Wednesday, September 10, 2014

10 Quotes Salespeople Should Memorize

Since I've now gathered more than a hundred quotes, I decided to comb through them and select the best nuggets of wisdom

Here they are:
  1. "Begin by always expecting good things to happen."
    --Tom Hopkins

  1. "For every sale you miss because you're too enthusiastic, you will miss a hundred because you're not enthusiastic enough."
    --Zig Ziglar

  1. "All things being equal, people will do business with, and refer business to, those people they know, like, and trust."
    --Bob Burg

  1. "Treat objections as requests for further information."
    --Brian Tracy

  1. "The best way to sell yourself to others is first to sell the others to yourself."
    --Napoleon Hill

  1. "Ninety percent of selling is conviction and 10 percent is persuasion."
    --Shiv Khera

  1. "Obstacles are necessary for success because in selling, as in all careers of importance, victory comes only after many struggles and countless defeats."
    --Og Mandino

  1. "One of the best predictors of ultimate success … isn't natural talent or even industry expertise, but how you explain your failures and rejections."
    --Daniel H. Pink

  1. "If you are not taking care of your customer, your competitor will."
    --Bob Hooey

  1. "To build a long-term, successful enterprise, when you don't close a sale, open a relationship."
    --Patricia Fripp

Those are my Top 10, but I'm willing to bet that you have one or more quotes that you find meaningful and helpful.

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Sunday, August 24, 2014

Consistency – A Must Do For Network Marketing Success

Does Success Just Happen?

Have you heard this as much as I have?  “In order to succeed you have to be consistent.”   What does that even mean?  For so many in network marketing, I believe we’re guilty of just “playing business” and working our business as a hobby, hoping that success with just stumble on us and carry us to the top.  That method has not worked out for anyone I know.  But what if you really want to grow your network marketing business, be a top income producer and have impressive business success.  What does having consistency mean for you then?  It means you are constantly sharing your opportunity and your products, you’re generating leads which leads to recruiting reps. We’re all consistent in one way or another.  We just want to be consistent in the RIGHT way to achieve success.
How do you get to that point?

What Does Consistency Mean?

I went to the ever-so-trusty and looked it up.  Consistency is “Steadfast adherence to the same principles, course, form, etc.”  “Steadfast adherence” indicates “determined” and “with purpose.”  Maybe we could even use words like “driven, focused & determined.” Network Marketing Success

Follow These Steps To Consistency

  • Set a clear & well defined goal.
  • Create action steps.
  • Plan specific tasks. (They will eventually turn into habits.)
  • Plan your day.
  • Wash. Rinse. Repeat.
The fifth step is where consistency comes in – It’s in the ” wash, rinse & repeat.”  It’s taking the same plan, the same action, the same course and working it over and over again on a daily basis. Network Marketing Success happens when consistent proven money producing activities occur.  Steadfast – I love that word. Adherence – I love that word.  Success – I really love that word!

Go Take Action!

My encouragement to you is to create your goal, write them down, make a plan, plan specific tasks, plan your day and dedicate yourself to it and wash, rinse and repeat.  You can have the business success you’ve always dreamed of!

Thursday, July 31, 2014

The Power of Consistency in Your Network Marketing Business

No matter what you do, whether you teach, you play sport or you run a business you have to be aware that success in anything you do is all about consistency.

Consistency is Power!

I always refer to sport, as I also teach golf and tennis, so both those sports are all about consistency. When you start to learn your golf swing, you need to learn how to hold the club, how to set up you stance, your posture, how your arms are positioned, then you have go through a process of learning how to hit the ball. There is a method to go through to hit the ball.

Now in order to hit that ball over and over again successfully you need to practice and practice the method. The more you practice the method, the better you become. How do you become consistent, you practice and repeat the method over and over again.

Yes it is frustrating and in the beginning you don’t see results much because you are going through a learning process, a big learning curve. But over time and doing the swing method repeatedly you will get better and you will start seeing results.

The same thing applies here when you are working your home business or network marketing business. Especially if you have just started!

When you are starting out, you will not see results instantly. It takes time.
When an athlete performs at the Olympic Games, they haven’t just started training in their chosen sport and decided, ‘oh today I am going to compete at the Olympics’. It comes from many hours working on their skills, showing up every day to train no matter what.

Now that is consistency!

So when you are starting out in your network marketing business you need to make sure that you are doing consistent activities every day. When you are doing these activities each day, you are building your skills to build your business. You want to do this each day.

You too are an athlete, you have to spend many hours on your skills, you have to show up each day to build your business no matter what. Yes sometimes you won’t want to do certain activities, yes you are going to get frustrated, yes you are not going to see results in the early days of your business…..and that’s truly ok.

It is going to take time, but if you are consistently working each day on your business then over time you will see results. I was listening in on a webinar a few months ago and the woman who was hosting the webinar said that these day’s to capture someone’s attention you have 9 seconds, otherwise they move on to something else.

The problem I see in the network marketing industry is that if it doesn’t happen in a few weeks then those people get discouraged, lose interest and then say it doesn’t work.

My friend, I could talk about this all day and all night but in order for you to have an success you have to give it effort. That is you have to give effort every day, you have to give it time, you have to be patient and be consistent with your building your business each and every day. By being consistent it will start to create momentum and then results will begin to happen for you.

It sounds straight forward doesn’t it!
Well it is!

I am straight to the point today, I hope you can understand how important it is to be consistent and do the activities that need to be done each day to build your network marketing business.

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Tuesday, July 29, 2014

The Neuroscience of Motivation

Strengthening your positive emotions and weakening your negative ones can have huge benefits for performance. Here's why.

The most recent newsletter from management coach Jon Pratlett explains that, when you encounter a difficult situation, your brain reacts differently when you say "I am…" as opposed to "I feel…" 
"Research suggests that when our brain's fight/flight response is activated and we become aware of it, saying to ourselves "I am angry," "I'm frustrated," or "I'm sad" is only likely to perpetuate the threat response."
The reason is simple. When you say "I am" you're making a statement about your identity, which implies the permanence of that emotion. You're saying to yourself "This feeling is who I am."
By contrast, if you characterize your emotion as something you feel, it doesn't imply permanence, since emotions are fleeting. Saying "I feel..." rather than "I am..." is more likely to result in:
"...a measurable shift in blood flow AWAY from the fight/flight centre and major muscle groups, and TOWARD the prefrontal cortex (PFC), the very part of the brain that cultivates witnessing, empathy, and problem-solving."
There's another level, though, that Pratlett doesn't mention, which consists of characterizing your emotions as something that you are "doing" rather than "feeling" or "being." Compare these three remarks:
  1. "I am frustrated."
  2. "I feel frustrated."
  3. "I'm doing frustration."
The third statement puts you in control of the emotion. Yes, you're feeling it, but because it's something that you're doing, you can stop doing it. In other words, you're putting your mental energy into solving the problem of the negative emotion.
This system also works for positive emotions, but the other way around. Compare the following three remarks:
  1. "I am motivated."
  2. "I feel motivated."
  3. "I'm doing motivation."
It's the first statement--the one that makes motivation a part of your identity--that creates the most power. The second statement not so much, while the third statement implies you're just "goin' through the motions."
In other words, if you want to become more successful, train your brain to:
  • Characterize negative emotions as what you're doing rather than what you're feeling or who you are.
  • Characterize positive emotions as who you are rather than what you're doing or feeling.

Thursday, July 24, 2014

7 Popular Marketing Techniques For Small Businesses

Before your business starts marketing a product, it helps to create an ideal customer who you want to reach with your promotional materials. Once you have your ideal customer, you have a plethora of techniques to pick from. Most of these are low cost/no cost methods (sometimes called guerrilla marketing) and you may use different ones at different stages of your business cycle, or you may utilize them all at once from your business' inception. We'll look at seven of these techniques in more detail. (Do you have what it takes to work in this fast-paced field? This article will help you determine if marketing is for you. Refer to A Career Guide For Marketing Majors.)

TUTORIAL: Starting A Small Business Tutorial

Hooray for Free AdvertisingWhen you build a business, the first thing you want to secure is a customer base. With a decent printer, an answering machine and an average computer, you can put together a fairly extensive advertising campaign without having to pay for space.

1. FlyersThis is the carpet-bombing method of cheap advertising. You find an area that you would like to do business in and you distribute flyers to all the mailboxes within reach. Your flyer should be brief and to the point, highlighting the services you offer and providing contact information. Offering a free appraisal, coupon or discount never hurts.

2. PostersMost supermarkets, public spaces and malls offer free bulletin board space for announcements and advertisements. This is a hit or miss method, but you should try to make your poster reasonably visible and have removable tabs that the customers can present for a discount. Make each location a different color so that you can get an idea from the tabs where the most leads are being generated. If there is one area that is producing the majority of your leads, you can better target your campaign (flyers, ads in papers catering to those areas, cold calling, etc.)

3. Value AdditionsThis is one of the most powerful selling points for any product or service. On the surface, value additions are very similar to coupons and free appraisals, but they are aimed at increasing customer satisfaction and widening the gap between you and competition.

Common value additions include guarantees, discounts for repeat customers, point cards and referrals rewards. Often the deciding factor for a person picking between one of two similar shops is whether he or she has a point card or preferred customer card. You don't have to promise the moon to add value; often you just have to state something that the customer may not realize about your product or service. When you are making your advertising materials, the value additions should be highlighted.

4. Referral NetworksReferral networks are invaluable to a business. This does not only mean customer referrals, which are encouraged though discounts or other rewards per referral. This includes business-to-business referrals. If you have ever found yourself saying, "we don't do/sell that here, but X down the street does," you should make certain that you are getting a referral in return.

When dealing with white-collar professions, this network is even stronger. A lawyer refers people to an accountant, an accountant refers people abroker, a financial planner refers people to a real estate agent - in each of these situations, the person stakes his or her professional reputation on the referral. Regardless of your business, make sure you create a referral network that has the same outlook and commitment to quality that you do.

As a final note on referral networks, remember that your competition is not always your enemy. If you are too busy to take a job, throw it their way, most times you will find the favor returned. Besides, it can be bad for your reputation if a customer has to wait too long. (Are your shoulder's wide enough to carry a company's reputation? See The Marketing Director's Pitch.)

5. Follow-UpAdvertising can help you get a job, but what you do after a job can often be a much stronger marketing tool. Follow-up questionnaires are one of the best sources of feedback for how your ad campaign is going. Why did the customer choose your business? Where did he or she hear about it? Which other companies had he or she considered? What was the customer most satisfied with? What was least satisfying? Also, if your job involves going to the customer, make sure to slip a flyer into the nearby mailboxes, as people of similar needs and interests tend to live in the same area.

6. Cold CallingUnpleasant? Yes. Important? Yes. Cold calling, whether it is over the phone or door to door, is a baptism of fire for many small businesses. Cold calling forces you to sell yourself as well as your business. If people can't buy you, the person talking to them, then they won't buy anything from you. Over the phone you don't have the benefit of a smile or face-to-face conversation – a phone is a license for people to be as caustic and abrupt as possible (we are all guilty of this at one time or another). However, cold calling does makes you think on your feet and encourages creativity and adaptability when facing potential customers.

7. The InternetIt is dishonest to pretend that the Internet is a cohesive whole for marketing – like a community hall you can put up a poster in or a section of the highway were you can buy billboard space. However, it is difficult to overstate the importance the Internet has on marketing. The previous methods of marketing have not changed in the last 50 years. The Internet has been born and evolved rapidly during that same time frame.

It is nearly unthinkable that a company, even a local cafĂ© will not have at least a website with the vital details such as location and hours. Not having a site means not having a point of access for the growing number of people who Google first when they want to make a buying decision. Add to this a social media presence (Facebook page, Twitter account) and the need for good SEO, and it can appear overwhelming. However, the technology has evolved to the point where Wordpress – just one example of a free HTML editor – can meet all these needs.

Bottom LineMore than likely, you will find that the conversion rate on marketing is very low. Even the most successful campaigns measure leads – and converted sales from those leads - in the 10-20% range. This helps to shatter any illusions about instant success, but it is also an opportunity for improvement. Do you want a company to buy your product? Give them a presentation showing how it will benefit them. Do you want someone to use your service? Give them an estimate or a sample of what you will do for them. Be confident, creative and unapologetic – people will eventually respond. (Understanding how to manage business credit is the key to obtaining small business loans. Check out The Small Business Jobs Act: Make It Work For You.)
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Wednesday, June 18, 2014

How to Get Started on Reaching That Big Goal

How to Get Started on Reaching That Big Goal

Starting is always the hardest part. Here's a super simple trick to power you over the hump.

How many good intentions founder on the difficulty of simply getting started?
Your resolution to start exercising more regularly or your vow to keep up your company’sblog are laudable goals. But each morning when the alarm clock rings, your intentions are good, but your will is weak, and another day passes without you making progress toward your goal. How do you overcome this inertia?
Some experts offer elaborate systems. Others prescribe deep soul searching and intensive visualization. But David Kadavy, author of  Design for Hackers: Reverse-Engineering Beauty, has a simpler solution, and  it takes only 10 minutes a day, so you can’t possibly offer the excuse that you don’t have time for it. 

Ten Minutes to a New Habit

He described the technique on his blog: "Each day, after I wake up, as soon as is possible--before eating, before showering, before checking email, (but not before meditating)--I pick one task, set my iPhone timer for 10 minutes, and work on that one thing non-stop." Sounds incredibly doable, right? But how effective could something so head-slappingly simple actually be?

Very, according to Kadavy. "Sometimes, the 10 minutes seems like an eternity. I’m just waiting for it to end so I can eat something or go to the gym," he admits, "but often--actually, usually--I don’t stop after 10 minutes. 10 minutes turns into 45 minutes, an hour, two hours, of non-stop work on one project." Whether the 10 minutes launches further productivity or is simply torture doesn’t really matter. "The point is, you get started," he says.

Two Reasons Why It Works

And simply starting, even if your first steps are shaky at best, is incredibly powerful for a couple of reasons. The first is that when you are doing, it’s hard to be doubting. Or as Kadavy puts it, "Once you get started, the trail has been carved. The rigidity of hesitation gives way to the fluidity of being in a project. Whatever second-guesses that had to be quelled to get started are knocked down by the possibilities introduced by being in motion.”
Second, 10 minutes is too few for excuses. By setting yourself such a modest goal, you really leave yourself no option but to actually accomplish it. And, hey, as we already noted, you can always do more if inspiration strikes.
So what sort of habits does this technique work for? Kadavy suggests the usual health-related changes such as hitting the gym or stretching each morning but also suggests it’s a good way to get started with meditation.

Thursday, June 5, 2014

How to Write Ad-Copy That Sizzles

Obviously, you have an amazing product or service. You just need to get the word out so that people know about it.
Sure, you could shout from the rooftops about all the amazing benefits your customers would receive if they purchased your product or service.
Or, you could put together a sales page. But, if your sales page is going to work than you need to know a thing or two about ad-copy.
What’s ad-copy? According to it’s an advertising message that aims at catching and holding the interest of the prospective buyer and persuading her to make a purchase in a few short seconds.
It may sound simple enough, but it takes quite a bit of practice to become a master copywriter.
Here are a few tips to get you started:

1. What are you trying to achieve?

Whenever you write anything for your small business, you must begin by identifying what you want to accomplish.
Do you want the reader to become a lead? Do you want to make an initial sale with a new prospect? Or perhaps you want to make a repeat sale with an existing client or customer?
Never begin writing ad-copy without a crystal-clear goal in mind.

2. Always write with action in mind.

Every single piece of content that you write should have an obvious call to action. In other words, you want your prospects to “do something” once they’ve read your ad-copy.
Should they visit a landing page and download a freebie? Do you want them to call a toll-free number? Or, do you want them to visit a sales page?
It doesn’t matter if you are writing an email, blog post or hosting a webinar, you want your prospects to take action.

3. Be specific.

When writing ad-copy, generalities are the kiss of death. Instead, use words and phrases that are specific, detailed and precise.
For instance, you wouldn’t want to write, “Click on the button below and you will find out how to lose weight.”  That’s much too vague and unclear.
Instead, you would write, “Click here for my special report that will show you how to lose 10 lbs. in 14 days.” Now that’s good ad-copy in action!

4. Keep it simple.

Luckily, you’re not going to be graded on your writing (thank goodness)! So, don’t write in an academic, scholarly fashion.
You want to keep your ad-copy uncomplicated, straight-forward and easy to read. Believe it or not, many ad-copy experts recommend writing at the 5th grade level.
You’re not writing the next great American novel, you’re writing a piece of content that is designed to be scanned quickly.

5. Write in chunks of time comfortable to you.

Oftentimes, small business owners bite off more than they can chew when it comes to creating ad-copy content.
Don’t force yourself to work long hours writing ad-copy. Even if you dedicate just 15 minutes a day, you can accomplish quite a bit more than forcing yourself to write in 2-hour chunks of time.

6. Keep keywords in mind when you write.

When you do take the time to write ad-copy, you should also take the time to perform a bit of keyword research as well. This will help your content rank well in the eyes of the search engines.
To start, use the Google Adwords Free Keyword Planner to research the keyword phrases that your prospects are using to search for your products and services.
Then, make sure to utilize these keywords in the header, title and/or body or your content.
So, the next time you are faced with putting together a few persuasive words to show off your products or services, make sure to keep these tips in mind. You just might make a sale or two!