8 Days To MLM Sales – Day 8, Putting It All Together

Well, 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:

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

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

j023630011Here’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!

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Amy Howard, July 29th 2009 | Tags: , , ,
Posted in "8 Days To MLM Sales" Course

8 Days To MLM Sales – Day 7, Getting Targeted Leads

There 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!

 

j03566691That’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:

 

  • 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.
  • 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.
  • 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:

  • How old is the file?  The older the lead the more disconnected phone numbers you will have.
  • 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.
  • 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 :-)

  •  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.
  • 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.
  • 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.
  • 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

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Amy Howard, July 22nd 2009 | Tags: , , , ,
Posted in "8 Days To MLM Sales" Course

How Role Play Can Increase Your MLM Sales

First, I should probably explain what I mean by role play.  I don’t want you to come into this exercise thinking about your kids playing dress up to play the role of princess or the more wicked (a grown up) acting out a fantasy with a sexual partner.  That’s not the kind of picture I want you to have.  

Of course, now that I have put those pictures in your mind, I have to wonder if I should delete this part of the post and start over.  I’ll leave it for now. 

Let’s continue by looking at the words themselves.  When someone assumes a ‘role’, they play a part in a specific situation.  ‘Play’ means that the role is taken on in a safe environment.  A place where you can be inventive as possible, creating you own reality.  When done for business, role play allows you to experiment with your knowledge of what happens in the real world and develop your ability to handle any situation that may come up during your sales process.

Why Role Play Is Important To Increasing Your MLM Sales

Role play is very useful in helping a network marketer to learn how to handle a variety of situations.  It can also help the MLM’er that is afraid of using the telephone because they might mess up and say the wrong thing.  Role playing puts you in a realistic situation but also gives you the opportunity to make mistakes that don’t cost anything.  Probably the biggest reason to role play is so that you can identify any sales skill gaps that you may have as a network marketer and correct them.

Role playing as a sales tool can help you to manage any stress that you may feel when you are communicating with your prospects.  If you feel stressed at all during your sales process, you may shoot from the hip and lose control of the sales cycle.  By practicing your script and role playing a network marketer will be prepared to respond to the prospects questions and thereby increase your MLM sales success.

2 Role Playing Tips To Increase Your MLM Sales

  • Don’t make it easy.  As a network marketer, you have to learn to be able to handle the pressure of your prospects probing questions.
  • Make a list of the top objections that you have received while selling your MLM product and use them during your role playing sessions.  When you role play with someone else these objections, you will see how another network marketer would have handled the situation.

Role Playing Examples

I role play at least once a week with another strong network marketer.  I recorded the last time we got together to practice prospecting and then I edited it a little bit so that you wouldn’t have to listen to us talk about our kids and stuff.  I think I cut out all of the swear words too, sorry that can happen when you get frustrated and mess up even when you know what you are doing, things happen.  That’s why as network marketers it is important to role play to keep your sales skills sharp and ready for the real deal. 

So, listen to the audio of me role playing with my good friend Barbara Thiel as we role play our prospecting script.  Notice how we are using the same script but it sounds different.  Inside this audio you will also hear:

  • What to do if your prospect objects to your presentation time.
  • Why you should also have your prospecting script in front of you even when you have it memorized.
  • Me prospect Barbara for another home based business that helps people save money on gas.

Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.

This audio is only about 15 minutes long and there isn’t any introduction or anything like that it gets straight down to the business of role playing.  I hope you enjoy it and let me know what you think by leaving a comment.  That’s it for today.  Have a great MLM day.

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Amy Howard, July 17th 2009 | Tags: , , ,
Posted in Uncategorized
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