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7. Tools of the Trade
8. Third Spondor Ad Section
9. Guest Article:
MLM Training: How To Call Bad Leads – Part 3
10. Classified Ads
11. Subscription Management
12. Contact Information / Advertising
13. Legal Notice
3. WEB SITE AND PRODUCT REVIEW
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If you have been purchasing leads over the last couple of years, you have found that lead quality is way down. Let’s be honest, right now there are very few quality lead sources out there. Every time we think we’ve found one, and recommend them to someone, we get let down – so now we don’t recommend anyone.
Before we show you a highly effective method of calling bad leads, let’s define what a bad lead is. We would define a bad lead as:
1. Someone who is not looking, or
2. Someone who has filled out a form for information but has received so many calls they are not interested in talking to anyone, or
3. Someone who claims to have no money, or
4. Someone who is not interested in this industry, or
5. All of the above
Let us know if we missed someone.
If you do what most networkers do when calling bad leads, you will first try to qualify the prospect. They will try to find out if they actually did fill out a form. They will want to know if the phone number is correct. They will want to know if the person on the list actually lives there.
All networkers do these things, and they tip off the prospect that this is a sales call. They also do something that is fatal to the networker… they hand over control to the prospect. Now here is a very important point: when a prospect is given control, and they believe they are about to be sold something, they will end the call.
Read that last sentence again, because it is very important.
Here is what most opening calls sound like:
Typical Networker: “Hi, Bob. This is John Smith in Ohio. How are you tonight? Bob, do you remember filling out a form requesting information on starting a home-based business?”
Okay, if this is a bad lead, you are not going to get much further than this. You have just given the prospect the opening to end the call, and most prospects will take it. The opening was asking them if they remember filling out a form. Never ask that question. And, John Smith in Ohio? I don’t know anyone from Ohio. The prospect thinks this is another amateur salesperson. How fast can I get this person off the phone?
Here’s an example of another opening:
Typical Networker: “Hi, Bob. As a fellow networker, I thought you might be interested in this business I’m involved in. Is this a good time to talk?”
In this opening, you’ve tipped your hand right away (which is okay, by the way). The problem is, if the prospect has negative feelings toward the industry, you just put yourself in a hole. If they don’t have negative feelings about the industry, the next sentence, “Is this a good time to talk?” gave the prospect the opening they needed to end the call. We will show you what we mean in the next example.
In both examples, the networker is trying to qualify the prospect. If you want to be more effective in calling leads, you must try to disqualify the prospect. In Conversational Recruiting™, you will use three moves to open the call. The first move is to cause confusion. The second move is a “set-up”. And the third move will disqualify the prospect.
Here’s a more effective way of opening the call:
Conversational Recruiter: “Hi!” This is Kevin, and you are? Hi, Bob. I haven’t caught you at a bad time, have I?”
So why is this opening better than the other two?
First, we didn’t use the prospect’s name. When the prospect’s name is used to open a call, three bad things can happen: 1) The name could be wrong on your list sheet. 2) That person might not live there. 3) You just tipped off the prospect that this is a sales call (which is okay if you handle the next two steps correctly).
Second, when we said, “I haven’t caught you at a bad time, have I?” we asked a negative question. You see, most networkers will ask if this is a good time to talk. The bad lead has heard this dozens of times, and has learned to say ‘no’ – which, in most cases, will end the call.
The prospect has done this so many times; he now does it without thinking. But when the prospect says ‘no’ to our questions: “I haven’t caught you at a bad time, have I?” saying ‘no’ causes the call to continue.
The prospect is thinking, “What’s going on here?”
This is a very subtle, yet highly effective, move. The prospect gets a sales call, and they give their standard reply (which is given on autopilot). They expect the call to end (as it has dozens, if not hundreds, of times before), yet because of their response, the call continues.
The prospect then becomes slightly confused. When someone is confused, the last thing they want is control. They want someone to lead them out of their confusion. Who is in control of the call now? The Conversational Recruiter, of course.
And that is when you make your next move (which we will share with you in the next article).
Go back and reread this article. Read it several times, until you fully understand the subtle difference in the way the Conversational Recruiter opens the call. But before you start calling leads, make sure you read the next two articles, which will explain the entire process of opening a call.
Ed Forteau & Kevin Paschke are Creators of www.ConversationalRecruiting.net considered by many top MLM income earners to be the Best MLM Training Course ever developed. Sign-up for their Free 15-Day Advanced Mini-Course and see for yourself.
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I find it interesting to watch the Network Marketing industry try to figure out how to use the net to build a business. One would think that if any industry could do so, this would be it. However, it seems that this is not the case.
As you dear reader, well know, over 99% of Network Marketers fail in the first year. One would have to ask their self this question, why should I get involved? After all, I’m almost sure to fail!
====SIDEBAR====
Network Marketing is a viable business opportunity, not anything illegal. After all, who can argue with the fact that this business model has produced many millions of dollars in income for the top 1% of income earners in this world. The problem with that, it attracts so many “Get Rich Quick” scammers the industry has gotten a bad rap. So it’s vital for you to pick your MLM company carefully.
================
Most Network Marketing Companies recognize the potential offered by the Net along with their associates. In fact, many predicted the Net would serve as the ultimate recruitment tool. The truth is, in many ways it has failed to help much in generating either sales or new leads.
WHAT IS GOING WRONG?
====SIDEBAR====
Please don’t think I’m blaming any one company for your failure. It’s just that Network Marketing has been an offline venture since its inception. Going online has become a totally new adventure. The methods used offline just don’t work online.
================
MLM companies have not provided their associates with the tools to speak in your own voice. Think about this for a moment: Why do people use the Net? For information right? So you need to provide it.
This is part of the problem. MLM companies have actually tried to suppress any voice since there’s a ton of legal concerns. I’m sure you can understand. If you get thousands of loose cannons out there on the Net, making all kinds of claims about products or income, we all have a problem.
Most, if not all MLM companies have compliance departments. Some have retired Attorney Generals speak at their conventions to keep the associates in compliance.
Network Marketing Companies do not provide associates with any good tools or strategies to attract new leads or sales using the Net. Although they provide “cookie cutter” websites, because they are identical and there may be millions of them on the web, the search engines ignore them considering them as spam.
Or they may give you an online store, which is only good for tracking orders. It’s not much different that filling out a form and clicking or faxing in the order. Just about all web visitors resist this.
Some MLM companies offer professionals that, for a fee will work with you, costing thousands of dollars a year. Who can afford that?
All they do is build you a website which you pass on to your downline and after awhile, same thing happens, instant death. The search engines consider them spam, there goes your rankings. As you know, if your site does not show up within the first 3 pages, you’re invisible anyway.
Then of course there’s the hundreds of companies that will sell you leads. Seldom are the leads any good since they have sold the same lists many times over. Often times, when you call the lead, they’re sick and tired of getting calls and hang up. Or, they don’t have any money to start a business, let alone getting them to try your product or service. Forget about it, you’re too smart for that anyway.
YOU’RE ON YOUR OWN
At the end of the day, Network Marketers/Reps/Distributors are on their own when comes to driving traffic to their websites . Using the site the company gives you, if you did get traffic to it, little comes out of it since normally it ‘s a blatant sales pitch anyway.
Now think about this for a moment. When you arrive at a site while surfing, if you realize it’s a sales pitch, what do you do? It turns you off right? You just click and away you go. The same thing happens to visitors to MLM sites provided by the company.
Because it’s obvious that they landed on a sales site, they don’t bother to stay.
We all know there’s a widespread bias against this business model. What you need is a patient, quite approach. The last thing you need is a “get rich quick” approach.
The answer to this problem is so obvious that it nearly hurts. The perfect solution is to build a pipeline slowly, using the Net in the right way. We have yet to see Network Marketers use the Net in the right way. Now before I talk about the perfect online solution, let’s find out why people succeed in MLM offline.
OFFLINE………..
When we look at people who succeed offline in Network Marketing, they are certainly a resilient group of people aren’t they? It’s comes natural to them to approach people to speak with them about their business opportunity.
It don’t matter where they are, in lines at the supermarket, on airplanes, the golf course….they network like a madman (or madwoman). They already have a large circle of friends who respect them. They can flawlessly apply the 30-foot rule. (Anyone coming within 30 feet gets piqued for their business opportunity.)
It works well for them and I say more power to them. They’ve gone on the build huge downlines and successful businesses.
However, in the real world, it does not quite work that way for the majority of us. Many of us have a hard time approaching our “warm market” of friends and family. It goes without saying how hard it would be to use the 30-foot rule and talking with strangers. That, my dear reader is why most folks fail in MLM.
As you know, to succeed in Network Marketing, you have to build your downline and have personal sales. It’s a simple formula really:
Sales + Downline = Significant Residual Income.
So what happens is the overly ambitious person who’s fearless succeeds. The vast majority fails because of fear, shyness or maybe they’re a stay at home mom without any opportunity to network.
Besides this, most of us are not sales people anyway. No matter how you look at it, there’s a little bit a sales to do when building your MLM business.
ONLINE….YOU CAN TURN THE TABLES
Now let’s look at the Internet. The Internet provides you with an opportunity to change all of the above mentioned fears. If you’re still reading this article, you’re desire is strong, but chances are you want to do it online.
You want people to call you. You want to turn the tables. Well, you can! Finally there’s a real way to build your MLM business online, without using the 30 foot rule, and not even bothering your friends and family.
The stay at home mom can now have a circle of contacts that spans the globe. What about the shy and soft spoken people? Now they can speak with a loud and affirmative voice!
Now try to picture this:
You NEVER have to talk to people at the airport
You DON”T have to bother your family and friends
You can stay home and work in your underwear
You never have to attend any rallies
Now I know this is going against what 99.9% of the MLM Companies tell you to do. So what!! It’s your business, build like you want to. Remember the formula for success in the Network Marketing business??
SALES + DOWNLINE = SIGNIFICANT RESIDUAL INCOME.
So, what if you could have strangers from around the world contacting you?? Yes, they could e-mail you, call you or however you decide. The point is, they will be getting in touch with you thanking you for helping them, asking questions, ordering product etc. You could easily get 5, 10, 20 leads a day like this. Is this really possible?? Yes it is. Read on and I’ll explain how.
Now the best part is the customer/potential business partner will be contacting you first. The tables have been turned. You’re in control. You’re the expert. They have initiated the contact.
This method is better than the best “diamond” of the MLM Industry can do! The extroverted personality likely does not have the patience to build what you’re about to learn. So, how can you do this?
Well, it has to be done right. Here’s how…… SBI!’s approach is the ideal system for Network Marketers. Let’s suppose you’re a 55 year old male with a prostate problem. Maybe you have prostate trouble or what’s called BPH. This stands for Benign Prostatic Hyperplasia. In layman’s terms, enlarged prostate.
Suppose you just joined a solidly run MLM Company that has a worldwide presence. You’ve done your homework on the company and their products. You even try one of the products for men that are designed for prostate problems like BPH. The results were awesome and now you want to tell the world. Have you ever seen a really good movie?? You went out and told people about it because of the pleasure it brought to you. The same goes when we find products we like. The difference here is you can announce it to the planet earth using the WWW!
You’ve done tons of research on the web about prostate problems for men. Now you set out to build a terrific website with a theme related to this subject. Can you see where I’m going with this?? You fill this website with Keyword-Focused Content pages (KFCPs) that the SBI!’s Brainstormer tool has suggested. This unique tool helps you find the most profitable keywords to use so you can get your website noticed by the search engines.
Now, after some time, you start attracting targeted traffic from the search engines and it’s all FREE. You now have your own pre-qualified leads coming to you and not you going to them. Imagine, you can have an unlimited number of fresh leads day after day and never pay a dime for them.
The content on your website gives you creditability, an expert who shares lots of information in response to their search engine inquiry. In fact, you over deliver by giving your visitor solutions to a specific problem. They now start to trust you as the expert.
So now what?? Do you offer them an online form to fill out so they can get a FREE CD-ROM with your 20-30 minute infomercial? Offer them a link to your online store that will sell them the product they need? Offer them to sign up for your business opportunity??
NO, NO, NO and NO AGAIN!!
To do this would be fatal to your business. You must resist.
Keep in mind how you came across this dear visitor. He’s a male, has prostate problems and he’s looking for a solution. You have been developing a warm and trusting relationship with him and now you ruin it all by giving him a sign up page for your business opportunity. The FREE CD-ROM is not offered by regular people who might be publishing a website that offers FREE info on BHP. So keep it real!
Now despite the warm and fuzzy feeling he may have developed, he’s not likely to be ready to join a Network Marketing Company. If it starts smelling like a sales pitch, you’ll lose the visitor and customer.
Some More “DO NOTS”
Do not duplicate the pages provided by your company. Maybe some of the content can be adapted but avoid doing it verbatim.
Do not even mention the name of the company or products you represent. Once the person contacts you, perhaps you might then. You have two reasons for doing this:
1) It’s way too soon – just coming out and selling “MLM” products or recruiting in an aggressive fashion does not work on the net. It never will work and SBI! will not make this possible either. It’s just too soon to go for the sale.
2) You’ll stay out of trouble with your company and your government by not making all sorts of claims about a certain product and your income. There are so many government regulations you cannot possibly know them all so avoid this trap and don’t do it!! So what do you do?? Once you have someone on your site reading over your information, your content, you must be patient. Slowly build a pipeline of targeted men with prostate problems.
On all of your web pages you invite them to call or send you an e-mail with any questions. Remember, you’re the expert and would be happy to help them.
Build their trust by publishing a good high quality newsletter. Again, in the newsletter you invite them to call or e-mail you with questions. SBI websites have been generating amazing amounts of traffic for its owners. Your job is simple, Don’t Sell. Just PREsell and make your most wanted response just one thing:
”CONTACT ME”
Try to imagine what you could do if you built just one page per day?? In 2-3 months, you’d have a least 5 real, warm leads contacting you each day.
Now these are not just some worn out old lead sold by lead companies a hundred times to other Network Marketers. No this lead is yours! Someone who already likes you and what you have to say. They trust you as an expert and contact you directly to ask questions or learn more. Real people, targeted leads generated by you. What more would any Network Marketer want?
Since Network Marketing has a bad image, you must overcome this. A web site is just too early, too cold, to overcome such a bias. Your mission is to convert that cold faceless lead into a digital contact by e-mail or better yet a phone call.
So how can you do this?? Very slowly and gently use your companies training to introduce your visitor to the products and or opportunity. They have come to trust you so be patient and gentle.
=====SIDEBAR=====
I’m certain I’m wasting my time here with the “get rich quick” scammers. I’m sure they have quit reading this by know and clicked over somewhere else. This approach will work. One has to keep in mind, like in any business, it takes time and work to build something good. But trust me on this, once the pipeline starts to pour in, it’ll be a steady producer for you. Soon your upline “diamond” will be contacting you to find out what’s going on!!
==================
You don’t have to tell him/her of course. It’s your business. But do share it with your downline. Teach them to use SBI! like you did. They should choose other themes of course because you want each website to be unique so you can maintain your search engine rankings.
If your company has many different products this should be no problem. As you do this, over time just watch your income grow. Anybody can use e-mail or the telephone to answer questions about something they have a passion for!
Talk about a WIN WIN Situation! You win, your downline wins and of course the company does also. Now let’s talk about a different organ. Say it’s the heart!! Suppose your company has a complete line of products for the heart? You know, the “all natural” anti-oxidant blends that have been proven to fight heart disease! The number one killer of women is heart disease and high blood pressure. Now you search out for other “keywords” like “heart disease” and you have an entirely new themed web site. Again, you build a site with lots of content, over delivering information and off you go again.
You pace yourself with writing one web page a day and a few months later, another avalanche of web visitors asking you questions, calling you the person whom they see as an expert in the arena of natural ways to prevent heart disease.
Of course on your pages you present the conventional and alternative remedies. You talk about what you have found to help. (I’m certain you would not push product that does not work) Since you’re a consumer of the product or service you can speak firsthand about the results.
Again, you must avoid giving the web visitor a link to your sales page. 99% of them will leave if they smell a sales site. Do not leave them with a bad taste in their mouth.
You’re writing great articles about natural ways to heal the human body. You have identified your own voice! You have a passion for the product and want to share it with others. You realize that you’re building a business slowly. You’re positioning yourself as an expert in the field. People start to trust you. In time they call or send you an e-mail and your relationship grows from there.
You’re a creditable person in their eyes and people like to do business with those they trust. Don’t rush things. If you pitch them before you have built this creditability, 99.9% of them will be lost.
LET'S DO IT RIGHT
Can you see how this is entirely different that the way MLM companies are building online today? Do you understand that with all the regulations and government compliance issues your company has to deal with why they can only give you “cookie cutter” web sites?
If you keep it generic, avoid using the product and company names you remain within the guidelines of even the largest MLM Companies out there. You do not talk about income on your website, but only deliver good quality content about a niche product that meets the needs of people who are searching the web for FREE information. By using specific medical terms found in the literature your company publishes and not making high sounding claims to miracle cures etc, you keep it real. It’s believable to your visitor and in time you have people contacting you.
Once you’ve developed this perfect formula, you share this with your downline. Do not allow them to copy your site of course because you want only original content that the search engines like.
Do make sure and replicate your knowledge. All Network Marketing Companies teach this as a principle. Teach your downline to pick a niche, something that turns them on. Something that relates to your companies product line. If you can accomplish this, you have created a cash flow machine that will keep on going with very little maintenance.
Mr. Ragan has served businesses for over 20 years in sales and marketing ideas. He has built several business in the past, both offline and online.
Discover how to build your MLM business online using proven strategies. Only a few Network Marketers are using this method. To learn more on Network Marketing Online click here.
This article may be published as long as credit is given to its author and the links are left intact.
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We’ve covered the first two steps, now it’s time to go to step three.
Conversational Recruiter: “Okay, Bob, here’s the question. I work with people who have an interest in making extra money from home, but don’t have the time, or the money, to get started in a business.”
Conversational Recruiter: “When I talk to people, like yourself, there is usually one of two reasons people don’t want to talk to me. First, they are rich, and don’t need any extra money. Or, second, they already are involved in something, and it’s spinning off money so fast they are thinking about starting their own bank.”
Conversational Recruiter: “Which is it for you, so I can cross you off my list?”
Surprise. We asked the prospect two questions designed to disqualify them. What’s a prospect supposed to say to this? This is a modified Menu Move. We call it that because we don’t give the prospect a valid answer to choose from…they have to come up with that on their own.
The prospect could tell the truth, or the prospect could lie and pick one of the two options we gave them. But remember, this is a bad lead.
They filled out a form to find out more information on business opportunities.
If they do decide to lie, and believe it or not, some of them will, that’s not true… most of them will lie) then we should be prepared for that. We have a lot of options to choose from, so let me give you just one way we could handle this:
Prospect: “I do have something I’m involved with, and I’m happy with how it’s working.”
Conversational Recruiter: “I’m surprised. I thought, for sure, it you were going to pick the other one.”
Prospect: “No. I’m far from rich.” [he’s starting to slip]
Conversational Recruiter: “But you are doing extremely well with your home business.”
Prospect: “It’s going very well.”
Conversational Recruiter: “It’s perfect?”
Prospect: “Well, nothing’s perfect.” [uh–oh, ol’ boy may be in trouble here]
Conversational Recruiter: “I don’t understand.” [let’s let the prospect dig themselves into a deeper hole]
Prospect: “Well, my income has been flat the last few months, and I’m getting a little concerned.” [check – we are only a couple of moves from checkmate…if we use what we call Fade Moves, he will start beating up his opportunity and will be more than willing to look at something else]
What if the prospect tells the truth and says, ‘neither’? It could happen. What we don’t do is go in for the kill. We use what we call a Fade Move, and get the prospect to invite us to have a discussion about our opportunity. Here’s how that would sound:
Prospect: “Is there a third option?”
Conversational Recruiter: “I’m not sure I understand?” [again, let the prospect talk himself into inviting us over]
Prospect: “I’m not rich, and I don’t have a successful home business.”
Conversational Recruiter: “But you’re not looking for a vehicle to make extra money, are you?”
Prospect: “Well, yes, I am. Do you have something that will work for me?” [that sounds like an invitation to me, but we better make sure]
Conversational Recruiter: “I’m not sure if this is something that you would be interested in. Could you tell me what you are looking for, and I can tell you if this might be a fit?”
Prospect: “Sure. I’m looking for…” [that’s an invitation]
Now the prospect will start giving us his buying criteria. If we honestly have a match, then we have a qualified prospect.
No matter how you are working your business, at some point you are going to have to have a conversation with your prospects before they will make a decision to get involved with you. Conversational Recruiting™ is an innovative, highly effective, and revolutionary technology to help you achieve the success you deserve.
When you finally have a prospect on the phone, are you giving yourself the best chance of recruiting that person? Are you losing prospects that would join you, if you were saying the right things? Why not develop the skills of a master recruiter? The skills are within your grasp. Conversational Recruiting™ is the fastest way to gain them.
Ed Forteau & Kevin Paschke are Creators of www.ConversationalRecruiting.net considered by many top MLM income earners to be the Best MLM Training Course ever developed. Sign-up for their Free 15-Day Advanced Mini-Course and see for yourself.
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