BuildYourOwnMLM.com

So many people looking to start a home business are under the impression that you have to become a door-to-door sales person, professional telemarketer, or a Mary Kay lady doing home meetings to make money. All wrong. (Well, unless you like to do that sort of thing). Here is the rule we live by as home business owners, we sort and we market. We do not sell! One of the quickest ways to fail in network marketing is to become a sales person. A selling superstar is easy to spot. They jump in with two feet and start sponsoring people like crazy, I am talking 20-30 a month. You could not be more excited, and you think you have just hit the MLM jackpot!

Here is what will happen. Within two months, all of those new reps sponsored by your super- star, start dropping like flies until nobody is left. Why does this happen? Because people cannot be duplicated.

The superstar’s new people cannot do what he did, and he cannot figure out why. After all, it was so easy. This is why having an effective system is so important. Systems are semi-duplicatable because they level the playing field for everyone.

I say semi-duplicatable, because once again, people don’t join a company, they join you, The moment you starting explaining anything about your product or business you are selling. If you say anything more than the name of the company or product and cite a testimonial, you are selling.

If you start to tell them the ingredients or price, you are selling. If you start to tell them what it does, you are selling. If you start to explain the compensation plan or give the background of the company founders, you are selling! Don’t do it!

Professionals sort. Amateurs sell. Think of yourself as a professional promoter. It is your job to hand out information to as many people as possible about a very exciting business opportunity or product. That’s it.

Your only job is to get out marketing tools to as many people as possible because it is these marketing tools that do the selling for you. Whether it’s a website, e-book, CD, brochure, or DVD movie… They contain your presentation.

They do all of the legwork for you. Gone are the days when you have to know anything and everything about your product or business, and sit down for an hour across from someone at Denny’s to show the plan.

The tools will sell the business and the product. You simply need to worry about selling yourself as a leader. Listen, you could take a 50-year-old, fifth generation farmer and put him to work in the field with some hand tools, or you could take a kid from New York, and stick him in a tractor.

Who will be able to harvest the bigger crop? The kid from New York! It was not his lifetime of experience that gave him the edge. It was his tools. Let the marketing tools do the sorting and selling for you.

Do not waste your time with the people who don’t get it. Don’t wonder why your best friend or next door neighbor did not see the same opportunity you did.

That is not your concern. Your concern is giving them the opportunity to simply say yes or no. All you are doing with each new person you expose to your business or product is creating the opportunity for something good to happen. The more opportunities you
create, the more success you will have.

In the end, when it comes to selling a business opportunity, your results will eventually
fall onto your shoulders. Do you have personal value to offer this person?

Are you an Alpha leader? Will they gain power by associating with you? So how do you know when you are selling so you can avoid it?

From waiting tables to millionaire at 29, Mike Dillard, is a professional marketer who has taught over 100,000 entrepreneurs from around the world how to tap into the power of his attraction marketing techniques. Sign up for his free on-line boot camp at: BuildYourOwnMLM.com

Article Source: http://EzineArticles.com/?expert=Mike_Dillard

BuildYourOwnMLM.com

Learning how to write an effective sales piece is the closest thing to picking money off a tree in the world. You can literally turn your thoughts into money over and over again. But of course, it is not an easy skill to learn. It can take years, but, by studying the basics you can increase the effectiveness of your marketing efforts tremendously with a few simple concepts, and do it in just a few days. Most sales letters follow the same formula no matter how long or short they are. As a rule of thumb, long sales letters always out perform shorter ones , as long as the content is relevant. In other words, it should be exactly as long as it needs to be in order to produce the sale. (The more you give, the more you will get.)

There is rarely a sales letter that is too long. Remember, this is not for you. It is for your prospects, so take yourself and your feelings out of the subject, and make it as long as it needs to be to get the job done!

Creating a sales letter that holds a customer’s attention until the end and takes them through a planned emotional journey is the art.

That is what takes years to learn. How to suck someone into your sales copy and spit them out at the other end with a hysterical urge to whip out their credit card and buy from you.

There is a formula. Some may even call it manipulative. This means you must be very careful and use this power with caution and for good, or it will come back to haunt you.

There is no way I could even begin to scratch the surface of how to write compelling sales copy, as it takes years of practice to master, but here is the basic format for most sales letters, and you can use this anywhere! Emails, phone calls, websites, conversations, etc.

Ok, back to the structure: Headline: Qualify them. This mentions a benefit or a pain that the reader wants or has so they can raise their hand and say “He is talking about me!”

Story/Problem: Expose their pain. Build a relationship through a story. People get pulled into stories and find it hard to move on until the end, just like reading a great book. The solution; I found a solution. Here is what happened and how it will help you.

Educate: This is how and why it works. Offer; Here is how you can get it and ease your pain/increase your pleasure. Know what you are really selling.

I will tell you right now it is not your company and it is not your product. You are not selling ORAC values or compensation plans. You are selling a way to avoid pain or acquire pleasure.

If you are selling a health product for example, you are not selling the ingredients of it. You are selling a longer and healthier life. You are selling relief from a painful ailment so grandma can play with the grandkids again.

You are selling prevention and peace of mind over the fear (pain) of failing health. When you are marketing your opportunity, you are not selling compensation plans or training calls or a debt-free balance sheet.

You are selling pleasure through the attainment of wealth. You are selling pride and achievement. You are selling the education of their children. You are selling their dream car. You are selling the solution to painful bills and a frustrated spouse. You are selling a solution (to pain), and benefits (pleasure).

“John, if I could show you how to make guaranteed $2,000/mo within nine months so your daughter Suzy can go to college and become a doctor like she has always wanted.”

“And if I could show you how to do that without making a major investment and without spending more than one-two hours a night on your business, is that something you would be interested in?”

Assuming those are the reasons why John gave to you, do you think the ingredients of your product or the date your company was founded will really matter to him? Nope. Sell the solution. Sell the benefits.

How do you tell the difference between a feature and a benefit? Most people cannot. It is rather easy actually. This little trick is priceless and will shock you the first time you test your emails and other writings with it. After every sentence you write, jump into the shoes of your prospect and ask this question: “so what?” Come on, try it.

This was taken from a well known MLM company’s website and reflects the norm throughout the industry.

“Designed with the part-time member in mind. An incentive to achieve with rewards at every level. Dynamic Compression on the 2% Emerald bonus and on the Diamond Override Bonus! My Biz Bonus for 20% of CV on new Team Member’s cumulative orders, for the life of the new member’s orders.

Plus, a Consumer Bonus that pays 50% of the CV on the first order on new CDPI sign-ups! A Top Distributor’s reward for bringing in new business and new volume. The highest overall payout of any major company in the industry, great awards and recognition.

Now read each sentence and ask the question, so what?(Please do that now). See what I mean? It is meaningless until you show me how I can benefit from it! Now let us turn these features into benefits.

An incentive to achieve with rewards at every level so as your business grows, so will your compensation. Dynamic Compression on the 2% Emerald bonus and on the Diamond Override Bonus which will maximize the size of your check and put more money in your pocket! The highest overall payout of any major company in the industry will ensure that your time, money, and efforts are invested wisely, and that you earn what you really deserve!

See the difference?

From waiting tables to millionaire at 29, Mike Dillard, is a professional marketer who has taught over 100,000 entrepreneurs from around the world how to tap into the power of his attraction marketing techniques. Sign up for his free on-line boot camp at: BuildYourOwnMLM.com

Article Source: http://EzineArticles.com/?expert=Mike_Dillard

BuildYourOwnMLM.com

The following ad was a very successful pay-per-click ad on Google in 2004 for a $500 training seminar. “(Company name) Reps. Come see how I got 79 sign ups in 90 days without ‘calling’ anyone.” Here is what that ad really says: “I am an expert. I got 79 sign ups in 90 days. I can help you. This is EASY and FAST. I did it without calling anyone. You do not know how to do this. I can show you how and make your life easier. Let me ease your pain and help you sponsor more reps.” But here is the real kicker: these guys are charging $500-$1,000 to get access to this information, and people are just throwing money at them left and right. The only problem with their system is that it is NOT automated. It is a sales job, and takes too much time away from building their primary program.

You are probably struggling to get your prospects to hand over $100-$300 to get started in your business, yet these guys are making a fortune promoting a “how to” course that will show people how to build the floundering business you sold them in the first place!

Why? Because you are only providing a part of the solution the prospect is looking for when you are promoting your business with your current sales tools. You are leaving out the blue prints/system, so they are going somewhere else to buy that, and as you can see, people are willing to pay big bucks for it, VERY MAGNETIC!

Now we will look at the typical ad you see put out there by people who do not understand the psychology behind marketing yet. This is a real ad I pulled from Google: Breaking News (Company), Fastest Growing Team In (Company), Questions? Feel free to call me. www.(xxxxxxxx).com

What the ad really says: “Another company is launching. We have the best team. Call me.”

What the average network marketer who reads that ad will think: “Another company is launching. Big deal I have already joined three start-ups in the past, and I am still broke. “Fastest growing team?” That is what we had last time. My team did not grow fast.

Call you with questions? Why so you can pitch me on your “big deal company.” No, thanks, I already have one.” Did it appeal in any way to the triggers people respond to? Nope! You have to think very carefully about the ads you write because you will get EXACTLY what you ask for!

Do you want to attract the bottom feeders looking for “quick and easy,” or do you want to attract leaders who know there will be an investment of time, money, and effort involved.

These next few ads promote weakness and attract LAZY people. You will get a high response rate, but you are deceiving yourself.

“5×9 Matrix With Massive Spillover! Join Today for Only $20! We Do All the Selling For You!”

“New Company Launch! We Build One Leg for You! Grab Your Position Now!”

This next ad is SOOOOO BAD that I truly hope this person stumbles across my book. Use the “so what” rule and see what it reveals.

“MLM Business Opportunity, New Business with Great Products Dare to venture on a New Frontier.”

And then there was: “Want a Marketing Miracle? Plug into Turnkey Global Marketing For Instant & Long-Lasting Success!

Instant and long-lasting? Right. This is the kind of junk you DO NOT want to advertise IF you want to attract real long-term leaders.

The next ad is a GOOD AD and variations of it have been used for two-three years now. The headline sorts people and grabs the type you want to hear from. Line two states a massive benefit/solves a problem.

The offer of the ad is a generic report. Lots of value. Provides the SOLUTION to a painful problem: Not enough reps.

“Attn: Hardworking Network Marketers. Add 20-30 People Per Week. 5 MLM Secrets Free Report.”

People know if they are hardworkers or not, so only the people that know you have to work hard to be succcesful will contact you. The numbers in the ad are also very realistic and achievable. On top of that, the person realizes they will probably learn something beneficial from the free secrets and therefore they will be willing to contact you or go to your website.

It is my hope that, if you are not satisfied with your advertising results, you learned something very valuable about how to magnetically attract people to you through your advertising. Good Luck!

From waiting tables to millionaire at 29, Mike Dillard, is a professional marketer who has taught over 100,000 entrepreneurs from around the world how to tap into the power of his attraction marketing techniques. Sign up for his free on-line boot camp at: BuildYourOwnMLM.com

Article Source: http://EzineArticles.com/?expert=Mike_Dillard

BuildYourOwnMLM.com

When I first started my networking career, I was a pretty shy person. The thought of picking up a phone and calling a stranger horrified me. I used to literally sit at my desk staring at the phone for hours trying to sum up the courage to call my leads. It was ridiculous, but my mind found a way to justify my inaction with one excuse or another. The problem stemmed from my lack of posture, leadership, and authority, due to a lack of confidence. When I would call my leads, I came from a place of weakness, need, and desperation. I was spending every spare cent I had on leads and tools, and I had to sponsor a new rep soon or I would be out of money and a failure.

That desperation, need, and lack of confidence came though on the phone and people took advantage of it in order to give themselves power. I came from a position of servitude, doing anything I could to please the prospect and keep them in the pipeline.

This is a MAJOR problem with people new to this industry. You will never build an organization or sponsor the right people until you move out from a Beta mindset to an Alpha mindset.

It is impossible because people only join Alpha leaders. The good news is that your Beta status can be conquered with a little education.

So what does it mean to prospect with posture? Simple. To be blunt: The person on the other end of the phone is a nobody, that must qualify for and justify your attention and time. Until they prove themselves worthy, they are just a voice and a phone number.

I do not care if it is a doctor, lawyer, business owner, etc. They can waste my time just as
easily as anyone else. They have to earn it.

Here is a pretty basic concept that I am adding to this article based on several phone calls I have gotten this week. It is about 800 numbers and whether or not you should use one as a distributor.

I was setting up their websites for them, and they insisted that their 800 number be included because it is easier for the prospect to contact them, and because some people do not want to call long distance.

I have to admit that years ago when I got into this industry, getting my first 800 number was like some cool “right of passage” that meant “now I’m a business owner!”

Ya it was fun to experience that, but I soon learned that an 800 number has no real benefit and can actually be counter-productive.

The only time you should ever use an 800 number is in a direct response advertisement. That is it. I hope by now that YOU can recognize how flawed that above kind of thinking is. (”It makes it easier for my prospects to call me.” or “Some of my prospects don’t want to call long distance”).

First and foremost, why would you even send information to either of those types of people, let alone cater to them? Think of an expert in any field.

Not only do they not have an 800 number, but they usually have a few hoops people have to jump through just to reach them! Receptionist, call screening, etc… forget 800 numbers. They have no benefit to you or your business, and they weaken your positioning.

The best way to build posture if you are lacking it, is to first and foremost, sit up straight or stand while on the phone. Have energy in your voice, and know in your head they you have the keys to the vault. You have already found the pot of gold at the end of the rainbow.

If that is not your normal personality, then change it. This is what it means to become the person you need to be to succeed.

I honestly like to think of Donald Trump, sitting there in the boardroom on The Apprentice. It is an honor for his contestants to have the opportunity to work with him, and they all know it.

It should be no different with you and your prospects. You are the Donald. Act like it. The best way to assert your posture on a call is to keep control of it. Once a prospect asks a question and you answer it, you have lost control.

They are now in charge of the entire call and its outcome. You must take back control immediately! You do not have a choice if you want the call to be successful, not only for your sake, but for your prospects as well. (They just do not know it yet).

The best way to do this is to defer their question and ask them one. Asking your prospect questions keeps you in control of the conversation.

Example Prospect says, “so what kind of business is this? What is the name of your company? You say, “_____, that is a great question, but we are not to that point yet. This is an interview, and I am trying to qualify you for my time. If you would like to continue that is fine, or we can end the call right now. What would you like to do?” (Did you see the reverse question?) Now you have control again.

What does having a strong posture do for your business? First, it positions you as an Alpha leader. If you are not a leader, how can you expect people to follow you? Second, it positions you as an expert instead of a peddler.

Prospects and customers seek out experts because they have the answers they are looking for and because they gain power by associating themselves with that person. Third, it allows you to guide them though your information system on your terms for
maximum effectiveness.

IMPORTANT: People do not partner with you in business because of your product. They do not partner with you because of your compensation plan. They partner with you because of YOU and/or your system.

They partner with you because they see you as an Alpha Networker and someone who can help them achieve success they want. Everything else is secondary.

A great way to help you develop your posture is to just say no to your next five prospects. Do it. Tell them you are sorry, but they are not who you are looking for right now.

This exercise will change your mindset and your posture instantly because it gives you all of the power and it will help you adopt a mindset of abundance which is a critical trait that all Alphas share. Your mind will finally understand that you are the leader, and that the success of your business is not dependent upon any one person or handful of leads.

In all honesty, you should be telling this to at least 50% of everyone you talk to each day if you are building your business correctly! The vast majority of people you meet will not have the characteristics you want in a business partner!

From waiting tables to millionaire at 29, Mike Dillard, is a professional marketer who has taught over 100,000 entrepreneurs from around the world how to tap into the power of his attraction marketing techniques. Sign up for his free on-line boot camp at: BuildYourOwnMLM.com

Article Source: http://EzineArticles.com/?expert=Mike_Dillard