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From the Desk of the Editor
Remember Your Why . . .
Starting and building a business is never easy. There are all too many people who will tell you it can't be done. Friends and family will try to persuade you to give up this madness and get a good, steady job with a regular paycheck. Prospects will turn you down, recruits will abandon you at the first sign of work, and a tiny commission check will make you want to quit. Don't!
"But it's so hard," you say, "No one believes in what I'm trying to do, my friends and family think I'm crazy, I'm just not sure if I am up to it!"
When you have days like this - and you will -- the one thing that will sustain you and keep you going is your Why. In other words, the reason that you stepped out of the long line of people following the regular path and started your own business in the first place. Maybe it's because you want to stay home with your children, or that you want to finally get out of your dead-end job that pays you a pittance, or that you'd like to buy a home, or spend more time with your family, or to spend your day doing what you want to do. Whatever your Why is -- it's unique and special to you. Cherish it and honor it, because your Why is what will keep you going when all the obstacles seem stacked against you.
Succeeding in your own business is hard -- after all, if it were easy, everyone would be doing it. It takes a lot of energy, drive and passion to make it through the tough times on the road to success. It's like you were a rocket that has to expend tons of jet fuel to break free of the earth's gravity. Your Why is your jet fuel that burns hot and bright within you. And once your orbit has been successfully achieved, you can look back and see that all the energy expended is worth it and your path is high and wide.
So, the next time you feel like you want to quit -- just remember your Why and stay the course.
Linda Locke, Editor MLM Woman
Make Sales Happen By Entertaining Your Customers By Sue Barrett
Building a website with all the high-tech features may dazzle your customers, but will it make them buy?
Online shopping has attracted customers because of the price discounts and wide variety of choices it can offer. Customers can save valuable time and money shopping on the internet. However, the physical shopping world offers something that most websites haven’t yet mastered: entertainment.
Shopping has traditionally been a group-oriented activity that’s entertaining. Besides purchasing products, people can use this recreational activity to get together, chat and relax. Browsing is entertainment.
The new Metreon recently opened out here in San Francisco. This retail center has put a new twist on shopping that plays up what the internet shopping experience lacks: human interaction and entertainment.
People go here to play and have fun while they shop.
The Metreon creates a stimulating environment by including many touch-sensitive activities. In addition, people are treated as guests rather than shoppers – they can sit back, relax and watch TV with friends, listen to CDs, play video games, send e-mail postcards and more – all for free.
If you provide an atmosphere on your website where your visitors can be entertained while browsing, will they buy?
Will they buy more? Will they be more likely to return next week because they enjoyed their visit? Although it may be too early to tell, consider your own online shopping experiences.
Entertainment is one factor that many websites currently don’t include. Is it costing them sales? Examine your specific target market: would fifteen minutes of shopping at your site be more enjoyable if it were entertaining as well?
If so, what online activities will help you create that type of atmosphere?
Without investing a lot of time or money, you can implement some very basic interactive tools on your website that will give your visitors the option to participate in a variety of activities while they are browsing. You don’t even need to understand advanced programming, CGI or javascript.
Here are some examples of basic interactive tools that get your visitors more involved in your website and at the same time can give you valuable information about your target market:
1. Polls/questionnaires: customers can voice their opinions
2. Quizzes/games: customers can test their skills
3. Message boards: customers can ask questions and get answers from others
4. Classified ad pages: customers can advertise a product or service, or make a purchase
5. Discussion groups: customers can find information on certain topics that interest them
6. Search engines: customers can easily and quickly search your website for information they want
7. E-mail: customers can contact you directly with questions or comments
8. Feedback forms: customers can let you know what they think about your website or service
9. Weekly or monthly online newsletter: customers can have information that they are interested in delivered directly to them
Note that you can offer all of these activities to your website visitors for free. If you consistently update your information, change your activities for variety and respond quickly to all messages, these tools can attract visitors back to your site again and again.
This effective low-tech solution can deliver valuable information to both you and your visitors. It can also improve customer satisfaction and retention, decrease operating costs, improve the level of service and increase revenues.
Watch out! Interactive tools can distract your customers from buying. You don’t want technology to work against you, so make sure that these activities synchronize with whatever you’re selling on your website.
On a small business budget? Don’t worry! There are many interactive tools that you can use on your site for free. In addition, you can easily install basic tools that are remotely hosted on other sites. That translates to: no programming for you! Here are some good resources:
www.Bytecenter.com www.Freefind.com www.Hostedscripts.com
E-commerce success may actually not be a result of the high-tech bells and whistles on your site – but the community and human interaction that you provide to bring your customers back. If you aren’t getting the results you want from your website, reach out to your visitors. You may find that’s just what they want.
About the Author:
Sue Barrett works for FApublications and operates the Home Business Center, which has helped hundreds of people successfully start their own home businesses. For more information on increasing your sales, visit www.homebusinesscenter.com or contact Sue at editor@homebusinesscenter.com. FApublications, 31 N San Mateo Drive Suite 144, San Mateo, CA 94401-2865, 888-809-0494
Got Referrals?
By Gary Lockwood
Ho-Hum. Another day at the office, waiting for a potential customer to call or come in. Hmmmm.
What would your business be like if your current customers were enthusiastically rounding up prospective customers for you? Imagine the excitement of talking to people who already know about you and know about your products and services. How difficult would it be to close those sales?
Of course! Selling to those people would be a piece of cake. So why aren't your current customers bringing you referrals? Perhaps it's because you have not instructed them, motivated them, made it easy for them, asked them or initiated the process.
Like most worthwhile endeavors, getting referrals requires planning and preparation. First, the planning. Start by making a list of all the people who might be a referral source for you. These may include people you do business with, such as your banker, accountant, attorney, printer, consultant, broker, and so on. This list will also include at least some of your existing clients. How about friends, community leaders, previous business associates, and suppliers?
Next, scan the list for the handful of your best current referrers. Chances are, you have a few people who routinely recommend prospective customers to you. Perhaps you also send referrals to them. Start with these potential "Referral Partners". Almost always, you'll have better results by developing stronger relationships with a few referral sources rather than shallow relationships with lots of sources.
In order to help your Referral Partners give you good, qualified referrals, you need to get crystal-clear about what you are looking for. What types of people/organizations make the best customers for you? Are there any geographic limitations? How about size or volume requirements?
What problems do your products and services solve? Your Referral Partner will have an easier time of spotting potential clients for you if they (and you) are clear about what symptoms to look for. This also makes it very natural for your Referral Partner to suggest your firm as a way for their colleague to solve a problem.
Don't overlook the desired personal characteristics of potential customers. As you know, the chemistry you have with a customer is a crucial factor in establishing a long-term business relationship. Have you ever noticed that some people make you feel good just to be around them? These are the people who give you energy when they are near you. These special people seem to unlock your creativity and stimulate your thinking. Wow!
On the other hand, there are probably others you can think of who just drain all the life out of you. Which would you rather have as clients? You can surround yourself with people who are pleasant, easy to deal with, interesting and, oh yes, profitable.
When you are clear about describing the recommendations you want, you make it easier for your Referral Partners to identify prospective customers for you.
Now that you have identified several possible Referral Partners and you are clear about the types of customers you want, it's time to create a customized plan for each Referral Partner. Think win-win. What does the Referral Partner get from this relationship? Brainstorm all the various ways in which the Referral Partner benefits from giving you a recommendation. Be as specific as you can. Each person has individual needs and interests, so be creative in discovering ways in which this person gets value from the Referral Partner relationship.
Perhaps one of your current Referral Partners could help you brainstorm this list of possible benefits that come from referring clients to you. Remember, people do things for their reasons, not yours. If you can't articulate the benefits of sending referrals to you, you'll not likely get many.
In order to instill confidence in your Referral Partner, you need to spell out exactly what you will do when given a referral. Your Referral Partner has surely developed valuable relationships over the years and will be most reluctant to do anything that might jeopardize those relationships. Be specific as to what will happen when your Referral Partner gives you a referral. A simple, step-by-step process that shows how you will represent yourself (and your Referral Partner) will provide assurance that the potential customer will be treated with respect and dignity.
Next, discuss the specific actions you want from your Referral Partner. Do you want them to call the potential customer? What do you want them to say?
Would you prefer they arrange a three-way appointment? Often, people want to give you referrals, but don't know exactly what to do or how to do it. Train them; coach them; help them get clear on what's expected of them.
Once you get a referral, be sure to show your appreciation. Behavior that is recognized tends to be repeated. You can show your appreciation in many creative ways. For some Referral Partners, it may be a gift. Others may prefer recognition, favors, events or special support. Showing your appreciation is not only the polite thing to do; it is also a smart way to encourage more referrals.
So far, we've discussed getting recommendations for potential customers.
What about referrals to new referral sources? By using the same process outlined earlier, you have the opportunity to develop new Referral Partners. This is a great way to dramatically increase your business without the time and effort of cold calling and cold prospecting.
Bottom line; developing and implementing an effective referral strategy can produce a steady stream of new business for years to come. You can achieve your professional goals faster and easier through effectively targeting referrals. Start today.
Got referrals?
© 1998-1999 BizSuccess All rights reserved. No duplication.
Gary Lockwood is Your Business Coach. Grow your business, make more money and have more fun. Gary@BizSuccess.com Office: (800) 272-1575 (USA) * Fax: (815) 361-3041. Get the Unique, Do-It-Yourself Business Success Kits - FREE To get yours, go to http://www.BizSuccess.com/freekits.htm Get Gary’s business newsletter free, send e-mail to: bizsuccess-on@bizsuccess.com
Advice from A-Z
The Power of A Flower By Azriela Jaffe, © 1999
As I raced to my car this morning, breakfast stuffed into my purse, hoping that I had at least managed to get myself fully dressed, I once again reprimanded myself for taking on too much. I am headed out of town tomorrow for a few days to keynote a national conference, so my to-do list before leaving is about three days worth of work and I've run out of time.
At 8:30 this morning, I headed to a seminar offered by our local Lancaster chamber of commerce, for a class taught by Dave Romeo, partner in Primary Staffing Services of Lancaster, on how women can be successful in business. Dave asked me to sit on a panel of successful area women. I'm honored to be asked. I'm also too busy today to say "yes" and so I felt overwhelmed.
Waiting for me when I arrived was one of the most thoughtful gestures I have ever experienced in the working world. Dave had arranged for each of the women panelists to have a simple rose corsage waiting for them. You know the kind - what you'd wear at a wedding when you are the bridesmaid, or perhaps what the true love of your life pinned on you when you were sixteen and going to the prom. I haven't seen, or worn one of these corsages in about twenty-five years, and as one of my fellow panelists pinned my corsage to my dress, I felt transformed from "stressed out business woman" to "special woman of the day."
And that of course is what Dave intended. It was his way of recognizing the commitment of time and energy it took each of us to join his class, and a simple way to make the panelists feel special. It struck me that this small investment of time and effort on his part had a huge payoff. I no longer second-guessed my decision to commit my time to his class. My estimation of him as a class-act and a considerate colleague went up a few notches.
When I returned home, instead of immediately changing out of my professional garb into my work-at-home sweats, I left the dress and corsage on. I can't wait to pin it on to one of my little girls when they come home from preschool today. When they ask me why Mommy is wearing flowers today, I'll just tell them, "because someone thinks that I am special. And you're special too, so let me put them on you."
I'd like to take Dave's gesture for the women panelists a step further. This article reaches thousands of people, so consider this a call to action. Do you know that you can purchase a lovely corsage for much less than ten dollars? ( I know, I called florists in town and was amazed at how inexpensive it is!) Now, consider all of these possibilities, and I urge you to do it today.
Buy a corsage for every one of your employees who is serving customers today - whether they are greeting them in person or even on the phone. Tell them it's because you realize how important they are to your business and you want them to know they are appreciated. You might even go as far as giving a corsage or boutonniere to every employee - after all, they are all serving customers in one way or the other.
Give a corsage to a coworker who is going through a rough time in her personal life with a note that says, "hope this will pick up your spirits a bit."
Purchase 100 corsages for a discount - say it's a $500.00 investment, and give them to the first 100 women who purchase anything from your store. Think they'll tell their friends about it when they walk out of the store wearing a corsage and everyone - including their husbands - ask where they got it and why they are wearing it? You bet they will. You'll spend a lot more money than $500.00 in print advertising and the word of mouth of this gesture will bring you far greater reach than an ad ever could.
Buy a corsage or boutonniere for your favorite business owner and his or her staff and let them know how much you appreciate doing business with them as a customer.
Buy your spouse a corsage or boutonniere, and bring it home with a note that says, "Every day you are special to me. Thanks for putting up with me. I love you."
Buy your daughters a corsage and tell them that they are beautiful in your eyes and you wanted them to look like a princess.
What we are talking about here costs less than a movie, and will take you only a few moments of time. I guarantee you that it will create a memory of a lifetime. Couples like my husband Stephen and I complain about the lack of funds and time for creating romance in our overcrowded lives. Business owners worry about being unable to retain the best workers. We want to let the people we appreciate know that we are grateful for their contribution to our lives. This is a simple way to do so.
Here's a disclaimer. I own no stock in any flower companies and have no financial investment in your decision one way or the other. I am only passing along a gift I received this morning from a thoughtful business man who understands that it's sometimes the little stuff that makes a big impression. Thanks, Dave. I expect that, because of you, lots of women will be wearing corsages today. Why don't you go buy your lovely wife, Kim, one? I bet she deserves one too. And while you are at it, treat yourself to a boutonniere. Send me the bill.
(PS - I sent Dave a copy of this article. He got so excited about the idea he was leaving immediately to buy his wife and all of the employees of his organization a boutonniere. And even though I offered, he isn't sending me the bill.)
Azriela Jaffe is a syndicated columnist and author of the New book "Starting from No: Ten Strategies to Overcome Your Fear of Rejection and Succeed in Business" and several other self-help books. She welcomes reader response and questions to PO Box 209, Bausman, PA 17504 or az@azriela.com. For free online newsletters for entrepreneurs, visit her Anchored Dreams website at: http://www.isquare.com/crlink.htm
How to Explode Your MLM Business Online with E-mail
By Michael Klimek ©1999
Utilizing the internet to expand your Network Marketing business is critical for success in the new millennium. There are MANY pitfalls which we all need to be aware of...here are just 3 and their solutions:
Pitfall #1: Putting all Eggs in the Internet basket!
Internet marketing should be PART of a well balanced strategy of building your business. Remember - the vast majority are still NOT online. Those who are online get bombarded with so much info- therefore, the "high touch" aspects must be implemented.
Fact: Medical Research has shown that it takes 29% LONGER to understand the written word than the SPOKEN word!
Solution: Have a balanced approach at "filling your sponsoring pipeline"! Make sure you have a constant supply of fresh MLM specific leads that come with EMAIL addresses as well as phone and address.
Contact your Qualified prospects by PHONE, plug them into conference calls, encourage email leads to go to your website and listen to a presentation on "real audio", get them to listen to prerecorded presentations, do 3-ways etc etc.
Pitfall #2: The #1 mistake that people make in attempting to sponsor online is not getting on the phone with a serious prospect asap!
Solution: Transition out of cyberspace asap. Why? To a great extent, email is a "sterile environment". Quite often it is difficult to understand the real "tone" and intent of an email message. Connecting with people on the phone is extremely important to increase your sponsoring AND retention averages. MLM is a people business!
Pitfall #3: Not having an automated Follow Through System!
Here are some SHOCKING facts from the National Sales Executive Association :
*48 percent of the people quit after one contact with a prospect
* 25 percent stop after the second contact
* 12 percent actually make three contacts
* only 10 percent make more than three contacts
Drum roll please..............................
* 80 percent of the sales are made after the fifth contact!!
Do you REALLY understand what this means????
10% of the people are doing 80% of the sponsoring!!! Do you want to be among this 10%???? !!!
Solution: You MUST have an automated follow through system for both offline and online prospects.
Online: Using an autoresponder with at least 6 automatic follow through messages is essential! I use an autoresponder that does just this. Here is what happens:
*Prospects request information via email or your website and it is automatically delivered within seconds.
* Information is sent and their address is automatically added to my database saving me hours of endless data entry. I also receive notification in my email in box telling me that someone just accessed my autoresponder AND it gives me the email address of that person!!
*Follow up letters are automatically sent to each prospect at regular predetermined intervals building trust and rapport.
*Save time, save money, reduce stress, build customer loyalty, increase conversion ratios, and make more money!
To get details on your own Follow Up Autoresponder simply visit this website: http://www.aweber.com/?290
Offline: You must set up an automated way of prequalifying your prospects and then an organized approach of following through with them.
A system that speaks, selects and sorts for you 24 hours per day can look like this:
A 2 minute 800 "tickler" number that points to voice presentations & fax-on-demands that are accessible by making a Long Distance call helps to weed out the "tire kickers" from the serious builders.
When set up correctly, this system will sift out those who deserve to be followed through with and transform the typical 5% conversion rate to 50%! You also must have full ongoing training in the art of sponsoring.
NOTE: When done correctly, you will have people CALLING YOU daily about your opportunity!
Michael Klimek is a 15 year Network marketing veteran and former MLM company owner. He is full time in MLM and lives with his wife and daughter in Maui Hawaii. He has been authoring the Free MLMTRUTH Newsletter since March of 1997...one of the top MLM newsletters in the industry. For your free copy sample email Michael at: mlmtruth@usa.net with Subscribe in the *Subject*
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