MLM Woman Issue 118
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
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.
Ill 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 Im tossing out those
skeins I dont 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 dont 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, Ive asked others
exactly what they mean by sorting through people.
Very few people even know what this means. They just know
theyve been taught this phrase and so they use it.
Ive 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
A few times Ive been told Im
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 dont 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 youre
looking for folks to work with, why not instead look inside
and ask what you personally have to offer to the very person
youve just met.
About the Author
Audrey Okaneko has been in business since 1983.
She can be reached at firstname.lastname@example.org
or visited at http://www.scrapping-made-simple.com
Matching, Pacing and Rhythm
By Wendy Weiss
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 email@example.com.
Get Wendy's free e-zine at http://www.wendyweiss.com.
By Donna Davis
Do you use an autoresponder in your online marketing? Are
your autoresponder messages effective or do people unsubscribe
An autoresponder is a program that sends out a series of
emails you've created to contacts who've requested information
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
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
5. Briefly give them another benefit of how your business
can help them and refer them to your personal website for
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
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 didnt have as much stress
I grew up extremely poor and even though Im not filthy
rich I cant 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 clients
who wont pay their bills on time - you name it. When these
things happen its important that you remember to stay focused.
There will always be times when things will not go right and its
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 thats the internal drive that
keeps me going.
Dont 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 Im
in heaven. Then there are other days when I wake up and feel like
Im in . . . . well the other place. Again, its that
internal drive that always reminds me why I do what I do. Its
that internal drive that will keep you focused when things may not
be going as planned. Theres 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 youre
going to make it happen. Some people live their lives aspirational
and not operational. That is why most people never accomplish their
goals. Dont 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
She can be reached at 704-569-EMPOWER or by email at Pam.Lawhorne@empower4u.com.
10 Tips For
By Jackie Ulmer
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
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
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
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:
Subscribe to her FREE newsletter by email to firstname.lastname@example.org
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