By Tim Connor
Many Networkers believe that between Thanksgiving and January 2nd people stop buying and become preoccupied with celebrating and eating. Quite the contrary! People are more in a buying spirit than at any other time of the year. It doesn’t matter whether you sell computers, real estate, automobiles, widgets, office furniture or anything else, the world doesn’t grind to a halt just because it is the holiday season. Have you been operating under the belief that you are going to sell less or nothing at all during this period of time? If so you may be setting yourself up for failure.
There is a psychological principle that states – you get what you focus on and expect. If you are not familial with the Pygmalian Effect I suggest you check it out. To save you some time it is basically what I have just said – you tend to get in reality what you expect in your mind.
There are several things for you to consider, so the bottom doesn’t fall out of your sales results during this time of year as well as give you a slow start into 2005.
1. Conduct an attitude checkup.
2. Do you slow down your prospecting efforts for these six weeks?
3. Do you believe it is harder to see people during the holidays?
4. Do you feel it is necessary to discount or lower prices more during this period?
5. Does your motivation, energy and commitment and wane during the holidays?
6. Are you too busy with other activities – parties, shopping, etc., etc. – to keep your selling edge?
Here are a few productive things you can do during the holidays.
1. Use this time to evaluate your previous year’s results. Where could you have done better, smarter, faster, easier?
2. Use this time to plan your activities in the new year and set realistic goals in all areas of your life.
3. Don’t stop prospecting.
4. Use your networking time effectively. You may meet a lot of people who can advance your career in some way.
5. Read more self-help books and listen to self-help CD’s during the holidays. Why not invest $50.00 on my 4 CD set - Soft Sell - it’s a classic, filled with great ideas from the all time best selling sales book ever.
6. Reevaluate your sales approach – what’s working and what isn’t and why.
Tuesday, December 1, 2009
Friday, September 4, 2009
I Dont Have The Money..Truth or Excuse
Article by Tim Sales
The "I don't have the money" objection comes up because of three main reasons:
1. The prospect really doesn't have any money. The prospect has gotten themselves into a situation where they're living paycheck to paycheck. Their bills equal their income. Or worse, every month they go deeper and deeper into debt. Or, they are disciplined savers and have not budgeted money towards a business.
They've yet to understand the difference between an asset and a liability. An asset is something that pays you. A liability is something that costs you. Regardless, shortly into the Invite call they will ask you, "What's this going to cost me?" Or, "How much does it cost to join?"
2. The second reason this objection comes up has to do with an unexpressed objection. This is an "easy out" to the prospect. Instead of telling you their real objection they try to get rid of you by claiming, "I don't have the money."
3. The third reason is based on the prospect using "I don't have the money" as an excuse to not go after what they want. Similar to #2, the prospect uses "I don't have the money" to get themselves off the hook.
You see, the similarity of #2 and #3 is that they're using "no money" as the excuse. The difference between #2 and #3 is that in #2 the excuse is for you. In #3, the excuse is for them.
A phrase like, "It takes money to make money" or something similar rolls around in their head and they believe it. So, another way to view #3 is that it's a "frame of mind objection" similar to the "I don't have time" objection discussed in July's newsletter.
As you can see from these three versions of the objection, if you are to truly help your prospect, you need to find out which objection your prospect has. Trying to handle the wrong version can end up being messy. But by correctly identifying the right version of your prospect's objection, you can help them get past it and achieve what they want.
Obviously we need to ask the prospect questions to determine which version of the "I don't have the money" objection they have. But also, you should include in your thinking everything you already know about the prospect. Money is sometimes a pride issue and probing the prospect on the subject can upset them. So ask questions gently!
What do I mean when I say, "Include in your thinking everything you already know about the prospect?" If during the Qualify step they've said that they need to get out of debt, and then they tell you that they don't have the money - this is consistent - so you don't need to dig and risk upsetting the prospect. You know he's a #1.
On the other hand, if during the qualify step he says that he makes good money but he just wants time freedom - then later in the conversation he says that "he doesn't have the money" - that's inconsistent. He perhaps fits into version #2 as he has an unexpressed objection.
And to give you an example for #3, if the prospect says "Money is tight so I can't spend any on this; besides money is the root of all evil." That would be an example of version #3.
The real art to handling this objection is in the questions you ask that prompt the prospect to tell you what's underlying their objection.
Additionally, you will fail at trying to handle this objection if YOU have this objection. It takes an understanding of money to make it. Therefore, please watch the online movie I created called, "What the Poor, the Middle Class and the Wealthy Buy on Payday." I
The "I don't have the money" objection comes up because of three main reasons:
1. The prospect really doesn't have any money. The prospect has gotten themselves into a situation where they're living paycheck to paycheck. Their bills equal their income. Or worse, every month they go deeper and deeper into debt. Or, they are disciplined savers and have not budgeted money towards a business.
They've yet to understand the difference between an asset and a liability. An asset is something that pays you. A liability is something that costs you. Regardless, shortly into the Invite call they will ask you, "What's this going to cost me?" Or, "How much does it cost to join?"
2. The second reason this objection comes up has to do with an unexpressed objection. This is an "easy out" to the prospect. Instead of telling you their real objection they try to get rid of you by claiming, "I don't have the money."
3. The third reason is based on the prospect using "I don't have the money" as an excuse to not go after what they want. Similar to #2, the prospect uses "I don't have the money" to get themselves off the hook.
You see, the similarity of #2 and #3 is that they're using "no money" as the excuse. The difference between #2 and #3 is that in #2 the excuse is for you. In #3, the excuse is for them.
A phrase like, "It takes money to make money" or something similar rolls around in their head and they believe it. So, another way to view #3 is that it's a "frame of mind objection" similar to the "I don't have time" objection discussed in July's newsletter.
As you can see from these three versions of the objection, if you are to truly help your prospect, you need to find out which objection your prospect has. Trying to handle the wrong version can end up being messy. But by correctly identifying the right version of your prospect's objection, you can help them get past it and achieve what they want.
Obviously we need to ask the prospect questions to determine which version of the "I don't have the money" objection they have. But also, you should include in your thinking everything you already know about the prospect. Money is sometimes a pride issue and probing the prospect on the subject can upset them. So ask questions gently!
What do I mean when I say, "Include in your thinking everything you already know about the prospect?" If during the Qualify step they've said that they need to get out of debt, and then they tell you that they don't have the money - this is consistent - so you don't need to dig and risk upsetting the prospect. You know he's a #1.
On the other hand, if during the qualify step he says that he makes good money but he just wants time freedom - then later in the conversation he says that "he doesn't have the money" - that's inconsistent. He perhaps fits into version #2 as he has an unexpressed objection.
And to give you an example for #3, if the prospect says "Money is tight so I can't spend any on this; besides money is the root of all evil." That would be an example of version #3.
The real art to handling this objection is in the questions you ask that prompt the prospect to tell you what's underlying their objection.
Additionally, you will fail at trying to handle this objection if YOU have this objection. It takes an understanding of money to make it. Therefore, please watch the online movie I created called, "What the Poor, the Middle Class and the Wealthy Buy on Payday." I
Sunday, August 16, 2009
Network Marketing Prospecting
There are 4 simple steps to Network Marketing prospecting. These steps have been taught for many years, the reason is simple. They are effective. There are steps you need to follow. Just as there are stairs that lead to the top, the same is true with the way you approach Network Marketing prospecting. You need to take one step at a time to get to the top. Doing Network Marketing prospecting correctly, will do just that. It will get you to the top. It will furnish you with a large amount of names and have many people looking at your business all at one time.
So just what is the 4-step process?
1) Finding
There is a multitude of ways to do this. This, at times, will be very easy as there are people everywhere. They all want the best life has to offer. At other times, this is an art. You sometimes need to be creative, as you need to have several tactics to find people who may be interested in seeing your products and business. You need to constantly find new sources of leads for your Network Marketing Home Business. Simply put, finding is looking for the people who want to use your products and services, as well as looking at your company.
2) Exposing
Now that you have found some people, you need to do what is called an approach. This is nothing more than a quick, "commercial like", look into the company and type of people you are looking for. This is called creating an exposure. Not a formal presentation and can take place in normal conversation.
It is at this time, you are only giving out the idea, no information. You need to see if the idea is appealing to them, if they want to know more or if they would help, you locate others who would. The best way is to use MLM Prospecting / Recruiting tools.
3) Separating
You have to divide your people into two categories. The two sides will be ones who will not listen or ones who will listen. If they will listen to you then you move them up. If they will not listen, then take a quick moment; talk about the product, and about getting some referrals.
This step is critical and you need to have it mastered. It will save you from wasting time with those who are not even interested.
4) System
For those who are willing to listen, get them into your company or in the upline recruiting and retailing system, and let the system do the work. Get them using your product, and then schedule them for a formal Network Marketing presentation. This could be a conference call, webcast, three-way, in home meeting, or a Hotel meeting on a Tuesday night.
This 4 step process can be compared to a filtering system, what it does is filter out the ones that are not really interested, and you spend your time with only those who are actually interested in learning more about the product and business.
So just what is the 4-step process?
1) Finding
There is a multitude of ways to do this. This, at times, will be very easy as there are people everywhere. They all want the best life has to offer. At other times, this is an art. You sometimes need to be creative, as you need to have several tactics to find people who may be interested in seeing your products and business. You need to constantly find new sources of leads for your Network Marketing Home Business. Simply put, finding is looking for the people who want to use your products and services, as well as looking at your company.
2) Exposing
Now that you have found some people, you need to do what is called an approach. This is nothing more than a quick, "commercial like", look into the company and type of people you are looking for. This is called creating an exposure. Not a formal presentation and can take place in normal conversation.
It is at this time, you are only giving out the idea, no information. You need to see if the idea is appealing to them, if they want to know more or if they would help, you locate others who would. The best way is to use MLM Prospecting / Recruiting tools.
3) Separating
You have to divide your people into two categories. The two sides will be ones who will not listen or ones who will listen. If they will listen to you then you move them up. If they will not listen, then take a quick moment; talk about the product, and about getting some referrals.
This step is critical and you need to have it mastered. It will save you from wasting time with those who are not even interested.
4) System
For those who are willing to listen, get them into your company or in the upline recruiting and retailing system, and let the system do the work. Get them using your product, and then schedule them for a formal Network Marketing presentation. This could be a conference call, webcast, three-way, in home meeting, or a Hotel meeting on a Tuesday night.
This 4 step process can be compared to a filtering system, what it does is filter out the ones that are not really interested, and you spend your time with only those who are actually interested in learning more about the product and business.
Thursday, August 6, 2009
Three Key Elements to Building Momentum
By Clay Dixon
1. You ALWAYS create momentum on the "leading edge" of your Network Marketing business! The "leading edge" means the last person that joined because they will ALWAYS be the most excited person in your organization. IMPORTANT: That person on the "leading edge" may have recently been sponsored by you...OR...they may be 10-20 levels deep in your organization. No matter where that newest person is on the team...they represent the "leading edge". Work with them to sustain the excitement and momentum by helping them get off to a positive start which in turn creates a new "leading edge".
2. You cannot create excitement, and therefore momentum, without multiplication. However, you cannot have multiplication without first having addition. Momentum is relative. First it starts with YOU! YOU must first learn how to personally sponsor enough new people to create that initial "leading edge". Over time you will find 3-5 others that will do the same. The key is learning to consistently sponsor 5-new distributors a month. This will provide the people necessary to create the excitement which in turn creates the "leading edge" which in turn creates momentum and growth.
3. Create accountability. Once you have 2-4 key people, form an "accountability group" where all involved commit to a 90-day blitz. Use "accountability" calls where everyone is required to report on their weekly activity.
1. You ALWAYS create momentum on the "leading edge" of your Network Marketing business! The "leading edge" means the last person that joined because they will ALWAYS be the most excited person in your organization. IMPORTANT: That person on the "leading edge" may have recently been sponsored by you...OR...they may be 10-20 levels deep in your organization. No matter where that newest person is on the team...they represent the "leading edge". Work with them to sustain the excitement and momentum by helping them get off to a positive start which in turn creates a new "leading edge".
2. You cannot create excitement, and therefore momentum, without multiplication. However, you cannot have multiplication without first having addition. Momentum is relative. First it starts with YOU! YOU must first learn how to personally sponsor enough new people to create that initial "leading edge". Over time you will find 3-5 others that will do the same. The key is learning to consistently sponsor 5-new distributors a month. This will provide the people necessary to create the excitement which in turn creates the "leading edge" which in turn creates momentum and growth.
3. Create accountability. Once you have 2-4 key people, form an "accountability group" where all involved commit to a 90-day blitz. Use "accountability" calls where everyone is required to report on their weekly activity.
Saturday, July 18, 2009
Every Day Actions That Can Help Your Business Boom
by Lisa Wilber
Are you actively looking for new customers and recruits every day? You should! Even if you feel that you have "all you can handle" at the moment, you need to constantly add new customers and recruits to your base continually just to stay even! After all, customers move, customers die, customers change. Recruits leave the company or change their goals. Always adding new people to both your customer base and downline is smart business! Here are 3 ways to help you add people daily:
1. Learn from Laverne!
Have your company name embroidered on every shirt that you own so that you wear your company logo every day without even thinking about it. Remember Laverne from the TV show "Laverne and Shirley"? She had a huge letter "L" on all her shirts. Wearing a logo shirt can really help attract people to your business. Wherever you go during your day, expect people to say to you "do you have a catalog with you?" And some will say "how do you get started with that company anyway? I've been looking to earn some extra money" You can find a local company to embroider your shirts by looking in the yellow pages or visit www.dfembroidery.com.
2. Six or Bust!
When you leave your house each day to go to work or to do errands, take six of your company's brochures and recruiting literature with you and don't come back home until you give them all away to people you meet! You'll soon find that six are too few and you'll increase that amount. Let me give you an example. You are going grocery shopping - give a brochure to the employee who greets you at the door, give one to the person at the Bakery counter, the Seafood counter, the Deli counter. Give a brochure to the person in front of you in line at the cash register, the person behind you in line and the cashier. Give another brochure to the person who bags your groceries. Be sure to visit the rest room at the grocery store and leave your brochure! Stick a couple business cards in the frame of the mirror! Don't think of it as being pushy -- you are just letting people know what you do. Never, never launch into a presentation -- you are simply trying to get your information in as many hands as possible. I like to hand the brochure and simply say "I brought this for you!"
3. Pin on a Promo!
Attach a promotional button or piece of jewelry to your shirt, jacket or purse strap and you'll get that all important exposure for your company and products. There are many companies that sell promotional buttons and pins
Are you actively looking for new customers and recruits every day? You should! Even if you feel that you have "all you can handle" at the moment, you need to constantly add new customers and recruits to your base continually just to stay even! After all, customers move, customers die, customers change. Recruits leave the company or change their goals. Always adding new people to both your customer base and downline is smart business! Here are 3 ways to help you add people daily:
1. Learn from Laverne!
Have your company name embroidered on every shirt that you own so that you wear your company logo every day without even thinking about it. Remember Laverne from the TV show "Laverne and Shirley"? She had a huge letter "L" on all her shirts. Wearing a logo shirt can really help attract people to your business. Wherever you go during your day, expect people to say to you "do you have a catalog with you?" And some will say "how do you get started with that company anyway? I've been looking to earn some extra money" You can find a local company to embroider your shirts by looking in the yellow pages or visit www.dfembroidery.com.
2. Six or Bust!
When you leave your house each day to go to work or to do errands, take six of your company's brochures and recruiting literature with you and don't come back home until you give them all away to people you meet! You'll soon find that six are too few and you'll increase that amount. Let me give you an example. You are going grocery shopping - give a brochure to the employee who greets you at the door, give one to the person at the Bakery counter, the Seafood counter, the Deli counter. Give a brochure to the person in front of you in line at the cash register, the person behind you in line and the cashier. Give another brochure to the person who bags your groceries. Be sure to visit the rest room at the grocery store and leave your brochure! Stick a couple business cards in the frame of the mirror! Don't think of it as being pushy -- you are just letting people know what you do. Never, never launch into a presentation -- you are simply trying to get your information in as many hands as possible. I like to hand the brochure and simply say "I brought this for you!"
3. Pin on a Promo!
Attach a promotional button or piece of jewelry to your shirt, jacket or purse strap and you'll get that all important exposure for your company and products. There are many companies that sell promotional buttons and pins
Thursday, June 25, 2009
Network Marketing is a Journey, Not a Race
By Lisa Willard
I walked by a summer league baseball field the other day. I noticed a sign on the fence. A huge sign. It read ...
MLB players are little league players that never gave up.
I stood there for a moment ... watching the little leaguers. They were clumsy. Uncertain and awkward. But they had an interest in Improving their skills. I knew that some of those little guys would Some day achieve their dreams. They would be winners.
In order to be a winner at Network Marketing, it takes time. Maybe even a very long time.
As a network marketer, you must realize that success doesn't happen over night. It happens little by little each day.
Beginning your network marketing journey will Be scary and awkward. You will be unsure and uncertain at times.
Allow yourself to make mistakes and learn from those. It will help you In your journey to success. As you learn, your network marketing business Will grow and prosper. Everyone makes mistakes. Capitalize on them.
Feeling frustrated? That is okay too. Everyone has a bad day. Even the Most successful network marketers get knocked down. However, they choose to Get right back up and keep going time and time again.
Spend time on personal development. To truly succeed, you must work on yourself first! Carve out a few minutes every day to focus on YOU. Apply what you learn to your network marketing business and your personal life. It might surprise you how the two mesh together.
Think positive. Believe you can succeed at network marketing. Keep negative Thoughts out of your mind. Surround yourself with positive thoughts. You need to believe in yourself before others will believe in you.
Building a business is a journey, not a race. It doesn't happen over night. Take steps every day and you will see results.
I walked by a summer league baseball field the other day. I noticed a sign on the fence. A huge sign. It read ...
MLB players are little league players that never gave up.
I stood there for a moment ... watching the little leaguers. They were clumsy. Uncertain and awkward. But they had an interest in Improving their skills. I knew that some of those little guys would Some day achieve their dreams. They would be winners.
In order to be a winner at Network Marketing, it takes time. Maybe even a very long time.
As a network marketer, you must realize that success doesn't happen over night. It happens little by little each day.
Beginning your network marketing journey will Be scary and awkward. You will be unsure and uncertain at times.
Allow yourself to make mistakes and learn from those. It will help you In your journey to success. As you learn, your network marketing business Will grow and prosper. Everyone makes mistakes. Capitalize on them.
Feeling frustrated? That is okay too. Everyone has a bad day. Even the Most successful network marketers get knocked down. However, they choose to Get right back up and keep going time and time again.
Spend time on personal development. To truly succeed, you must work on yourself first! Carve out a few minutes every day to focus on YOU. Apply what you learn to your network marketing business and your personal life. It might surprise you how the two mesh together.
Think positive. Believe you can succeed at network marketing. Keep negative Thoughts out of your mind. Surround yourself with positive thoughts. You need to believe in yourself before others will believe in you.
Building a business is a journey, not a race. It doesn't happen over night. Take steps every day and you will see results.
Monday, June 1, 2009
Stop Promoting Your Business
Article by Tina Wells
Yep, you read it right! Stop promoting your business. How many times a day do you surf the net and see ad after ad full of hype. You just roll your eyes and go on about your day totally forgetting that you even saw those type ads. I know we all get so tired of flashy, big promise making, ads. Who are they kidding? I don’t know about you but I can’t seem to take those seriously.
On the other hand you see an ad that doesn’t appear to be promising the farm and has that “down home” appeal. You immediately click on it and see a “real” person’s site with “real” information that appeals to you. Wow the whole story about where they are from, how they got started, their family life- it’s all there in black and white. This immediately sets this person apart from all the internet hype. You read on and they even have a phone number where you can actually “reach” them! Now you’re really excited. You just don’t see it in that fashion these days.
Yes it’s someone who’s learned the ropes. They’ve hit the gold mine of network marketing. It’s not the most expensive ads about their business. No, they’ve learned to “brand” themselves online. It’s not about the business. Well, it is somewhat but take this scenario. You walk into a car dealership. Immediately a guy walks up and gives you a 30 second commercial and you’re waiting for someone to scream “Cut!” In the back of your mind you think “oh no, not one of these guys.” You absolutely can’t stand a “pushy” salesman; neither can the rest of us. But say you back up. You walk into the same dealership. A nice young man walks up and asks you how you are and looks down at your 2 year old whose just waiting for some attention. He tells her how pretty she looks today. Wow, he’s not trying to stick me into the first car we see? He then proceeds to ask you if you’re from around here and tells you where he’s from. A decent conversation is going on. Finally he asks what he can do for you. By this time you are relaxed and ready to look around.
Now, compare the two situations. Which one would you most likely buy from? The pushy big mouth, or the guy that didn’t try to sell his “business” first but made a connection to you? Yes it’s all too often looked over in this industry. It’s all about the almighty dollar. We find ourselves wanting that new partner and we forget that it’s not the business that sells; it’s YOU. Stop promoting your business and promote YOU. Establish a connection with your potential partners or buyers first. Build integrity before the sale. Show them who YOU are. Then the business will come naturally. Try being honest and see what happens! It never hurts to try the road less traveled!
Yep, you read it right! Stop promoting your business. How many times a day do you surf the net and see ad after ad full of hype. You just roll your eyes and go on about your day totally forgetting that you even saw those type ads. I know we all get so tired of flashy, big promise making, ads. Who are they kidding? I don’t know about you but I can’t seem to take those seriously.
On the other hand you see an ad that doesn’t appear to be promising the farm and has that “down home” appeal. You immediately click on it and see a “real” person’s site with “real” information that appeals to you. Wow the whole story about where they are from, how they got started, their family life- it’s all there in black and white. This immediately sets this person apart from all the internet hype. You read on and they even have a phone number where you can actually “reach” them! Now you’re really excited. You just don’t see it in that fashion these days.
Yes it’s someone who’s learned the ropes. They’ve hit the gold mine of network marketing. It’s not the most expensive ads about their business. No, they’ve learned to “brand” themselves online. It’s not about the business. Well, it is somewhat but take this scenario. You walk into a car dealership. Immediately a guy walks up and gives you a 30 second commercial and you’re waiting for someone to scream “Cut!” In the back of your mind you think “oh no, not one of these guys.” You absolutely can’t stand a “pushy” salesman; neither can the rest of us. But say you back up. You walk into the same dealership. A nice young man walks up and asks you how you are and looks down at your 2 year old whose just waiting for some attention. He tells her how pretty she looks today. Wow, he’s not trying to stick me into the first car we see? He then proceeds to ask you if you’re from around here and tells you where he’s from. A decent conversation is going on. Finally he asks what he can do for you. By this time you are relaxed and ready to look around.
Now, compare the two situations. Which one would you most likely buy from? The pushy big mouth, or the guy that didn’t try to sell his “business” first but made a connection to you? Yes it’s all too often looked over in this industry. It’s all about the almighty dollar. We find ourselves wanting that new partner and we forget that it’s not the business that sells; it’s YOU. Stop promoting your business and promote YOU. Establish a connection with your potential partners or buyers first. Build integrity before the sale. Show them who YOU are. Then the business will come naturally. Try being honest and see what happens! It never hurts to try the road less traveled!
Subscribe to:
Posts (Atom)