When someone asks, “What do you do for a living?” How do you answer?
Do you say, “I work for XYZ Company and have a home based business.” Or do you say “I work from home?” and leave out the day job part or something similar? Or even worse, you fail to mention your home based business at all? If you’re new to Network Marketing/MLM; I’m betting you say you work for XYZ Company and my network marketing company or you fail to mention your business at all.
It’s a tough habit to break. I know it was for me. I went to a Chamber of Commerce Breakfast at Teddy Gentry’s (of the group Alabama) farm a few years ago and as I was introducing myself to people, I noticed myself saying “And”. This thought has stuck with me for all these years as I think about why some people succeed and some fail in Network Marketing. You can look at the success stories and figure out that almost anyone can succeed. There’re people who were educated, high school dropouts, executives, factory workers, geniuses, and the not so smart. I even remember reading about a guy who was homeless on the street who succeeded and I’m sure you can find members of the same class of people who failed so background isn’t the reason. It may be part of the reason but it isn’t the entire reason.
If you started a business on Main Street, it’d be easy to say you own it. After all, chances are that it would be ALL you did. You’d give it 110% of your focus and your energy. You’d probably be there 10-16 hours a day and think about it all the time until it became successful or you burned out.
There’re books out there that say you should quit your job so that you’d have no choice but to succeed in your company, but I can’t agree 100%. My belief is that it’s better to have the mind set that your business is #1 and your job is #2 (not including family and other important things). If you’ve ever worked 2 jobs, you probably didn’t mention both of them when people asked so why mention your job now unless you are at work? Does that make sense? It’s nothing but a mind set but it’ll make a world of difference in how you act inside and out.
If you’re saying you work for XYZ Company and… you’re missing a great opportunity to have someone ask about your business. Would you rather have someone ask how he or she can get a job or have their own business? I know which would be better for you and the person who may be asking. If you’re in a reputable company that provides training and a way to make money, without costing an arm and a leg, and you are supporting your downline, they would be better off in your downline. What about your products? Would they help the person asking? Would the products save them money? Would (your product) solve (enter problem here)?
This isn’t the end all be all success key in network marketing but it is a very important piece of the puzzle. If you do this, your bank account won’t explode overnight, but it will get you on the path to not having that job.
Brian Baldwin has been a professional network marketer for over 5 years
and a Cognigen agent for more
than 2 years. To find out more about Brian Baldwin and receive a free
subscription to his Proven MLM Training Newsletter, visit
http://www.brianbaldwin.com
Today we’re going to look at an easy way to grow your business. This is so easy; you’ll probably be surprised at how well it works and it’s so easy that I tend to think of it as a game.
You’ll need business cards and belief that it will work.
Here’s how I play the game.
When I get up each morning and when I’m out running errands, I set an intention to meet at least one person that I need to meet. I usually say to myself while driving to the store that I intend to meet at least one person that I need to meet and then I keep an eye open for those people. Some times, they are people who are looking for a home based business, some times they are people who are looking for the products I sell and some times they are people who need my help lifting a heavy object into their shopping cart. The point is that every time I expect to meet someone, I do.
Now, you may not believe me, but give it a try. When you go out today or tomorrow, expect to meet someone and keep an open mind. If it doesn’t work for you, then try again the next day and actually expect to meet at least one person.
Since I started playing this game, I’ve recruited several people into my downline, made several sales, made a contact that may prove very valuable in the future and helped an elderly lady put a heavy object into her cart. But, more importantly, I’ve had fun.
By the way, this idea came to me while reading the book, “Ask And It Is Given” by Jerry and Esther Hicks. It’s a book on the Power Of Intention and Law Of Attraction.
If you need a logical explanation for how this works instead of whatever you ask for, the universe will give, then it’s simple. You pass by dozens of people each day that want a home based business or your products and you don’t notice them. This game will cause you to change your focus and actually see those people. How many times have you had a clerk that was tired of her job and it showed? I used to get slightly irritated about it until I started seeing these people as needing a better life. Now I hand them a card and ask if they’ve ever thought of having their own business.
Now, go out and play. If people see you having fun, they’ll want to know how you do it.
Brian Baldwin has been a professional network marketer for over 5 years and a Cognigen agent for more than 3 years. To find out more about Brian Baldwin and receive a free subscription to his Proven MLM Training Newsletter, visit http://www.brianbaldwin.com
Listening is one of the most effective communication skills we can learn.
For it to be really effective we must learn to ‘actively’ listen. Normal everyday listening allows us think about what’s being said, form a response, offer a solution or advice or just be waiting for them to stop talking so we can say jump in with our own opinion or perspective.
However, listening is about more than what’s being said. What are the words being used? What is the tone of voice, what feelings are being expressed? What is the body language of the speaker?
Active listening is about listening to what the person is saying without jumping to any conclusion or interpreting what they’re saying according to your own perceptions. When we listen to someone speak, we do so at a number of levels from the superficial ‘only half listening’ to the total focus of deeper listening.
Superficial - not really there, thoughts or attention are somewhere else and the interest is low. May make the right ‘listening’ noises, nod and murmur agreement but the person isn’t really listening.
Level 1 - What does this mean to me? We hear the words but are using our own interpretation and judgement to decide what it means to me. There may be a need for more information. Someone listening at this level is likely to impose their own opinions and thoughts on the conversation.
Level 2 - Focused on the other person and not what’s going on around them. At this level the listener may be leaning forward, head to one side, making eye contact, shows they are listening. They are aware of the speaker’s feelings as well as the words being said. Keeps focus in order to fully understand. Is able to summarise and clarify what’s been said.
Level 3 - This is a much deeper level of listening. It’s about listening for what’s not being said. Using your intuition to truly understand the other person and what they’re feeling. The listener is totally focused on the other person and totally unaware of themselves, their thoughts or anything else.
How to improve your listening skills:
Adopt a listening posture, face the person, make eye contact and nod your head or make appropriate sounds or gestures to show you’re listening.
When encouraging someone to talk - don’t ask ‘closed’ questions that simply require a ‘Yes or No’ answer but ask ‘open-ended’ questions - how, what, when…?
If you catch yourself being distracted or drifting off in your own thoughts - be honest and apologise to the speaker - “Sorry, I was thinking about what you said earlier, could you repeat what you just said”. Focus your attention back on the person in front of you.
Try listening not just with your hearing but with all your other senses. What is the person really saying? Do the words match the tone and energy of the speaker? How do they feel?
Summarise what’s been said to you to show you understand.
Notice your conversations over the next few days. When are you really listening? What difference do you notice when you change the way you listen.
Copyright 2006: Clare Evans
Clare Evans works with busy, stressed individuals and small business owners to help them plan and organise their time more effectively. Contact her now for more details and a free consultation. http://www.clareevans.co.uk
Do you have problems remembering names or are you really lucky and never forget a face … or a name? If like many of us you go to network meetings or social events where you will be meeting a large number of people, how do you remember all those names?
Get Ready
The first step is to prepare yourself mentally. Make a conscious decision to remember all the names of the people you are about to meet.
Listen
When you’re about to be introduced to someone, listen carefully and CONCENTRATE! How often does it go in one ear and out the other because we’re not really listening or our thoughts are elsewhere?
Repeat
If you miss it, ask them to repeat it. When you first hear someone’s name, repeat it straight away, “Good to meet you John” and try to use it three times during your conversation, “So, tell me John …” and when you leave, “Thank-you, John, it was good to meet you … If you realise you’ve forgotten their name by the time you come to end the conversation - politely ask them again? This will help reinforce their name in your mind. If it’s an unusual name ask how it’s spelled.
Association
The easiest way to remember someone’s name is by association.
* Do they remind you of anyone? A friend, relative, work colleague, actor or well-known person, living or dead?
* Do they have the same first name as someone you know? Does their first name or surname create an image in your mind?
* What type of person do they look like - a lawyer, an accountant, a typical …salesman, teacher … (what’s typical to you will be different from someone else, use your association)?
* Does their name link directly to an occupation in which case the image is easier to form - Baker, Gardner, Porter etc.
Create a picture
Now create an image with as many of the elements as possible - the person who they remind you of, a location, the image of their surname and the person you know with the same first name. Make it as visual, colourful, bizarre and as detailed as possible.
For example Michael White - reminds you of an accountant, visualise him with a massive ‘white’ calculator, pouring over a pile of papers and account books, surrounded by large, colourful numbers.
David Brooks reminds you of Woody Allen and has the same name as your Uncle David - visualise your Uncle David in ‘Manhattan’ dancing around in a ‘brook’ that meanders between the buildings.
Another obvious association is between someone’s name and a physical feature or trait. The shape of their face, a distinguishing part such as eyes, ears, chin, nose, hair colour etc. Alan Blackburn has big black sideburns (does that translate?). So emphasis the image - see your friend Alan (also called Alan) with big black sideburns or a large ‘allen’ key with great big Black sideburns.
The first thing you think of is the strongest association - use this, it will make it easier to recall later.
Practice
This might sound like a very long-winded and lengthy approach but the brain is amazingly fast, efficient and brilliant at recognising images. The more you practice, the faster you will get at making associations and the easier it will become. The brain works more effectively with images and the more bizarre they are the more likely you are to recall the information.
Try not to link the image to their clothing or something they are wearing such as jewellery, especially if you are likely to meet them again. They are highly unlikely to be wearing the same thing when/if you next meet them.
If you’re with a group of people for a whole day, linking to clothing can work while you get to know them better. It helps to keep recalling their names throughout the day and using their name when in conversation with them.
OK, my examples may not do it for you but hopefully you get the idea.
If you get introduced to more than one person at a time, for instance in a group, take your time, scan each face and find the association. The more you do it the faster you’ll become and the easier the associations will be to find.
Review
Another important key to remembering names and faces is to review them regularly. When you’re at a meeting or social event, you can briefly scan the faces in the room and recall the names. The more often you do this, the more likely you are to remember them. When you get home, recall their face. If you have their business card, recall their face linked to their card and if possible do the same the following day and a week later to get it into longer-term memory.
The more often you associate the face with the name, the more likely you are to remember them the next time you meet them. You know how good it feels when someone actually remembers your name and people are always flattered when you do.
Use these ideas and with a little practice you need never forget a name again.
Copyright 2006: Clare Evans
Clare Evans works with busy, stressed individuals and small business owners to help them plan and organise their time more effectively. Contact her today for more details and a free consultation. http://www.clareevans.co.uk
All too often we think ‘we know what is best for our business’ when in fact we do not know if the customer agrees with us or not! The good news is that most business operators are keen to gather new information - but the bad news is that many will never put any of the ideas they read into action! It is not so much that they do not believe what they are reading or hearing - it is more the fact that it is more ‘comfortable’ to continue along the same path as before. They justify this path of non action by saying “it is better the devil you know than the devil you don’t know.” Just remember - ‘non action means no results!’
Another thing that busy operators tend not to do is measure the results of what they do put into practice. If you place an advertisement, keep a record of what the ‘hits’ are you get as well as the sales. Then change ONE thing - it may be the heading; it may be the price; it may be some of the wording; it may be the guarantee; then check the results again. Be prepared to do this a few times until you get the winning combination for your target market.
It never ceases to amaze me how much money people will spend to gain new customers e.g. through advertising; but virtually spend nothing to keep existing customers. The old adage ‘the customer is always right’ is still relevant and real. It is also the case that ‘without customers you do not have a business’.
So put some time into developing customer incentives and reward systems; keep hard at work to build on your relationship via a newsletter and website; be prepared to invite them as guests to seminars and conferences you go to (you may pay for them or just invite them to join you); give them gifts at appropriate times of the year - in other words - treat them like kings and queens - make them feel special. This is the way to get a customer to become your ambassador and ’spread the word’ about you, to their individual networks.
If you want your business to be on ‘everyone’s lips’ then don’t neglect your existing customer’s lips. Word of mouth is a powerful tool. As well as treating your customers admirably, you need to build credibility and trust. What can you do to make your business ’stand out from your competitors?’ Think about it from a customer’s perspective. Let’s say, you, (the customer) are looking for an electrician. You check out the local papers and phone books and find fifteen listed. Which one will you choose? Your choice may be based on the headline; the text; or a graphic - but basically your choice will be based on luck! Now re-wind. If one of those 15 electricians had a ’star rating’ and this was indicated in their advertisement - wouldn’t you be tempted to pick that one?
Everyone knows what a ’star rating’ means; so if you are rated, you will definitely increase your customer base and add credibility for your existing customers to take notice of. Never underestimate the importance of making your customers feel special - you, as a customer, like to feel special - don’t you? Spend some time and effort into putting strategies into place to reward and thank existing customers and you business will grow and prosper.
Barbara Gabogrecan is a renowned artist and author, winning many awards. You can access the FREE e-report “Network and Make Your Customer King.” http://tinyurl.com/f67z2
It is important that you are aware of who it is you want to sell your product/service to. Recognising your target market is an important step in running a successful business.
Many new businesses believe that their customers are anyone who buys their product. However, if you can define exactly who your market is and specifically target your customer, you are more likely to be successful.
Don’t get caught in the trap of believing you must keep getting new customers, and put all your resources and efforts into opening up new markets. It is more important to plan how to get repeat orders from existing customers. It costs seven times more to gain a new customer than to keep an existing customer.
Without customers you have no sales. It is therefore logical that you must look after you customers as though they were the most important part of your business - because they are!
When developing your business structure it is important that customer loyalty be considered. This is important because:
When we communicate with someone we will be doing so on a number of levels, not just the words that we use - tone of voice and body language are also important factors in non-verbal communication.
Eye contact - is one of the most powerful means of communication after words. It can be direct or indirect, long-lasting or short and more usually intermittent when talking to someone in normal conversation. Staring or holding eye contact for too long can make people feel uncomfortable and is unsettling. Appropriate eye contact is important for effective communication. People who like or feel comfortable with each other engage in eye contact more frequently. People who avoid eye contact are likely to be feeling uncomfortable, guilty or embarrassed.
Face - next on the list after the eyes. This is one of the first features we notice. By looking at someone’s face we can read their emotion. Small gestures like the eyebrow flash happen almost subconsciously when we greet people we are pleased to see or who we know. A smile can also work wonders when greeting someone for the first time. It can also be used to calm and help people to feel at ease. A genuine smile lights up the whole face including the eyes, a forced or nervous smile tends to stay around the mouth. Where someone looks when you talk to them can tell you which side of the brain they’re accessing and if they’re a visual, auditory or kinetic person.
Posture - has a lot to say about how a person feels about themselves and the person they’re with. Are they leaning in towards each other or away from each other? Mirroring someone’s posture is a good way to create rapport and will happen naturally in some situations. Try it out but don’t make it too obvious or it can be off-putting. What is the posture of someone who feels confident? How does someone sit/stand when they feel threatened or fearful? If you have to give a presentation and feel nervous - adopt a posture of confidence and think yourself into a positive mode. See what a difference it makes.
Hand gestures - particularly at the moment, we are exposed to the carefully managed gestures of politicians when giving their pre-election speeches. The use of hand gestures can be another interesting aspect of body language that show attitudes and emotions. An open palm signifies sincerity, openness. Steepling of the fingers is seen as authoritative, or used during negotiation when considering a proposal. Tapping or drumming the fingers shows impatience. Touching the face indicates thinking, the hair insecurity and the ears indecision.
Personal space - everyone has their own sense of personal space that we carry around with us. We should be aware of this personal space so that we don’t invade someone’s personal space uninvited. Invading someone’s personal space can seem threatening and the person will move away to a more comfortable distance. In crowded situations personal space is greatly reduced and other factors will come into account such as avoidance of eye contact and the use of defensive postures.
Body contact - the handshake is the most recognised form of body contact and used in greetings and farewells. A firm handshake is preferred in both men and women. A weak handshake shows either ineffectiveness, insincerity or reluctance. Bone crusher handshakes on the other hand are seen as aggressive or overly dominant. People brought up where body contact is a normal part of family life tend to be more positive and open than those with less. Always be aware and observe what is acceptable with an individual or for different cultures.
When interpreting body language you need to take into account all parts of the body. Changes in a person’s normal body language indicate a change in emotion or attitude. Don’t assume that because someone has their arms crossed they are being defensive, perhaps they really are just cold! Look at all the different signals before interpreting the final message - at least three to four.
Fun Exercise: Watch people’s body language when you’re next in a position to observe. How close are they? How much eye contact is there? Can you tell if they know/like each other? Are they strangers or friends? See how much of the conversation you can guess from observing people’s body language.
Copyright 2005: Clare Evans
Clare Evans works with busy, stressed individuals and small business owners to help them plan and organise their time more effectively. Contact her now for more details and a free consultation. http://www.clareevans.co.uk
One of the keys to running a good MLM program is the ability to manage affiliates without spending too much money. Lucky for you, there are MLM software programs out there that can help. They vary in type and effectiveness, so you must look through them and determine what will work best for you. Some are literally junk and others run like a charm. Don’t hesitate to check reviews of the software and also check testimonials.
One type of MLM software that you will commonly find is stand alone software. For this type, you would pay one fee to actually own the program. Once you have installed it on your server, it is easy to get it integrated with your other systems. Generally this type of MLM software has a lot in the way of functionality and does not cost you a lot after the initial fee. On the other hand, it does need to be installed, and you may have to hire someone to do that for you. You may also find that you need more web space and thus have to upgrade your hosting service. If you arfe skilled enough, you will be able to install this software on your own, eliminating the extra cost.
Another type of MLM software is hosted. In this case, a third party provides the program to you. They actually host the program and then charge you to access it. The best part about this type of MLM software is that it requires no real skill. In addition, upgrades are put out on a regular basis in most cases. Also, up front cost is usually lower. On the downside, fees are there every month and often increase with volume. So it actually costs you more as you have more success.
MLM software can and should be a big part of your business plan. It can help you track your business while also increasing your customers and recruits. The key is to find the type of software and particular version that is right for you. Aside from stand alone and hosted software there are also other types that may interest you. The best thing you can do is simple investigation to find out what will work for you. Do some searches on the internet to determine what is available and what would best suit your particular situation. I prefer to use google as my search engine of choice and most of the time I get good results.
Keith Londrie II is a well known author. For more information on Identity Theft, please visit MLM Information for a wealth of information. You may also want to visit keith’s own web site at http://keithlondrie.com/
Many things can contribute to creating the business image that you want and they should all be considered before you rush into having anything printed to promote your business.
Start with the very name you call your business. When deciding on the name consider just what the image is that you are trying to convey e.g. fun, serious, sensitive, caring, knowledgeable, etc. Don’t have the name too long or too difficult to pronounce or spell.
As well as a short name, if possible it should also give an idea of what the business is about. This will help your potential customers to recognise and remember your service/product. You can also create an image or ‘branding’ by supporting the name with a logo (a graphic or drawing) to help customers visually recognise you. A logo does not have to be complicated - it can simply be your name, which is written in a particular way e.g. Coca Cola just uses the name of the product written in a specific style.
In most countries you have to legally register your business name. In Australia registration allows you to have an individual name for your business that is not identical or similar to another business name within the State where it is registered. The cost of registration is around $70 in most Australian States.
As you may not get your first choice of a name, the registration form allows for alternative suggestions. Do not make the name of your business too long. It is difficult to fit in computer fields, and you may find clients end up abbreviating it.
Registration will not necessarily protect the rights of the name from being used by other businesses especially if they create a company or add another word in front of the name.
In Australia, the registration lasts for three years and can be renewed. The Certificate of Registration you are given must be displayed in a prominent position at the place of business or outside every location where business is conducted under that name.
The registered name also must appear on all stationery such as letterheads together with the ABN (Australian Business Number).
It is important that you do not commence using the name you have chosen, or have it printed on anything, until you receive notification that it has been accepted for registration (you will receive a Certificate with your business name attached). You cannot claim any expenses in relationship to your business until you have a registered name (unless you trade only using your actual name)
Business cards are a cheap and most effective way to promote and advertise your business and are an invaluable networking tool. Each business card should contain the business name, persons name, title, address, phone, fax, email and web address. If the name of your business is not self descriptive, put a couple of words to explain what your business does, e.g. Gabogrecan Enterprises - Art Commissions, Tourist and Fashion Product.
Your card should be designed with the image you want to create, in mind. Colour, style and size of fonts, logo and the quality of card used, can all contribute to the image you wish to create.
Business cards are often stored in special containers or plastic sleeves by participants. If your card cannot fit these receptacles, they will be placed in a drawer and forgotten. If you want to have a magnet card, or some other type of interesting format - produce and present two business cards. One for storing with others and the special one to make an extra impact.
When exchanging a business card, take the trouble to read the information at that moment (it shows genuine interest and helps you remember the person). Jot some details on the back e.g. Date and function at which cards were exchanged, and any special details to assist you in remembering the contact e.g. opened the door for me!
Business cards that have a great deal of information printed on the back, are laminated, or are of a very dark colour, make this networking function impossible.
Always have business cards with you. Keep them in a wide variety of places so you do not forget them. Carry blank cards with you for those people you meet who have forgotten theirs.
Remember, business is often about perception. If you are targeting the small or micro business sector and your printed material is ‘over the top’ this can lose customers just as quickly as promotional material that is scatty and obviously disjointed.
This ‘over the top’ material is something big business does all the time and then they wonder why they cannot win over customers from smaller business. The bigger and bolder the ’splash’ of your promotional material is the more is will suggest that what you have to offer is expensive - is this the image you want to portray? Remember that the smaller business does not necessarily think expensive means quality service or product.
Think out your image before having a single thing printed and this includes how you will present it e.g. will a brochure, flyer, business card be presented in a folder? Once you have decided on your image - then promote it and build up your brand recognition.
Barbara Gabogrecan has spent the last 10 years helping the Micro/HBB sector to achieve a ‘point of difference’ so that they can ‘beat their competitors to the punch’, grow their customer base and increase their sales. To discover how you can do this go to http://www.micronavigator.com.au