting turned down when you ask for the sale. It's common to compensate by talking endlessly about the features and benefits of your products and services.
If you're working with qualified leads, many of the people you are talking with want to buy your products and services. Help them clarify the value and then help them make the purchase.
10. Forgetting To Follow Up On Sales
When you make a sale may seem like the end of your marketing effort.
Think of your first sale not as closing a sale but opening the door
to a long-term relationship and you'll increase future sales.
When a prospect becomes a client or customer, they've
provided tangible evidence of their trust in you and your products and
services. Follow up with a phone call to find out how the product or
service is working and there is a good chance you'll uncover a need
for more of your products
and services.
You don't have to hate marketing on the phone. Learn what
to say and how to structure the conversation and you'll have more fun
and make more sales.
2004 © In Mind Communications, LLC. All rights reserved.
About the Author
Charlie Cook helps service professionals and small business
owners attract more clients and be more successful. Sign up for the
Free Marketing Plan eBook, 7 Steps to Get More Clients and Grow Your
Business at http://www.marketingforsuccess.com
Consistency: The
Major Key
To Your Success
By Michael Angier
We live in an age where the desire for Instant gratification is common. People expect quick results.
And in some cases, we DO get results quickly.
However, real, lasting and meaningful success requires sustained and consistent effort. Anyone can diet for a day. Anyone can work hard for brief periods of time. We can take a class to increase our knowledge or generate and act upon a good idea.
But to really produce what we want, we must consistently think and act in productive ways. Sometimes the results come rapidly, but most of the time they come over time from hanging in there and constantly and religiously practicing the things we need to do.
The same is true for NEGATIVE results. We don't become obese with a one-time, high-fat indulgence. One cigarette probably won't kill us--although it might--and one lapse in judgment will rarely ruin our future.
But sustained and prolonged, unhealthy or counterproductive activities will almost certainly produce catastrophic outcomes.
Consistency is an admired trait in our political leaders--when we can find it. We value consistency in our health care. We require consistency in accounting principles. We appreciate consistency in government. So why should we be any different?
The flash in the pan may be dramatic, but it can't stand up to the constant heat and the resulting success that comes from consistent, steady and reliable efforts.
Action Point
What are the things you know you need to do on a consistent basis
to accomplish your goals and live an abundant life? Determine the
things you're NOT regularly doing and decide which ones you're willing
to commit to doing every day. Then, stick to it. Your consistency
will pay off.
About the Author
Copyright Michael Angier. SuccessNet.org
and WorldClassBusiness.com
help you and your business grow. Get their free report, 10 Pillars
of a World Class Business, by sending an email to wcb@SuccessNet.org
No-cost subscriptions, memberships, eCourses, eBooks and more are
available at http://SuccessNet.org
and InfoPlease@SuccessNet.org
How to Have Your
Own Online Party!
© Terri Seymour
Online parties can be a successful and fun way to build your home business. These parties are similar to home parties except that you do not have to pay a small fortune for refreshments and snacks! ;-)
You can have your party in a free or low cost chat room or you can have your party via email. Be sure and create a relaxed and fun atmosphere for your guests. We would recommend a chat room.
You can either recruit someone to host the party for you or you can be the host. There is also something called "Mystery Host Party". This is where you draw or randomly select a guest to be the "Mystery Host" and receive the host benefits.
You will need to schedule your party. We have found that during the week is best unless it is winter. Then weekends can be a good time also. Give yourself plenty of time to plan and send out invitations.
Plan your specials. You definitely want to have some items on special. Maybe some that tie in with your theme, if you have one. Give a 25% discount on certain items, but make sure you leave enough profit as well. You could also offer a small free gift with all orders over $25, for example.
When it is time to send out the invites, email groups and message boards can be a great place to start. Send out the invitations (follow guidelines on this). Also invite friends, neighbors, co-workers. Let everyone know they can bring a guest or two or however many you like.
Have each guest introduce themselves and tell (type) a little about themselves. This will help bring the guests together.
You also want to make sure you have some fun and interesting games to play. And of course, for each game you will need prizes. Below are some popular party games:
Scavenger Hunt - make a list of several items and instruct your guests to find them on your site.
Word Scramble - Pick about 10 words from your site and see who can get them all right in the least amount of time. Let your guests know the words come from your site/business.
Trivia Questions - Write up a list of questions about your site/business.
There are many more fun, exciting games to play at your party! Make up your own if you like as well.
You, of course, will also want to spend some time presenting your products. If you offer home decor items, share some tips and ideas on home decorating with your products. If you offer aromatherapy items, explain the benefits of your products. Make your presentation fun, informative and relaxed. Let the quests ask questions and always be clear and candid with your answers.
The idea here is to relax, have fun, show your items and make new contacts/customers. If your guests have a good time and enjoy themselves, they will sure to come back to your next party!
About the Author
Terri Seymour and her husband Terry offer a no-cost, non-MLM
home business opportunity. They strive to help you build a successful
home business. They also provide a website building service. Take
advantage of the gifts, resources & more provided for your home
and business at http://www.seymourproducts.com
FREE ecourse at: business-building-ecourse@getresponse.com
Think Like An Elephant Trainer
By Dr Jill Ammon-Wexler
© 2004 All Rights Reserved
I'll never forget the first time I saw an elephant. My Parents had taken my brother and me to a traveling Barnum & Bailey Circus. My brother was totally blown away by the clowns and trapeze artists.
But I was fascinated by the sight of the huge elephants. I was wild-eyed, and certain they were the most magnificent creatures on Earth.
After the big tent performance my parents took us around the back of the big tend to see the "inside" of circus life. There were four huge African elephants staked just behind the tent, and a keeper was breaking open bales of hay to feed them.
The largest elephant moved toward the keeper, and that was when my eyes really popped out of my head. Even as a child I realized that the skinny piece of chain around that elephant's foot was totally inadequate to restrain it.
And yet the elephant did not try to move "beyond" the length of the chain. I was seeing something beyond my comprehension -- the chain was only connected to a tiny wooden stake pounded into the ground.
Then when I noticed a baby elephant with huge chains around two legs, and connected to a large truck axle, I knew I was out of my mental league. Nothing was making any sense at all.
The Creation of Limitations
It was a year later before the mental light bulb went off. While reading
a child's version of Rudyard Kipling, I learned that elephants are trained
to believe that their chains cannot be broken -- no matter how small the
chain, and how insecure the stake it is attached to.
What the trainer does is shackle a large chain to the baby elephant's leg -- then connect the chain to a large tree or immovable object.
Now elephants are intelligent creatures. After tugging on the chain for a while, the baby elephant quickly learns this not only causes pain … but he will not get loose.
From that day forward the chain can be much lighter. And attaching the chain to a simple wooden stake will be adequate to restrain the elephant.
The elephant has been conditioned to accept a limitation on its freedom! This limitation is securely installed in the elephant's brain as a conditioned response.
Re-Conditioning an Elephant (or Yourself)
In human terms, the elephant's "conditioned response" is more
politely called a "belief."
So are you ready to do some "elephant training?"
No … you don't need an elephant! Your own brilliant neuron-packed brain will do!
Each of us has been "conditioned" just like that baby elephant. And like the elephant, we have then come to "believe" we are limited by the chains of our old beliefs.
How did this happen?
Some of those chains around your mind came from early childhood -- what we were told about ourselves by our parents and teachers. Others are actually self-created.
So let's rattle some chains … and pull some stakes out of the ground.
Pulling Up the Stake
Just for the fun of it -- picture that complex 3-pound mind of yours as
a cute little baby elephant.
Our goal is to re-condition that little guy into pulling himself free from that stake in the ground.
OK. You're that little guy's new trainer. So how will you teach him about his true power to have personal freedom?
I'd start by getting some of his favorite food, like Goto Kola, and place it on the ground just beyond the reach of his chain.
So there it is. He can see it. He can smell it. But he *believes* it is out of reach.
Next I provide encouragement. I'd try to coax and encourage the little guy to challenge his chain a bit. And then a little bit more.
And I'd keep it up until finally the little guy pulled the stake right out of the ground.
Voila -- life has just changed forever! He has broken free of more than just a chain -- he has broken free of a hugely limiting mis-belief!
An Action Plan
This same strategy is a major key to YOUR ability to break loose from
YOUR old limiting beliefs. Use those proven-effective elephant training
techniques.
Let's review the steps:
Get really hungry! One of the most powerful secrets for destroying old personal limitations is DESIRE. If you have a burning desire to create (or eliminate) something in your life -- you are already more than half-way there.
Be clear and focused on your goals. Get a clear vision of what you desire, and constantly remind yourself of it. Build and stoke the fire of your desire every day! Focus on what you want. Repeated focus builds the strong neural networks your brain needs to keep you on track.
Reward yourself. Break your goal down into small steps you believe you can take. Praise each small success and reward yourself. Huge goals (pulling out the stake) are really made up of a sequence of tiny successes. And each one shakes the chains of those old "presumed" limitations a little more!
Remember this: Modern neuroscience has proven beyond a doubt what self-growth teachers have told us for centuries -- our only limits are those we ACCEPT and BELIEVE. Claim your magnificent potential. Just do it!
Get daily encouragement. Read and study motivational resources every day. Success is made one day at a time. Focus on building your new belief every day.
About the Author
Visit Quantum-Self.com
for original inspirational articles and science news, free self tests,
brain quizzes, and the web's best mind-building tools. Subscribe to LandOnYourFeet
and get a sizzling FREE Prosperity minicourse! http://www.quantum-self.com
Low-Cost Marketing With Postcards
Copyright 2004 Bob Leduc
Here's a simple way you can generate lots of sales leads or traffic to your web site. Use postcards. They're highly effective and very low-cost. Plus, postcards provide the following 6 unique advantages over most other types of advertising.
1. Maximum Exposure for Your Sales Message
Postcards are delivered "ready to read". Even people who usually ignore other advertising will find it hard to avoid looking at your message when it's on a postcard, especially if you keep it brief.
With other types of advertising you often lose prospects who would have been interested in your offer, but they never saw it.
2. Simple and Low-Cost
Postcards are simple to produce - and very low-cost. You can print 4 x 6 inch postcards on your own computer for less than 2 cents each. Or you can reduce the cost down to about 1 cent each if you print 4 at a time on 8 1/2 x 11 sheets of card stock and cut the sheets into quarters.
Even postcards printed by a commercial printer are not expensive -- usually about 4 cents to 8 cents each.
The postage for mailing postcards is low too. In the US you can send postcards by First Class Mail for only 23 cents. This reduced postage rate applies to postcards that are at least 3 1/2 x 5 inches but not over 4 1/4 x 6 inches.
3. Get Immediate Results
Because postcards are simple and easy to use - they produce results quickly. Often your postcards can be mailed within a week from the time you decide to use them. You will start getting replies 2 or 3 days later.
4. Gain Control of Your Sales Activity
Postcards put you in control your sales activity. You can avoid getting too many or too few responses during any time period by regulating how many postcards you mail and how often you mail them.
That means you can quickly boost your sales activity any time it slows down. And you can avoid losing customers you can't handle immediately because you got flooded with too much activity at one time.
5. No Wasted Advertising Expense
Postcards enable you to spend your entire advertising budget on your best prospects. You don't have to pay for advertising to a large audience in order to reach a few good prospects.
With a little advance planning you can make sure your postcards only go to prospects likely to be interested in what you offer and who also have a prior history of acting on offers that interest them.
For example, analyze your customers and make a list of the characteristics they share. Then call several national mailing list brokers and tell them what you are looking for. You'll be surprised at how specific some mailing lists are today.
6. Can Evaluate Results Quickly
Postcards normally generate 90 percent or more of their total number of replies within 7 to 10 days. This enables you to quickly and accurately evaluate the results of postcard advertising. You'll know in about a week if you can confidently send more of the same postcards - or if you need to make some changes.
Don't overlook postcards when you want to generate sales leads - or web site traffic. They're highly effective, very low-cost ...and they provide these 6 unique advantages you cannot get with most other types of advertising.
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
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