Greetings,
Do you ever find that you don't have enough good prospects to be talking to when growing your business? Do you ever feel that growing your business would be more fun if you had an unlimited number of people to talk to that were interested in your business and products?
Some of the most frequently asked questions that I get are:
Do leads work?
How do you find quality leads?
What are the different types of leads?
Should I pay a lot for leads?
Today, we're going to solve the problem of leads.
Today, you're going to learn how to have a virtually endless stream of people to speak with about your product, service, and opportunity.
There is no doubt that leads work. The reason that many in MLM and network marketing are taught to chase their 'warm' market is because it sounds easy, and it worked very well...50 years ago. Back then, people knew their neighbors, all the other people in their neighborhood. These days, most people don't even know the people that live in the apartment 5 feet away from them. We are a very different society than we were 50 years ago.
If you are looking to grow a monster-huge business, you will probably have to venture outside of your friends and family to acquire good clients and business builders. Finding targeted leads are a viable way to do this.
You should also know that all leads stink. Now, I'm not saying that leads don't work, because they do work. However, there is this notion that there is some sort of magical lead that is just sitting at home hoping and praying that today will be the the day that we contact them and offer them our product or service. There is no such lead, at least not that I'm aware of. If you know where they are, then clue me in, because I'm still looking.
That being said, finding targeted leads beats chasing friends and family hands down. You have to have a virtually endless supply of new business, and leads accomplish this nicely.
There are 3 different types of leads. Today, I'll cover 2 of them, so that you understand the differences and how to NOT lose money on this.
The first type of lead is what's known as a demographic lead. A demographic lead is separated based on large, general, demographic information. For examples, if you were marketing a health a wellness product that helped reduce joint pain, you might choose to target people over age 50, since they typically have high occurrences of joint pain, arthritis, etc.
If you were marketing a product like a benefits savings package, then you might choose to target young married couples between ages 35 - 45, since they are one of the main groups of people now that is being hammered by this credit crunch.
You can specify that you want demographics of people with a certain credit score, or you can specify that you want demographic leads of people that make over a certain annual income. You can specify that these leads be in a certain geographic location (within 50 miles from where you live, for example).
The important thing to understand is that demographic leads are:
1. The most general (and least targeted) type of lead, and
2. Is the cheapest type of lead.
Demographic leads apply best to products that aren't very niche. Benefits packages, identity theft services, insurance, etc.
The 2nd type of lead is what's known as a Response Lead. A response lead is a lead that had to respond to something. For example, they had to fill out a questionnaire, or they requested more information about a product or service. A response lead is much more targeted than a demographic lead, because they had to take some sort of action in order to become a response lead. You know that they have an interest in whatever they are responding to.
A good example of a response lead is when you order the free information for a Nordic Track or a Bowflex. The fact that you responded to their commercial, and called them for more information, means that you have an interest in what the Nordic Track or Bowflex can do.
You can get targeted response leads for whatever it is that you are marketing. For example, if you were marketing a Telcom service, you could get targeted response leads that responded to some sort of ad for a discounted phone service. If you were marketing a weight loss product, you can get response leads that recently inquired about a weight loss program.
**Special Note**
Opportunity-seeking leads are garbage. They are usually re-sold to the point that if you contact them, they will have talked to 50 other people before you, and will probably tell you to go fly a kite. Opportunity-seeking leads are pseudo-response leads, and the best thing you can do with them is use them to get your fire started on a cold winter night.
When you are "lead shopping" you want to focus in on the benefits of your product or service. If you want to lead with your company's income opportunity, please refer to previous posts here in The Toolbox.
So the big question is: WHERE DO YOU GET LEADS?
Well, there are many different places to find leads.
One way you can get them is through lead brokers. If you do a Google search right now for "leads", you'll see a ton of different companies pop up. You can buy leads from many different sources, but here are some guidelines to go by:
1. Be Cheap - I never pay more than 20 cents per lead. Usually, I like to keep it between 5 and 10 cents. Also, you want to start with very small batches. Remember, if you are dealing with a lead broker, their job is to make you...broker. Sometimes they will have a minimum order or batch of, say, 10 thousand leads. If they do, then keep shopping. You want to start with very small batches of leads, no more than a couple hundred at a time.
2. Avoid Data-Managers - These will be the people on the first few pages of your search results. I personally don't recommend you do business with a data-vendor or data-manager for the simple reason that you will probably be regarded as a "small fry" in their eyes. They typically sell millions of leads each month, so if you come knockin' asking to buy a few hundred leads from them, then it will be difficult to be viewed as a legitimate business in their eyes.
The real "lead brokers" are are on the back pages of your google searches. They're cheap buggers, so they're not going to try to compete with the big data-vendors for the first page of Google rankings. Interview a small brokerage, and build a relationship with a "mom and pop" type of lead firm that will respect small orders, and will treat you as a person.
3. Don't Go For Your First Offer - Shop around for leads. You'll get many different offers. The goal is to not get the absolute cheapest leads, but rather, find a broker that you can build a business relationship with, someone who will back you up and stand behind what they are selling. I'd rather pay a lead broker with integrity twice what I'd pay a lead than a lead broker that could care less about my business. Just like anything else, success with this endeavor will depend on the relationships that you develop.
So now, you know of 2 different types of leads, the differences, where to get them, and what to pay for them. Hopefully, 2008 is shaping up to be a good year for your business.
Have some fun this weekend, enjoy the Super Bowl, and drink responsibly (at least when your spouse is looking ;)
All The Best,
- Joshua Fuson
Turning Liabilities Into Assets
Greetings,
Lets cover a technique that can literally save you hundreds or thousands of dollars, and create a huge supply of very viable leads for your business.
This is a technique that I have used myself to add 10 - 15 reps into my business in a weeks time. It's powerful, and it's advanced. It also takes a few bucks to put together, but you should already know that if you are having trouble keeping your lights on, then a home-based business should not be your priority. A regular job should be your focus.
So in many network marketing / home-based businesses, one of the steps in the process of enrolling someone into your business is giving them a CD or a DVD to watch, which will give them an overview of the company. I've seen these things cost as little as $5, and as much as $10. The theory is that you hand out a bunch of these CD's or DVD's, and hopefully someone will watch it, become interested, and join you in business.
This typically doesn't work very well for 2 reasons:
1. Ineffective Prospecting - If you are paying for marketing material, you don't want to hand it out to just anybody. That's like handing out $5 bills randomly! You only want to hand out that kind of material to people that have already expressed a direct interest in what you have.
2. Ineffective Positioning - If you are handing out CD's and DVD's to your friends, family, and random strangers, then you aren't positioning yourself as a problem solver - instead, it comes across that you are a "gopher" for your company or upline. To be effective, you have to position yourself as the expert, the leader in your business.
So how do we do it?
Here's what you can do:
Take out an ad for your business that focuses on your industry.
Uh-oh, I can hear the screaming already: "NO WAY JOSH, MY COMPANY DOESN'T LET ME ADVERTISE WITHOUT THEIR PERMISSION! I WILL LOST MY DISTRIBUTORSHIP, AND BE BANNED FROM MY COMPANY, ALL BECAUSE I FOLLOWED YOUR STUPID ADVICE!"
Well, most companies don't allow their distributors to advertise their products and services specifically. They have too many "crazies" that make false product claims, false income claims, and flat-out lies about what they can do. So to protect themselves, most companies won't allow their distributors to talk about their specific company, or their specific products.
But that's the KEY - you're not going to talk about your company.
You are going to talk about...(drum roll)...YOU!
I'm going to give you an ad that you can use in your paper, word for word. This ad will position you, and will generate a lead that is specifically interested in your industry. Best of all, it won't say a single thing about your company, nor any product/income claims, nor anything else that jeopardizes your distributorship.
But first, I have to warn you...
If you take this ad out, your phone will melt. Unless you live in a very small town, or take the ad out in a very small paper, this ad will generate a tremendous response. I know, because I've done it. And even though I actually do live in a very small town, this works very well.
Here's the ad:
"Executive Partners Needed
New Discovery In (Your Industry) Creates Huge Demand
Work Part Time / Evenings, Earn Up To $40,000 First Year
Call Mr. / Mrs. (Your Name) at (Your Phone Number)"
So let's do an example. Say you are marketing anti-aging skincare, your name is Maggie Jones, and your phone number is 215-995-1234. Then the ad would say:
"Executive partners Needed
New Discovery In Anti-Aging Industry Creates Huge Demand
Work Part-Time / Evenings, Earn Up to $40 ,000 First year
Call Mrs. Maggie Jones @ 212-995-1234."
You can use this ad for whatever you market, and it will work. Time and again.
So what happens when people call? Well, then you should draw up a script that talked briefly about what you are marketing, and explain that there is actually a DVD that provides all the details. I would speak of the value of the content on this DVD, and inform them that the DVD only costs $5, or however much that I had to pay for the DVD.
Now, you must understand that not everybody will be willing to pay for that DVD. That's fine, we're not looking to hand out marketing materials to every single person. We just want to provide those materials to people who are interested.
So here are the 2 scenarios compared to each other:
OLD WAY - You go and spend a bunch of money on DVD's and CD's to promote your products and opportunity. You hand them out to all of your "warm prospects", which are usually just people that you know. You don't really know whether or not they are interested in your opportunity, you just try to convince them to watch the DVD. Then you call them a week later, and become discouraged when they still haven't watched it. When you call back a week after that, they don't answer the phone, which becomes even more discouraging.
This sucks.
NEW WAY - You take out an ad that talks specifically about your industry, and how how someone could benefit from joining you in business. You then pass on the cost of your marketing material to your prospect by charging them for what you had to pay for it. That way, you're not out any money on the marketing material. They may or may not sign up, but either way, you're not out any money. On top of that, you are only giving those DVD's to people that actually WANT to watch them, so you don't have to convince and pester them to take the time to view it.
This is just one simple way to reach people that are actually interested in what you have. There is more that you can do to increase both the response rate, and the purchase rate for the DVD's, but from a business standpoint, you just performed a miracle, because you just turned a liability (paying for and handing out marketing material) into an asset (free lead generation or even making profit for generating leads).
I'll be talking about an additional technique that I like to use with this process shortly. Stay tuned.
- Josh
Lets cover a technique that can literally save you hundreds or thousands of dollars, and create a huge supply of very viable leads for your business.
This is a technique that I have used myself to add 10 - 15 reps into my business in a weeks time. It's powerful, and it's advanced. It also takes a few bucks to put together, but you should already know that if you are having trouble keeping your lights on, then a home-based business should not be your priority. A regular job should be your focus.
So in many network marketing / home-based businesses, one of the steps in the process of enrolling someone into your business is giving them a CD or a DVD to watch, which will give them an overview of the company. I've seen these things cost as little as $5, and as much as $10. The theory is that you hand out a bunch of these CD's or DVD's, and hopefully someone will watch it, become interested, and join you in business.
This typically doesn't work very well for 2 reasons:
1. Ineffective Prospecting - If you are paying for marketing material, you don't want to hand it out to just anybody. That's like handing out $5 bills randomly! You only want to hand out that kind of material to people that have already expressed a direct interest in what you have.
2. Ineffective Positioning - If you are handing out CD's and DVD's to your friends, family, and random strangers, then you aren't positioning yourself as a problem solver - instead, it comes across that you are a "gopher" for your company or upline. To be effective, you have to position yourself as the expert, the leader in your business.
So how do we do it?
Here's what you can do:
Take out an ad for your business that focuses on your industry.
Uh-oh, I can hear the screaming already: "NO WAY JOSH, MY COMPANY DOESN'T LET ME ADVERTISE WITHOUT THEIR PERMISSION! I WILL LOST MY DISTRIBUTORSHIP, AND BE BANNED FROM MY COMPANY, ALL BECAUSE I FOLLOWED YOUR STUPID ADVICE!"
Well, most companies don't allow their distributors to advertise their products and services specifically. They have too many "crazies" that make false product claims, false income claims, and flat-out lies about what they can do. So to protect themselves, most companies won't allow their distributors to talk about their specific company, or their specific products.
But that's the KEY - you're not going to talk about your company.
You are going to talk about...(drum roll)...YOU!
I'm going to give you an ad that you can use in your paper, word for word. This ad will position you, and will generate a lead that is specifically interested in your industry. Best of all, it won't say a single thing about your company, nor any product/income claims, nor anything else that jeopardizes your distributorship.
But first, I have to warn you...
If you take this ad out, your phone will melt. Unless you live in a very small town, or take the ad out in a very small paper, this ad will generate a tremendous response. I know, because I've done it. And even though I actually do live in a very small town, this works very well.
Here's the ad:
"Executive Partners Needed
New Discovery In (Your Industry) Creates Huge Demand
Work Part Time / Evenings, Earn Up To $40,000 First Year
Call Mr. / Mrs. (Your Name) at (Your Phone Number)"
So let's do an example. Say you are marketing anti-aging skincare, your name is Maggie Jones, and your phone number is 215-995-1234. Then the ad would say:
"Executive partners Needed
New Discovery In Anti-Aging Industry Creates Huge Demand
Work Part-Time / Evenings, Earn Up to $40 ,000 First year
Call Mrs. Maggie Jones @ 212-995-1234."
You can use this ad for whatever you market, and it will work. Time and again.
So what happens when people call? Well, then you should draw up a script that talked briefly about what you are marketing, and explain that there is actually a DVD that provides all the details. I would speak of the value of the content on this DVD, and inform them that the DVD only costs $5, or however much that I had to pay for the DVD.
Now, you must understand that not everybody will be willing to pay for that DVD. That's fine, we're not looking to hand out marketing materials to every single person. We just want to provide those materials to people who are interested.
So here are the 2 scenarios compared to each other:
OLD WAY - You go and spend a bunch of money on DVD's and CD's to promote your products and opportunity. You hand them out to all of your "warm prospects", which are usually just people that you know. You don't really know whether or not they are interested in your opportunity, you just try to convince them to watch the DVD. Then you call them a week later, and become discouraged when they still haven't watched it. When you call back a week after that, they don't answer the phone, which becomes even more discouraging.
This sucks.
NEW WAY - You take out an ad that talks specifically about your industry, and how how someone could benefit from joining you in business. You then pass on the cost of your marketing material to your prospect by charging them for what you had to pay for it. That way, you're not out any money on the marketing material. They may or may not sign up, but either way, you're not out any money. On top of that, you are only giving those DVD's to people that actually WANT to watch them, so you don't have to convince and pester them to take the time to view it.
This is just one simple way to reach people that are actually interested in what you have. There is more that you can do to increase both the response rate, and the purchase rate for the DVD's, but from a business standpoint, you just performed a miracle, because you just turned a liability (paying for and handing out marketing material) into an asset (free lead generation or even making profit for generating leads).
I'll be talking about an additional technique that I like to use with this process shortly. Stay tuned.
- Josh
Web 2.0 And Network Marketing
There has been much talk (and hype) concerning web 2.0, and how it is affecting network marketers. I have received a tremendous number of requests about how to capitalize on the opportunities that we are currently seeing with social media websites. But first, lets take a step backward, and answer a very fundamental question:
What is web 2.0?
Web 2.0 refers to the change that we are seeing in the uprising of social media websites. MySpace. Facebook. YouTube. Digg. Bebo. Technorati. Blogs (just like this one). Podcasts. RSS feeds. Web 2.0 is about community, and developing a peer group of like-minded people.
The reason we see so many of these social networking sites becoming amazingly popular is because of the shift that we have been seeing in our society over the last several years. People don't know everyone in their neighborhood any longer. The fabric of our society is no longer knit together by geographic location. Just because I live in your neighborhood doesn't mean that you will take the time to get to know me. And just because someone lives in my across the street from me doesn't mean that I'm going to take the time to develop a friendship with them. Because of this, many people in network marketing are finding it harder and harder to make a "list of 100". Honestly, most people don't know of 100 friends or family that they have a close enough relationship with to feel comfortable exposing them to your product and service.
Enter: The Internet
The Internet is an explosive business growth tool. Every day, millions of people go online looking for information about products, services, and business opportunities. Back when the Internet was first becoming popular (1998), it was very easy to get tons of very targeted traffic to a website. You could put a very minimal amount of effort into a site, and have several hundred people finding your information every day. Now, things aren't so easy. If you want to grow your business on the Internet, you have to have a good skill set. You have to understand how to provide value and benefit to your market.
I provide information on growing a business using all sorts of crazy tools (press releases, articles, telephone, direct mail, etc.), but I'm finding that more and more network marketers are looking for a way to grow a business inexpensively, and quickly. In fact, the call for that information is becoming so loud, that I can't pretend that I don't hear it any more ;)
So here is something to consider...
Over the next several months, I'm going to be conducting a number of experiments in my lab, which I lovingly refer to as "the cave". Every time I go into the cave, I don't come out until I've had some sort of breakthrough. It's not a pretty site, as sometimes, it takes a long time to come up with a breakthrough. I don't shave, I skip showers, my wife and children usually don't even recognize me when I emerge.
But it's worth it. Because each time, I've come out with more quality content to help you maximize the growth of your business. So over the course of the next few months, keep your eyes peeled, because I will be putting together some information on how to master social media as a business growth tool, and how to do it 100% legally and effectively. From preliminary experiments, I'm seeing that with a minimal amount of effort, you can use Web 2.0 to dominate the top 2-4 pages of search listings. Not the first 2-4 results, but the first 2-4 pages.
But I'm getting ahead of myself. I'll be back out of the cave soon.
What is web 2.0?
Web 2.0 refers to the change that we are seeing in the uprising of social media websites. MySpace. Facebook. YouTube. Digg. Bebo. Technorati. Blogs (just like this one). Podcasts. RSS feeds. Web 2.0 is about community, and developing a peer group of like-minded people.
The reason we see so many of these social networking sites becoming amazingly popular is because of the shift that we have been seeing in our society over the last several years. People don't know everyone in their neighborhood any longer. The fabric of our society is no longer knit together by geographic location. Just because I live in your neighborhood doesn't mean that you will take the time to get to know me. And just because someone lives in my across the street from me doesn't mean that I'm going to take the time to develop a friendship with them. Because of this, many people in network marketing are finding it harder and harder to make a "list of 100". Honestly, most people don't know of 100 friends or family that they have a close enough relationship with to feel comfortable exposing them to your product and service.
Enter: The Internet
The Internet is an explosive business growth tool. Every day, millions of people go online looking for information about products, services, and business opportunities. Back when the Internet was first becoming popular (1998), it was very easy to get tons of very targeted traffic to a website. You could put a very minimal amount of effort into a site, and have several hundred people finding your information every day. Now, things aren't so easy. If you want to grow your business on the Internet, you have to have a good skill set. You have to understand how to provide value and benefit to your market.
I provide information on growing a business using all sorts of crazy tools (press releases, articles, telephone, direct mail, etc.), but I'm finding that more and more network marketers are looking for a way to grow a business inexpensively, and quickly. In fact, the call for that information is becoming so loud, that I can't pretend that I don't hear it any more ;)
So here is something to consider...
Over the next several months, I'm going to be conducting a number of experiments in my lab, which I lovingly refer to as "the cave". Every time I go into the cave, I don't come out until I've had some sort of breakthrough. It's not a pretty site, as sometimes, it takes a long time to come up with a breakthrough. I don't shave, I skip showers, my wife and children usually don't even recognize me when I emerge.
But it's worth it. Because each time, I've come out with more quality content to help you maximize the growth of your business. So over the course of the next few months, keep your eyes peeled, because I will be putting together some information on how to master social media as a business growth tool, and how to do it 100% legally and effectively. From preliminary experiments, I'm seeing that with a minimal amount of effort, you can use Web 2.0 to dominate the top 2-4 pages of search listings. Not the first 2-4 results, but the first 2-4 pages.
But I'm getting ahead of myself. I'll be back out of the cave soon.
5 Key Components Of Mindset
Good Evening!
Tonight, I'm going to write about the #1 most critical component of your business. Without this component, it makes no difference how great your company might be, or how fantastic your opportunity, or how exclusive your product, or how lucrative your compensation plan. Without this component, you will fail.
This component is the correct mindset.
It is absolutely vital that you have the correct mindset when you are running a home-based business. You see, home-based businesses are a different breed of opportunity, very different than a retail-type of business or franchise. With a retail business, you can just pick a great location, hire a friendly staff and a good advertising agency, sit back, and collect your checks.
With a home-based business (MLM, network marketing, direct sales, etc) YOU are the absolute captain of that ship. What you are doing when you join one of these opportunities is agreeing to market a product. Whether that is a health and wellness product, travel services, educational products, skincare, Internet security...it makes no difference.
So from a mindset standpoint, there are 5 critical components that you must have if you expect to succeed. I'm about to list them out, but in addition, I'm going to throw a Henry Ford quote at the end of each, just to illustrate the point:
1. YOU MUST HAVE A HUGE REASON 'WHY' (and it must be bigger than money) - Look, money is great, we all need it, and having it is definitely better than being broke. However, to be truly successful, your big 'why' has to go much further than simple compensation. What drives you? Is it big enough to keep you going through hard times? I can tell you for me, I only market products that I believe can have a life-changing impact. Of course, some products that I market have a bigger impact than others, but regardless, my big 'why' is to leave an impression on this world. I'm not looking to be an average '9-5' Joe with 2 kids and a care. I wake up each morning striving for EXCELLENCE, and I demand and expect nothing less from myself, and those I work with. That 'why' has kept me going through great times of wealth and times of eating nothing but egg sandwiches for breakfast, lunch, and dinner. Whatever your big 'why', make sure it's big enough to keep you going even when you want to quit and walk away.
HENRY FORD SAYS - "The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed."
2. YOU MUST BE A WORKER BEE - For some reason, the home-based business industry seems to attract many people that have a 'lottery mentality'. They sign up for a business, work it for about 3 weeks, then get bored and quit. Or they think they can just sign up a few people and let them do all the work and grow their business for them.
In any business, LEADERSHIP IS MANDATORY FOR SUCCESS. If you expect to have others follow you in your opportunity, you have to set the example. In other words, you must be worth following. The beauty of a home-based business is that it gives you the freedom to grow your very own business for yourself. Don't give that gift away by expecting your upline or your downline to do all the work for you! That defeats the whole purpose. Be willing to do the work. Be the "first one in and the last one out". Take a Rambo mentality to your business, and make sure that nobody in your downline works harder than you do. Set the example, be a worker bee.
HENRY FORD SAYS - "It has been my observation that most people get ahead during the time that others waste."
3. YOU MUST BE A STUDENT - Hopefully, you are are reading this because you are enjoying this information. However, I'll be the first to tell you that I don't have all the answers. NOT EVEN CLOSE! There are tons of very talented marketers that you can learn a tremendous amount of information from. In fact, there are hundreds of people that have nothing to do with home-based businesses that can offer valuable insight into your enterprise. Learn from everybody you can, always be humble, and be a student. To this day, I make it a point to learn continuously. It's funny, but looking back, the times when I was most convinced that I had all the answers were also the times that I was most broke. Coincidence?
HENRY FORD SAYS - "What's right about America is that although we have a mess of problems, we have great capacity - intellect and resources - to do some thing about them."
4. YOU MUST HAVE FAITH - I'm just going to quote Mr. Ford here: "Whether you believe you can do a thing or not, you're right." That's pretty much it.
5. FAITH WITHOUT WORKS IS DEAD - Have you ever heard of WACADAD? It's an acronym, and it stands for Words Are Cheap And Deeds Are Dear. WACADAD. Deeds are what get results. Action is what generates results. Momentum is what changes lives. Works are what makes the difference.
HENRY FORD SAYS - "You don't build a reputation on what you're going to do."
I hope this information has helped. Remember, we live in a world with a lot of pain. Chances are, you have a product that helps relieve pain. Cultivate a mindset that is driven to help solve problems and ease pain. By doing so, success is not simply a possibility...it is just a matter of time.
Tonight, I'm going to write about the #1 most critical component of your business. Without this component, it makes no difference how great your company might be, or how fantastic your opportunity, or how exclusive your product, or how lucrative your compensation plan. Without this component, you will fail.
This component is the correct mindset.
It is absolutely vital that you have the correct mindset when you are running a home-based business. You see, home-based businesses are a different breed of opportunity, very different than a retail-type of business or franchise. With a retail business, you can just pick a great location, hire a friendly staff and a good advertising agency, sit back, and collect your checks.
With a home-based business (MLM, network marketing, direct sales, etc) YOU are the absolute captain of that ship. What you are doing when you join one of these opportunities is agreeing to market a product. Whether that is a health and wellness product, travel services, educational products, skincare, Internet security...it makes no difference.
So from a mindset standpoint, there are 5 critical components that you must have if you expect to succeed. I'm about to list them out, but in addition, I'm going to throw a Henry Ford quote at the end of each, just to illustrate the point:
1. YOU MUST HAVE A HUGE REASON 'WHY' (and it must be bigger than money) - Look, money is great, we all need it, and having it is definitely better than being broke. However, to be truly successful, your big 'why' has to go much further than simple compensation. What drives you? Is it big enough to keep you going through hard times? I can tell you for me, I only market products that I believe can have a life-changing impact. Of course, some products that I market have a bigger impact than others, but regardless, my big 'why' is to leave an impression on this world. I'm not looking to be an average '9-5' Joe with 2 kids and a care. I wake up each morning striving for EXCELLENCE, and I demand and expect nothing less from myself, and those I work with. That 'why' has kept me going through great times of wealth and times of eating nothing but egg sandwiches for breakfast, lunch, and dinner. Whatever your big 'why', make sure it's big enough to keep you going even when you want to quit and walk away.
HENRY FORD SAYS - "The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed."
2. YOU MUST BE A WORKER BEE - For some reason, the home-based business industry seems to attract many people that have a 'lottery mentality'. They sign up for a business, work it for about 3 weeks, then get bored and quit. Or they think they can just sign up a few people and let them do all the work and grow their business for them.
In any business, LEADERSHIP IS MANDATORY FOR SUCCESS. If you expect to have others follow you in your opportunity, you have to set the example. In other words, you must be worth following. The beauty of a home-based business is that it gives you the freedom to grow your very own business for yourself. Don't give that gift away by expecting your upline or your downline to do all the work for you! That defeats the whole purpose. Be willing to do the work. Be the "first one in and the last one out". Take a Rambo mentality to your business, and make sure that nobody in your downline works harder than you do. Set the example, be a worker bee.
HENRY FORD SAYS - "It has been my observation that most people get ahead during the time that others waste."
3. YOU MUST BE A STUDENT - Hopefully, you are are reading this because you are enjoying this information. However, I'll be the first to tell you that I don't have all the answers. NOT EVEN CLOSE! There are tons of very talented marketers that you can learn a tremendous amount of information from. In fact, there are hundreds of people that have nothing to do with home-based businesses that can offer valuable insight into your enterprise. Learn from everybody you can, always be humble, and be a student. To this day, I make it a point to learn continuously. It's funny, but looking back, the times when I was most convinced that I had all the answers were also the times that I was most broke. Coincidence?
HENRY FORD SAYS - "What's right about America is that although we have a mess of problems, we have great capacity - intellect and resources - to do some thing about them."
4. YOU MUST HAVE FAITH - I'm just going to quote Mr. Ford here: "Whether you believe you can do a thing or not, you're right." That's pretty much it.
5. FAITH WITHOUT WORKS IS DEAD - Have you ever heard of WACADAD? It's an acronym, and it stands for Words Are Cheap And Deeds Are Dear. WACADAD. Deeds are what get results. Action is what generates results. Momentum is what changes lives. Works are what makes the difference.
HENRY FORD SAYS - "You don't build a reputation on what you're going to do."
I hope this information has helped. Remember, we live in a world with a lot of pain. Chances are, you have a product that helps relieve pain. Cultivate a mindset that is driven to help solve problems and ease pain. By doing so, success is not simply a possibility...it is just a matter of time.
Positioning Explained
Good Afternoon!
I wanted to take a moment to explain the concept of positioning to you. You see, positioning is one of the strongest, most powerful marketing tools on the planet. Positioning is what allows small businesses to become huge businesses in a very short amount of time.
But what does it mean to actually use positioning? Well, in order to use positioning, you must first understand what positioning is. Positioning can best be described as a reflex in the mind of your target market. Positioning is the relationship that your prospect has between a need and a solution. Let me give you an example:
What do you drink when you are thirsty and want something that tastes great? There are literally thousands of different choices out there, but you probably had one, maybe two different choices pop into your head. That is positioning at work. Whatever product you just thought of, whether that's some sort of fruit juice, carbonated cola, or alcoholic beverage, the company that makes that product has spent millions of dollars in generating that reflex you just had. In other words, they have made a very deliberate attempt to position themselves in your mind as the solution for great taste on a hot, sweaty day.
What do you do when you need food in a hurry? That's another example of positioning. The food product that you just thought about is there because you enjoy that food, and when you're in a pinch for time, you'll eat it, because it solves your need for fast food.
But how did those companies do that? How did they get inside your head, and develop those relationships and connections between your needs and their products? They did it by spending boatloads of money on advertising. The good news is that you don't need tons of cash to position yourself as an expert in your product.
Here's an example of positioning on a small-scale. Let's say that I market a travel opportunity, where I help people get cheap travel fares, and I'm trying to recruit other people to join my opportunity. Now, I simply can't walk up to a potential distributor and start talking about making millions of dollars unless I'm already making good money. So if I'm in a travel business, and I want to position myself as an expert, I might call my prospect up and say something like this:
"Hey Bill, one of the things that I do is help people save a tremendous amount of money on all their traveling. Let me ask you, if I could show you how to save 68% off your next vacation, would you want to know how to do that?"
If I say something like that, I do so many things in a short amount of time.
1. I position myself as an expert with good information.
2. I allow my prospect, Bill, to make the decision to pursue information on his own free will, no arm-twisting.
3. I lead with my product, which means that if Bill signs up as a rep in my downline, he will continue to use my travel product even if he doesn't decide to stick with the business side of things, which is important for long-term residual income.
I hope this clears the air on positioning. I get many emails and phone calls asking for clarification on this subject. Positioning is an extremely valuable tool, and once you master it, you'll wonder how you ever got by without it.
I wanted to take a moment to explain the concept of positioning to you. You see, positioning is one of the strongest, most powerful marketing tools on the planet. Positioning is what allows small businesses to become huge businesses in a very short amount of time.
But what does it mean to actually use positioning? Well, in order to use positioning, you must first understand what positioning is. Positioning can best be described as a reflex in the mind of your target market. Positioning is the relationship that your prospect has between a need and a solution. Let me give you an example:
What do you drink when you are thirsty and want something that tastes great? There are literally thousands of different choices out there, but you probably had one, maybe two different choices pop into your head. That is positioning at work. Whatever product you just thought of, whether that's some sort of fruit juice, carbonated cola, or alcoholic beverage, the company that makes that product has spent millions of dollars in generating that reflex you just had. In other words, they have made a very deliberate attempt to position themselves in your mind as the solution for great taste on a hot, sweaty day.
What do you do when you need food in a hurry? That's another example of positioning. The food product that you just thought about is there because you enjoy that food, and when you're in a pinch for time, you'll eat it, because it solves your need for fast food.
But how did those companies do that? How did they get inside your head, and develop those relationships and connections between your needs and their products? They did it by spending boatloads of money on advertising. The good news is that you don't need tons of cash to position yourself as an expert in your product.
Here's an example of positioning on a small-scale. Let's say that I market a travel opportunity, where I help people get cheap travel fares, and I'm trying to recruit other people to join my opportunity. Now, I simply can't walk up to a potential distributor and start talking about making millions of dollars unless I'm already making good money. So if I'm in a travel business, and I want to position myself as an expert, I might call my prospect up and say something like this:
"Hey Bill, one of the things that I do is help people save a tremendous amount of money on all their traveling. Let me ask you, if I could show you how to save 68% off your next vacation, would you want to know how to do that?"
If I say something like that, I do so many things in a short amount of time.
1. I position myself as an expert with good information.
2. I allow my prospect, Bill, to make the decision to pursue information on his own free will, no arm-twisting.
3. I lead with my product, which means that if Bill signs up as a rep in my downline, he will continue to use my travel product even if he doesn't decide to stick with the business side of things, which is important for long-term residual income.
I hope this clears the air on positioning. I get many emails and phone calls asking for clarification on this subject. Positioning is an extremely valuable tool, and once you master it, you'll wonder how you ever got by without it.
The MLM Power Tools
Good Evening!
Here's a good question: What tools can a home-based business entrepreneur use to grow their business? What tools and skills should you be focusing on to achieve the growth in the business that you're looking for?
If you wanted to become a doctor, you would be required to go to school for a minimum of 8 years (up to 12, depending upon your specialty) before you would be allowed to collect income for your expertise.
If you wanted to become a lawyer, you would need to complete an undergraduate degree, as well as law school, before you would be compensated for your expertise.
If you wanted to be a software engineer, it would take a standard 4 year degree plus a masters degree before you are paid for it.
The point is this: In order to be compensated, you have to have a skill-set. The concept of "money for nothing" is a fallacy. A doctor has to have the skills to diagnose diseases. A lawyer must have the skills and knowledge of the law to help their clients. A software engineer must have the skills to benefit their employer.
I'm not going to get up on my soap-box or anything, but I will say that the world has a funny way of "balancing the scales". Today's marketplace does not reward incompetency.
So what kind of skill-set does a home-business or network marketer need to have to build a strong, consistent, long-term business?
To market a product, service, or opportunity, you must learn how to become a good communicator. You have to learn how to communicate with your target market. You have to communicate the benefits and value of what you have to offer.
Without doubt, there are people out there that need whatever it is that you're marketing. But if your market doesn't know how your products and services can benefit them, then how can you expect them to seek you out? If your target market doesn't know that you can help them, then you don't have a business. Period.
There are 3 fundamental tools that a network marketer or home-business operator can use to communicate with their market. Now, I want to be clear: if you have pockets deep enough, you can use really expensive techniques like using the radio, using infomercials, or using commercials to market your products or services.
The downside of those tools are that they are very, very expensive. In fact, if someone had that type of money, then they probably wouldn't have started a home-based business. Most of us don't have a half-million dollars in the bank to promote their products and services.
So here are the 3 tools of the MLM trade, the 3 skills that you can hone and perfect to communicate with your market:
Power-Tool # 1 - The Telephone.
Are you disappointed? It seems so simple, so basic. It might even seem like a downer, using the telephone to grow your business. But the telephone is one of the most powerful...most time-saving...most effective business growth tools anyone can use.
It has been said that more business is done on the golf-course than anywhere else. I disagree. I believe that more business is done over the telephone than anywhere else on earth. The telephone offers 2 distinct advantages:
A. - It's dirt cheap. It costs around $20 a month for unlimited telephone long-distance. Now, not everyone has access to the Internet, but nearly everyone has access to the telephone, so if you're building an organization, you want to be able to teach those that choose to join you in your business to use tools that they can absolutely master, and start mastering immediately.
B. - Efficiency. You can reach more people, in less time, than you could ever imagine doing in a "belly to belly" environment. You can run all around town, and talk to prospects in person, and if you drive really really fast, you might be able to talk to 10 or 15 people in one day. However, sitting at home, I can use the telephone to talk to 200 - 300 prospects in a single day. From a numbers standpoint, it makes a lot of sense.
Power-Tool # 2 - The Internet.
Why is it that everyone is obsessed with the Internet? Why do marketers believe that the Internet can make them rich? The answer is simple: Because it can.
The Internet is an extremely potent, extremely effective tool to grow your business. It is a bit more advanced than the telephone from a skill standpoint, and it takes a bit longer to truly master. However the rewards for mastering that tool far outweigh the effort it requires.
The Internet has been responsible to creating more millionaires (and even billionaires) in less time, than at any other point in the history of the world. Again, it is simply a tool to communicate with your market.
One of the added benefits of the Internet is time leverage. Your business builders may or may not choose to work one evening, and your downline might choose to be lazy. But if you have a campaign on the Internet, you know without doubt that the Internet will work extremely hard for you, even while you are sleeping.
Power- Tool # 3 - The Written Word.
The written word is the most powerful tool you can ever use to grow your business, hand down. Can you imagine have someone calling you on the phone, credit-card in hand, asking you to take their order? Can you picture what it's like to have someone fax you an order for your products and services?
That's the power of the written word. It works when you don't. It closes business while you vacation. It speaks to prospects, answers their questions, and creates the urgency to buy. It is phenomenally powerful.
Consider: My wife and I visited Hannibal, Missouri, this last weekend. Hannibal is where Mark Twain was raised. Mark Twain (aka Sam Clemens) has been dead for a very long time. And yet, the books that he wrote still create income for people. In other words, Mark Twain created a residual income with the written word that is so powerful...it continues to work even after he has physically passed on. That's the power of effective communication. That's the power of the written word.
Those are the 3 most important tools you can use to grow your business. Notice, I didn't put in 3-way calls, DVD presentations, flyers, business cards, product samples, etc.
Why?
Because all those items take away from your ability to correctly use Positioning to your advantage. Positioning is the art and science of developing a relationship with a consumer based on their needs, and your ability to satisfy that need.
Positioning allows you to develop expertise in the eyes of your prospect, to become a "problem solver". If you use a 3-way call, or a DVD or a product sample to close business for you, then you are deflecting your expertise to another source. When you do that, you diminish your ability to solve the problem for your client.
In effect, you are saying "I can't actually solve your problem, so why don't to talk to this person, or watch this video, and they will solve your problem". At that point, you become a gopher, not an expert. You lose your position.
Master the tools to grow your business, and get paid. These tools are powerful. I can tell you that these are the same 3 tools I use every day to grow my businesses, and they work. There's no magic here, no secret formula. It's amazing what one person, with the right skills, can accomplish.
I hope you've enjoyed this information. Until next time...
Here's a good question: What tools can a home-based business entrepreneur use to grow their business? What tools and skills should you be focusing on to achieve the growth in the business that you're looking for?
If you wanted to become a doctor, you would be required to go to school for a minimum of 8 years (up to 12, depending upon your specialty) before you would be allowed to collect income for your expertise.
If you wanted to become a lawyer, you would need to complete an undergraduate degree, as well as law school, before you would be compensated for your expertise.
If you wanted to be a software engineer, it would take a standard 4 year degree plus a masters degree before you are paid for it.
The point is this: In order to be compensated, you have to have a skill-set. The concept of "money for nothing" is a fallacy. A doctor has to have the skills to diagnose diseases. A lawyer must have the skills and knowledge of the law to help their clients. A software engineer must have the skills to benefit their employer.
I'm not going to get up on my soap-box or anything, but I will say that the world has a funny way of "balancing the scales". Today's marketplace does not reward incompetency.
So what kind of skill-set does a home-business or network marketer need to have to build a strong, consistent, long-term business?
To market a product, service, or opportunity, you must learn how to become a good communicator. You have to learn how to communicate with your target market. You have to communicate the benefits and value of what you have to offer.
Without doubt, there are people out there that need whatever it is that you're marketing. But if your market doesn't know how your products and services can benefit them, then how can you expect them to seek you out? If your target market doesn't know that you can help them, then you don't have a business. Period.
There are 3 fundamental tools that a network marketer or home-business operator can use to communicate with their market. Now, I want to be clear: if you have pockets deep enough, you can use really expensive techniques like using the radio, using infomercials, or using commercials to market your products or services.
The downside of those tools are that they are very, very expensive. In fact, if someone had that type of money, then they probably wouldn't have started a home-based business. Most of us don't have a half-million dollars in the bank to promote their products and services.
So here are the 3 tools of the MLM trade, the 3 skills that you can hone and perfect to communicate with your market:
Power-Tool # 1 - The Telephone.
Are you disappointed? It seems so simple, so basic. It might even seem like a downer, using the telephone to grow your business. But the telephone is one of the most powerful...most time-saving...most effective business growth tools anyone can use.
It has been said that more business is done on the golf-course than anywhere else. I disagree. I believe that more business is done over the telephone than anywhere else on earth. The telephone offers 2 distinct advantages:
A. - It's dirt cheap. It costs around $20 a month for unlimited telephone long-distance. Now, not everyone has access to the Internet, but nearly everyone has access to the telephone, so if you're building an organization, you want to be able to teach those that choose to join you in your business to use tools that they can absolutely master, and start mastering immediately.
B. - Efficiency. You can reach more people, in less time, than you could ever imagine doing in a "belly to belly" environment. You can run all around town, and talk to prospects in person, and if you drive really really fast, you might be able to talk to 10 or 15 people in one day. However, sitting at home, I can use the telephone to talk to 200 - 300 prospects in a single day. From a numbers standpoint, it makes a lot of sense.
Power-Tool # 2 - The Internet.
Why is it that everyone is obsessed with the Internet? Why do marketers believe that the Internet can make them rich? The answer is simple: Because it can.
The Internet is an extremely potent, extremely effective tool to grow your business. It is a bit more advanced than the telephone from a skill standpoint, and it takes a bit longer to truly master. However the rewards for mastering that tool far outweigh the effort it requires.
The Internet has been responsible to creating more millionaires (and even billionaires) in less time, than at any other point in the history of the world. Again, it is simply a tool to communicate with your market.
One of the added benefits of the Internet is time leverage. Your business builders may or may not choose to work one evening, and your downline might choose to be lazy. But if you have a campaign on the Internet, you know without doubt that the Internet will work extremely hard for you, even while you are sleeping.
Power- Tool # 3 - The Written Word.
The written word is the most powerful tool you can ever use to grow your business, hand down. Can you imagine have someone calling you on the phone, credit-card in hand, asking you to take their order? Can you picture what it's like to have someone fax you an order for your products and services?
That's the power of the written word. It works when you don't. It closes business while you vacation. It speaks to prospects, answers their questions, and creates the urgency to buy. It is phenomenally powerful.
Consider: My wife and I visited Hannibal, Missouri, this last weekend. Hannibal is where Mark Twain was raised. Mark Twain (aka Sam Clemens) has been dead for a very long time. And yet, the books that he wrote still create income for people. In other words, Mark Twain created a residual income with the written word that is so powerful...it continues to work even after he has physically passed on. That's the power of effective communication. That's the power of the written word.
Those are the 3 most important tools you can use to grow your business. Notice, I didn't put in 3-way calls, DVD presentations, flyers, business cards, product samples, etc.
Why?
Because all those items take away from your ability to correctly use Positioning to your advantage. Positioning is the art and science of developing a relationship with a consumer based on their needs, and your ability to satisfy that need.
Positioning allows you to develop expertise in the eyes of your prospect, to become a "problem solver". If you use a 3-way call, or a DVD or a product sample to close business for you, then you are deflecting your expertise to another source. When you do that, you diminish your ability to solve the problem for your client.
In effect, you are saying "I can't actually solve your problem, so why don't to talk to this person, or watch this video, and they will solve your problem". At that point, you become a gopher, not an expert. You lose your position.
Master the tools to grow your business, and get paid. These tools are powerful. I can tell you that these are the same 3 tools I use every day to grow my businesses, and they work. There's no magic here, no secret formula. It's amazing what one person, with the right skills, can accomplish.
I hope you've enjoyed this information. Until next time...
How To Make The Post Office Grow Your Business
Greetings! This is going to be fun, get ready to take some notes.
Warning: Using mail to grow your business is an advanced technique, and it's not cheap. Like any other marketing tool, there's a learning curve here, so be ready to pay before seeing a return.
Alright, now that we got that out of the way, let's get down to business. Using the mail to grow your business, whether you are doing an MLM or networking program, a retail business, or whatever, the process is exactly the same. First, here are the pro's and con's of using mail:
PRO's - You'll have ZERO competition. Ask your upline, downline, or crossline if they know how to use mail, and they'll look at you like you have two heads. Nobody uses mail, and that's what makes it such a sweet market. On top of that, the mail market is so deep, you'll never get to the bottom of it. There are literally hundreds of thousands of people that simply won't respond to a phone call or an email who will respond to a mail piece.
CON's - Like I said earlier, it isn't cheap. Also, when you are starting out, it's slow, because you have to wait to take out your ads, then wait for response, then wait for the mail to hit the street, etc etc.
How To Use Mail - If you live in a semi-urban area that has a decent sized library, you will find a very special book there called the SRDS (Standard Rates And Data Services). This book contains every consumer list on the planet, anything you can think up, it will be here. The bulk of lists you find here will be list rentals. Your first step is to get a hot list.
What do you look for in a list? Here are the keys you should be looking for when evaluating a list:
1. Similarity Of Product Purchase - Look, people are creatures of habit. Yes, we all like to think that we are totally original "one of a kinds", but the fact is that 90% of all people find a rut and stay there. For example, go look inside your fridge. Go on. Now, go back two weeks later, and you will probably see the same types of food. We are creatures of habit, and we are consumers of habit.
For example, if you were marketing a health beverage, the best type of list you can be looking for is someone who has used some sort of health supplement. Because if you are marketing a health beverage, it would be a pretty easy sell if you are targeting people that have already demonstrated the propensity to purchase your types of products. We are creatures of habit, so instead of trying to beg someone to try your supplement, why not make it easy on yourself and target people that are already demonstrating (by their buying habits) that they recognize the importance of supplementation.
2. Recency Of Purchase - This is really important. As in the explanation above, we want to make this as easy as possible, so if we are targeting people that used a supplement 10 years ago, we're in trouble. We want to target a prospect that sees the value of what we are marketing right now. Example: If I were marketing a legal services package (you all know what company I'm talking about) I would want to target people that had their identity stolen recently, and had to pay for their identity restoration costs recently, not 25 years ago. I want to talk with someone that currently sees the need, so look for a recent purchase.
3. Resources - Of course, you want to be putting your message in front of an audience that has the financial ability to take advantage of what you are marketing. So when you are going through the SRDS, look for the average cost of unit purchased, so that you can see how much these people are spending. If you are marketing a product that costs $3,612.00, then don't target a list that has paid an average unit cost of $4.23. You want to target a list that has a similar price structure, so that you know they're able to afford it. It would also make a lot of sense to specify a certain minimum credit rating with your list, so that you don't end up putting a lot of mail in front of people that can't afford it.
Alright, so you have a list, now what? Go get a lead-capture system. There are a lot of places out there, but you want you to be able to do the following:
1. Record a 24/7 message about your products and services.
2. Have multiple extensions to test on.
3. The ability to take messages left by prospects.
4. The ability to monitor how long your prospects are staying on the line.
5. The ability to capture your leads mailing information.
Like I said, there are a lot of places out there where you can do this. I personally use the ART system, it stands for Automatic Response Technology. I think it's $100.00 to set up, and like $49.00 a month for the service. Now, I'm not affiliated with these folks, I just use their service and it works well for this application, so again, I encourage you to do some research, because they're definitely not the only game in town.
So you have a list, you have a lead-capture system, now you need to test your list. You want to call about 30 - 50 numbers on this list, to make sure that this list is the real deal. The last thing you want to do is spend a few hundred bucks on a test, when you could have saved that money by taking half an hour to verify the data first.
Now you need to design your system. One of the most simple ways to do it is to do a postcard drop on your list to generate your leads, and drive them to your Free Recorded Message on your lead-capture system. Then, take the leads that responded to your postcard, and you can call them up and put them on a presentation, or you can mail them a sales letter. If you mail them a sales letter, you have to have some decent copy skills. If you don't have those skills, no big deal, just don't drop a sales letter, give 'em a call and put them on your teleconference presentation.
There are 2 key factors you should focus on when you are designing your system:
1. Mathematics - You need to go through and do some math. If you have a decent postcard drop, you will generate 3% - 5% response rate. Then if you call them, you will only physically speak with 60% of them, and if you put them on your presentation call, if you have a decent skill set, you will close 25% - 33% of them into your business.
If you mail your prospects a sales letter (and it's a good sales letter, you can't mail them trash), you will have between 1% - 3% that call you, credit card in hand, wanting to do business with you.
So at this point, you should work some math. How much does your list cost, and the cost to put your system together? Given these response rates, how much is your cost per acquisition, meaning how much do you have to spend to bring in a new associate using a good sales letter, or using a teleconference presentation? Then, look at your commission structure from your company. How much will you be paid for each new associate? How long does each new associate have to stay on the books using your product before you starting turning profit? To do this math, just use the response rates listed above. For example:
I am paid $150 instant commission for each new associate, and $40 per month in residual income. Therefore, if I pay $500 for my list, then $100 for a lead-capture service, and then $800 to drop 2000 post cards, that adds up to $1,400.00. So let's say I get a 3% response, so out of that 2000, I will have 60 that call my 24/7 recorded message. Then, I will only get a hold of 60%, so that's 36 people I actually get to my presentation. Then, lets assume that I have a decent skill set, and I close 25% into your business, which equals 9 new associates. 9 associates X $150 quick commission is $1,350.00, which is $50 less than what I paid.
But now, I have 9 new associates, and if I am getting $40 per month residual off each of those, then that turns out to be $360 per month in residual income, so by the end of my first month, I'm in profit and making money.
There is a caveat...this whole thing rests on the 2nd key factor you should look at when designing your system:
2. Your Skill Set - The example we just looked at made sense because of the numbers of a marketer with a decent skill set.
Looking at that example again, if the marketer only has a skill set that can close 1 in 10, then that is a 10% closing rate, which means the marketer will only enroll 3.6 associates into their business, which if you round up to 4, you only get $600.
At $40 per month residual, with 4 associates, that's $160 a month residual, which means that at a cost of $1,400, the marketer has to wait 5 months before they see a bit of profit (1400 - 600 = 800, then 800 / 150 = 5 months). So obviously, someone with a weaker skill set doesn't want to start off with the mail, they should start using much cheaper leads, so that they can use the right cost strategy in the growth of their business.
Hopefully this information has been helpful. I put a tremendous amount of time, effort, and energy sharing my knowledge to help others to grow their businesses.
The best advice I can give you is to STOP LISTENING to leaders and START LOOKING at what the leaders are actually doing to grow their businesses. The system I just outlined is one of the exact same systems I use to grow my business. Again, it is not a beginner technique, but it is an extremely powerful way to dramatically increase the growth of your business. If you want some additional guidance, send an email to fusonenterprises@gmail.com, I'd be happy to chat about your situation.
Have a happy Easter everyone, be safe out there.
Warning: Using mail to grow your business is an advanced technique, and it's not cheap. Like any other marketing tool, there's a learning curve here, so be ready to pay before seeing a return.
Alright, now that we got that out of the way, let's get down to business. Using the mail to grow your business, whether you are doing an MLM or networking program, a retail business, or whatever, the process is exactly the same. First, here are the pro's and con's of using mail:
PRO's - You'll have ZERO competition. Ask your upline, downline, or crossline if they know how to use mail, and they'll look at you like you have two heads. Nobody uses mail, and that's what makes it such a sweet market. On top of that, the mail market is so deep, you'll never get to the bottom of it. There are literally hundreds of thousands of people that simply won't respond to a phone call or an email who will respond to a mail piece.
CON's - Like I said earlier, it isn't cheap. Also, when you are starting out, it's slow, because you have to wait to take out your ads, then wait for response, then wait for the mail to hit the street, etc etc.
How To Use Mail - If you live in a semi-urban area that has a decent sized library, you will find a very special book there called the SRDS (Standard Rates And Data Services). This book contains every consumer list on the planet, anything you can think up, it will be here. The bulk of lists you find here will be list rentals. Your first step is to get a hot list.
What do you look for in a list? Here are the keys you should be looking for when evaluating a list:
1. Similarity Of Product Purchase - Look, people are creatures of habit. Yes, we all like to think that we are totally original "one of a kinds", but the fact is that 90% of all people find a rut and stay there. For example, go look inside your fridge. Go on. Now, go back two weeks later, and you will probably see the same types of food. We are creatures of habit, and we are consumers of habit.
For example, if you were marketing a health beverage, the best type of list you can be looking for is someone who has used some sort of health supplement. Because if you are marketing a health beverage, it would be a pretty easy sell if you are targeting people that have already demonstrated the propensity to purchase your types of products. We are creatures of habit, so instead of trying to beg someone to try your supplement, why not make it easy on yourself and target people that are already demonstrating (by their buying habits) that they recognize the importance of supplementation.
2. Recency Of Purchase - This is really important. As in the explanation above, we want to make this as easy as possible, so if we are targeting people that used a supplement 10 years ago, we're in trouble. We want to target a prospect that sees the value of what we are marketing right now. Example: If I were marketing a legal services package (you all know what company I'm talking about) I would want to target people that had their identity stolen recently, and had to pay for their identity restoration costs recently, not 25 years ago. I want to talk with someone that currently sees the need, so look for a recent purchase.
3. Resources - Of course, you want to be putting your message in front of an audience that has the financial ability to take advantage of what you are marketing. So when you are going through the SRDS, look for the average cost of unit purchased, so that you can see how much these people are spending. If you are marketing a product that costs $3,612.00, then don't target a list that has paid an average unit cost of $4.23. You want to target a list that has a similar price structure, so that you know they're able to afford it. It would also make a lot of sense to specify a certain minimum credit rating with your list, so that you don't end up putting a lot of mail in front of people that can't afford it.
Alright, so you have a list, now what? Go get a lead-capture system. There are a lot of places out there, but you want you to be able to do the following:
1. Record a 24/7 message about your products and services.
2. Have multiple extensions to test on.
3. The ability to take messages left by prospects.
4. The ability to monitor how long your prospects are staying on the line.
5. The ability to capture your leads mailing information.
Like I said, there are a lot of places out there where you can do this. I personally use the ART system, it stands for Automatic Response Technology. I think it's $100.00 to set up, and like $49.00 a month for the service. Now, I'm not affiliated with these folks, I just use their service and it works well for this application, so again, I encourage you to do some research, because they're definitely not the only game in town.
So you have a list, you have a lead-capture system, now you need to test your list. You want to call about 30 - 50 numbers on this list, to make sure that this list is the real deal. The last thing you want to do is spend a few hundred bucks on a test, when you could have saved that money by taking half an hour to verify the data first.
Now you need to design your system. One of the most simple ways to do it is to do a postcard drop on your list to generate your leads, and drive them to your Free Recorded Message on your lead-capture system. Then, take the leads that responded to your postcard, and you can call them up and put them on a presentation, or you can mail them a sales letter. If you mail them a sales letter, you have to have some decent copy skills. If you don't have those skills, no big deal, just don't drop a sales letter, give 'em a call and put them on your teleconference presentation.
There are 2 key factors you should focus on when you are designing your system:
1. Mathematics - You need to go through and do some math. If you have a decent postcard drop, you will generate 3% - 5% response rate. Then if you call them, you will only physically speak with 60% of them, and if you put them on your presentation call, if you have a decent skill set, you will close 25% - 33% of them into your business.
If you mail your prospects a sales letter (and it's a good sales letter, you can't mail them trash), you will have between 1% - 3% that call you, credit card in hand, wanting to do business with you.
So at this point, you should work some math. How much does your list cost, and the cost to put your system together? Given these response rates, how much is your cost per acquisition, meaning how much do you have to spend to bring in a new associate using a good sales letter, or using a teleconference presentation? Then, look at your commission structure from your company. How much will you be paid for each new associate? How long does each new associate have to stay on the books using your product before you starting turning profit? To do this math, just use the response rates listed above. For example:
I am paid $150 instant commission for each new associate, and $40 per month in residual income. Therefore, if I pay $500 for my list, then $100 for a lead-capture service, and then $800 to drop 2000 post cards, that adds up to $1,400.00. So let's say I get a 3% response, so out of that 2000, I will have 60 that call my 24/7 recorded message. Then, I will only get a hold of 60%, so that's 36 people I actually get to my presentation. Then, lets assume that I have a decent skill set, and I close 25% into your business, which equals 9 new associates. 9 associates X $150 quick commission is $1,350.00, which is $50 less than what I paid.
But now, I have 9 new associates, and if I am getting $40 per month residual off each of those, then that turns out to be $360 per month in residual income, so by the end of my first month, I'm in profit and making money.
There is a caveat...this whole thing rests on the 2nd key factor you should look at when designing your system:
2. Your Skill Set - The example we just looked at made sense because of the numbers of a marketer with a decent skill set.
Looking at that example again, if the marketer only has a skill set that can close 1 in 10, then that is a 10% closing rate, which means the marketer will only enroll 3.6 associates into their business, which if you round up to 4, you only get $600.
At $40 per month residual, with 4 associates, that's $160 a month residual, which means that at a cost of $1,400, the marketer has to wait 5 months before they see a bit of profit (1400 - 600 = 800, then 800 / 150 = 5 months). So obviously, someone with a weaker skill set doesn't want to start off with the mail, they should start using much cheaper leads, so that they can use the right cost strategy in the growth of their business.
Hopefully this information has been helpful. I put a tremendous amount of time, effort, and energy sharing my knowledge to help others to grow their businesses.
The best advice I can give you is to STOP LISTENING to leaders and START LOOKING at what the leaders are actually doing to grow their businesses. The system I just outlined is one of the exact same systems I use to grow my business. Again, it is not a beginner technique, but it is an extremely powerful way to dramatically increase the growth of your business. If you want some additional guidance, send an email to fusonenterprises@gmail.com, I'd be happy to chat about your situation.
Have a happy Easter everyone, be safe out there.
Driving Traffic
These days, lots of people in network marketing and MLM want to know how to "drive traffic" to a website. Many networkers think that if they simply find a way to drive more traffic, they will get more leads or more sales.
So how do you drive traffic? What's the formula?
For the sake of this article, I'm going to be discussing the easiest and most direct way to drive traffic to a website: pay-per-click advertising.
PPC advertising means that you pay a fee every time someone clicks on one of your ads online. These are the "Sponsored Listings" that you see along the top and the right hand side of the page when you perform a search on a search engine.
DISCLAIMER: Because this advertising technique takes money, I don't recommend you start here if you're dead broke. Internet advertising is an advanced tool, and it shouldn't be used if you are having trouble keeping the light bill payed.
Anyway, Google, Yahoo, and MSN are the 3 most popular search engines out there, and for someone wanting to drive traffic, this is a pretty easy way to start.
So how do you get started? First, you want to analyze the competition. Look at the products that you market: what types of benefits do these products offer? What will your product do for me if I start consuming it? Will it help me lose weight, grow more hair, ease joint pain, protect my identity...what can your product do for a consumer? What kind of pain does it eliminate?
Do some searches online regarding those benefits. For example, if you are marketing skin care, do some searches for "stretch marks", or "anti-aging", or "wrinkle cream". If you are marketing a health beverage, do some searches for "energy drink", "antioxidant drink". If you are marketing, say, a benefits package, do some searches for "discount savings package", or "rebate programs".
Look at what other people are doing. Do some research. Get a feel for what your competition is doing.
Then go open a Google AdWords account, or an account with Yahoo or MSN. Just so you know, Google currently commands 63% of the search market. Yahoo has about 23%, MSN has about 10%. You can use any of these search engines to advertise, and they each have keyword analyzing tools. This tool can estimate where your ad will appear, based on your bid for specific keywords.
Now, you need to keep in mind that these tools are not super-accurate, and you may find that your ad will appear in a lower position than what is estimated.
You should also note that you don't necessarily want to be in the top position. When a person performs a search, if they are just out there "kicking tires", they will typically click on the first few links, and then perform another search. You don't want to be driving this type of traffic to a website. They will be on your site for about 20 seconds, and then hit the back arrow on their browser.
I typically aim to get my ad somewhere in the 4th - 10th position. I want to qualify my prospect a bit, and make sure that they are really looking for what I have to offer. By putting my ad in that position, I am able to avoid spending a lot of money on people that are just "looking", and more targeted for people that are serious about getting their problems solved.
When writing your ads for your sponsored searches, you want to be creative. Get people's attention, and let them know you have a solution to their problem.
When selecting keywords, you want to (again) think about your prospect. If you market a health juice, think about the type of person that is looking for your product. For example, if your health juice helps keep the heart running well, then use keywords like "atherosclerosis", "heart blockage", "heart attack prevention", "heart health program".
WARNING: DON'T TARGET ANYTHING TO DO WITH "BUSINESS OPPORTUNITY" KEYWORDS.
These types of keywords are very expensive. Last time I checked, the "business opportunity" keyword was running close to $5.00 a click. Spending that kind of dough per click doesn't make sense. You'll spend yourself right out of business.
Just so you know, you don't EVER want to spend more than $0.50 a click starting out, and over time, you be able to get that down to $0.25 per click. In one of my campaigns, my average cost per click is $0.17. As you get good, you should be able to do the same exact thing.
To review: Select a search engine, examine the competition, and open an account with that search engine's "sponsored search" section. Develop a campaign that has several ads that creatively entice the right prospect to your website. Use keywords that your prospect would use to be looking for your type of product solution, and don't bid more than $0.50 a click (preferably a lot lower).
Now here is a question: what kind of website are you driving traffic towards? If it's one of those company "replicated" websites, don't waste your time. Those websites do nothing to position you, or set you apart from the competition. I'll talk more later about website design (it's easier than you think), but for now, open up a search engine account (it's free, scrooge, stop worrying) and just explore the different tools available to advertisers.
So how do you drive traffic? What's the formula?
For the sake of this article, I'm going to be discussing the easiest and most direct way to drive traffic to a website: pay-per-click advertising.
PPC advertising means that you pay a fee every time someone clicks on one of your ads online. These are the "Sponsored Listings" that you see along the top and the right hand side of the page when you perform a search on a search engine.
DISCLAIMER: Because this advertising technique takes money, I don't recommend you start here if you're dead broke. Internet advertising is an advanced tool, and it shouldn't be used if you are having trouble keeping the light bill payed.
Anyway, Google, Yahoo, and MSN are the 3 most popular search engines out there, and for someone wanting to drive traffic, this is a pretty easy way to start.
So how do you get started? First, you want to analyze the competition. Look at the products that you market: what types of benefits do these products offer? What will your product do for me if I start consuming it? Will it help me lose weight, grow more hair, ease joint pain, protect my identity...what can your product do for a consumer? What kind of pain does it eliminate?
Do some searches online regarding those benefits. For example, if you are marketing skin care, do some searches for "stretch marks", or "anti-aging", or "wrinkle cream". If you are marketing a health beverage, do some searches for "energy drink", "antioxidant drink". If you are marketing, say, a benefits package, do some searches for "discount savings package", or "rebate programs".
Look at what other people are doing. Do some research. Get a feel for what your competition is doing.
Then go open a Google AdWords account, or an account with Yahoo or MSN. Just so you know, Google currently commands 63% of the search market. Yahoo has about 23%, MSN has about 10%. You can use any of these search engines to advertise, and they each have keyword analyzing tools. This tool can estimate where your ad will appear, based on your bid for specific keywords.
Now, you need to keep in mind that these tools are not super-accurate, and you may find that your ad will appear in a lower position than what is estimated.
You should also note that you don't necessarily want to be in the top position. When a person performs a search, if they are just out there "kicking tires", they will typically click on the first few links, and then perform another search. You don't want to be driving this type of traffic to a website. They will be on your site for about 20 seconds, and then hit the back arrow on their browser.
I typically aim to get my ad somewhere in the 4th - 10th position. I want to qualify my prospect a bit, and make sure that they are really looking for what I have to offer. By putting my ad in that position, I am able to avoid spending a lot of money on people that are just "looking", and more targeted for people that are serious about getting their problems solved.
When writing your ads for your sponsored searches, you want to be creative. Get people's attention, and let them know you have a solution to their problem.
When selecting keywords, you want to (again) think about your prospect. If you market a health juice, think about the type of person that is looking for your product. For example, if your health juice helps keep the heart running well, then use keywords like "atherosclerosis", "heart blockage", "heart attack prevention", "heart health program".
WARNING: DON'T TARGET ANYTHING TO DO WITH "BUSINESS OPPORTUNITY" KEYWORDS.
These types of keywords are very expensive. Last time I checked, the "business opportunity" keyword was running close to $5.00 a click. Spending that kind of dough per click doesn't make sense. You'll spend yourself right out of business.
Just so you know, you don't EVER want to spend more than $0.50 a click starting out, and over time, you be able to get that down to $0.25 per click. In one of my campaigns, my average cost per click is $0.17. As you get good, you should be able to do the same exact thing.
To review: Select a search engine, examine the competition, and open an account with that search engine's "sponsored search" section. Develop a campaign that has several ads that creatively entice the right prospect to your website. Use keywords that your prospect would use to be looking for your type of product solution, and don't bid more than $0.50 a click (preferably a lot lower).
Now here is a question: what kind of website are you driving traffic towards? If it's one of those company "replicated" websites, don't waste your time. Those websites do nothing to position you, or set you apart from the competition. I'll talk more later about website design (it's easier than you think), but for now, open up a search engine account (it's free, scrooge, stop worrying) and just explore the different tools available to advertisers.
Business Mindset
Here's a good question: What kind of mindset do we need to have if we are trying to grow an MLM or network marketing business?
Does mindset even matter? Does it make any difference at all?
The Answer: You bet it makes a difference. Mindset is huge, and it plays a key roll in the success or failure of any business, including and MLM or networking business.
Here's the thing: when your company sends your "Get Started" pack when you sign on as a distributor, they nearly always include a spot for you to include your big "reason Why". Your "Why" is your motivation behind what you are doing in your business. It's the reason you pulled the trigger and got involved with a home-based business in the first place.
Your reason "Why" has to be huge. It has to be strong enough to propel you through all the days when you could care less about your business, and when your business could seemingly care less about you.
No matter what you do, if it's worthwhile, won't be easy. In MLM and networking, it's a business, just like any other business. It requires attention, effort, planning, and most importantly, action to make it work.
If you read through this blog, you understand that I'm not a fan of the traditional network marketing techniques like bugging friends, family, neighbors, etc. There are certainly easier and more efficient (not to mention more logical) ways to build a business. But even if you're doing everything 100% right, it still requires hard work, diligence, and creativity to make it pay you money.
Instead of focusing on money, think about helping. Ask yourself: how many people am I going to help today? Tomorrow? This week? This month? How many problems am I going to solve? What one thing can I do today to grow my business? These are the types of questions that lead to planning. After you plan, then do. Following through on that plan. Keep your commitment to yourself and your business.
To sum up, keep your mind focused on exactly what you want to do, and then use your mind to make everything below your neck perform the necessary action to get what you want.
Does mindset even matter? Does it make any difference at all?
The Answer: You bet it makes a difference. Mindset is huge, and it plays a key roll in the success or failure of any business, including and MLM or networking business.
Here's the thing: when your company sends your "Get Started" pack when you sign on as a distributor, they nearly always include a spot for you to include your big "reason Why". Your "Why" is your motivation behind what you are doing in your business. It's the reason you pulled the trigger and got involved with a home-based business in the first place.
Your reason "Why" has to be huge. It has to be strong enough to propel you through all the days when you could care less about your business, and when your business could seemingly care less about you.
No matter what you do, if it's worthwhile, won't be easy. In MLM and networking, it's a business, just like any other business. It requires attention, effort, planning, and most importantly, action to make it work.
If you read through this blog, you understand that I'm not a fan of the traditional network marketing techniques like bugging friends, family, neighbors, etc. There are certainly easier and more efficient (not to mention more logical) ways to build a business. But even if you're doing everything 100% right, it still requires hard work, diligence, and creativity to make it pay you money.
Instead of focusing on money, think about helping. Ask yourself: how many people am I going to help today? Tomorrow? This week? This month? How many problems am I going to solve? What one thing can I do today to grow my business? These are the types of questions that lead to planning. After you plan, then do. Following through on that plan. Keep your commitment to yourself and your business.
To sum up, keep your mind focused on exactly what you want to do, and then use your mind to make everything below your neck perform the necessary action to get what you want.
What Will Grow Your Business? Product Users, or Business Builders?
In the network marketing and MLM industry, distributors are often told that they need to find 2 types of people to put into their business: Product Users (consumers), or business builders (people that are trying to make money with the business). Often, it is presented as a mutually exclusive option, meaning that a person is either a business builder OR a product user. When operating and attempting to grow a downline, networkers and MLM’ers are usually encouraged to focus their efforts on acquiring business builders if they are trying to grow a business.
In theory, it only makes sense. If you want a business, and specifically if you want leaders, then find business builders. If you just want to help people enjoy the product, find product users. Right?
Wrong.
This line of logic makes sense on paper, but I’m sure we can all recall certain theories that made tons of sense on paper, but didn’t work in reality.
Network marketing, or multi-level marketing, is not an industry. It is a compensation model. Instead of being paid on the front end for consumption (like a traditional retail-compensation model), you are paid on the back end for consumption. The important thing to keep in mind is that without consumption, NOBODY GETS PAID. You can have 10,000 people in your downline, but if nobody is using the product, then nobody gets paid. Consumption of product is what allows MLM companies to cut distributor checks. Nobody gets paid on simply recruiting and sponsoring.
Why is this important?
Well, if you’re trying to build a business and generate revenue with network marketing as vehicle to that end, then it’s absolutely imperative to your business that you have a distribution channel that focuses on consumption.
So here’s the big question: How do you do that? How do you build a distribution channel from scratch that emphasizes consumption?
Like this: You lead with your product or service.
This is important enough to repeat it:
Lead with your product or service.
Instead of focusing all your efforts on going out there and trying to find other people to blow up your downline for you, focus your efforts on finding those consumers that are already demonstrating a need, want, or desire for your particular product or service. Then, you simply position yourself in their pathway of consumption. By presenting them with a product solution, and then showing them the “opportunity” as a means of subsidizing their usage of that product (get the product for free) or even as a way to make some money over and above that, you can then build a network marketing downline with a solid foundation of consumption.
But that’s not the best part;
The best part is that by leading with the product or service, you will dramatically increase your retention rates.
You see, when you lead with the product or service, you will be building a solid foundation of consumers. In addition to that, you will also have business builders that are taking advantage of the business opportunity to get the product for free, or because they recognize the value of the product they are receiving, and want to get that same product in the hands of other consumers who are looking for similar solutions. By leading with opportunity, you build an MLM downline based on greed. You have a bunch of people in you downline that are there to make a million bucks. So when 3 months pass by, and they are still not making a million bucks (this is residual income, remember?), they quit using the product. The only reason they ever used the product in the first place was to make a lot of money, so when they’re not making a ton of money, they quit.
But when you lead with the product, you are solving a consumers problem. So if they do decide to take advantage of the business opportunity, they’ll stick with it because even though they’re not making a million bucks in 3 months, they believe in the product, the values and the benefits that the product brought into their life, and therefore continue to consume the product. That’s why they got started in the first place; it was based on the need of the consumer for the values and benefits that your product or service offered.
Because your MLM opportunity was not stressed and presented as the sole reason for consumption of product, then the consumption of product will continue even though the distributor is experiencing the usual bumps and bruises that go along with the creation of any business. For most people, greed is not motivating enough to keep moving forward when business is slow and the dreams of margaritas on the beach seem unreachable. But the passion and belief in the value of a product IS enough to keep a person going when breathing life into an MLM or network marketing business. And that will make the difference between a 60% attrition rate (industry standard for most downlines) and a significantly lower attrition rate. (currently, the standard for my downline is a 2.5% attrition rate).
If you lead with the opportunity, you will probably go broke, and your MLM organization will flounder. If you lead with the product or service, you will create enough income in your lifetime that you will have to hire professional shoppers to help spend it all.
In theory, it only makes sense. If you want a business, and specifically if you want leaders, then find business builders. If you just want to help people enjoy the product, find product users. Right?
Wrong.
This line of logic makes sense on paper, but I’m sure we can all recall certain theories that made tons of sense on paper, but didn’t work in reality.
Network marketing, or multi-level marketing, is not an industry. It is a compensation model. Instead of being paid on the front end for consumption (like a traditional retail-compensation model), you are paid on the back end for consumption. The important thing to keep in mind is that without consumption, NOBODY GETS PAID. You can have 10,000 people in your downline, but if nobody is using the product, then nobody gets paid. Consumption of product is what allows MLM companies to cut distributor checks. Nobody gets paid on simply recruiting and sponsoring.
Why is this important?
Well, if you’re trying to build a business and generate revenue with network marketing as vehicle to that end, then it’s absolutely imperative to your business that you have a distribution channel that focuses on consumption.
So here’s the big question: How do you do that? How do you build a distribution channel from scratch that emphasizes consumption?
Like this: You lead with your product or service.
This is important enough to repeat it:
Lead with your product or service.
Instead of focusing all your efforts on going out there and trying to find other people to blow up your downline for you, focus your efforts on finding those consumers that are already demonstrating a need, want, or desire for your particular product or service. Then, you simply position yourself in their pathway of consumption. By presenting them with a product solution, and then showing them the “opportunity” as a means of subsidizing their usage of that product (get the product for free) or even as a way to make some money over and above that, you can then build a network marketing downline with a solid foundation of consumption.
But that’s not the best part;
The best part is that by leading with the product or service, you will dramatically increase your retention rates.
You see, when you lead with the product or service, you will be building a solid foundation of consumers. In addition to that, you will also have business builders that are taking advantage of the business opportunity to get the product for free, or because they recognize the value of the product they are receiving, and want to get that same product in the hands of other consumers who are looking for similar solutions. By leading with opportunity, you build an MLM downline based on greed. You have a bunch of people in you downline that are there to make a million bucks. So when 3 months pass by, and they are still not making a million bucks (this is residual income, remember?), they quit using the product. The only reason they ever used the product in the first place was to make a lot of money, so when they’re not making a ton of money, they quit.
But when you lead with the product, you are solving a consumers problem. So if they do decide to take advantage of the business opportunity, they’ll stick with it because even though they’re not making a million bucks in 3 months, they believe in the product, the values and the benefits that the product brought into their life, and therefore continue to consume the product. That’s why they got started in the first place; it was based on the need of the consumer for the values and benefits that your product or service offered.
Because your MLM opportunity was not stressed and presented as the sole reason for consumption of product, then the consumption of product will continue even though the distributor is experiencing the usual bumps and bruises that go along with the creation of any business. For most people, greed is not motivating enough to keep moving forward when business is slow and the dreams of margaritas on the beach seem unreachable. But the passion and belief in the value of a product IS enough to keep a person going when breathing life into an MLM or network marketing business. And that will make the difference between a 60% attrition rate (industry standard for most downlines) and a significantly lower attrition rate. (currently, the standard for my downline is a 2.5% attrition rate).
If you lead with the opportunity, you will probably go broke, and your MLM organization will flounder. If you lead with the product or service, you will create enough income in your lifetime that you will have to hire professional shoppers to help spend it all.
5 Lies In MLM and Network Marketing (Lie # 5)
Good Afternoon!
Today, I'd like to take some time and sumo-slam another very common line of B.S. that seems pretty common in the MLM and network marketing industry.
If you have read much of what I have written here or in other articles out in e-world, then you know that I don't pull punches, and I have a real passion for helping network marketers and MLM'ers understand some sound marketing strategies to give them an alternative to chasing their friends and family and co-workers.
I've been in a ton of different companies, programs, opportunities, etc., and the reason I provide this information is because there seems to be an over-abundance of really terrible information out there. There also seems to be an extreme shortage of good information for beginner (or even veteran) netwoerkers to grow their businesses.
Now, I am not a know-it-all. I am currently a student of the Art and Science of Marketing, as much as any one of you. I've just picked up some information that has helped me generate a significant amount of revenue, and I'm taking the time to give back. I certainly wasn't born with a silver spoon in my mouth, and I'm trying to give others a leg-up on the competition out there.
I do know some facts, and one of the facts is that over 90% of all network marketers fail within 3 months of beginning a business. They spend a few bucks to get started, and they usually never generate a dime with their business.
Why is this the case?
In my personal opinion, I think a lot of it has to do with the instruction provided to networkers on the strategies they are given to grow their businesses.
For example, one of the things we are told is this:
MLM LIE # 5 - "JUST LET THE PROSPECT VIEW OUR PRESENTATION OR SAMPLE THE PRODUCT, AND THE PROSPECT WILL JUST CLOSE THEMSELVES AND JOIN YOUR BUSINESS. IF ALL ELSE FAILS, 3-WAY CALL THEM INTO YOUR UPLINE!"
Really? Do we really just fall in love with a business opportunity and close ourselves?
Why do we even buy ANYTHING in the first place?
Here are a couple of facts regarding consumer psychology:
1 - PEOPLE LOVE TO BUY
2- PEOPLE HATE TO BE SOLD
Let's start with #2. We ALL hate to be sold stuff we don't want or need.
Most of us have had the experience where a pushy goof-ball salesman tried to sell us something for which we absolutely had no need or want. If we do get "convinced" to purchase it, most likely, we get a case of "buyer's remorse", and we resent the whole experience. We were sold.
Yet at the same time, we absolutely LOVE to buy. We love it so much, we will spend money that we don't even have yet, just to get that "buying experience".
The average household credit-card debt in the United States is in the $8K - $10K range. We love to buy, and we all want to enjoy the buying experience. When we get a chance to participate in the buying process, when we understand that we are getting something that we are actually looking for, that's when we pull out our wallets and buy. It's enjoyable.
There is a distinctive factor that will allow us to enjoy buying:
LEADERSHIP.
We buy in the presence of leadership.
Let's look at a couple of examples:
Example 1 - You walk into a coffee shop. You look up at the menu board, and you realize that you have hundreds of choices in front of you. You know you want something good to drink, but you don't even know where to start.
If the barista behind the counter is good, they will ask you some questions to help guide you down the path of purchase. "Can I help you? Well, would you something that tastes fruity, or something that tastes like coffee? Ok, well, do you want something hot or cold? Ok, you could have this or that, my personal favorite is this, but you tell me what would work best for you. If you want, I can give you a sample to let you try out a few different things, would you like that?"
When someone asks us questions, helps us out, explains the differences and is GENUINELY THERE TO HELP us get what we want, then we recognize leadership, and we also get the chance to participate in the buying process. It makes it fun, and we enjoy that.
So what happens when someone DOESN'T demonstrate leadership? Let's see:
Example 2 - You walk into the same coffee shop, but this time the person behind the counter ignores you. When you ask for some help, they roll their eyes, give you a nasty look, and ask "what do you want?" When you ask for some direction, they say "I don't even drink coffee". When you ask about the differences between some products, they answer "I don't know, I just started working here last week".
Do you think you will ever go back to that coffee shop if you receive that kind of service? Probably not.
The only difference between Example 1 and Example 2 is the person behind the counter. The 1st barista demonstrated leadership, and actually made an attempt to help you out. The 2nd barista couldn't care less about helping you to get what you're looking for.
Closing is about demonstrating leadership.
To grow your business, you are obligated to fulfill the desire of your consumers.
You might get people to join you in business based on the opportunity to make money, and you might hope that your upline will close your transactions for you, but if you have any hopes of becoming a business owner, of building a true six or seven figure residual income from home, and having hundreds or thousands of satisfied clients and business builders in your downline, then you have to be the expert of your business.
And that means that you have to develop the skills necessary to close your own transactions, as well as close those transactions with the best interest of your prospect in mind. Otherwise, your prospect will know they have been sold. They will experience buyers remorse, and they will perceive that they have "been sold".
Stop selling. Start closing. If you don't know how to close, then learn. Find someone who knows how to close to teach you. Then watch your business grow.
Today, I'd like to take some time and sumo-slam another very common line of B.S. that seems pretty common in the MLM and network marketing industry.
If you have read much of what I have written here or in other articles out in e-world, then you know that I don't pull punches, and I have a real passion for helping network marketers and MLM'ers understand some sound marketing strategies to give them an alternative to chasing their friends and family and co-workers.
I've been in a ton of different companies, programs, opportunities, etc., and the reason I provide this information is because there seems to be an over-abundance of really terrible information out there. There also seems to be an extreme shortage of good information for beginner (or even veteran) netwoerkers to grow their businesses.
Now, I am not a know-it-all. I am currently a student of the Art and Science of Marketing, as much as any one of you. I've just picked up some information that has helped me generate a significant amount of revenue, and I'm taking the time to give back. I certainly wasn't born with a silver spoon in my mouth, and I'm trying to give others a leg-up on the competition out there.
I do know some facts, and one of the facts is that over 90% of all network marketers fail within 3 months of beginning a business. They spend a few bucks to get started, and they usually never generate a dime with their business.
Why is this the case?
In my personal opinion, I think a lot of it has to do with the instruction provided to networkers on the strategies they are given to grow their businesses.
For example, one of the things we are told is this:
MLM LIE # 5 - "JUST LET THE PROSPECT VIEW OUR PRESENTATION OR SAMPLE THE PRODUCT, AND THE PROSPECT WILL JUST CLOSE THEMSELVES AND JOIN YOUR BUSINESS. IF ALL ELSE FAILS, 3-WAY CALL THEM INTO YOUR UPLINE!"
Really? Do we really just fall in love with a business opportunity and close ourselves?
Why do we even buy ANYTHING in the first place?
Here are a couple of facts regarding consumer psychology:
1 - PEOPLE LOVE TO BUY
2- PEOPLE HATE TO BE SOLD
Let's start with #2. We ALL hate to be sold stuff we don't want or need.
Most of us have had the experience where a pushy goof-ball salesman tried to sell us something for which we absolutely had no need or want. If we do get "convinced" to purchase it, most likely, we get a case of "buyer's remorse", and we resent the whole experience. We were sold.
Yet at the same time, we absolutely LOVE to buy. We love it so much, we will spend money that we don't even have yet, just to get that "buying experience".
The average household credit-card debt in the United States is in the $8K - $10K range. We love to buy, and we all want to enjoy the buying experience. When we get a chance to participate in the buying process, when we understand that we are getting something that we are actually looking for, that's when we pull out our wallets and buy. It's enjoyable.
There is a distinctive factor that will allow us to enjoy buying:
LEADERSHIP.
We buy in the presence of leadership.
Let's look at a couple of examples:
Example 1 - You walk into a coffee shop. You look up at the menu board, and you realize that you have hundreds of choices in front of you. You know you want something good to drink, but you don't even know where to start.
If the barista behind the counter is good, they will ask you some questions to help guide you down the path of purchase. "Can I help you? Well, would you something that tastes fruity, or something that tastes like coffee? Ok, well, do you want something hot or cold? Ok, you could have this or that, my personal favorite is this, but you tell me what would work best for you. If you want, I can give you a sample to let you try out a few different things, would you like that?"
When someone asks us questions, helps us out, explains the differences and is GENUINELY THERE TO HELP us get what we want, then we recognize leadership, and we also get the chance to participate in the buying process. It makes it fun, and we enjoy that.
So what happens when someone DOESN'T demonstrate leadership? Let's see:
Example 2 - You walk into the same coffee shop, but this time the person behind the counter ignores you. When you ask for some help, they roll their eyes, give you a nasty look, and ask "what do you want?" When you ask for some direction, they say "I don't even drink coffee". When you ask about the differences between some products, they answer "I don't know, I just started working here last week".
Do you think you will ever go back to that coffee shop if you receive that kind of service? Probably not.
The only difference between Example 1 and Example 2 is the person behind the counter. The 1st barista demonstrated leadership, and actually made an attempt to help you out. The 2nd barista couldn't care less about helping you to get what you're looking for.
Closing is about demonstrating leadership.
To grow your business, you are obligated to fulfill the desire of your consumers.
You might get people to join you in business based on the opportunity to make money, and you might hope that your upline will close your transactions for you, but if you have any hopes of becoming a business owner, of building a true six or seven figure residual income from home, and having hundreds or thousands of satisfied clients and business builders in your downline, then you have to be the expert of your business.
And that means that you have to develop the skills necessary to close your own transactions, as well as close those transactions with the best interest of your prospect in mind. Otherwise, your prospect will know they have been sold. They will experience buyers remorse, and they will perceive that they have "been sold".
Stop selling. Start closing. If you don't know how to close, then learn. Find someone who knows how to close to teach you. Then watch your business grow.
5 Lies In MLM and Network Marketing (Lie # 4)
Good Evening!
I want to go ahead and steamroll a very common technique that is used in the MLM and network marketing industry. I'll be dismantling this lie step by step, and then I want to talk about one of the three greatest tools that any MLM or network marketing distributor can use to explode their business.
MLM LIE #4: "TO REALLY GROW YOUR BUSINESS, HAND OUT BUSINESS CARDS, FLYERS, BROCHURES, AND TALK TO EVERYONE YOU MEET ABOUT YOUR BUSINESS."
Look, we've all been there: we're sitting at a coffe shop, or we are at the mall, or out shopping, and then...we see them.
The Networkers.
They are handing out their card to everyone that walks by. Or they're jumping in on other people's conversations, explaining how they can show you the way to financial independence. Maybe they will even quote some guru on how they have the opportunity of a lifetime. They are just so excited about their opportunity that they're about to explode, and they want you to join them on their journey to millionaire-land.
Whew. Sounds tiring, right? So how do I know this scenario so well?
Because I used to do this type of crazy stuff!
Look, I'm not proud of it. I recall vividly spending Saturday mornings doing these silly types of "prospecting" trips to try and find people to join my business. I was only doing what I was told to do by my upline, and it absolutely sucked.
Not only was it embarrassing, but it didn't work. I stayed broke, and on top of that, I felt like a vulture, circling the sea of potential business builders. It wasn't that I was wanting to mislead people, I was just taught by my upline that "you never know who your next big business builder will be", and I was taught that everyone was a potential client.
It's not true.
Finally, I woke up. I figured some things out. I figured out how to find my target market. Then I figured out how to improve my skill set.
Ask yourself this question: would Bill Gates, or Donald Trump, or Richard Branson try to grow their businesses by bugging people at a coffee shop and consider that a marketing strategy? Does Microsoft employ people to harass customers looking for the opportunity to invest in Microsoft stock?
No. Of course not.
Here is what they do: they develop the right message, and put that message in front of the right audience. They have commercials, billboards, online banners, ads, newspaper and radio advertisements. They buy up space on stadium walls, they endorse NASCAR races, they put their names on blimps. They get the message out to the masses, not just their family members.
I know that the average networker can't afford to advertise during the Superbowl. So what do we do? What can we do? How can we compete in places that we can't afford to compete in?
We don't. We compete in places that we can afford to compete in.
There are three main tools of mastery that any MLM or network marketing distributor can use, right from home, to explode their businesses. I'm going to talk about the cheapest of these three tools right now. I'll discuss the other tools in later posts.
TOOL # 1 - The Telephone.
Mastery of the telephone, and mastery of spoken word communication over the telephone, is absolutely essential to building a colossal downline.
Why?
Well, first off, the phone is DIRT CHEAP. For many people, cheap is good. I like cheap. VOIP lines have made the phone laughably affordable. I pay $25 a month for unlimited long distance.
Second, the phone offers everyone a fair chance. If I were selling hamburgers, and I put my little hamburger cart next to McDonald's, I would probably be out of business in a hurry. McDonald's is a name that people trust. I might have better tasting hamburgers, but the power of the McDonald's brand is gonna whup me good.
But if McDonald's called you on the telephone, and I called you on the telephone, NOW it's game time. Because on the phone, the difference between getting business and losing business depends upon the person using the phone. In other words, I have as good a chance as McDonald's of getting your business if we're using a telephone.
The phone levels the playing field. It gives anyone the chance to put a "mini-commercial" in front of a prospect. On top of that, I can sit at home in my bath robe and contact more people in a single morning than most networkers can all week trying to go out and talk to people face to face, person to person.
The phone gives you leverage. And it is amazingly powerful.
Finally, one last thought. Many people today worry about the "Do Not Call" list. The DNC list is a list of people that have asked not to be contacted via the telephone.
This list has been around for over 3 years. Do you know how many people are on that list?
52 Million. That's it.
3 years, and only 52 million out of 300 MILLION consumers have asked not to be contacted. In my mind, that means that 248 million people have actually raised their hands and asked TO BE CALLED. Consumer psychology is an interesting subject, but we can talk more about that later.
I want to go ahead and steamroll a very common technique that is used in the MLM and network marketing industry. I'll be dismantling this lie step by step, and then I want to talk about one of the three greatest tools that any MLM or network marketing distributor can use to explode their business.
MLM LIE #4: "TO REALLY GROW YOUR BUSINESS, HAND OUT BUSINESS CARDS, FLYERS, BROCHURES, AND TALK TO EVERYONE YOU MEET ABOUT YOUR BUSINESS."
Look, we've all been there: we're sitting at a coffe shop, or we are at the mall, or out shopping, and then...we see them.
The Networkers.
They are handing out their card to everyone that walks by. Or they're jumping in on other people's conversations, explaining how they can show you the way to financial independence. Maybe they will even quote some guru on how they have the opportunity of a lifetime. They are just so excited about their opportunity that they're about to explode, and they want you to join them on their journey to millionaire-land.
Whew. Sounds tiring, right? So how do I know this scenario so well?
Because I used to do this type of crazy stuff!
Look, I'm not proud of it. I recall vividly spending Saturday mornings doing these silly types of "prospecting" trips to try and find people to join my business. I was only doing what I was told to do by my upline, and it absolutely sucked.
Not only was it embarrassing, but it didn't work. I stayed broke, and on top of that, I felt like a vulture, circling the sea of potential business builders. It wasn't that I was wanting to mislead people, I was just taught by my upline that "you never know who your next big business builder will be", and I was taught that everyone was a potential client.
It's not true.
Finally, I woke up. I figured some things out. I figured out how to find my target market. Then I figured out how to improve my skill set.
Ask yourself this question: would Bill Gates, or Donald Trump, or Richard Branson try to grow their businesses by bugging people at a coffee shop and consider that a marketing strategy? Does Microsoft employ people to harass customers looking for the opportunity to invest in Microsoft stock?
No. Of course not.
Here is what they do: they develop the right message, and put that message in front of the right audience. They have commercials, billboards, online banners, ads, newspaper and radio advertisements. They buy up space on stadium walls, they endorse NASCAR races, they put their names on blimps. They get the message out to the masses, not just their family members.
I know that the average networker can't afford to advertise during the Superbowl. So what do we do? What can we do? How can we compete in places that we can't afford to compete in?
We don't. We compete in places that we can afford to compete in.
There are three main tools of mastery that any MLM or network marketing distributor can use, right from home, to explode their businesses. I'm going to talk about the cheapest of these three tools right now. I'll discuss the other tools in later posts.
TOOL # 1 - The Telephone.
Mastery of the telephone, and mastery of spoken word communication over the telephone, is absolutely essential to building a colossal downline.
Why?
Well, first off, the phone is DIRT CHEAP. For many people, cheap is good. I like cheap. VOIP lines have made the phone laughably affordable. I pay $25 a month for unlimited long distance.
Second, the phone offers everyone a fair chance. If I were selling hamburgers, and I put my little hamburger cart next to McDonald's, I would probably be out of business in a hurry. McDonald's is a name that people trust. I might have better tasting hamburgers, but the power of the McDonald's brand is gonna whup me good.
But if McDonald's called you on the telephone, and I called you on the telephone, NOW it's game time. Because on the phone, the difference between getting business and losing business depends upon the person using the phone. In other words, I have as good a chance as McDonald's of getting your business if we're using a telephone.
The phone levels the playing field. It gives anyone the chance to put a "mini-commercial" in front of a prospect. On top of that, I can sit at home in my bath robe and contact more people in a single morning than most networkers can all week trying to go out and talk to people face to face, person to person.
The phone gives you leverage. And it is amazingly powerful.
Finally, one last thought. Many people today worry about the "Do Not Call" list. The DNC list is a list of people that have asked not to be contacted via the telephone.
This list has been around for over 3 years. Do you know how many people are on that list?
52 Million. That's it.
3 years, and only 52 million out of 300 MILLION consumers have asked not to be contacted. In my mind, that means that 248 million people have actually raised their hands and asked TO BE CALLED. Consumer psychology is an interesting subject, but we can talk more about that later.
5 Lies In MLM and Network Marketing (Lie # 3)
Good afternoon! Josh Fuson here, and we're going to lay the smack down on one of the biggest, fattest, lines of flat-out B.S. that exists in the MLM and network marketing industry. I think you'll really enjoy this.
First, you have to know a few things about myself. I'm very honest, nearly blunt. I'm a real person. I'm here in my home office, typing away at this blog, and the sole reason I'm doing it is because I spent TONS of time, energy, and money trying to make it big in network marketing.
I wanted it so badly, I tried everything that anyone recommended. Motivation was never an issue. I was plenty motivated. Positive thinking was never a problem. I'm a pretty optimistic person. The problem, the bottom-line reason that I failed again, and again, and again, is because of the ka-ka I was spoon-fed when I first got involved in an MLM business.
I needed the real deal. I wanted a blue-print. I was willing to do whatever it takes, I just wanted to know that it what would actually work. Well, that's the reason I'm writing this, to help you get some insight into what works, and what doesn't. That said, let's look at this next myth:
MLM LIE # 3: "THERE IS ABSOLUTELY NOTHING LIKE OUR PRODUCT ON THE MARKET; IT TRULY IS ONE-OF-A-KIND, AND WE HAVE NO COMPETITION!"
Bull. At least you better hope that it's bull.
Why?
Because if you truly have a product so unique, so one-of-a-kind that there is honestly nothing else like it on the market, I would recommend that you seriously consider dumping it.
That's right, consider walking away.
The truth is that THE MARKETPLACE IS CROWDED WITH PRODUCTS, MANY OF THEM COMPARABLE TO YOUR PRODUCT. And this is a good thing.
For starters, the fact that you actually have competitors is a very obvious sign that you have a product or service that has a target market large enough that it can support all the different competitors vying for market-share.
Competition indicates that your particular product or service is in demand, and has probably maintained a demand for a substantial amount of time. This means that your product or service is not a fad; there is an established marketing niche associated with what you are attempting to sell, as well as an established consumer base that is capable of sustaining numerous competitors for long-term, repeated consumption.
Competition offers the opportunity for improvement, for introducing new and more effective solutions to an existing product. Competition is the catalyst for more viable and satisfying products, to offer people more for their money. It sparks innovation, and drives companies to constantly be improving and testing new and creative ideas.
If someone is telling you that they have a "brand new, competition-free" item, take a real hard look at what is being offered. Before you swallow that line of thinking, ask yourself a couple of questions. This process could save you a ton of money and time:
1) IS THIS ACTUALLY SOMETHING BRAND NEW, NEVER BEFORE SEEN? OR IS IT SIMPLY AN IMPROVEMENT TO AN EXISTING PRODUCT OR SERVICE?
The answer to this question will clarify if what you are dealing with is a product of innovation or if you are hearing some hype. Is this a knock-off, or is there some real value to this product. Does it offer some real value to the consumer, or is it just a way to make money.
After answering question #1, if you decide that it actually something brand new, ask yourself this question:
2) IS THERE REALLY ENOUGH MARKETING DEMAND TO SUPPORT THIS TYPE OF PRODUCT OR SERVICE?
This is where it pays to do your homework. If someone is offering an MLM or network marketing opportunity, and one of the key characteristics of the opportunity is the fact that there is no competition, take the time to figure out if the manufacturer has done enough research to substantiate the premise that what they have to offer can honestly be supported by the market of consumers outside of individuals looking for a business opportunity.
Be wary of products that are just cheapo rip-offs, but offer some sort of "killer comp plan" or the chance to generate huge money. The strength of the product will determine long-term growth and sustained profits, which are much more important than a quick buck.
If you come to the conclusion that what you are offering is an improvement to an existing industry, then figure out the primary benefits and values of that product, and what sets it apart in the marketplace. That difference is now your banner, and it is that difference that will drive consumption through your marketing campaign.
If you come to the conclusion that what you have truly is a one-of-a-kind, no-competition kind of item, then spend some time and energy to research if the product has a viable market. It is a lot easier to spend time doing homework than spending a bunch of money and losing it on some marketing hype.
Most of the time in the MLM and network marketing industry, the product or service will be an improvement, not a true stand-alone item. And this is great. Competition is a good thing, and the fact hat it exists in your industry simply shows that you have a real opportunity to profit.
Stop trying to find a market with no competition. Start competing.
First, you have to know a few things about myself. I'm very honest, nearly blunt. I'm a real person. I'm here in my home office, typing away at this blog, and the sole reason I'm doing it is because I spent TONS of time, energy, and money trying to make it big in network marketing.
I wanted it so badly, I tried everything that anyone recommended. Motivation was never an issue. I was plenty motivated. Positive thinking was never a problem. I'm a pretty optimistic person. The problem, the bottom-line reason that I failed again, and again, and again, is because of the ka-ka I was spoon-fed when I first got involved in an MLM business.
I needed the real deal. I wanted a blue-print. I was willing to do whatever it takes, I just wanted to know that it what would actually work. Well, that's the reason I'm writing this, to help you get some insight into what works, and what doesn't. That said, let's look at this next myth:
MLM LIE # 3: "THERE IS ABSOLUTELY NOTHING LIKE OUR PRODUCT ON THE MARKET; IT TRULY IS ONE-OF-A-KIND, AND WE HAVE NO COMPETITION!"
Bull. At least you better hope that it's bull.
Why?
Because if you truly have a product so unique, so one-of-a-kind that there is honestly nothing else like it on the market, I would recommend that you seriously consider dumping it.
That's right, consider walking away.
The truth is that THE MARKETPLACE IS CROWDED WITH PRODUCTS, MANY OF THEM COMPARABLE TO YOUR PRODUCT. And this is a good thing.
For starters, the fact that you actually have competitors is a very obvious sign that you have a product or service that has a target market large enough that it can support all the different competitors vying for market-share.
Competition indicates that your particular product or service is in demand, and has probably maintained a demand for a substantial amount of time. This means that your product or service is not a fad; there is an established marketing niche associated with what you are attempting to sell, as well as an established consumer base that is capable of sustaining numerous competitors for long-term, repeated consumption.
Competition offers the opportunity for improvement, for introducing new and more effective solutions to an existing product. Competition is the catalyst for more viable and satisfying products, to offer people more for their money. It sparks innovation, and drives companies to constantly be improving and testing new and creative ideas.
If someone is telling you that they have a "brand new, competition-free" item, take a real hard look at what is being offered. Before you swallow that line of thinking, ask yourself a couple of questions. This process could save you a ton of money and time:
1) IS THIS ACTUALLY SOMETHING BRAND NEW, NEVER BEFORE SEEN? OR IS IT SIMPLY AN IMPROVEMENT TO AN EXISTING PRODUCT OR SERVICE?
The answer to this question will clarify if what you are dealing with is a product of innovation or if you are hearing some hype. Is this a knock-off, or is there some real value to this product. Does it offer some real value to the consumer, or is it just a way to make money.
After answering question #1, if you decide that it actually something brand new, ask yourself this question:
2) IS THERE REALLY ENOUGH MARKETING DEMAND TO SUPPORT THIS TYPE OF PRODUCT OR SERVICE?
This is where it pays to do your homework. If someone is offering an MLM or network marketing opportunity, and one of the key characteristics of the opportunity is the fact that there is no competition, take the time to figure out if the manufacturer has done enough research to substantiate the premise that what they have to offer can honestly be supported by the market of consumers outside of individuals looking for a business opportunity.
Be wary of products that are just cheapo rip-offs, but offer some sort of "killer comp plan" or the chance to generate huge money. The strength of the product will determine long-term growth and sustained profits, which are much more important than a quick buck.
If you come to the conclusion that what you are offering is an improvement to an existing industry, then figure out the primary benefits and values of that product, and what sets it apart in the marketplace. That difference is now your banner, and it is that difference that will drive consumption through your marketing campaign.
If you come to the conclusion that what you have truly is a one-of-a-kind, no-competition kind of item, then spend some time and energy to research if the product has a viable market. It is a lot easier to spend time doing homework than spending a bunch of money and losing it on some marketing hype.
Most of the time in the MLM and network marketing industry, the product or service will be an improvement, not a true stand-alone item. And this is great. Competition is a good thing, and the fact hat it exists in your industry simply shows that you have a real opportunity to profit.
Stop trying to find a market with no competition. Start competing.
5 Lies In MLM and Network Marketing (Lie # 2)
Let's cover some vital information today. I'm going to be talking about one of the most common "traditions" of network marketing and MLM - the "List Of 100".
I'll explain in full what this actually is in just a few minutes, but in my opinion, this is on of the most ineffective techniques perpetuated in this industry. In addition to being ineffective, it is also my personal opinion that this technique is what gives MLM and networking a dorky flavor.
Now, just so you know, I'm not anti-MLM, I actually think it's one of the best ways for the "little guy", the average person, to start out from scratch and generate huge returns on their investments. It is the tools and techniques that are taught to the distributors that I believe are responsible for the 90% failure rate in the industry. But we can talk about that later, let's get going.
MLM LIE # 2: "TO GROW YOUR BUSINESS, MAKE A LIST OF 100 PEOPLE YOU KNOW (USUALLY FRIENDS AND FAMILY) AND TALK TO THEM ABOUT YOUR BUSINESS OPPORTUNITY."
Anyone heard this line before?
This is the technique that causes MLM'ers and network marketers to become completely ostracized by their friends and family, and eventually leads to a reputation on par that of the lowest caste in our society. This is the strategy that will ruin more personal relationships in a faster amount of time than you believed possible. It is referred to as "warm-market" marketing, and it is a marketing model that is common in nearly all MLM's, and strangely, nowhere else in the entire business world.
Now, when someone is pitched about joining an MLM, it sounds great. "Oh, don't worry, you don't have to talk to people you don't know, just talk to the people that you already have a relationship with, and go into business with them." We are told that this is a relationship business, and because of that, we want to go after people with whom we have relationships.
Here's a fact: every business of the face of earth requires a relationship with their client. All of them. The difference is that in MLM, the distributor is taught to leverage the relationship to inspire the purchase. In all the other types of businesses, the business establishes a relationship based on the needs of the client, and not the needs of the business.
Think about the grocery store. The grocery store does not tell their employees to make a list of people they know, and then tell them "alright, you have a list of people in front of you, go home and start talking to them about what a great grocery store we have, how great the food is, the low prices, etc.". They don't have to. They establish a relationship based on your needs. Your good food at good prices. And give that to you. And you BUY.
What I'm talking about is using your target market to grow your business. This is what every other successful business does, and it is what we should be doing as MLM distributors. Every other successful business looks at their TARGET MARKET as the primary focus of their marketing campaign, no the personal relationships of their employees.
So what is your target market? How do you find it? These are great questions, and it depends on your product or service. Start with what you are offering; what are the primary benefits and values of your product or service? What group of individuals are demonstrating the largest demand for your type of product? This is a part of effective prospecting. True prospecting only has two components:
1) Find And Develop The Right Message - You have to craft the right message, the message that offers a compelling, benefits-based reason for your prospect to take advantage of your product or service (not your opportunity). You see, everyone is an opportunist, so the opportunity should never be your lead in your marketing campaign. To grow a huge MLM downline, always lead with the product or service.
2) Find The Right Audience - This is your target market. This is the group of individuals that will most positively respond to your message, and will take action to consume the product or service that you are offering.
So here is what happens when a distributor puts all the pieces together: The distributor is leading with the product or service, offering a compelling message to a group of individuals that have already demonstrated a need / want / or desire for your type of product solution (the target market). By doing so, the distributor attracts product consumers to a solution that is being offered, bringing value to the marketplace. It will also separate you from every other network marketing distributor out there.
Because everyone is an opportunist, the consumer is also shown how to get the product for free, or even make a profit by doing what the distributor is doing. This way, your downline is attracting a sales force that is truly passionate about the product and solutions the product offers. In fact, the only reason they are marketing the product is because they started consuming the product is to solve a problem. Once they experience the results, of course they want to find out how to get it for free. Once that happens...watch out.
Take it from the grocery store: the target market is where success is at. In future posts, I'll be talking about the process of finding your target market dirt cheap, so stay tuned.
I'll explain in full what this actually is in just a few minutes, but in my opinion, this is on of the most ineffective techniques perpetuated in this industry. In addition to being ineffective, it is also my personal opinion that this technique is what gives MLM and networking a dorky flavor.
Now, just so you know, I'm not anti-MLM, I actually think it's one of the best ways for the "little guy", the average person, to start out from scratch and generate huge returns on their investments. It is the tools and techniques that are taught to the distributors that I believe are responsible for the 90% failure rate in the industry. But we can talk about that later, let's get going.
MLM LIE # 2: "TO GROW YOUR BUSINESS, MAKE A LIST OF 100 PEOPLE YOU KNOW (USUALLY FRIENDS AND FAMILY) AND TALK TO THEM ABOUT YOUR BUSINESS OPPORTUNITY."
Anyone heard this line before?
This is the technique that causes MLM'ers and network marketers to become completely ostracized by their friends and family, and eventually leads to a reputation on par that of the lowest caste in our society. This is the strategy that will ruin more personal relationships in a faster amount of time than you believed possible. It is referred to as "warm-market" marketing, and it is a marketing model that is common in nearly all MLM's, and strangely, nowhere else in the entire business world.
Now, when someone is pitched about joining an MLM, it sounds great. "Oh, don't worry, you don't have to talk to people you don't know, just talk to the people that you already have a relationship with, and go into business with them." We are told that this is a relationship business, and because of that, we want to go after people with whom we have relationships.
Here's a fact: every business of the face of earth requires a relationship with their client. All of them. The difference is that in MLM, the distributor is taught to leverage the relationship to inspire the purchase. In all the other types of businesses, the business establishes a relationship based on the needs of the client, and not the needs of the business.
Think about the grocery store. The grocery store does not tell their employees to make a list of people they know, and then tell them "alright, you have a list of people in front of you, go home and start talking to them about what a great grocery store we have, how great the food is, the low prices, etc.". They don't have to. They establish a relationship based on your needs. Your good food at good prices. And give that to you. And you BUY.
What I'm talking about is using your target market to grow your business. This is what every other successful business does, and it is what we should be doing as MLM distributors. Every other successful business looks at their TARGET MARKET as the primary focus of their marketing campaign, no the personal relationships of their employees.
So what is your target market? How do you find it? These are great questions, and it depends on your product or service. Start with what you are offering; what are the primary benefits and values of your product or service? What group of individuals are demonstrating the largest demand for your type of product? This is a part of effective prospecting. True prospecting only has two components:
1) Find And Develop The Right Message - You have to craft the right message, the message that offers a compelling, benefits-based reason for your prospect to take advantage of your product or service (not your opportunity). You see, everyone is an opportunist, so the opportunity should never be your lead in your marketing campaign. To grow a huge MLM downline, always lead with the product or service.
2) Find The Right Audience - This is your target market. This is the group of individuals that will most positively respond to your message, and will take action to consume the product or service that you are offering.
So here is what happens when a distributor puts all the pieces together: The distributor is leading with the product or service, offering a compelling message to a group of individuals that have already demonstrated a need / want / or desire for your type of product solution (the target market). By doing so, the distributor attracts product consumers to a solution that is being offered, bringing value to the marketplace. It will also separate you from every other network marketing distributor out there.
Because everyone is an opportunist, the consumer is also shown how to get the product for free, or even make a profit by doing what the distributor is doing. This way, your downline is attracting a sales force that is truly passionate about the product and solutions the product offers. In fact, the only reason they are marketing the product is because they started consuming the product is to solve a problem. Once they experience the results, of course they want to find out how to get it for free. Once that happens...watch out.
Take it from the grocery store: the target market is where success is at. In future posts, I'll be talking about the process of finding your target market dirt cheap, so stay tuned.
5 Lies In MLM and Network Marketing (Lie # 1)
Chances are, if you are older than 15, you've been approached by someone who had the "absolute opportunity of a lifetime", or some way to make huge money in a very short amount of time.
I'm talking about home-based businesses, specifically, network marketing, or multi-level marketing.
In recent years, the reputation regarding MLM and network marketing has gone from bad to worse. And with the average household debt approaching the $8,000 mark, most people are looking for ways of generating some extra cash. So starting a home-based or MLM business sounds like a pretty good idea, right?
In fact, it sounds like a great idea once someone makes the decision to start researching their options. Just look up "home business opportunity" on any search engine, and everyone and their mom has a multi-million, self-automated system for generating the cash you need starting yesterday. At first glance, it looks like a person couldn't lose.
Well, here's a fact: over 90% of ALL home-based businesses and network marketing businesses fail. And I say "fail" as in the owner generally loses hundreds or even thousands of dollars before quitting.
How do I know this?
Because this is exactly what happened to me.
That's right, I'm an MLM veteran, and I know first-hand the B.S. that exists in this industry.
When I first got involved in networking businesses, I spent thousands of hard-earned dollars trying to get my businesses into profit. Eventually, I did build a number of very profitable businesses working from home, but it sure as hell wasn't because of anything my company or my upline told me.
The purpose of this article is to expose some of the more harmful lies that are fed to distributors, and examine what doesn't work well, and what works extremely well. As I go through and debunk some of these myths, I will also be including some common-sense truth, so that if you are thinking about getting into this industry (or if you are already involved), you can take stock and start asking some good questions that deserve good answers.
First, let's get on the same page: I'm not anti-MLM, or anti-home business. I think that the home-based business is the very definition of entrepreneurial capitalism, and I absolutely love idea of a person embarking upon a venture, starting from scratch with a few hundred or a few thousand dollars, and turning that into a fortune. I'm pro-home business.
But I am anti-B.S. It absolutely disgusts me the amount of bad information that exists in this industry, and I am convinced that people involved with MLM and network marketing programs fail not because they are stupid, not because they are lazy, but because the training and education these companies provide is of pathetically low quality. I believe, 100% without doubt, that if network marketers received the training they needed and deserved, that 90% failure rate would flip to a 90% success rate. But enough about that, let's get started.
MLM LIE # 1: "THIS COMPANY IS GROWING AT AN AMAZING RATE! IT'S GROWN 10 MILLION PERCENT IN THE LAST 6 MONTHS, SO YOU BETTER HURRY AND GET IN, BECAUSE IT'S THE NEXT (insert name of large corporation here, e.g. Microsoft, Wal-Mart, whatever)"
These types of statements are what is commonly referred to as "hype", and unfortunately, too many people get suckered into this line of thinking.
Here is the truth: IT DOESN'T REALLY MATTER HOW FAST THE COMPANY IS GROWING.
I'm sure you're asking "what do you mean it doesn't matter?"
Well, the reason it doesn't matter is because an MLM or networking business is not a stock option. In other words, if you are viewing a networking business as some sort of hands-off investment vehicle like a mutual fund, you're wrong. A business is a living entity, and it takes effort (lots of it) to make it profitable. Your concern needs be be on your personal distribution channel (your downline) as opposed to the companies' growth.
No matter how fast or slow the company is growing, here are two questions you should ask yourself. The answers to these two questions will be of far greater importance in determining how fast your own downline will grow:
# 1) How Do You Treat Your Business?
Do you have an actual plan on how to grow and develop your business, or are you just going to "wing it" and hope that it actually makes money? Are you hoping that your company will grow your business for you, or do you have the skill set to go out there and build your business from scratch?
The answers to these questions will reflect your attitude towards your business. If you treat your business like a hobby, or like a big gamble at the poker table, then you will probably fail. If you don't know how to build a business from scratch, then no problem. Find someone that does know how to do that. But make sure you treat your business as a viable business, and make sure the people you learn from do the same.
# 2) Are You Passionate About Your Product?
And I'm not talking about the opportunity to make money. I'm talking about the actual product or service that you company offers. Do you use it? Do you love it?
You should.
Because if you simply enrolled as a distributor to make a million bucks, then you need to re-think your motivation. For most people, the desire to simply make money will not outweigh the cost of sweat equity necessary to build a business from ground zero. So make sure you love your product or service. A lot.
Do yourself a favor: flush the hype, and take an honest look at yourself and answer the two above-listed questions. Do that, and you will have taken the first step towards joining the ranks of those that do succeed in this business.
I'm talking about home-based businesses, specifically, network marketing, or multi-level marketing.
In recent years, the reputation regarding MLM and network marketing has gone from bad to worse. And with the average household debt approaching the $8,000 mark, most people are looking for ways of generating some extra cash. So starting a home-based or MLM business sounds like a pretty good idea, right?
In fact, it sounds like a great idea once someone makes the decision to start researching their options. Just look up "home business opportunity" on any search engine, and everyone and their mom has a multi-million, self-automated system for generating the cash you need starting yesterday. At first glance, it looks like a person couldn't lose.
Well, here's a fact: over 90% of ALL home-based businesses and network marketing businesses fail. And I say "fail" as in the owner generally loses hundreds or even thousands of dollars before quitting.
How do I know this?
Because this is exactly what happened to me.
That's right, I'm an MLM veteran, and I know first-hand the B.S. that exists in this industry.
When I first got involved in networking businesses, I spent thousands of hard-earned dollars trying to get my businesses into profit. Eventually, I did build a number of very profitable businesses working from home, but it sure as hell wasn't because of anything my company or my upline told me.
The purpose of this article is to expose some of the more harmful lies that are fed to distributors, and examine what doesn't work well, and what works extremely well. As I go through and debunk some of these myths, I will also be including some common-sense truth, so that if you are thinking about getting into this industry (or if you are already involved), you can take stock and start asking some good questions that deserve good answers.
First, let's get on the same page: I'm not anti-MLM, or anti-home business. I think that the home-based business is the very definition of entrepreneurial capitalism, and I absolutely love idea of a person embarking upon a venture, starting from scratch with a few hundred or a few thousand dollars, and turning that into a fortune. I'm pro-home business.
But I am anti-B.S. It absolutely disgusts me the amount of bad information that exists in this industry, and I am convinced that people involved with MLM and network marketing programs fail not because they are stupid, not because they are lazy, but because the training and education these companies provide is of pathetically low quality. I believe, 100% without doubt, that if network marketers received the training they needed and deserved, that 90% failure rate would flip to a 90% success rate. But enough about that, let's get started.
MLM LIE # 1: "THIS COMPANY IS GROWING AT AN AMAZING RATE! IT'S GROWN 10 MILLION PERCENT IN THE LAST 6 MONTHS, SO YOU BETTER HURRY AND GET IN, BECAUSE IT'S THE NEXT (insert name of large corporation here, e.g. Microsoft, Wal-Mart, whatever)"
These types of statements are what is commonly referred to as "hype", and unfortunately, too many people get suckered into this line of thinking.
Here is the truth: IT DOESN'T REALLY MATTER HOW FAST THE COMPANY IS GROWING.
I'm sure you're asking "what do you mean it doesn't matter?"
Well, the reason it doesn't matter is because an MLM or networking business is not a stock option. In other words, if you are viewing a networking business as some sort of hands-off investment vehicle like a mutual fund, you're wrong. A business is a living entity, and it takes effort (lots of it) to make it profitable. Your concern needs be be on your personal distribution channel (your downline) as opposed to the companies' growth.
No matter how fast or slow the company is growing, here are two questions you should ask yourself. The answers to these two questions will be of far greater importance in determining how fast your own downline will grow:
# 1) How Do You Treat Your Business?
Do you have an actual plan on how to grow and develop your business, or are you just going to "wing it" and hope that it actually makes money? Are you hoping that your company will grow your business for you, or do you have the skill set to go out there and build your business from scratch?
The answers to these questions will reflect your attitude towards your business. If you treat your business like a hobby, or like a big gamble at the poker table, then you will probably fail. If you don't know how to build a business from scratch, then no problem. Find someone that does know how to do that. But make sure you treat your business as a viable business, and make sure the people you learn from do the same.
# 2) Are You Passionate About Your Product?
And I'm not talking about the opportunity to make money. I'm talking about the actual product or service that you company offers. Do you use it? Do you love it?
You should.
Because if you simply enrolled as a distributor to make a million bucks, then you need to re-think your motivation. For most people, the desire to simply make money will not outweigh the cost of sweat equity necessary to build a business from ground zero. So make sure you love your product or service. A lot.
Do yourself a favor: flush the hype, and take an honest look at yourself and answer the two above-listed questions. Do that, and you will have taken the first step towards joining the ranks of those that do succeed in this business.
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