Archive for the ‘"8 Days To MLM Sales" Course’ Category
8 Days To MLM Sales – Day 8, Putting It All Together
Wednesday, July 29th, 2009Well, you have finally made it to the last day of my “8 Days To MLM Sales” course and it’s time that we put everything together.
Here is what we have covered in this course:
- Day 1- Identify Your MLM Product. I hope you have only ONE product that you are focusing on for right now.
- Day 2- Identify Your Target Market. You want to know who you will be talking to so that you can develop your message to THEM.
- Day 3 – Create A Prospecting Script. By having an effecting prospecting script, you will be able to prospect for efficiently to grow your MLM business.
- Day 4 – Prepare A Presentation That Converts Prospects Into MLM Customers.
- Day 5 – Create A Closing Script That Eliminates Objections. By using a closing script, you will increase your closing ratio and have more customers buying your MLM products.
- Day 6 – Warming Up, Why Practice Makes Perfect. You want to sound smooth when you are prospecting, presenting, and closing your prospects and practicing your scripts will help you to become smooth and not sound like you are reading from a piece of paper.
- Day 7 – Getting Targeted Leads. Leads are the life blood of your MLM business and getting targeted leads will go long way towards getting you more customers.
If you missed a day or you need to revisit something, just click on one of the links above and you will be taken to that post straight away.
Now that you have all of the pieces to the MLM sales puzzle, let’s put them all together. Here’s what you should do:
First, set up a schedule when you can get on the phone to call your targeted leads. The ideal time to call your leads will be between 6-8pm in whatever time zone you are calling. For a list of area codes by state and time zone go to: GreatData.com. If you can’t dial during those times, then set your schedule for a time that works best for you. Note: don’t dial before 8am or after 9pm in any given time zone.
Smile When You Dial
Second, dial for 2 hours at a time. The reason I say 2 hours is because the first 30 minutes to an hour, you will still be removing the cobwebs from your brain. The longer you dial, the smoother you will be and the more effective you will be at getting people to a presentation. However, I don’t want you to be on the phone for so long that you wear yourself out. Take small breaks during your dialing time.
Third, keep track of your data. Keep track of how many numbers you dial during an hour. You should be able to dial 40-60 numbers in an hour. If you are dialing less than 40, you are either not focused on what you are doing or you have the best lead list on the planet and everyone is picking up the phone. I hope it’s the latter reason but it’s usually because you aren’t focused. Also keep track of how many people you talk to and how many people you invite to your presentation.
Forth, make adjustments. If you are talking to a lot of people on your lead list but no one is committing to going to your presentation, then we need to look at either the leads or the message. If you feel that the leads are targeted for your product, then you may need to adjust your prospecting script. The same goes for the closing side of things. If you are getting prospects to your presentation but you aren’t able to close them, you may have to make adjustments with either your presentation or your closing script.
Fifth, keep at it. Don’t quit just because you dialed the phone a hundred times and no one answered the phone. Invite at least 100 targeted prospects to your presentation and then look at your numbers. How much did you spend for your leads, phone service, etc to get those prospects to a presentation and how much money did you make in MLM sales? Are you in profit?
Using The Telephone To Make MLM Sales
Here’s what you can expect by using the telephone to make MLM sales for your home based business. You will want things to happen quickly, they won’t. You will want everyone you send to a presentation to buy your MLM product or service, they won’t. You will want to change your prospecting script often, you shouldn’t. You will want to change your presentation often, you shouldn’t. Don’t make any changes until you have sufficient data that tells you that you should.
Network Marketing Is A Numbers Game
You have to make the numbers work in your favor. Check out my blog post on hitting your numbers for more on the subject. Get on the phone and find out what your numbers are. Once you know your numbers, you can make changes, track your new data and see if your changes improved your numbers. Don’t make changes blindly.
Well that’s it. I hope you have enjoyed this mini course. I know that if you use it, you will make MLM sales. If you have any questions, or just need a sounding board feel free to leave a comment, email me, or even call me. I am here to help. Until next time, have a great MLM day!
8 Days To MLM Sales – Day 7, Getting Targeted Leads
Wednesday, July 22nd, 2009There are really only 3 things you need to success in network marketing; a MLM product or service that people want, the right skills to share and close the sale, and people to talk to.
If you have a network marketing product that no one wants, your home based business is dead in the water. If you have a great MLM product but you don’t have the skills to close the deal, you might make a sale or two out of shear luck but your network marketing business will fail. If you have the skills and the product that everyone wants but you don’t have anyone to talk to, you once again have a problem.
Let’s assume that you have the MLM product that everyone wants (not likely but it’s fun to dream) and you also have the skills to close your fair share of the sales. Now let’s get you some people to talk to. But not just any network marketing lead, targeted leads for your MLM business.
In the network marketing industry, we call them leads. And MLM’ers are always on the look out for the best leads. I’m going to let you in on a little secret.
ALL LEADS STINK!
That’s right, all leads stink. Let me explain further by saying that there are varying degrees of stinkyness but they all do smell like a dirty garbage can. Today is about how to get your hands on the right garbage can so that you won’t have to waste a lot of time.
There Are 3 Types Of Leads
Leads can be broken down into three different types:
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Demographic Leads – These leads are going to be your most basic type of lead. Demographic leads are collected based on consumer characteristics such as age, gender, marital status, family size, education, geographic location, and occupation.
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Response Leads – These leads are collected based on a consumer responding to something. The prospect may have filled out a survey, ordered a magazine, asked for more information on a product or something along those lines.
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Buyer File – A buyer lead is going to be collected based on what the consumer bought.
What you are marketing will determine what kind of lead you want to work with. For instance, if you are marketing electricity with a MLM Company like Ignite Energy or Ambit Energy, then you may want to start with the demographic leads because your MLM service is only available in certain locations. Let your product and your target market determine what the best lead is for you.
What To Look For In A Lead
There are a few things that you may want to know about your lead list and here is my list:
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How old is the file? The older the lead the more disconnected phone numbers you will have.
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What did the person do to get on the lead list? If the person was looking to get a free dinner at a local restaurant and had to fill out a survey to get it, then leave that list alone.
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Where did the list come from? Did it fall off the back of a truck or was it compiled by a reputable company using sophisticated methods?
You may not get answers to all of your questions but based on their response you may get a feel for the type of person you are dealing with.
Where To Get Leads
I would like to tell you that I have a great answer for where to get the best leads but like I said “All Leads Stink”. However, the Internet is a great place to start. Do a search for lead brokers or leads or something like that. If you can narrow your lead search to only prospects that have bought a product like yours, then get the buyer file.
How Much To Pay For Leads
Your lead costs will vary depending on the type of lead you want and the quantity you can buy. Always ask your lead broker if you can have a sample file to test the quality of their leads. You may not always get it but it doesn’t hurt to ask. For the most part, you shouldn’t pay more than 25 cents per lead at least not while you are still testing your scripts and presentation.
Other Tips You Should Know When Buying Leads
Here are a few extra tips that you should know. Don’t tell you lead broker that I gave you these secrets though 
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Don’t tell the lead broker that you are in a MLM or a network marketer. Tell them you have a business that sells whatever product or service you have.
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Don’t buy a huge list of leads. Most lead brokers will try to get you to buy 5,000 or more leads your fist time out. This just tells me that they sell a crappy product and don’t expect you to buy from them again.
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Be ready to use your leads as soon as you get them. Don’t let your leads sit around getting moldy, get on the phone.
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Keep track of your numbers. You want to keep track of how many people you actually reach on your lead list, how many disconnects there are etc. If you have a more than 10% disconnect rate, tell your lead broker. In most cases they will replace the list at no charge.
Okay, that’s all that I can give you today on the subject of leads. I hope this information helps you with your network marketing venture. Until next time, have a great MLM day.
8 Days To MLM Sales
Day 1-Identify Your MLM Product
Day 2 -Identify Your Target Market
Day 3 -Create A Prospecting Script
Day 4 -Prepare A Presentation That Converts Prospects Into MLM Customers
Day 5 – Create A Closing Script That Eliminates Objections
Day 6 – Warming UP, Why Practice Makes Perfect
Day 8 – Putting It All Together For MLM Sale
8 Days To MLM Sales – Day 5, Create A Closing Script That Eliminates Objections
Tuesday, July 7th, 2009Closing the sale is my favorite part of a MLM marketing transaction and I hope that after today it will be yours too. I love closing the sale the most because this is where I get to help someone else make their life better. You see for me it isn’t about the money that I get, it’s about turning a prospect into a customer and giving that customer value.
The best part about learning 8 Days To MLM Sales is that if you have done days 1-4 correctly, your prospects will close themselves.
Let’s Review:
- Day 1- Identify Your MLM Product – if you have a product that people want, you don’t have to convince your prospect to buy.
- Day 2- Identify Your Target Market – if you know the characteristics of the people who purchase your product, then recognizing a good prospect is easy.
- Day 3 – Create A Prospecting Script – if you have an effective prospecting script, you can sort through your leads efficiently and only invite those that are qualified to a presentation.
Day 4 – Prepare A Presentation That Converts Prospects Into MLM Customers – if you have created a presentation that holds your prospects interest and give them a solution to a want, need, or desire that THEY have, then your prospect will become a customer.
Now just so you know, not everyone will buy your MLM product even if you do everything perfectly. That’s just the way it is. However, a large percentage of your prospects will become customers without any objections if you have done everything right.
How do you handle the prospects with objections?
If you don’t have prospects telling you no for whatever reason, then you either have the most awesome product that everyone wants or (and this is the more likely reason) you aren’t talking to enough people. The harder you work, the more prospects that you talk to, the more likely you are to come across a few people that will need a little assistance in order to make a buying decision. One way to help your prospect to make that buying decision is to create A closing script.
Create A Closing Script That Eliminates Objections
There will definitely be a time when you will want to have a closing script in front of you when you are talking to a prospect. After you have invited a prospect to listen to your presentation they will either:
- Call you back and buy your MLM product
- Not call your back (some people just won’t, don’t take it personal)
- Call you back and give you an objection
Obviously we all want the first scenario but that won’t always be the case. So let’s create a closing script so that we will know what to say to the prospects that have objections and also know what to say to the prospects that you will have to call back in order to get their answer. I’m going to be using a fuel saving product as my example for today.
As with all of your other scripts, you should start off with an introduction, so that your prospect knows who is calling them. It may look something like this:
Hello, this is Amy Howard. So, we had a chance to listen to the Gas Briefing. Let me ask you a question, when you were listening to the presentation, did you find yourself paying more attention to the product or the opportunity?
You are asking your prospect a question like this for two reasons. First, you want to make sure that they did in fact go to the presentation and second, you want to find out if they were only interested in your MLM product or if they were interested in your business opportunity as well.
Then you want to go into a little story about yourself (remember stories sell). So, the next part might go like this:
Fantastic, that’s what got my attention when I listened to the briefing too. Let me give you some background about me and why I got involved…
This is where you will have YOUR story. Your story should be short, just a couple of minutes and in it you will want to include:
- Why you are, where you come from, what your life experiences are as it related to your MLM product
- What you were looking for as it pertains to your MLM product
- What got your attention about your MLM product
- What were your objections
- How you overcame those objections
- What has been your result since using your MLM product
Make sure that your story contains value and benefits that you have seen with your MLM product. Don’t make up anything. Don’t fake your results (like some network marketers do when they are pushing the business opportunity) just give the facts as you see them. You are not only selling your MLM product but you are also selling yourself. People will only buy from those that have integrity and sincerity.
Once you have told a little about yourself and your experience with your MLM product, you will want to transition back to the prospect. So you ask them a question that may look like this:
You know, that’s enough about me, let’s talk about putting money into your pocket instead of your gas tank. Which of those packages got your interest the most?
Note: your presentation should contain 2-3 packages that you put together for your prospect. When they tell you which package they want to purchase, you finish up with something that may look like this:
That’s a great package. Now, let me verify your address, where do you want your product shipped to? Great, how would you like your name to appear? Now, are we going to do this with Visa or Mastercard? Great. Go ahead and grab your card, I’ll hold.
And that’s it. You brought out any objections during your story and how you overcame them. So, your prospect won’t be able to use those objections back on you and you just went straight into the close. You are selling yourself based on your belief and conviction in your MLM product or service, and you transfer this feeling to your prospect.
The biggest thing that you should have as a network marketer is confidence. Confidence in what you are selling and confidence in what you are saying. Using a script will help you to get that confidence. Actually having a system that works and turns prospects into customers will also help boost your confidence. Until next time, have a great MLM day!
8 Days To MLM Sales
Day 1- Identify Your MLM Product
Day 2- Identify Your Target Market
Day 3- Create A Prospecting Script
Day 4- Prepare A Presentation That Converts Prospects Into MLM Customers
Day 5- Create A Closing Script That Eliminates Objections (Your in luck because you are on this page now)
Day 6-Warming Up, Why Practice Makes Perfect
Day 8-Putting It All Together For MLM Sales
8 Days To MLM Sales – Day 4, Prepare A Presentation That Converts Prospects Into MLM Customers
Monday, June 29th, 2009Once you have a prospecting script, you will want to have some place to send your prospects. If you use the presentation that your MLM company provides, it more than likely will spend most of the call talking about how much money everyone is making and how this is the right product and the right time, blah, blah, blah. Not really the right message that you want to send to your potential product customers.
Hopefully I won’t have to convince you how bad for your business it will be if you only look for business builders. Once your new business builder joins your MLM and sees that they will have to work at the business, that the product doesn’t just sell itself, they will move on to the next network marketing company faster that you can say “hold on”. So, using your MLM company’s presentation call may not send the right message to your prospects, especially since you want them to purchase the product more than you want them to join your business.
Send The Right Message To Your Prospects
Today we are going to be creating a MLM sales presentation that you will send your prospects to. I want you to keep in mind that a presentation call is not designed to close your prospects for you. You still have to close them yourself. A presentation call is where you will present an offer and give your prospects enough information about your MLM product or service and position yourself as the expert with that product. Your presentation should also provide objections for your prospect.
Your MLM Presentation Should Be Relatively Short
Keep in mind that the average attention span of an adult is about 25 minutes. So you want to create your presentation with that in mind. Now I have been to presentations that have been longer in length and I have been to some that have been shorter in length. Don’t get too hung up on having your presentation come in right at 25 minutes just keep it in the back of your mind that you want to keep your prospects attention for the entire time. To have an effective presentation you have to have some important elements.
Five Components To Every Marketing Transaction
If you remember, during Day 3- Create A Prospecting Script, I shared with you the 5 components to a marketing transaction: Introduction, Offer, Value, Benefit, Close. Well, we are going to be using these again to create a presentation for your MLM product or service.
Five Sections To A Presentation
Let’s break down each of the components of a marketing transaction so that you can see what each section of your MLM presentation will contain.
1. Introduction – you want to spend a few minutes welcoming your prospects to the call, confirming why they are on the call, and introducing yourself.
2. Offer – this is where you say what your MLM product or service is, where is came from, the research behind it. (DO NOT talk about price here and DO NOT mention your MLM company’s name either.) This is also where you will explain your product packages, why and how they work.
3. Value – this is where you will be bringing in the value of using your MLM product or service. You still aren’t talking about the price of your product yet but you can talk about what a similar product might cost. You want to compare with something that is a lot more expensive.
4. Benefit – now is when you bring up the price of your MLM product packages and how you justify your price. Talk about what your prospect would still have to do with your comparison in order to get the benefits that you are offering.
5. Close – briefly highlight the offer, value, benefits, and any specials or guarantees that you included in your presentation. Then close up the presentation with a call to action.
As long as you remember to include all five of these components along with the “AIDA” getting your prospects attention, holding their interest, peak their desire, and get them to take action, you will have a winning presentation on your hands.
How To Deliver Your Presentation
Once you have crafted your presentation, you want to have people listen to it. You have a few options open to you. You could deliver the presentation yourself on a one on one basis. However, that would be slow and not much better than doing in home parties and it just wouldn’t be a good use of your time. You could also deliver your presentation live using a conference line. A live conference call will give you the best results but in the beginning you can also record your presentation.
I’m going to let you in on a little secret that is worth a couple hundred dollars. I found this after I already spent money on a teleconference line but I want to share this with you so that you can have an advantage that I didn’t. It’s called https://www.freeconferencing.com/. This is a great service to use to do live presentation calls. Another great resource is http://www.simplevoicebox.com/, you can use this service to record your presentation and send your prospects to listen to. Both are really good resources and are perfect for the beginning network marketer that doesn’t have a huge audience as yet.
Okay, I hope this information helps you to create your own presentation call so that you can give the right message to your prospects. This is the end of step 4 on our journey to MLM sales. If you feel a little stuck at any point, please feel free to contact me. I am here to help. Until next time, have a great MLM day.
8 Days To MLM Sales
Day 1-Identify Your MLM Product
Day 2- Identify Your Target Market
Day 3- Create A Prospecting Script
Day 5-Create A Closing Script That Eliminates Objections
Day 6-Warming Up, Why Practice Makes Perfect
Day 8-Putting It All Together For MLM Sales
