Home | FREE | Archives | Contact

Whew... ! I just finished driving for 5 hours and I'm back
in front of my PC for this week's newsletter. This weekend,
I was at my in-laws' house for sis-in-law's engagement
occasion. The function was a success.. :) BTW, it's a custom
here to have an engagement party when a couple decides to
get married.

Unfortunately, I got to cut short my rambling today. My apologies.
My body says I should rest. But, my mind says... hey, I got
subscribers asking "where's today's newsletter ?"

So, here are today's articles. Enjoy while I take some
rest... :)

Hmmm... what another hectic weekend !





Warm regards,

Zamri Nanyan
Publisher/Editor
MLMLessons Weekly Newsletter

=====================================================
2. ARTICLE - Knowledge is the Key to Successful Prospecting
=====================================================


Knowledge is the Key to Successful Prospecting

by Scott Adams


A client said to me the other day, "I can't seem to get people
to show up to my online presentations after they tell me they
will be there." His prospects seemed excited about seeing the
information, but never took the next step.

How many times does that happen to you when you are prospecting?
You feel like you do a great presentation and the prospect says
they are eager to learn more about your opportunity and then
they fall off the face of the earth. You probably have GREAT
CDs, online presentations, printed literature, flash
presentations, websites and emails. So why do people still not
show up when they say they will?

I ask you to think a little deeper about the process that you
are taking a prospect through. Most Networkers are so eager to
tell a prospect about their opportunity that they miss the most
critical (and simplest) step in the exposure process...

KNOWLEDGE OF OUR INDUSTRY!

Does the prospect even know what Network Marketing, MLM or
Consumer Direct Marketing is all about?

The reality is most prospects choose not to follow up with you
or go through your exposure process simply because they do not
understand the industry. So most will give you an excuse about
why they are not interested.

And you can, in turn, take those excuses and turn them into
your own:

    - It is not the right time for the prospect
    - The leads must be bad ones
    - The prospect has no clue
    - The prospect probably doesn't have money to invest
    - I only call twice and if they don't call back I move on
    - They probably weren't the right person for my business
      anyway
    - The prospect doesn't want to sell anything

Sound familiar?

OR you can actually take those excuses and build a 6-figure
residual income organization. If you can uncover your
prospect's level of knowledge about the industry, you can
build a more solid relationship with them, bring them into
your business, and develop the type of organization that
gets you closer to that 6-figure residual income.

Instead of looking at "objections" as a dismissal of your
opportunity, look at them as requests for more knowledge
about Network Marketing and your opportunity. Find out what
your prospects need to know and you'll be very impressed
with the results that show up in your checks.

Try not to rush to qualify a prospect because you may be
overlooking that "diamond in a rough." Yes, a prospect may
make an emotional decision to join your opportunity, but
how long will they typically stay with your opportunity if
they don't understand what Network Marketing is about? If
they understand the Network Marketing business model, you
will notice that they stay in the game a lot longer.

The Network Marketing Business Model is AWESOME!

So how do you find out what a prospect's knowledge of the
Network Marketing industry is? Try this simple approach the
next time you pick up the phone to dial a prospect.

Example Script

Hello, may I speak to (prospect)? Hello, (prospect), my name
is (your name) and I am calling from (your company or team).
How are you today? (Prospect), the reason I am calling is I
recently received your name from Cutting Edge Media and I
understand at one point in time you may have considered having
your own home-based business or simply working from home to
earn some extra money.

I called for two reasons. First, I simply wanted to introduce
myself to you and second I wanted to see how your search is
coming along. (Prospect), how is your search going currently?

Ask the following questions after they tell you how their
search is coming along:
    - Have you checked out other companies?
    - What did you like or dislike about the companies?
    - What kind of products or services do they offer?
    - How do you define the Network Marketing Industry?
    - Do you have past experience in the industry?

Dig deep, you will be amazed at how much you learn about the
prospect and where that knowledge will lead you.
 

Once you focus on your prospect's knowledge and can meet them
on their level:

    - You will gain control of the conversation
    - Your nervousness will disappear because you will know how
      to handle the prospect
    - You will know where to direct the prospect to learn more
      about your company
    - You will not sound like the other 10 Networkers who
      called them
    - You will begin to build a true relationship with the
      prospect
    - Your prospect will begin to feel you really do care if
      things are progressing for them
    - You will slow down your qualification process and
      actually find the "diamonds in the rough"
    - The 800 lb. phone will become light as a feather

Understanding your prospect's knowledge about the industry will
truly give you a clearer perspective of your prospects. It will
put you in control of your growth - and the size of your checks.

KNOWLEDGE IS THE KEY TO YOUR SUCCESS!


Scott Adams

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Scott Adams is a lead consultant for Cutting Edge Media.
Scott brings a unique perspective to the industry through
his experience in Network Marketing and his experience
developing a call center for a mortgage company. He was
instrumental at growing it from a 6 million dollar company
to a 45 million dollar plus company in a few short years.
Scott is available for consultation on how to grow your
business to the level you desire. (800) 561-9297 ext 1213.
ScottAdams@CuttingEdgeMedia.com
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
======================================================

---------------------< SPONSOR >----------------------------

Your complete tools to build your Network Marketing business on
the Internet. Webhosting, Autoresponder, Ad tracker and many
more. Check it out yourself.
Complete Internet Business Tools

---------------------< SPONSOR >----------------------------


=====================================================
3. ARTICLE - Don't Overlook the Easy Sales
=====================================================


Don't Overlook the Easy Sales
Copyright 2003 By Bob Leduc

Are you so busy chasing down new customers that you completely
overlooked these two prime sources for easy sales?

Source 1: Existing Customers

Here are two ways you can use your relationship with existing
customers to generate additional business.

1. Offer Them Related Products or Services

Your existing customers already know you and trust you. It's
easier and cheaper to get more business from them than to get
any business from new prospects.

Find or create additional products and services you can offer
to existing customers. Your new products and services should
be closely related to those your customers originally bought
from you.

For example, I recently spoke with a network marketer selling
nutritional products. She also works with a health club that
pays her a commission for each new member she signs up. She
told me that over one third of her income is generated by
offering the related product to her customers.

2. Ask Them to Help You Find New Customers

Do you have a system to get referrals from satisfied customers?
If not, you are losing a lot of profitable sales you could
easily get.

One way to get referrals is with a brief Customer Survey. Send
it by postal mail, email, fax or post it on a web page. The one
I use asks only 3 questions:

1. What did you like best about our product (or service)?

2. What can we do to improve the value of our product (or
service) for you?

3. Who do you know trying to solve (state the problem you
solved for your customer)?

...or: Who do you know that wants to (state the benefit provided
by your product or service)?

The first two questions focus attention on the benefits you
provide. Your customer is more likely to volunteer referrals
when they're thinking about the value of those benefits.

You also gain something else with the first two questions. The
first question often generates a response you can use as a
testimonial (with your customer's permission). The second
question may provide an early warning of a problem you need
to solve ...or alert you to an opportunity you can exploit.

Source 2: Previous Non-Buyers

Most prospects will not buy from you the first time they hear
about your product or service ...or the first time they visit
your web site. You can recover many of these lost sales with
a follow up system.

Your follow up system can be as simple as contacting previous
prospects occasionally with a new offer. Or it can be more
complex such as distributing a weekly newsletter with topics
related to your product or service.

Problem For Internet Marketers: Many visitors to your web site
want what you offer - but they are not ready to buy right now.
You cannot follow up with them if they click away from your
site before you find out who they are and how to contact them.

The Solution: Post a complimentary offer on your site for
something valuable to prospects in your targeted market.
Deliver it only by email so you can capture the email address
of each visitor who requests it.

For example, offer a complimentary subscription to your email
newsletter if you publish one. Otherwise, offer a special
report, a source list or other valuable information they cannot
get anywhere else.

Tip: Try to get each prospect's first name too. Use it to
personalize your follow up messages. People cannot resist
reading something when it is personally addressed to them.

Include existing customers and previous non-buyers in your
marketing efforts. Both are a prime source for easy sales.
And you don't have to spend money on advertising to get them.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
About the Author
Bob Leduc spent 20 years helping businesses just like yours
find new customers and increase sales. He just released a New
Edition of his manual, How To Build Your Small Business Fast
With Simple Postcards and several other publications to help
small businesses grow and prosper. For more information:
Email: BobLeduc@aol.com Subject: "Postcards" Phone: 702-658-1707
after 10 AM Pacific Time/Las Vegas, NV
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
=====================================================


---------------------< SPONSOR >----------------------------

Promote your business, find more prospects and gain more
exposure. How ? Use your car ID Plate... just another unique
way to grow your network marketing business.
Network Marketing with Car ID Plate

---------------------< SPONSOR >----------------------------


======================================================
4. Great M.L.M Resources
======================================================

---------Great M.L.M Books You MUST Read---------

The Ultimate M.L.M Blueprint for Massive Success.
David Ledoux's Massive Success Secrets in both digital and
physical formats. A self made millionaire at 26 tells it all.
http://www.mlmlessons.com/blueprint

103 Ways & Places to Sponsor New Distributors.
Power-packed 500+ page manual from two top Network
Marketers, Tom "Big Al" Schreiter and Art Jonak.
http://www.mlmlessons.com/103

---------Great Online M.L.M Support Tools---------

Web Hosting
Does your webhosting company pay you ? How about $10 RESIDUAL
INCOME in every referral every month ? Turn necessity into
a profit machine today. MLMLessons.com is hosted here and it
works perfectly with AutoResponsePlus mailing list.
http://www.mlmlessons.com/webhost

AutoResponder and Mailing List Software
AutoResponder with Follow Up and Mailing List Software. Number
One Choice of Online Support tool. GREAT Software. Highly
recommended. I use this software for M.L.M Lessons newsletter.
http://www.mlmlessons.com/arp

Ad Tracker
Do you know if your advertising campaign is effective ? Use this
software to track every single ad. You could be wasting a lot of
money and effort if you don't know from where you generate your
sales. Affiliate receives 5 levels of commission.
http://www.mlmlessons.com/tracker

---------Great Online Training Centers---------

Internet Marketing Center
Over 1,000+ PAGES of the Hottest, Proven Profitable Internet
Business Secrets Broken Down Into An EASY-TO-DUPLICATE
System. Brought to you by Corey Rudl.
http://www.mlmlessons.com/imc

======================================================

All contents Copyright © 2003 MLMLessons.com, except where
indicated otherwise. All rights reserved worldwide. Reprint only
with express permission from copyright holder(s). All trademarks
are property of their respective owners. All content provided as
is. No express or implied income claims made herein --your
business success is always dependent on many factors, including
your own abilities. Advertisers are solely responsible
for content.