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10 tips for successful business marketing

10 tips for successful business marketing

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10 Tips for Successful Business Networking by Stephanie Speisman Effective business networking is the linking together of individuals who

, through trust and relationship building, become walking, talking advertisements for one another. 1. Keep in mind that networking is about being genuine and authentic, building trust and relationships, and seeing how you can help others. 2. Ask yourself what your goals are in participating in networking meetings so that you will pick groups that will help you get what you are looking for. Some meetings are based more on learning, making contacts, and/or volunteering rather than on strictly making business connections. 3. Visit as many groups as possible that spark your interest. Notice the tone and attitude of the group. Do the people sound supportive of one another? Does the leadership appear competent? Many groups will allow you to visit two times before joining. 4. Hold volunteer positions in organizations. This is a great way to stay visible and give back to groups that have helped you. 5. Ask open-ended questions in networking conversations. This means questions that ask who, what, where, when, and how as opposed to those that can be answered with a simple yes or no. This form of questioning opens up the discussion and shows listeners that you are interested in them. 6. Become known as a powerful resource for others. When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them. 7. Have a clear understanding of what you do and why, for whom, and what makes your doing it special or different from others doing the same thing. In order to get referrals, you must first have a clear understanding of what you do that you can easily articulate to others. 8. Be able to articulate what you are looking for and how others may help you. Too often people in conversations ask, "How may I help you?" and no immediate answer comes to mind. 9. Follow through quickly and efficiently on referrals you are given. When people give you referrals, your actions are a reflection on them. Respect and honor that and your referrals will grow. 10. Call those you meet who may benefit from what you do and vice versa. Express that you enjoyed meeting them, and ask if you could get together and share ideas.

Seven Steps to Successful Sales by John Mehrmann Being a successful salesperson does not happen by accident or blind luck. Success is the result of diligent effort applied to a structured system with commitment and passion. These seven steps are designed to help develop a system in a matter of minutes. Building on success to achieve your dreams is determined by how passionately committed you are to achieving the dreams of your customers. The first step is as easy as listening to them. 1. Introduce Yourself, Then Shut-Up and Listen

The sales experience is not about the sales associate, it is about the customer. It is a courtship ritual to determine if the customer values the goods or services enough to invest in them by making a purchase. There is only one way to find out what the customer values, wants or needs and that is to listen intensely. If you are thinking about the next thing that you are going to promote then you can not concentrate on what the customer is telling you. Rather, think about how you can repeat what the customer is saying in your own words and you will be forced to listen intently to what they tell you. A successful sales professional can reflect the emotion as well as the content of a customer conversation. 2. Why the Offer is Important to the Individual Customer As new sales representatives learn about the company, products or services that they represent it is a natural inclination to initiate conversations by spewing facts and features like a walking commercial. Don't assume that the customer cares how you do something, how long you have done it or what you have been told makes you unique. The customer has a life with priorities, deadlines and responsibilities of his or her own. Show the customer what aspects of your offer are important from the customer perspective and resist the urge to talk about any other things that are not relevant. Of course, you will only know this if you have listened to your customer. A successful sales professional focuses only on the specific attributes of the offer that are relevant to the customer. 3. Get Confirmation, Then Explain the Details Get buy-in from the customer that you are on the right track. Ask the customer for feedback to confirm that the focus is on the appropriate facts, features or figures. Once you have provided feedback on your value as it pertains to the initial customer requirement, it is common for some customers to change the focus. This is an opportunity to find out if the customer has additional concerns or considerations. Listen with intensity and restate customer focus and topics in short sentences, reiterating each item that is important to the customer. Then explain the details of your offer that support all of these interests. A successful sales professional keeps the customer involved during the process of explaining relevant details of the specific offer. 4. Credibility, Show the Customer Why You can be Trusted If the offer is on target with the customer requirements then it is appropriate to demonstrate reasons that the customer should trust you. This may be accomplished by using specifications for products, white papers and case studies for services, independent articles or references. The manner of demonstrating credibility varies significantly by industry and market. If there are no documents or history to use as reference, it is possible to demonstrate credibility by making promises and keeping them. A promise may be as simple as a commitment to follow-up with additional information by a specific time. Even if the customer was a referral and credibility was implied, never take it for granted. A successful sales professional earns the trust of every single customer through commitments and actions. 5. What to Do and What It will Cost In addition to providing the price, also provide the details of what needs to be done to complete the transaction and what will happen after the sale. If the customer needs to take some action before, during or after the purchase then be sure to explain this in detail. In some cases there may be a registration, license or contract associated with the sale, so be sure to remove any mystery or doubt by stating the facts. Make sure that the customer is aware of any additional requirements or renewals. As an example, it would be incredibly disappointing for a customer to excitedly unpack a new printer and then discover that is it necessary to go back to the store for cables to connect it to a computer. Keep the customer satisfied and confident by providing step-by-step explanations and expectations.

A successful sales professional knows the process and educates the customer. 6. Schedule Next Steps In many cases there may be several steps in the sales cycle. If ongoing negotiation is necessary then schedule the next meetings and milestones. If registration or installation is necessary after the sale then initiate discussions to accommodate the customer schedule. For significant purchases and investments it may be necessary for the customer to review budget or finances, in which case it is appropriate to schedule periodic follow-up to accommodate these considerations. A successful sales professional fills the pipeline by keeping a consistent schedule for continuous customer conversations. 7. Ask for the Sale Don't assume that the customer is going to ask for the sale. Ask for the sale to determine if it is time to stop selling and time to start processing the purchase and assisting with the appropriate next steps to support the customer. Some sales associates are so passionate about the product that they keep promoting it long after the customer has made a decision to purchase and can actually lose a customer in the process. Stop pouring when the glass is full. A successful sales professional will periodically pause to ask for the sale. Seven Step to Successful Sales 1. Introduce Yourself, Then Shut-Up and Listen 2. Why the Offer is Important to the Individual Customer 3. Get Confirmation, Then Explain the Details 4. Credibility, Show the Customer Why You can be Trusted 5. What to Do and What It will Cost 6. Schedule Next Steps 7. Ask for the Sale Cut out the Seven Steps for Successful Sales and keep it handy to prepare and reflect before each customer conversation. Make some notes for personal reference that pertain to your specific product or service for each of the seven steps. Put it in your own words. Know your process and listen intensely to your customers. Know where your customers are within the seven step process. Take care of your customers and continue your conversations after every sale to repeat the cycle and nurture your pipeline. Words of Wisdom "The essence of selling is understanding your customer's needs and convincing him that you're the best one to meet them." - Fred Blalek, co-founder, National Semiconductor Corp "In the modern world of business, it is useless to be a creative original thinker unless you can also sell what you create. Management cannot be expected to recognize a good idea unless it is presented to them by a good salesman." - David M Ogilvy "Companies are no longer setting the agenda for what customers want. They're finding out where the agenda is being set and enhancing it. The customers decide what's important. Your job is to listen and respond." - Avram Miler, Technology Consultant

Lead Development: Remember the Prospects Who Aren't Ready to Buy 5 Steps to Converting "Almost" Customers into Buyers by Susan Tatum Want to know a really good way to waste money on B2B marketing? That's easy. Just ignore your prospects that aren't ready to buy yet. This is guaranteed to cost you 80% or more of your best opportunities. And yet, B2B marketers do it all the time. These companies spend all of their marketing dollars on demand generation getting prospects to express some interest in their product or service - and then they toss them to the sales team. The problem. The problem is that most prospects - 80% or more - are not ready to talk to a sales person when they first contact a company. Research shows us that 90% of them will buy within the next 12 months. But most of them will end up buying from a different company for the simple reason that they were ignored. There are all kinds of reasons prospects aren't ready to buy when they first contact you. Maybe they've just started looking. Maybe they don't have the budget yet. Maybe they're not convinced they have a problem. Maybe they're going on vacation next month and don't want to get anything started before they leave. Who knows? Regardless of the reason, you can't send them to your sales team, you don't want them to forget about you, and they probably need a little educating. So, what do you do? The answer is actually pretty simple. Establish a sequence of communications. You arrange to communicate with them regularly. Reach out and touch them often enough so they don't forget about you, but not so often that you annoy them. For most of our clients, the simplest way to do this is via email. If you're wondering how that can possibly be effective given the dreadful state of email overload we're all experiencing, there are a few "rules" you have to follow. Interestingly, these rules apply to any form of communication - not just to email. 1. Your message must be relevant. If you've carefully defined your target audience, you know what interests them. Stick with it. 2. The information you send to them must be useful. Most likely, your prospects have a problem they're trying to solve - or at least to learn more about. They're turning to you for help. With each communication you can provide useful information. As your prospects learn about solving their problems, they're also learning more about you. They're seeing value in the relationship with you. 3. No blatant selling. Your prospects aren't stupid. They know you have something to sell. But they're not ready to listen to a sales pitch. Here's an example. About a month ago I subscribed to a newsletter published by a very well-known and highly regarded copy writer. To date, I haven't received a newsletter; but I've gotten 3 sales pitches from him. One more pitch and I'm going for the unsubscribe link. 4. Be consistent. It's generally best to establish some kind of pattern and stick to it. If you're going to send a weekly tip sheet; fine. Do it weekly. If it's a monthly newsletter, that's fine too. Daily? If that's what your prospects want, no problem. Your prospects will expect to hear from you on a regular basis. The rhythm is good. If you change your pattern too often, people for some reason get

annoyed. 5. Include a call to action. Just because you can't turn this into a full-on sales pitch doesn't mean you shouldn't ask the reader to do something. You can tell them to call you; email you; download something else. What is the next reasonable step in the buying process? Lay it out for them. In some businesses, letters or postcards or even phone calls may be more effective than email. The overall concept is still the same. You have the prospect's contact information. Use it to do good things - both for the prospect and for you.

Network Marketing for Dummies! - 11 do or die tips for successful network marketing Network Marketing for Dummies! - 11 do or die tips for successful network marketing Several years ago, I discovered that there are unlimited paths on which one can travel through this journey we call life. Up to that point, I had done nothing but dream of the day I would play professional soccer. My senior year on the college soccer team was cut short with a bad ankle injury, so I focused on finishing up my degree and graduating. There I was, just having graduated college where I was receiving my computer science degree and was ready to do what you’re supposed to do, go get a 9-5 job for the next 44 years and retire at age 65. I went to work at a respectable aeronautics company as a Software Engineer. My head was always great with computers, but my heart would never listen to my head. I found a "MLM"/network marketing company shortly after beginning my soon-to-be short lived software engineering career. After paying a LOT of money ($5,000) for a LOT of product, became a "director" at this company. To make a long story short, 6 months later I had $4,900 in products sitting in my parent’s garage, and the network marketing company was involved in a lawsuit and had been completely shut down. I was supposed to get reimbursed some portion of the $5,000 I had invested (after lawyer’s fees and such were taken out), but that was about 7 years ago and I haven’t seen a dime since then. Fast forward about 4 more years down the road. I was on my 3rd software engineering position and had almost tripled my income from when I first graduated

college! This was GREAT, but even then I realized that the reason I was forced to find my 3rd job was because the company at my 2nd job went through a company-wide slashing and laid-off about 2/3 of the entire company. I did NOT like the idea that one day my family would be at the mercy of bosses and VP’s at companies who are only looking out for themselves. I had to do something about this&ldots; I saved up money for several months of expenses, and started exploring many businesses that I could start on my own. I had a short stint with my best friend and one other person. There was a rather successful company they had both worked at before&ldots;and said it was going to be easy to recreate everything that their former company had done. We started out, and I quickly left after making 200-300 cold calls per day. (3 ½ years later this company is doing monthly sales of $250,000-$300,000 and all of the owners are making 6 figures&ldots;OOPS!) I still talk with my best friend daily and we are always plotting our next big money maker&ldots;but I’ll talk more about that in a bit&ldots; I finally chose to start a franchise with my parent’s equity in their home. (After MANY hours of talking with them.) After investing over 6 figures into this franchise, we quickly discovered that we should’ve chosen a much more seasoned franchise. (Of course, we couldn’t have afforded the bigger franchises&ldots;) 5 years later, I’ve made around $8,000 from the company (total), and besides paying for all of the employees, taxes, product, rent, etc&ldots;we’ve got nowhere besides paying the monthly interest only loan payments to the bank. (This is after working 80-100 hours/week for the first 11 months of the business&ldots;where at that point I was forced to find other work because I had to make SOME income to pay my mortgage.) Finally, after all of these "failures", I found the PERFECT company, a network marketing company. First, after countless of hours of research, let me tell you what to look for in a network marketing company: 1) Solid background. The company you work for should have at LEAST 5 years of history, and it should be POSITIVE history. Look for things like a company that’s traded on the stock market, honors from reputable companies (Business Week, Forbes, etc.) 2) Great leadership. I learned this from Jim Collin’s book, Good to Great. See what the company leaders have done in the past. (i.e. Were they selling magazines from the back of their car before joining this company?) Also – Are any high profile figures endorsing the products? (With a high profile person’s reputation at stake, they will only associate with top products.) 3) Re-usable products. Whatever you’re selling and/or consuming needs to be items that are used up quickly and re-ordered regularly. (Mortgage Refinancing doesn’t work in network marketing because the average person only refinances every 5 years.) 4) In demand products. Example, the health industry is seeing tremendous growth due to all of the baby boomers. This is paired with the life expectancy raising every day. (We’ll be at life expectancy of 120-150 years in no time.) The health field is a GREAT example of a great place to investigate. 5) Solid marketing techniques. There are something like 6 or 8 main models of how a network marketing company can pay it’s associates. Make sure the model of your company is fair, doesn’t require minimums, and is truly residual. (So that if you ever stop growing your business, your income keeps coming in.) Also – How do you find your associates? (Through the internet? Friends and family?) (Read Richard Poe’s Wave 4: Network Marketing in the 21st Century)

6) Do your research. You need to take calculated risks to be successful in anything in life&ldots;but make sure you’ve done your research by checking out the BBB (better business bureau). Try to find "dirt" on the company. (Check the validity of the sources claiming the dirt.) 7) How are the products delivered? (Do you need to stock a garage full of products? Can the associates place orders directly?) 8) Great training. Make sure that you will have the proper training and support from your team. You don’t want to be a part of something where you’re totally on your own to figure it out. (This typically relates directly back to the companies compensation plan.) 9) IMPORTANT – How many hours per week do you need to put into the business? Are true passive/residual income techniques employed? (e.g. How do you find your downline? How do they get trained? How much help is your upline?) 10) Make sure you keep your current "linear" income job until your new network marketing company residual income can overtake it! 11) MOST IMPORTANT – Learn how to dream, and also learn how to set goals. (Read Napoleon Hill’s Think and Grow Rich) 90% of this business is mental. (This is true of any endeavor in life, playing professional sports, achieving great wealth, affecting mass humanity, etc.) EVERYTHING starts with an idea in one person’s head. Conceive it, believe it, achieve it. (Read Malcolm Gladwell’s The Tipping Point) Jason Cardamone is a certified life coach, accomplished soccer player and coach, entrepreneur, and most recently, a successful network marketer. You can reach him at RobertAllenSite@veretekk.com, or see his website at www.RobertAllenSite.net Jason Cardamone is a certified life coach, accomplished soccer player and coach, entrepreneur, and most recently, a successful network marketer. You can reach him at Jason@CoachJC.com, or see his website at http://www.RobertAllenSite.net. Article on Robert Allen, USANA, MLM, Internet, Home Business, Robert G. Allen, work from home, network marketing by Jason Cardamone

What is Network Marketing ?

Ok So what is it? It is a relationship business; it is about helping people build a business or focusing on your customers for your products and services. Network Marketing really is an unseen business and it is all about sales. It is businesses in which anyone can invest a small sum of money and through sheer tenacity achieve staggering levels of financial reward and personal freedom. But it requires education based on market tested results. ________________________________________ Network Marketing does not have giant signs or large offices, yet according to the Direct Selling Association (DSA) over 13 million people in the U.S. are working in the network marketing / direct selling industry. The Network Marketing / MLM industry has a very shady reputation. Many of the people you will talk to feel it is a scam. Are they justified in this opinion? In many ways they are justified, but you can make a difference with the way you market your business. In the 1950's when Franchise’s first emerged they where labeled a scam, illegal etc. Fortunately a franchise is not labeled as such anymore or quite possibly you would not be enjoying your favorite hamburger today. Let’s look at the two types of business models that you could be involved in or approached with: Network marketing / Multi-level marketing (MLM) They usually offer reasonably priced products and services that people consume in a short time. Generally the commission structure is less up-front then the direct sales companies, but it has a benefit that most direct sales companies do not have and that is residual income. • It costs much less to get involved with this form of business, a few hundred dollars. • Allows more people to become involved. • Builds Residual Income. • Leverages the time of others. Network marketing is all about sales and distribution, but a different kind of sales. It’s more of a soft sale or recommendation then the hard closing type that you’re accustomed to with the typical salesman or saleswoman in the direct sales. The best approach by far in network marketing is a consultative sales approach. This is used very successfully today. Direct Sales Companies These companies are known as seller-based, they market higher priced, usually one time sales items. The benefits of these programs are you make higher commissions but they have very little if any residual income. Essentially if you stop working so does your income. You are paid directly on what you personally sell, so you have to sell lots and lots of merchandise. This also limits you to the type of people you can bring into your business as the “salesperson” type.

Direct sales cost more to get involved with usually in the thousands of dollar range, again limiting you on the number of people! Affiliate programs fall under the direct sales company model. You only get paid when someone orders a product. There is nothing wrong with affiliate programs, and they can produce a residual income if it is a service based product. If you are looking to get started in a network marketing company, read the page on training, before you take any action. It is vitally important to understand aspects of a network marketing company, compensation plans, training, products, services, before you actually pick a company that is right for you. When you first get start looking at a network marketing business you really need to have the mindset that you are starting school "A" business school. You need to tap into training from day one. There is so much you will have to learn that at times you will feel completely overwhelmed. If you stop to think of it as a giant puzzle with so many pieces that have to fit together properly you will be on the road to success. Through out our life, the school systems have taught each of us to be a good employee. Our college system has taught us to be a good manager. We have never really been taught how to successfully run our own business. What we really need to do at this point is unlearn everything that we’ve been taught. The employee mindset is to do as little work as possible. As a small business owner, if you’re not willing to go the extra mile in both time and money, then it is time to start thinking about doing something else in life. Network marketing, should be about gathering customers and business partners, yet most of the companies today only teach you to recruit and get everyone on the product. You can build a very successful business with only a handful of representatives in your organization if they are taught to gather customers along with others who show a genuine interest in building a business. So how does network marketing work

How does Network Marketing Work

Ok let’s begin. Today there are millions of people around the world building this unseen industry

called network marketing. The DSA reports that there are over 13 million people in the U.S involved in direct selling. ________________________________________ You do not see them but they are everywhere, some probably right in your own neighborhood. It is a business in which common people can invest a small sum of money and rise to staggering levels of financial reward and personal freedom. Each and everyday millions of people report to work, where your employer leverages your time to build his or her business and financial future. In Network Marketing we help and assist others in building their business. We are also leveraging their time, with each of us is gathering customers along the way. Hence the name Network. We get paid for this because we are assisting, coaching and helping them to establish their business. Helping them to reach their goals for their financial future. So Its only right that we also get paid for our time? Just like your employer leverages your time, through network marketing you can leverage the time of others. What does this mean? Lets take a look at a typical employer in a service industry with 100 or more employees. That has a labor rate of 60 dollars per hour. The goal of our employer is to keep each employee active and busy for each hour paid. Out of this once all the costs of doing business are factored in such as wages paid, health insurance, unemployment insurance, federal taxes, state taxes, fica taxes, permits, maintenance, housekeeping, the list just goes on and on. The employer may get to keep 5 to 10 dollars per hour of that labor rate. ________________________________________ In Network Marketing, we have our initial start up costs anywhere from just a few dollars to several hundred dollars. Where most network marketers fail is they feel that they don't need a marketing budget for advertising, they don't seek out the education required to succeed. One of the important things to remember is, you are in a real business, you no longer have a boss holding you accountable. Your success or failure is dependent upon you and your actions. Your primary task will be to gathering customers for your products or services. To help and assist others get started in their own business partnered with you. You are looking at a business model that will take 3 to 5 years to produce the kind of results you’re looking for. So don’t give up your day job just yet. It will require 5 to 20 hours of consistent time and effort each week to build a successful Network Marketing Business. It will require a marketing budget, most people do not even consider this. Once again this is a real business this is your business, not a get rich quick overnight program, although it has been hyped by a great many naive marketers and web sites. Network marketing is based on word of mouth advertising which is the most effective form of advertising. Think about it when you go out, watch a great movie, you will go out and tell people about it. When Sam’s club or Costco moved to your area, you joined their buying club and started telling everyone how much you saved. This is the power of word of mouth advertising. Major advertising agencies and companies count on this. This is one of the things that we do as network marketers. The major difference is that we get paid for our word of mouth advertising. One of the most often asked questions is, will I have to sell products and services? The answer is of course yes. Think about it, no one likes to have a salesman or woman come to the door and sell them products right. We hate to go to the automobile dealers, where we are swarmed with 5 different sales people all trying to get you to buy from them right! So how are we as a network marketer different? We recommend products or services that we like and personally use. If we know it’s good and personally use it, recommending it to our friends and family is very easy.

Network marketing companies what to look for

What to look for in a Network Marketing Company

So you’re serious about getting involved in this industry. What do you look for in a network marketing company? With so many companies how do we choose which one? We can sum this up in a few categories: • Integrity • Distributor-Driven • Products & Services • Does it have a Duplicative Business System • Management • Compensation Plan ________________________________________ Integrity: Does the company have it? Do they stand behind their products or services, the people. No outrageous claims or exaggerations. Distributor-Driven: Does the company make its decisions with the representative in mind or the company in mind? Companies that are publicly traded are really worse then those that are

not. Let me explain this one, a publicly traded company has to answer to its share holders first not its representatives. Products and Services: The most successful people in network marketing love their products. It is much easier to soft sell a product when you really do use and enjoy the product. So you must have a product line or service that you love and personally use. In other words you have to be a product of your product. Does it have a Duplicative Business System? This is vitally important but is missing in a lot of network marketing companies. Do they leave it up to you? Look for a company, a team and a sponsor that has a system in place that you can use day one in your network marketing business. Management: Good management is a must in this business, what is their experience. Think about this for a minute how many times in the past year have you heard of a new startup opportunity? We get them every other day it seems like! Most if not all of these companies are started with management that has little to no experience in network marketing. These companies contribute to the high failure rate in this business. Next Network Marketing Compensation Plans

Network marketing - MLM compensation plans

Compensation plans in network marketing / MLM vary from one company to the next. They are at best difficult to understand for both you and the person introducing them to you. It is up to you to ask questions when evaluating any company's pay plan. Some are front end loaded or they maybe back end loaded. There are some plans out there that payout more then 100% fortunately these companies don’t last long but do end up hurting individuals and give the network marketing industry as a whole a bad name. ________________________________________ As a general rule of thumb anytime you see a payout of more then 60% be suspect. It generally indicates that: The products are grossly overpriced, unless it is a unique product or a exclusive patented product. Qualification/Quotas most well established companies will have some volume or monthly quota that each individual representative must maintain. Breakage/Break away several Imagine after all your hard all your hard work building Most compensation plans of the most popular programs out there use this one. work you miss your quota for the month only to have an organization disappear. fall into binary, breakaway, matrix, stair-step or

uni-level plan but there are other plans out there as well. Binary: First level is limited to two with infinite depth Breakaway: Unlimited first level width, usually with a finite depth 10 to ? levels deep. Matrix: First level width 2 to 7 usually 5 to 50 levels deep (Network Marketing Matrix plans) Unilevel: Unlimited first-level width with a depth of usually 5 to 10 levels (Network Marketing Unilevel plans) Next Network marketing Training

Network Marketing Training

Which came first the chicken or the egg? This is a tough question, yet this is what we face today in network marketing. Realistically speaking where else can you start a business with the hope and dreams of making a six figure income yet think that you can do it with no training? ________________________________________ This is what we are led to believe when we start our businesses. Some of the responses I’ve received, “my company provides training”, yes but is it effective? Many companies provide training, a generic; this is what we think you need type of training. While they do a great job of teaching you about your products and services, they are woefully inadequate in teaching you about marketing. Keep this in mind, you are the CEO of your company, it is your business. There are so many things you must become skilled at or you will fail. Every time I see an ad “all you need is a computer” I cringe. So many in this industry today have never used their computer for anything more then just checking their email or playing games. Most companies if not all companies teach you to approach your friends and family. They teach this because; they know full well it requires no skill. I know I’ve been there and I’m sure you have too with a list of 200 names. These are just a few of the skills you will need in prospecting and sales; • Approach / Involvement • Overcoming Objections • Ability to close the sale • Qualifying • Prospecting / Cold Calls • Presentations • Time Management • Telephone Technique

Computer Skills; This is one area where most people fail. It is the one area I spend most of my time teaching people just how to use their computer in their business. A computer can be a very effective and powerful tool if used properly. I am not talking about sending out thousands of emails from it. This is the surest way to get into hot water. If you are using a web based email system stop now. Email marketing is tough today; I cannot even get my bills that are sent online to my inbox. They end up in the bulk mail folder. This could be because someone or a number of people click by accident on the junk mail link. If you want to be a professional, you need a unique email address that is your own. With so many different courses and people offering you training information how do you choose anyone of them? Learn from them all, the real key to success is in not believing anyone source. Aside from the prospecting skills, you will need skills in how to market both online and offline. Some of the best that I’ve found and I’m sure there are many others. • Online – Perry Marshall • Offline – David Frey Just to name a few. The key is you’re in business and you are the whole business. Some will say to outsource and yes this is an option, but how will you know if the job is getting done properly with out some education on the subject at hand. Do you have more money then time? Robert Kiyosaki called network marketing “The Business School” for a reason. So if you are not ready to roll up your sleeves and learn everything you need to be successful even if it costs you then maybe this really is not for you! Having worked with so many people, the one driving force that led them to success was, “The day they decided they where going to be successful”! The day they finally decided, they would do whatever it takes to get there.

Is Network Marketing Just a Scam? There's a huge difference between network marketing and pyramid schemes. Learn the truth here. By Michael L. Sheffield | December 25, 2000 URL: http://www.entrepreneur.com/bizopportunities/networkmarketing/investigatinganetwor kmarketingcompany/article35744.html Q: Some friends continue to try to recruit me into network marketing deals that seem like some type of money game or pyramid. Other friends tell me they're illegal and I'll get into trouble. How do I know what's legal and legitimate? A: To help you understand what network marketing is, I must first explain what it isn't. First, network marketing isn't a pyramid scheme. Pyramids are programs similar to chain letters where people just invest money based on the promise that other people will put in money that will filtrate back to them and somehow, they'll get rich. A pyramid is strictly a money game and has no basis in real commerce. Normally, there's no product involved at all, just money changing hands. Modern-day pyramids may have a product, but it's clearly there just to disguise the money game. Network marketing is a legitimate business. First, it's based on providing people with real, legitimate products they need and want at a fair price. While some people do make a lot of money through network marketing, their financial benefit is always the result of their own dedicated efforts in building an organization that sells real products and services. Pyramids are illegal and are based on taking advantage of people. For a person to actually make money in a pyramid scheme, someone else has to lose money. But in network marketing, each person can multiply his or her efforts, skills and talents by helping others be successful. Network marketing has proved itself as part of the new economy and a preferred way to do business here and around the world. Network marketing isn't about taking advantage of your friends and relatives. Only a few years ago, network marketing meant retailing to, and sponsoring people from, your "warm list" of prospects. Although sharing the products or services and the opportunity with people you know is still the basic foundation of the business, today we see more people using sophisticated marketing techniques such as the Internet, conference calling and other long-distance sponsoring techniques to extend their network across the country. Network marketing isn't a get-rich-quick scheme. Of course some people do make large amounts of money very quickly. Many would say those people are lucky. But success in networking isn't based on luck. (Unfortunately, money won't sprout wings and fly into your bank account no matter what someone has promised you.) Success in network marketing is based on following some very basic yet dynamic principles. Now let's discuss what network marketing is. Network marketing is a serious business for serious people. It's a proven system where the design, creation and expense the corporate team has gone through becomes a road map for your own success. Just follow the simple, proven and duplicable system that the good companies provide. The real key is this: Network marketing is all about leverage. You can leverage your time and increase the number of hours of work effort on which you can be paid by sponsoring other people and earning a small income on their efforts. J. Paul Getty, who created one of the world's greatest fortunes, said "I would rather make 1 percent on the efforts of 100 people than 100 percent on my own efforts." This

very basic concept is the cornerstone of network marketing. For example, most successful people building a network marketing business do so in an organized method. They work a few dedicated hours each week, with each hour of effort serving as a building block for their long-term business growth. Then they sponsor other people and teach those people how to sell the company product and sponsor others who duplicate the process. By helping the people you personally sponsor to sponsor others, you duplicate yourself. As this process continues, you create compound growth that can lead to hundreds or even thousands of people coming into your business. You leverage your time by helping others be successful and earn an income from all their efforts. With network marketing, there are no big capital requirements, no geographical limitations, no minimum quotas required and no special education or skills needed. Network marketing is a low-overhead, homebased business that can actually offer many of the tax advantages associated with owning your own business. Network marketing is a people-to-people business that can significantly expand your circle of friends. It's a business that enables you to travel and have fun as well as enjoy the lifestyle that extra income can provide.

LearnMore Read On The Level for more information on how to investigate a multilevel marketing opportunity.

Michael L. Sheffield is the founder of Sheffield Resource Network, a full-service multilevel marketing consulting firm in Tempe, Arizona. He is also the co-founder and chair of the Multi Level Marketing International Association (MLMIA), whose members represent companies throughout the world. ________________________________________ The opinions expressed in this column are those of the author, not of Entrepreneur.com. All answers are intended to be general in nature, without regard to specific geographical areas or circumstances, and should only be relied upon after consulting an appropriate expert, such as an attorney or accountant. Copyright © 2007 Entrepreneur.com, Inc. All rights reserved. Privacy Policy

7 Tips for Network Marketing Success A direct-selling expert shares what it takes to start out and make it in this industry.

By Devlin Smith


May 05, 2005

URL: http://www.entrepreneur.com/bizopportunities/networkmarketing/investigatinganetwor kmarketingcompany/article77700.html You probably have an image firmly planted in your mind of what network marketing (also known as direct sales or multilevel marketing) is all about--housewives buying and selling Tupperware while gossiping and eating finger sandwiches, or a high-pressure salesperson trying to convince you how easily you can become a millionaire if only you and your friends and their friends and so on would buy and sell vitamins with him. Both of these images couldn't be further from the reality of network marketing. It's neither a hobby nor a get-rich-scheme but an opportunity for you to earn money running your own part- or full-time business. But what does it take to succeed in this industry? Vincent J. Kellsey, director of member services for the Direct Selling Women's Alliance, an organization that provides a variety of resources to women and men in the direct-selling industry, offers these tips for making it: Choose wisely. There are six key elements you should be looking for [when selecting an opportunity]. Number one: stability. How old is the company? Number two is excellent products or services that consumers will use and need more of. Number three is the pay plan--how even and fair and generous overall is the distribution? This is really crucial as the pay plan represents exactly how you'll get paid--or not get paid. There are really only two questions to ask [regarding this]: How many pennies out of each sales dollar get paid back to the distributors each month, and how fair is the distribution of these pennies between the old members and the new members? Number four is the integrity of the company and the management. As much as possible, [investigate] the experience of the CEO, [their] experience in the network marketing industry, and their background. [Have] they been successful in other companies in the industry? Do they have a good reputation? Number five is momentum and timing. Look at where the company's at, what's going on with the company, and if it's growing. Number six is support, training and business systems. You may have [chosen] a great company with excellent management, products that make a difference, a pay plan that's uniquely fair and very generous, and momentum and stability, but if you don't have a system in place that works, all of that [doesn't matter]. Most companies will have a transferable training system that they use, and that's where mentorship comes in. Practice what they teach. [To succeed,] you need to be willing to listen and learn from mentors. The way this industry is structured, it's in the best interests of the [MLM veterans in your company] to help you succeed, so they're willing to teach you the system. Whatever [your mentor] did to become successful, it's very duplicatible, but you have to be willing to listen and be taught and follow those systems. The higher-ups. It can be called various things, but the general term is the "upline," meaning the people above you. How supportive are they? Do they call you? Do they help you put a plan in place? Are they as committed to your success as they are to their own? You should be able to relate to [the people in your upline] and be able to call them at any time to say "I need some help." How much support there is from the people above you in the company is very important. Take up the lead with your downline. There's a term in the network marketing industry called "orphans"--when somebody is brought in and then the person who brought them in is just so busy bringing in other people that they don't spend the time to teach and train [the new person]. You should be prepared to spend at least 30 days helping a new person come into the industry--training them, supporting them and holding their hand until they feel confident to be able to go off on

their own. You really need to ask yourself, are you willing to do that? Are you able to do that? This is really about long-term relationship building. It's not about just bringing people into the business and just moving forward. It's about working with these people and helping them to develop relationships. On the net. People are utilizing [the internet] as their main marketing tool. [You can set up your site] with autoresponders so when you capture leads, the autoresponder can follow up with that person. One of the greatest keys to success in this industry is follow-up. Many people will have someone call them who's interested or they'll call the person and say they're interested, but then they don't follow up with it. Automation on the internet has allowed a much more consistent method of following up. The only drawback with the internet is people who utilize it to spam. If there was one thing I could put forward to say, "Do not do" when utilizing the internet as a marketing tool, it's spamming because that can give a very bad reputation not only to you but also to the company you're working with. Taking care of business. This is a business, and just like if you were running a franchise or a storefront, you [should have an] accountant. You have all the same write-offs tax-wise that you have with running a [full-time] business, so it's very important to [do your research] prior to getting involved, before you start making money from it. How is that going to affect you tax-wise? What are your write-offs? It's important to set up a [support] team around you. I'd suggest seeking out lawyers who deal in network marketing, so they're very versed in all the laws and how that affects [your business.]. There are also accountants who specialize in dealing with homebased businesses specifically in the direct-selling industry. Don't quit your day job...yet. Never leave your full-time position unless you're absolutely certain that the income that's coming in with this company is going to be there. [Be sure that] you've been with the company [for awhile] and that you know it's a stable company, and the income that you're earning is equal to or greater than the income you're earning from your job before quitting. Copyright © 2007 Entrepreneur.com, Inc. All rights reserved. Privacy Policy

Why Some MLMs Fail How can you tell if the network marketing company you're interested in will succeed or fail? Take a look at these reasons. By Michael L. Sheffield | August 18, 2003 URL: http://www.entrepreneur.com/bizopportunities/networkmarketing/investigatinganetwor kmarketingcompany/article64070.html Here are the cold, hard facts on failure in direct sales or network marketing. If

a new network marketing company flops, it will be for one or more of the following reasons: • Inexperienced management • Insufficient capital • Ineffective distributor team • Inability to recruit distributors • Incommensurate compensation plan • Ineffective products • Lack of uniqueness Now, it's true that any one of these things can bring a company down, and it's also true that when a company fails, it's generally a result of more than one of these factors. But to me, the saddest circumstance, because it is the most preventable, is when companies with great management teams, good capitalization, exciting compensation plans, powerful marketing systems and competent "can do" distributors fold because they are strapped with an outdated "me too" product. Regrettably, I have seen this happen all too often in the 30-plus years I've been in this business. These companies learned too late that, with respect to the market, they were the network marketing equivalent of Where's Waldo. Lost against a backdrop of a lot of other "me too" merchandise, they couldn't establish unique differentials and secure a proper brand position. In other words, network marketing and direct selling organizations may peak and pass away for a lack of outstanding "hey, world, look at us" ideas. On the other hand, there are numerous examples of companies with unsophisticated managers, insufficient capital, inexperienced distributors and an average to poor compensation plan and marketing system that have emerged as network marketing giants because they had the right product at the right time. Perfect products can compensate for an imperfect company. Quality products, fairly priced and delivered as promised, can cover a lot of flaws in an organization. The customer can forgive inexperienced management, unsophisticated distributors and less than snazzy packaging if they really love what's inside. Good companies will always have some form of product research and development in progress. It must be an integral, ongoing aspect of their business. Just remember, there is no perfect company, but if you believe their products are exciting and fill your potential customers' needs, you'll most likely get off to a good start with your initial customer base. But don't be afraid to ask questions on all aspects of their business before you make your decision. They won't be perfect on everything you would like to see, but good companies are always improving their business model. It is very possible your own suggestions will help them to enhance their business model, making for a strong and potentially long-term opportunity for you. Michael L. Sheffield is the CEO of Sheffield Resource Network, a full-service direct sales and multilevel marketing (MLM) consulting firm. He is also the cofounder and chairman of the Multi Level Marketing International Association (MLMIA). He can be contacted through http://www.sheffieldnet.com. Copyright © 2007 Entrepreneur.com, Inc. All rights reserved. Privacy Policy

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