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