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MLM Woman Issue 118
November 2006

From the Desk of the Editor

Welcome to the 118th issue of the MLM Woman Newsletter! This month we feature 5 more articles from successful businesswomen who generously share their knowledge and expertise with you.

If you enjoy this month's issue, please be sure to let your friends know about it too and invite them to come and visit us.

Also, if you have comments, questions or something to share after reading this month's issue, please visit our MLMTalk Discussion Forum and join in the lively conversation!

And also be sure to check out our new MLM Marketing Blog for lots of additional tips and resources which are added throughout the month.


Linda Locke, Editor MLM Woman

Sorting Through People To Join
Your Direct Sales Business

By Audrey Okaneko

I remember the first time someone spoke to me about “sorting through people”. I had to ask them to repeat what they had said. I was truly in shock that someone was suggesting I sort through people.

As a crocheter, I often sort through yarn at Walmart. My idea of sorting is looking for the right color. I’ll look and scan, and then reach deep into the barrel hoping to find just the right yarn for whatever project I am working on. Of course this means I’m tossing out those skeins I don’t believe are right for my project.

My daughter and I love to watch movies. Again at Walmart, my daughter and I can spend an hour sorting through the DVD sale bin. We toss aside those movies we already have or don’t wish to purchase and we put the ones we do want into our shopping cart.

This is my idea of “sorting”. So when I heard the word sort in reference to people I actually flinched a bit. I just could not imagine choosing only the “best” people and tossing aside the others.

As the years have passed, I’ve asked others exactly what they mean by “sorting through people”. Very few people even know what this means. They just know they’ve been taught this phrase and so they use it.

I’ve had a few folks that have told me they are indeed looking for “just the right person” to join their team.

Of course my next question is “what does the right person look like?” Again, I very seldom receive an answer. Is the right person tall? Is the right person short? How old is the right person? Is the right person single or married?

A few times I’ve been told “I’m looking for those who are serious about earning money”. Me, being a person of many questions, will then ask “how are you judging serious?” What word or phrase or answer must a person give to you to have you convinced they are “serious?”

Remember, my interpretation of “sorting” is looking for something specific and then tossing aside what I don’t want. The thought of doing this with people is a concept I just find to be horrible.

I really believe that almost everyone has something they can offer both to you and to your business. Instead of “sorting” through people the next time you’re looking for folks to work with, why not instead look inside and ask what you personally have to offer to the very person you’ve just met.

About the Author
Audrey Okaneko has been in business since 1983. She can be reached at audreyoka@cox.net or visited at http://www.scrapping-made-simple.com

Matching, Pacing and Rhythm
By Wendy Weiss

Last week I went to pay some bills online. I looked at my account and realized there were charges listed that I had never made. I called the bank immediately. We shut down all of my accounts and opened new ones.

I went to the bank 10 business days later, and I still did not have a functioning ATM card. That meant that rather than simply go to an ATM for c.ash, I had to wait in a long, long line at the bank for a teller. Twenty minutes later, by the time I got to the head of the line, I was seriously annoyed. I expressed my annoyance to the teller. Her response? "Calm down, Ma'am."

So my dear readers, do you think this response calmed me down?

Of course not. It had exactly the opposite effect. I went through the roof. "Don't tell me to calm down," I snarled. Where before I had simply been annoyed, now I was really angry. So why am I sharing my banking woes?

The above story illustrates a basic principal: If you want people to respond well to you, you must meet them where they are. Had that teller been well trained, and had she really wanted to calm me down, she should have responded by matching my intensity and agreeing that not having an ATM card and having to wait in a long line was really annoying. She could have then apologized for the situation ("I'm sorry you still don't have your card") and I would have felt heard and understood.

When making introductory calls, or even in your face-to-face meetings with prospects, you have no idea what may have happened the moment before you called or walked in the door. You have no way of predicting the mood or the personality of your prospect. Whoever they are and wherever they are, you want to meet them in the same place. This is called Matching. You want to match your prospect's intensity, energy, rhythm and personality as much as you can. This does not mean that if your prospect seems to be angry, you need to be angry too. It means that you acknowledge that anger and respond at a similar level of energy and intensity.

What is interesting is that if you match your prospect, you can then help them to shift their energy. Had that bank teller responded by acknowledging my annoyance and matching my energy, she would have calmed me right down. Once we were in the same place, all she would have had to do was speak a little more slowly. I would have followed. This is called Pacing. You go to where your prospect is, then you can start to take them to a different place.

Because I'm a dancer, rhythm is important to me. Everyone has their own internal rhythm. There are also regional differences in rhythm. I live and work in the Northeast. We tend to be speedier than other areas of the country. When I call another part of the country, I need to slow down a bit. I have a client based in the Midwest who frequently calls the Northeast. She needs to speed up when she makes those calls. This is also Matching. A good place to start is by simply listening to other people's rhythms. If they speak quickly, so do you. If they are a little slower, well, slow down. Over time you will begin to do this automatically. Once you've got the rhythm down, work on the other elements, the intensity and energy. You will find that the more you are able to Match and Pace your prospects, the easier it will be to build rapport and have great conversations.

© 2006 Wendy Weiss

About the Author
Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com.

Creating Effective
Autoresponder Messages

By Donna Davis

Do you use an autoresponder in your online marketing? Are your autoresponder messages effective or do people unsubscribe quickly?

An autoresponder is a program that sends out a series of emails you've created to contacts who've requested information from you.

Many times autoresponder messages focus entirely on promoting, selling or convincing others about how great a business is. But if you want to keep your prospects on your contact list, you'll want to offer them something of value in addition to your business information.

Why? Timing is everything in business. Many times a person considers a home business, requests information, but it's not the right time to get started. But three months, six months or even a year down the road, they're ready to start a business.

The key is to keep that person interested enough in your emails that they look forward to hearing from you. You then have the ability to keep in contact until the timing is right for a decision.

So how do you keep your emails interesting so subscribers stay on your list? By providing value. Provide resources, tips, book recommendations or something of interest in each email. Instead of only focusing on your business, include something that readers can use. Be helpful and keep these points in mind.

1. Start with a subject line that's intriguing and relates to your email. Let's say you have a jewelry business. Your subject line might say "From Jane's Jewelry, did you know about this business deduction?"

2. After the hello, remind them of who you are, thank them for reading your emails, or share something personal about your day or your family so you become "real" to them.

3. Be genuine. Be yourself. Write your emails as if you were talking to a friend.

4. Share information. This can be an article you found, a great website, a free or low cost resource, a book, tips or even a tasteful joke now and then. Offer anything that was helpful, fun or interesting to you and fits with your target audience.

5. Briefly give them another benefit of how your business can help them and refer them to your personal website for more details.

6. Your signature line should contain all your contact information - name, email, phone number, plus your website URL. You may have a brief slogan or phrase underneath your website address.

7. Use a P.S. All really good emails have a P.S. at the end. Ask your reader to take some action. "Add me to Yahoo Messenger. MY ID is xxxxx." "Have you had a home business before? Email me and let me know your successes and struggles." "Click on this link for this month's specials." Tell them what to do next.

8. Keep your emails short. Occasionally if you're including an article, the email may be longer, but make that the exception. If your emails are too long, many of your prospects will unsubscribe. They just don't have the time to read through long detailed emails. Make them short, to the point and helpful.

When creating your emails, be friendly and offer information that was beneficial to you. You become a real person to your prospects and when the timing is right, they'll be much more interested in what you have to offer.

About the Author
Donna Davis has successfully built several businesses from a local accounting service to a large online network marketing team. Visit http://www.HotAZCandles.com to learn more about her current business and her family. To join Donna's newsletter, go to http://hotazcandles.com/success_tips

How To Stay Focused When Things
Are Not Going Right…

By Pam Lawhorne

Most people believe that when you become self employed everything in life gets easier. Well I can certainly tell you from my own personal experience that when I became self employed things actually became harder. I was talking with my sister the other day and told her how simple life use to be when I was broke and was barely getting by. Even though I was miserable, I didn’t have as much stress or responsibility.

I grew up extremely poor and even though I’m not “filthy rich” I can’t imagine ever being that poor again. Even though it made me the person I am today, I can guarantee that the experience was over rated! When I started my first business over 10 years ago my drive and motivation at the time were basic. I wanted to keep a roof over my head, gas in my tank and food on my table. As time went on my mind expanded and my drive and motivation expanded as well. I began to realize that I could accomplish my dreams of living a better life and achieve my goal of becoming my own boss.

There were plenty of times that things did not go smoothly. I have hit so many bumps in the road that it became too many to keep track of! Running your own business you always will always have employees who do not show up, equipment that will break, and client’s who won’t pay their bills on time - you name it. When these things happen it’s important that you remember to stay focused.

There will always be times when things will not go right and it’s at these times that you remember your motivation. For me, my motivation has always been my children. I wanted to give them things that I could have only imagined having as a child. Not necessarily materialistic things but things such as a nice home, a good school, new clothes and security. All which are things I did not have as a child. I remember growing up having to do without because we were poor. Then I look at the wonderful life my husband and I have been able to provide for our children and that’s the internal drive that keeps me going.

Don’t get me wrong. Even to this day I still have good and bad days. There are days when I wake up and I feel like I’m in heaven. Then there are other days when I wake up and feel like I’m in . . . . well the other place. Again, it’s that internal drive that always reminds me why I do what I do. It’s that internal drive that will keep you focused when things may not be going as planned. There’s a quote by Dan Brown that I love that goes: “If not me – Then who? If not now – Then when? If not this way – Then how?” I have this quote posted in my office as a reminder that even when things go bad that they could be worse. Misery is optional. Success is possible. The choice is up to you.

Determine who you want to become and the type of life you want to have. Determine when and why you want to be this person and live that type of life. Then most importantly, determine how you’re going to make it happen. Some people live their lives aspirational and not operational. That is why most people never accomplish their goals. Don’t become one of “them”. Stay focused and go out and make things happen!

About the Author
Pam Lawhorne, a small business expert, provides advice, guidance, and encouragement to aspiring CEO's around the nation. She is the Chief Empowerment Officer of Empower U, Incorporated, a training and consulting firm that specializes in interactive workshops, seminars and coaching programs. Pam is the creator of Youth Empowered 2 Succeed and Women In-Powerment Network which are training programs developed to promote entrepreneurship education and empowerment to women and youth. For more information please visit her websites at www.PamLawhorne.com or www.Empower4U.com. She can be reached at 704-569-EMPOWER or by email at Pam.Lawhorne@empower4u.com.

10 Tips For Holiday
Business Builders

By Jackie Ulmer

The holiday season can mean a real slow down for home-based business owners, but only if you let it! With a holiday plan for business and some organization, you can keep your business thriving, and propel yourself into the New Year!

Here's how -

1. Do some follow up now with past contacts. Schedule a phone or face-to-face appointment to review your program or products.

2. Do you have a product or service that might be perfect for holiday gifts? Schedule some lunch time or afternoon showings for people to preview. Make gift suggestions and offer to gift wrap. Send out email greeting cards to remind people to buy from you!

3. Offer a discount coupon to anyone who refers a friend who also purchases between now and the first of the year.

4. Begin setting appointments now for January. Let people know that you realize they are busy and suggest a date in January.

5. Put yourself in power momentum by scheduling blocks of time daily for contacts and follow up. What is realistic each day? 5 of each? 10 of each? Set the pace and stick to it!

6. Go on a mission to pass out as many flyers and business cards as humanly possible over the next month. And you do, have a 30 second "commercial" ready that may appeal to what they need right now. Extra cash for the holidays? Convenient and secure online shopping with no crowds, hassles or parking?

7. Going to a lot of holiday parties and events? Use this time to meet as many people as you can. Ask lots of questions and collect business cards and email addresses. Ask each person if they mind if you keep in touch with them. If they begin asking you questions, be prepared with short, intriguing answers. If they show an interest, schedule a time to contact them in the next few days. Try to avoid saying too much about your business at the party. Schedule, schedule, schedule and then be sure to follow up!

8. Include a business card, flyer, post card or some bit of "shameless promotion" in your holiday cards and correspondence. Don't send cards? Now you have a good reason to start! Check on that tax deduction!

9. Begin reviewing your past year's goals and accomplishments. Where can you improve? In what ways can you push yourself on to bigger and better next year? Have your next year's business plan concrete before January 1!

10. Keep your focus, remember CANI (constant and never ending improvement) and enjoy the season, knowing that you are doing and being the best you can be!

About the Author
Jackie Ulmer, a veteran Home Based Business Owner, has coached and trained thousands of representatives both inside and outside of her sales organization. One of her primary goals is to help others succeed. She can be reached through her web site at:
http://www.streetsmartwealth.com/ Subscribe to her FREE newsletter by email to streetsmartwealth@quicktell.net

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Copyright 2006, Regent Press