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MLM Woman Issue 124
May 2007


From the Desk of the Editor

Welcome to the 124th edition of the MLM Woman Newsletter! This month we feature 5 more articles from successful and savvy women entrepreneurs who generously share their knowledge 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 articles, 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.

Yours in Success!

Linda Locke, Editor MLM Woman

10 Commitments for Your MLM Business
By Jackie Ulmer

1. Have Fun! This is seldom mentioned in your business but let’s face it – this is a volunteer business. In the beginning, you get paid very little for putting in lots of effort. Over time, you get paid a tremendous amount for not so much time. At all times, and especially in those early days, make sure you are in a business you can have fun with. Have fun with the Product; Have fun with the People and Have Fun Growing Yourself.

2. Be Your Own Best Customer. Be a product of your product and know it inside and out. Develop a story to share with others on the your personal product use. Instill confidence in your customers and potential business partners through your product knowledge and passion. Buy everything you possibly can from your own “store.” Replace any competing products in your home with your own product line.

3. Understand the personal growth curve. Personal growth comes in many forms in this business. It can be in developing belief in yourself that you can do it. It can also be developing belief in the Network Marketing industry. Consult with your upline on steps you might take to develop yourself. Ask for a recommended reading list. Also, understand that there is often a growth curve in simply growing your income beyond whatever your highest income level achieved previously might be. Go with the flow and allow the process to unfold.

4. Take on some form of weekly accountability, whether with yourself, your sponsor or someone you can relate to. Set your goals at the beginning of the week around action steps you can take to move forward in your business. Use a chart to set the goals and then mark off accomplished steps. At the end of the week, match up your steps with your goals. Reward yourself for all of the positives and revisit the negatives and decide on some methods for improvement.

5. Be aware of obstacles that you create. These may include – Fear, Procrastination, “Busy” work. Instead of pretending these don’t exist, take a look at them. When a feeling creeps in that is unwanted, instead of brushing it off, have a conversation with it. Silly though it may sound, being lighthearted about it can put you in a place of feeling empowered instead of disempowered. Ask the feeling to go away if it has no intention of moving you forward.

6. Find some mentors. These can be upline, crossline or in a completely different company. There are many great leaders in the industry who started out just like you and are happy to share some tips and ideas. Just look around. Find someone who has like values as you, and a similar style of working the business. Model their action steps and watch what happens.

7. Write down your goals. Yes, this means YOU! Success starts with first seeing it in your mind, then on paper and then making it a reality. Start with goals that you can control such as action steps you will commit to taking daily and weekly. It can be challenging to set income goals in the very beginning, so set goals that are realistic and that you can control. Accomplish those and then write down some more!

8. Commit to a schedule for working your business. Yes, I know this can be challenging with work, family, and the many other commitments that consume our time. But, if you don’t make time for your business, how is the business ever going to really work and create what you really want? It won’t happen without your commitment to it. Again, be realistic. If you have only 5 hours, make the most of those 5 hours and don’t concern yourself with the fact that it isn’t 10. Create some success and you’ll be amazed at how more time will open up.

9. Tune out negative outside influences. Just like those obstacles mentioned above, these do nothing to serve you positively. Some people are not going to be interested in your product or your business, and still others are going to tell you that you are crazy for doing this. Sometimes, it may be the person closest to you. Decide right now if you are truly committed to your own success in this endeavor and then refuse to listen to what anyone else feels compelled to say or share. Pretend that it is none of your business! Because, it isn’t!

10. Have belief in YOU. YOU are the most positive asset you have in this business. And, you control YOU. Decide to be the type of person others attract to and want to work with. Decide to be the best you can be each day in your business and decide that each day you will get better and better. Believe that if it has happened for one, it can happen for you. Just as you believe that the sun that is setting today is going to rise again tomorrow, shining a bright light on you and your journey!

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/

Follow Up Focus
By Diane Helbig

How effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth.

Many people tell me they just don’t have time to follow up. I submit they don’t have time not to follow up! The key to successful follow up is developing a tracking system. Decide what methods you want to use for touching the contact. This depends on results and desired outcomes.

The Sales Process:

When you are selling, your follow up can be the difference between getting the sale or not. Think about it – what is the point of making the initial contact (cold call or introductory letter) if you aren’t going to follow up with a phone call? Why bother? Do you really think the prospect is going to call you? Sometimes they do. More often than not, they don’t. You’re the salesperson. It’s up to you to show the prospect that their business is important to you. There are several ways you can stay in contact with prospects: calling, emailing, sending snippets of information you think might be of interest to them. Establish a program and stick to it. Like any habit, it gets easier once fully adopted.

New acquaintances:

When you meet someone at a networking event, luncheon, seminar, etc., ask them for their business card and follow up with them. Sometimes just a handwritten note is sufficient. Depending on who they are and the conversation you had with them, you might want to drop them a note and suggest a future meeting. Once again, you’ll have to follow up on the suggestion. Don’t wait for them to call you up. They might, but if it’s important to you to develop a relationship with them – prove it. Call them.

Old acquaintances:

Have you ever run into someone you knew in the past but for some reason you had lost contact with them? Whether they are someone you want to establish a current relationship with or not, send them a handwritten note telling them how nice it was to see them. If you have no interest in pursuing a relationship, wish them well. If you do want to keep in touch, suggest a meeting. And again, follow up on the suggestion.

Clients:

Some people are in constant contact with their clients so follow up may seem unnecessary. I submit that everyone should be following up with their clients on a regular basis. This can take the form of a survey, a drop-in, a note thanking them for their continued business and support, a small gift, and so on. Choose one or more methods depending on your client base, and establish the routine to make sure it happens.

Everyone likes to feel appreciated and important. By taking the time to follow up, you are letting the people you know and meet, that you value them. It’s so simple and yet can yield huge results.

Copyright © 2007 Seize This Day Coaching

About the Author
Diane Helbig is a Professional Coach, and the president of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople to help them create successful business development strategies. As a team, they embrace the possibilities. Visit Diane's website at http://www.seizethisdaycoaching.com and her blog at http://www.seizethisdaycoaching.blogspot.com

How to Master the
Art of Self Promotion

By Liz Pabon

You simply have to have the will to do it--the will to self promote!

Over the years coaching with small business entrepreneurs, I find they often come to me with innate skills and ability, a vision of what they want, and a fairly clear picture of whom they will serve.

Some succeed, but for many their dream business seems to lose steam and die on the vine.

Why?

Failure to launch!

Follow these three tips to help you kick your self-promotion into high gear. If you're already a great self-promoter, take these as reminders of the basics to follow:

1. Before any meeting, networking event, or before you prepare any new Marketing collateral answer these questions:

* Why me? In other words, why should someone choose you over the many other options in your category?

* Why now? Are you providing a compelling reason to have your audience take action today? If not, what is a good reason for them to engage with you now.

2. Call everyone you know:

Share with them what you're doing and your value proposition (your unique selling point). Don't be shy. Leveraging the relationships you already have is an effective way to get your promotional ball rolling.

Self-promotion is not obnoxious or rude - it is all in your delivery. It is however a NECESSITY in business.

If you are on the shy side and don't want to pick up the phone, zip off a quick letter describing your unique selling point. In that letter you'll want to:

* Ask if they have any need for your product or service.

* Get referrals! Ask who they know that has a need for your product or service.

* Ask them to make an introduction on your behalf before you get in touch with their referrals to you.

3. Network with a clear purpose:

There are many ways to look at networking. My hope for you is that you choose to view networking as a simple, cost-effective way to promote your unique brand!

While we generally think of networking as it relates to our business, it is also a great way to make personal connections and grow your sphere of influence in general.

You can network at targeted associations and lead groups, or network with or through contacts and raving fans. Just get out there and network and remember:

* Dress to impress - what you put on your back is your personal packaging so give it some thought.

* Have a compelling elevator speech - if you can't articulate what you do then who can?

* Ask LOTS of questions and LISTEN for the answers - this is the starting point for establishing relationships.

* Follow proper networking etiquette - handing out your business card or promotional items without being asked makes you appear self-serving. Savvy networkers know that it's not about you...it's all about them.

* Include a personal touch by hand writing thank-you cards to everyone you meet within five days of meeting them - while you are still fresh in their minds.

* Be FEARLESS!

If you're wondering if the ability to self-promote is something you're born with the answer is NO!

The skills towards becoming a master self-promoter is learned, the "will" to achieve wild success however, is quite another thing.

Not everyone has the "will," the ability to "focus," and the "desire" to do what it takes to create opportunities where business can boom. It's just that simple. But by following some simple steps, you can take a great number of steps down the path to successful self- promotion.

©2007, Liz Pabon. All rights reserved.

About the Author
Liz Pabon, “The Branding Maven,” is inspiring, motivating and empowering - but most importantly, she’s effective. A speaker and author on the topic of personal branding, Liz delivers insights and principles that are proven to achieve WILD SUCCESS. Liz publishes the weekly Keys 2 Wild Success! ezine. If you're ready to ATTRACT amazing clients, set yourself APART from the pack, make a lot more MONEY, and have a lot more FUN in your small business, get Liz’s FREE WEEKLY TIPS by going NOW to http://www.thebrandingmaven.com!



Network Marketing Business -
What's Your Color?

By Brenda Bunney

In the network marketing business, all colors are awesome! Most of us will be a blend of two or more personality colors, but one will be dominant. I have learned that it is great to have multiple personalities, so to speak. We are a little more balanced when working our network marketing business.

Do you want to be sure you are having fun working in your network marketing business? Is it easy for you to make friends and are you the life of the party? You may be predominately Blue.

Maybe you are a Green. If you were looking at a new network marketing company, would you insist on reading all their product literature and figuring out how many people you will need to make $10,000 per month before making any decisions?

Business is business. A red does not want to spend valuable time visiting about John’s personal life. Time is money! Making small chit chat about the family is not your cup of tea. There might be some Red in your blood.

You want to send your parents on a dream vacation. There are three kittens and two puppies living with you now because they have no home. One of your goals is to be able to give to your favorite orphanage. You’re probably a Yellow.

Learning to recognize the color personality quickly is essential in creating a strong relationship with your prospect. You may have only one chance to create a bond with a new prospect.

When the Green hears the Blue’s lively tale of how much fun they are having, the only thing the Green wants are the product ingredients, product benefits, and facts and figures to back everything up.

The Red’s will aggressively pursue their chosen network marketing business with gusto and will not stop until they succeed or die trying.

Have you found your color personality yet? Recognizing the color personality quickly is essential in creating a strong relationship with your prospect. Gain insight to the network marketing business through the simple use of colors.

About The Author
Brenda Bunney is married with two children. She is a successful network marketer who believes anyone can be successful with the proper tools and mentoring. She enjoys helping others empower themselves with the network marketing skills they need to build a successful business. Visit Brenda's web sites at: http://MLMSuccessBunney.com and http://BrendaBunneyMLM.com

Watch Your Language or You'll Be Watching Your Customers' Backs as They Walk Away!
By Christine Anne Sutherland

Linguistic Giveaways!

We experience the world only through our senses. If we didn’t see, hear, taste, smell, touch or feel any physical sensation, we would have 100% sensory deprivation and would have no experience of the world whatsoever. In fact we would probably die, because there would be no physical feedback telling our brain to make our heart beat with a certain rhythm, or telling our lungs that they needed to fill.

So for us, “reality” is based firmly on what our physical senses tell us because we can only know the world through the senses we use to experience it. Whenever we attempt to describe our reality (i.e., communicate, even to ourselves) we display the senses we have used to process our experience, via the very words we select.

These words are called predicates, and are the linguistic cues which alert us to which representational system someone is using. It can be most helpful to recognise and pace these in order to build and maintain rapport, and in fact if you do not pace these you may find your client or colleague has difficulty in trusting you or even understanding you.

Take a look at the lists of predicates below and notice how easily you can now understand how language betrays someone’s internal processing!

Visual Predicates: see, look, appear, view, show, illuminate, clear, focus, imagine, picture, catch a glimpse of, dim view, get a perspective on, eye to eye, in light of, make a scene, mind's eye, pretty as a picture, showing off, take a peek, well defined, vivid clarity

Auditory Predicates: hear, listen, sound, make music, tell, harmonise, tune in/out, be all ears, rings a bell, silence, resonate, deaf, overtones, attune, outspoken, clear as a bell, call on, clearly expressed, describe in detail, earful, give me your ear, word for word, orchestrate

Kinaesthetic Predicates: feel, touch, grasp, get hold of, slip through, catch on, tap into, make contact, throw out, turn around, hard, concrete, get a handle on, touch base, boils down to, come to grips with, connect with, cool/calm/collected, firm foundations, get a load of this, get in touch with, slipped my mind, hand in hand

You might also from time to time hear some predicates which could be described as gustatory or olfactory: yummy, leaves a bad taste, tasteful, tasteless, stinks, soft buttery fabric, peachy! Most NLPers tend to lump these together with kinaesthetic predicates.

Some words don’t seem to be attributable to any particular representational system: consider, think about, believe, calculate etc. This type of language is often used in technical or academic reporting and is considered to be “auditory digital”.

Clash of the Predicates

Because we generally have a preference for using one particular sensory system to process our “reality” it logically follows that our language predicates will be from that same sensory system. Thus someone might have a preponderance of visual predicates, while someone else might have mostly auditory predicates.

If we fail to recognise that, and fail to adapt our own language to suit the person we’re communicating with, we risk not being understood, but more importantly, we risk that person feeling that we don’t understand them!

Check this scenario:

Customer: I can see difficulties with this. I just can’t picture it working.

Salesperson: Let's walk through the specifications again and maybe you can get a better handle on the way it would work.

Compared with this scenario:

Customer: I can see difficulties with this. I just can’t picture it working.

Salesperson: Let’s take a look at the specifications again and see if we can get some clarity on how it would look to you if it did work.

The following exercises are designed to help build an awareness of the language predicates that people use, as well as a high level of skill in adapting your own language to theirs.

Exercise - Heightened Awareness of Predicates and Breathing Cues

Breathing cues can alert us to the type of sensory representational systems (V, A, K: visual, auditory, kinaesthetic) a person is using. When a person is breathing high in the chest (see shoulders moving) then they may be processing pictorially. When a person is breathing mid chest (abdomen not moving) they may be processing auditorially. When a person is breathing fully (abdomen moving in and out) they may be processing kinaesthetically.

In groups of 3 or more, A talks to B about a situation, and every time A uses a predicate, B raises his/her hand, breathes in a V, A or K way, and names the word to which he/she was responding and which representational system he/she was modelling. C observes and comments on accuracy.

Exercise - Gaining Facility in Switching to Other People’s Language

In writing, describe the same sales proposal 3 times, using first visual, then auditory, then kinaesthetic predicates. Take about 4 lines of writing each time.

What sensory preference do you think you have? Hint: In the sentence work above, one of the sentences may have seemed very easy, and the others more difficult.

Be more aware of your clients’ language, and adapt your own appropriately, and you’ll greatly influence the quality of the connections that you make.

About the Author
Christine Sutherland is the author of "Take Your Team to the Top" and the founder of My Speed Business Network, a free Web 2.0 community which helps business and sales professionals to develop better business development strategies. You can read more of Christine's articles on http://www.speedbusinessnetworking.com

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Copyright 2007, Regent Press