"Make Yourself Memorable When Prospects Say 'No'"

Sometimes when we present our MLM business to a prospect they say, "I'm not interested". Usually they mean the timing is wrong. So then we get back to that person a month or so later & find they've lost all interest. If you've experienced this, then chances are your prospect needed you to make yourself memorable to them.

Most of these folks are just so busy looking for something they're ready for that once we get back to them their brain is swamped with other information. Our presentation got pushed into a dark corner of their mind & forgotten.

They need a regular reminder of what they were so interested in

Suppose John says, "Well, mony's kind of tight right now, I can't afford $200 for something I don't know I can do." Here's what you can do for John.

1. Find a cheap picture frame. $2 or less will do.

2.Now ask John, "Could you please write out a $200 check, void it, & then hang it in it in a prominent place in your home? Make sure it's where you'll see it often."

3. Now say, "You'll save that $200 by not joining my business. Now you have $200 to invest however you like. You might make a bundle in the S & P, or maybe you'll get a winning lottery ticket. Let's give that $200 3 to 6 months to work for you. I'll check back with you then & see how well it worked out."

Opportunity seekers shop around so much that they forget what they've seen quickly. To help them remember us & make the most of the effort we put out they need a nudge.

This simple technique can help you make yourself memorable to the people who "want to think about it." That way they don't feel pressured & you improve your business building success level.

I appreciate you,

Bill Tessore

Effective Branding Strategies - Fiddler In The Subway?

Everyone knows effective branding strategies are the way to make money in any business. Some of us understand there are basically two methods of branding: 1. non-targeted (a. k. a. "the spaghetti plan"), & 2. targeted marketing.

Recently I came across a classic example of the contrasting effectiveness of these two marketing methods in the form of a violinist in a big city subway.

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A man sat at a metro station in Washington DC and started to play the violin; it was a cold January morning. He played six Bach pieces for about 45 minutes. During that time, since it was rush hour, it was calculated that thousands of people went through the station, most of them on their way to work.

Three minutes went by and a middle aged man noticed there was a musician playing. He slowed his pace and stopped for a few seconds and then hurried up to meet his schedule.
A minute later, the violinist received his first dollar tip: a woman threw the money in the till and without stopping continued to walk.

A few minutes later, someone leaned against the wall to listen to him, but the man looked at his watch and started to walk again. Clearly he was late for work.

The one who paid the most attention was a 3 year old boy. His mother hurried him along, but the kid stopped to look at the violinist. Finally the mother pushed hard and the child continued to walk turning his head all the time.

This action was repeated by several other children. All the parents, without exception, forced them to move on.

In the 45 minutes the musician played, only 6 people stopped and stayed for a while. About 20 gave him money but continued to walk their normal pace. He collected $32.

When he finished playing and silence took over, no one noticed it. No one applauded, nor was there any recognition.

Here are some interesting facts about the man who fiddled around in the D. C. subway.

• The violinist was Joshua Bell, one of the best musicians in the world.
• Mr. Bell played one of the most intricate pieces ever written
• The music was played on a violin valued at $3.5 million.
• Two days before this, Mr. Joshua Bell performed before a packed out Boston theater
• The average ticket rate was $100.

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In the subway the only one's with any measure of intense interest in Bell's product, his music, were small children. In contrast, an entire theater of fine music lovers sat elbow to elbow to bask in the same orchestral works.

The lesson here is this …

People, MLM prospects especially, don't care about the quality of our product, what we know about it, or the cost of its delivery system. All that matters to prospects is if we have what they want.

Effective branding strategies are the Holy Grail of business building. If you focus on what your prospects really want, then you have the most critical advantage working in your favor.

I appreciate you,

Bill Tessore

List Building - Pillar 6 (part 1)

Which Marketing Method Works Best, Plan 'A' Or Plan 'B'?

All of The 5 Pillars for Success must be in place before you commit to joining any network marketing company. Once you have that established the next step toward building your network marketing career you must learn about The 6th Pillar for Success.

But first, let's look at some of the myths about network marketing.

Myth 1: It's about re-inventing the wheel and hoping others will come along wanting it."
Myth 2: "You have to sell to anyone with a pulse."

These are examples of “Plan B Marketing” (not network marketing). This method only works in the corporate world (direct sales). Network marketing and direct sales are two very different things. that is why "Plan B Marketing” fails in MLM big time.

So then what does work in network marketing?

The answer is "Plan A Marketing". What's that? Before I answer that question let's define what "network marketing" is by looking at each word on it's own.

Network: building of a customer base, building of business associates, & building of relationships.

This means network marketers deal with prospects, customers, & business associates.

Market: a. research intent upon determining the wants, needs, or desires of a specific group, b. providing a product or service that serves the wants, needs, or desires of a specific group.

So then marketing is about giving a starving, targeted market what they want.

Here’s a simple example of a "target market":

A stadium concessionaire's clientele is a target market. He doesn't need to "close" anyone or even have fancy, high quality products. All he needs to do is get what those ravenous sports fans want to eat and drink right next to their seats so they don't have to miss any of the game.

So the two marketing methods are:

==> “Plan A”: Find a ‘target market’ and satisfy their appetite for what they want. This method has a huge success rate.

==> “Plan B”: Re-invent the wheel by finding or creating a product, followed by creating a company, and then hoping someone comes along to sell to. If you choose this one you'd better pack a lunch as it has the highest failure rate.

If you're an entrepreneur with a goal of creating extra income, then you need a clear understanding of what network marketing really is. Playing to that strength by using "Plan A" will put your business light years ahead of everyone using "Plan B". You become the expert, the go-to person others want to find and do business with.

I appreciate you,

Bill Tessore

Prospecting Q & A: "Do You Have Any 'Killer Comebacks'?"

A strange thing happens to some people when they become network marketers. They seem to think there's some foreign language that mystically molds the responses of prospects to the desires of the networker. They think this new lingo will eradicate the "No's" and cause prospects to be predictably decisive.

These "closing statements" are like "Alice in Wonder Land" … they're not part of the real MLM world.

The following example will show what I mean.

Question:

"I can generate leads in many different ways and even get them to contact me. Our conversations are productive and seemingly good prospects get information. Then when it comes time to follow-up with them they seem to go into the Witness Protection Program, or they won't make a decision at all."

"Can you give me some killer comebacks so prospects will get back to me and tell me either 'yes' or 'no'? I can work with 'yes', and accept 'no', but 'maybe' is just impossible."

Answer:

"Here's what's happening."

==> Some people don't call back because they don't want to talk to us.
==> Some aren't interested in the opportunity.
==> Some might think we're too pushy.
==> Some think we're going to 'close' them.
==> Or perhaps their questions weren't answered."

"So, rather than using "killer comebacks" lets look at the reasons they find decision making difficult.
In order for prospects to make quicker decisions they need you to answer these 3 questions for them right away."

1. "What kind of business are you in?"

"Be very specific. Don't just say, 'I'm in health and wellness.' That could mean you're a physical therapist, or a chiropractor. If you don't follow-up such a statement with, 'Which means …', then your prospect probably will stay on the fence. Most prospects want to know more before they make an important business decision like this.

2. "How much money can I make?"

3. "What exactly must I do to earn that money?"

The ONLY thing you should ever "close".

After you answer these three questions quickly and precisely, ask your prospect this simple question, "OK, what do you think?"

This answers your prospects next question set:

==> "Are you done talking?
==> And possibly, "Is there a graceful way to back out?

This closes the door on these last two questions, along with anyothers that could pop up by leaving them unanswered.

Here are the most likely questions that can pop up if you don't answer your prospects first three questions quickly and exactly.

==> "Will I have to do humiliating things if I join this company?"
==> "Will I have to do things outside of my comfort zone?"
==> "Am I qualified to do the things expected of me?"

Our prospects respond to us based upon what we do and do not say. "Killer comebacks" used to get a "yes" or "no" response are poison to your business success.

If quick, easy, and predictable sponsoring results are important to you, then you've got to get to the point quickly and with surgical precision. Tell your prospects exactly what kind of business you are in, how much money they can make, and what they have to do to make that money.

You will find that more prospects will make quicker, more definite decisions more regularly when you leave nothing to chance by answering these three crucial questions right away. And never, never neglect to weed out the "maybes" by neglecting to offer a graceful way out with the question, "So, what do you think?"

I appreciate you,

Bill Tessore

Women In MLM … How Do You Talk To Them?

“Where are The Closers, There’s gotta be closers!”

Have you ever heard these Bozos using their Arnold Schwarze-Closer tactics tell you, “Bring everyone you can find into the opportunity meeting and I’ll do the closing for you”?

Maybe your company hyped up some super special seminar where the biggest super Bozo closer tactician and the CEO magically make everyone of your prospects "get it" so they'd all be closed.

You probably also heard the super fat cat closer gets the big box because he is so important that he deserves it the most.

Oh and how about the Ultra Fast Start Bonus for the one who closes everyone? He's heard shouting, "To the moon!" as he goes for maximum volume with every close for that record-breaking check.

And let's not forget the guerilla tactical commander closer that gets the lime light up on the stage. What with his power suit, power shirt, power tie, power watch, and yes even power under wear. Man, watch him strut! Is it obvious he loves it?

Those jokers think they're cool. After all they have the lock and key on the all-important closing thing. And so, "Super Man and Green Lantern have nothing on them." They just know they're “all that”.

You couldn't find more testosterone in a sperm bank!

What's Missing Here?

Where’s the words “she” or “her”? What? You can't find them?

Hmm … Why do you think that is fellas? Maybe you should ask the woman next to you who's rolling her eyes. I guarantee she's NOT looking a a question mark over her head.

Guys, until now I've stuck it to you to get your attention. A lot like you stuck it to the girls you've “scored on”.

The winner is NOT the best closer.

Wake up fellas! If the girls you dated did not want you to get that "home run" back when we were teens, what makes you think that things have changed just because the game is now MLM? Grow up!

FACTS About Women in MLM:

1. 80% of all network marketers are WOMEN.
2. WOMEN hate being pushed into anything.
3. WOMEN hate being closed.

So guys, do you remember that first date? You knew that back seat was all your idea. Reality check! She still doesn't want that and it'll always be that way. And that's how she feels about your stupid “close” in MLM.

I know what you're thinking. "OK Mr. Prince Charming, so what do they want?”

Good question Bubba. Here, I'll draw you a picture.

Whatever else was going on in your brain, or what your vision of the future was, that girl knew she'd have to carry your baby for 9 months, and then care for it hand and foot for at least another 18 years.

And what happened to you Romeo? You were off "closing" another girl.

That girl knows that in today’s network marketing world she'll spend weeks, or even months to build three or four good relationships. Then in another 2 to 5 years those relationships can pay off in the form of a long-term residual income.

Of course by this time that girl, and mother, is now a grandmother. Now a new generation of network marketing youngsters needs her guidance.

That girl (woman) knows all this takes time, planning, and dedication. That woman knows what you guys are still scratching your heads over.

Here's what women know:

==>The “close” or the first sale is not important.
==>Being “closed” makes her skin crawl just like being treated and talked to like another ?“notch”.
==>Only things are to be "closed". She is a person ... not a thing.
==>Building a long-term business customer base takes a lot of time, patience, and nurturing.
==>Success in MLM requires a long-term mindset.

So guys, do you really want to be the Grand Poobah in network marketing? Great, here's what you do.

Tell women about how they can build a powerful, long-term customer base in MLM. You may also want to talk about how they can find a few good business partners to build strong for the next couple of generations.

If you're still around by then you might learn that they want the same thing you do.

I appreciate you,

Bill Tessore