From the Desk of the Editor
Welcome to the 86th issue of the MLM Woman Newsletter. This month we feature articles on how to boost your web site profits, the 7 character traits of successful people, tips on how to stay sane while working at home, 3 simple selling tactics, and tips about the best ways to find prospects for your business.
Linda Locke, Editor MLM Woman
Five Smart, Effective
You've probably heard the saying, "work smarter, not harder!" -- well, there's truth in that saying and you can use it to increase the profits from your website:
1. Create an Upsell.
One of the best known examples of an upsell is when
you walk into a fast-food restaurant. Let's say you order a burger
combination that includes a small order of fries, which sells for
$0.99 on its own. A large order of fries sells for $1.99. When the
cashier asks you if you'd like
Offer a premium version of your product as well. Test
various scenarios to see how best to present your upsell. For instance,
you could offer a choice before the customer places an order, to give
him the option of choosing a product that's within the price range
he's willing to pay. Or you could present the upsell after he's already
made the decision to purchase (eg. after he's pressed the 'order'
link), because once he's decided to buy he may be more amenable to
2. Add a Subscription Service.
Subscriptions are a great alternative to one-shot sales, since they offer the benefit of a residual income stream. If customers like your service, they can renew year after year - and there's relatively minimal time, effort and cost required to keep them as customers. It's far cheaper and easier to keep happy customers than it is to acquire new ones.
Some ways to create a subscription service include:
* Offer a printed copy of a premium newsletter service.
For example, it could be based on your free email newsletter but with more detail, or with coupons or discounts that readers would not otherwise receive.
* Popular site? Charge an annual fee to sites that want to appear in your links or resources directory. This helps to weed out "casual" link requests while also paying you for the time required to review links for approval and to maintain the directory.
* Create a service that's available to subscribers only, and offers information that isn't freely available to others visiting the site. For instance, let's say your site specializes in finding executive-style condos.
People who visit your website are presented with all the details - photos, rates, amenities, and so forth. The only thing missing is the contact information for each rental. If someone is interested, he or she pays a suscription fee to be able to view the contact information for all the condos on your site.
There are plenty of other ways to create a subscription service. Use your imagination!
3. Fire Bad Customers.
Most customers are wonderful, but there's always a small percentage of them that end up costing your business far more time and effort than is justified. For instance, someone may constantly demand special treatment yet be unwilling to pay for it. Another might be extremely rude to you. The good thing about operating your own business is that youcan choose not to deal with these types of people.
Some people are just impossible to please. Know when to cut your losses. Be professional and polite, but also firm, when you let your customer know that you don't want his business. If you're so inclined, you can even direct him elsewhere.
4. Cultivate Relationships.
People buy from other people. Establish yourself and
your business as a trustworthy and credible source of information
and quality products or services. Offer fast, responsive, and helpful
customer service - and even try to go above and beyond what your customers
Publishing a newsletter is a popular way to keep in touch and develop trust. Although it can be time-consuming, it helps to keep your business in the forefront of your readers' minds. When they're ready to do business, your company is more likely to pop into mind.
5. Follow-Up With Prospects and Customers.
There can be any number of reasons why someone won't
buy immediately, even if they're interested. They might be waiting
for the next pay cheque. The dog may be barking to be let in, or maybe
dinner is burning. Whatever the reason, people do get distracted from
their original intent to purchase. Many people are also naturally
cautious and prefer to do more research or mull things over before
making the decision to buy. By following up with a prospect
Many businesses will also follow up with existing customers to offer their backend products. For instance, someone who has purchased a dog training book may also be interested in purchasing a complementary video that demonstrates these dog training techniques.
There are lots of excellent autoresponders available to take away the tedium of manual follow-ups.
About the Author
Seven Character Traits
of Successful People
By Chris Widener
2. They are honest.
Those who are successful long-term are the honest ones.
Dishonest people may get the first sale, but honest people will get
all the rest!
3. They persevere.
How many success stories will go untold because they never
happened? And all because someone quit. Successful people outlast everybody
4. They are friendly.
Have you noticed that most successful people are friendly
and people oriented? This endears them to others and enables them to
lead others to accomplish the task.
5. They are lifelong learners.
Successful people are people who stretch themselves and
grow continually, learning from all areas of life, including from their
6. They over-deliver.
The old statement of under-promise and over-deliver became
famous because it made a lot of people successful, including the richest
man in the world - Bill Gates
7. They seek solutions in the face of problems.
Problems are opportunities to do the impossible, not just
complain. Successful people are the ones who find solutions.
by permission. All rights reserved worldwide.
Made for Success.
About the Author
How to Stay Sane
Working at Home
It's great working at home, being your own boss, but for some people it's not what they expected.
I've heard several people say they get lonely and miss being around work associates; others find it hard to stay disciplined, or they just find working at home boring. I personally don't find it to be any of those things myself and love working at home, but everybody's different.
Some people are almost forced to work at home, such as disabled people, single moms that can't afford daycare, or don't want to put their children in daycare. For these people that didn't necessarily choose a home career it can be quite depressing.
For those that chose to work at home, and don't want to change that
part of it, often times another problem arises. It can be called,
"wearing all the hats syndrome". Not only do you run a business
and play manager, employee, billing clerk, sales person, inventory
manager, etc., with a home business, you might find yourself cleaning
the house, taking care of the kids, cooking meals, folding clothes,
running errands, and paying bills, all during working hours. This
problem tends to arise when there is no set work routine. It leaves
one feeling overwhelmed
To really enjoy a home business and keep yourself sane, it's necessary to establish business hours and a routine.
It's best to get dressed every day at a reasonable hour, otherwise you find the whole day's gone and you're still in your night clothes. It's great to be able to do that, it's just not good to do it. You can bet the doorbell will ring on the days you slack off on this one!
Give yourself a lunch break and try to eat healthy. It's so easy
working from home to walk by the fridge every thirty minutes and get
a snack. Soon your body expects to be fed every couple of hours, just
like a newborn. Not a good thing, especially when you start packing
Try to get some fresh air every single day. It's not good to get out of the house only once or twice a week. When you feel mentally happy and healthy, you will be able to stay sane with a home business.
Remember, working at home can be harder than working outside the home. It's all up to you how your business turns out; it's a lot of responsibility. So, try not to stress yourself unnecessarily.
Use phone time wisely. Enough said
As far as housework goes, and all that other stuff that messes up
your work day, I found something that works and may work for you.
I get up and get showered and dressed and then I spend about an hour
cleaning the house. I'm usually ready to sit down and start work around
nine, but if it's ten o'clock that's fine too. Routine, routine, routine,
is the key to being successful and staying sane in a home business.
About the Author
Michele Miller is a home-based business owner and author of an Ebook about medical transcription. You can visit her website at: http://www.medical-transcription-at-home.com
3 Simple Selling Tactics
The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave. They work for any business - regardless of what you sell, how you sell or where you sell it.
1. Pay Attention to Getting Attention
Can you remember the last 3 advertising messages beamed at you? Can you remember even one of them? Most people can't ...including your prospective customers. That's because they automatically ignore the steady stream of advertising directed at them.
This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention - and get it fast - or your sales message will be ignored.
Here are 3 proven ways you can capture a prospect's attention quickly:
* Make a dramatic statement:
* Surprise your prospects with something unexpected:
* Ask a provocative question:
Tip: Include attention getting headlines on all your web pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.
2. Emphasize the Human Relationship
Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with your prospective customers. For example:
...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects and letting them get to know you.
...If you sell online or in some other way where you don't talk with prospects, include some information about you in your presentation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.
Tip: Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective customers confident of your ability to deliver what you promise.
3. Trigger Your Customer's Imagination
Convert the benefits delivered by your product or service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits.
Be specific. If you sell financial products, describe
what it feels like to enjoy an affluent living without debt. If you
sell boats, describe what it feels like cutting through the waves with
your friends onboard. If you promote a business opportunity, describe
what it feels like to be at
Tip: Be sure your word pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit).
These 3 selling tactics produce sales by responding to
normal human behavior. Use them in your web pages, sales letters and
personal presentations. The volume of business they produce will surprise
About the Author
How to Find Prospects
Prospects are basically the foundation of any business as they are the "potential" customers to the business. So just how do YOU find prospects?
Let's start out with a definition of the word promote
which is the most important word in finding prospects. The word promote
means: to make known.
How does everyone else promote?
A college promotes what courses it offers. It might promote on radio, might promote to high schools or through sporting events. A stockbroker promotes that he can help his/her prospect make money. A local restaurant will promote via radio, or mailing brochures or discount coupons.
The worst thing you can ever do in your business career is to think, ponder, worry or even get the idea that it's unprofessional to promote!
You really need to know and understand promotion. The only way you can have prospects, therefore customers or distributors - is to promote. The only way for you to make money in network marketing is to promote. You can write down your dreams and goals and study them every night. But you're as effective as a billboard in the middle of the desert. No one knows you exist until you make yourself known. So if you ever find yourself where your business isn't growing or you don't have enough prospects, enough customers, or enough distributors - what do you do? Promote!
Why do you promote?
Different types of promotion
You could promote in:
- The Help Wanted, the Sales & Marketing or the Business
Opportunity sections of a newspaper,
One other place to find prospects is to promote to leads you purchase from a lead company. The advantage of this is you're only paying for those who've responded and you're not paying for all the people who didn't respond. If I send out 10,000 post cards and get 20 responses, then I paid for 9,980 post cards that didn't get a response.
The advantage of writing your own ads of course is being able to target your specific audience with your specific product or opportunity message. Which is VERY important and should not be underestimated. In contrast, when you buy leads, you're buying general ads - perhaps people who've responded to wanting a home based business. The other down side to buying leads is that very often, lead companies resell their leads to more than just you - so you've got extra competition to deal with.
Three broad ways to promote
1) Networking - which costs the least -
you're going to have costs of meals with prospects - costs of joining
clubs and associations. So I have rock climbing club fees, I have mountain
climbing association fees, horseback riding fees, mountain biking fees-
these are like $50 - $100 dollars a year.
2) Buying leads is more expensive than networking, less expensive than generating your own - but has some advantages and disadvantages. Sometimes you get some hot leads - sometimes, you swear you're calling a graveyard.
3) Generating your own. Most expensive, but has the advantages
of targeting your prospects. Here's a list of advertisements that I've
run (I've included example post cards on the last page of this bulletin):
Be "in" business
One other thought, don't measure your success by just your immediate responses. Any marketer who is of any value knows that how you measure return on promotion investment is based on the "life of the customer." NOT immediate return. Get one leader from a MONTH or 6-MONTHS of promotion and it can pay you for the rest of your life. People often ask me, how much money did you make your first year in network marketing- I tell them, "I don't know, I'm still earning it."
Much respect and admiration,
About the Author
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