What are some good first sentences?

Here are some that I’ve read recently or heard at my workshops before:

* “Retire with dignity and with a full-time paycheck.”

* “The special tablet supermodels use to keep thin!”

* “The secret paycheck your neighbor isn’t talking about.”

* “How a 21-year-old college student earns over $5,000 a month by helping people fill out a change-of-service form.”

We only get one chance to make a good first impression. Our opening sentence is everything.

The truth is: Our prospect has already started making the final decision within seconds of us starting our presentation. We need to learn how to manage this.

 

  • May 10, 2017

How to get repeat customers for diet products.

In the early 1970s, I was selling vitamins. Nobody wanted vitamins. The idea was too new.

But fortunately we still had fat people back then. Many people wanted to lose weight. I thought, “If I can’t sell vitamins, maybe I can reposition them as diet products?” But the idea of diet products was still too new also. So, I created an alternate plan.

I created my first diet club. Now, this wasn’t an ordinary diet club. I had no budget. I had no location. So here is how I did it.

I asked one of my “larger” vitamin customers if she would like to host a free diet club in her home. She said, “Of course. I have several neighbors that would like to join. We could meet at my house on Tuesday mornings. Sounds like fun.”

I explained how the diet club could help the attendees, but that it would be more of a social event. This made it easy to get six members immediately. People love being social.

For the first meeting, I brought a scale. Everyone weighed in so that we had a starting weight for each member. That took about 15 seconds for each person to weigh in. I explained how we would have a winner each week. Of course, that would be the person who lost the most weight that week.

Next, I would explain how an exercise would look if they decided to try one. This amused them while they drank their coffee and ate cupcakes. Then, we proceeded to eat the treats everyone brought. Easy first session.

The next week, we had the weigh-in. I awarded a “traveling trophy” to the winner who lost almost half a pound. (Some weeks I had to award the trophy to the person who gained the least.) Now, this created competition among the members. They created new ways to cheat almost every week. Some weeks they would wear heavy clothes and big boots so that the following week they could be the winner when they wore only light clothes.

Because this was a “traveling trophy,” I only had to buy one trophy. The trophy was passed on to the new winner each week. But, the ladies got even more creative. Because they were friends, they enjoyed teasing each other. The loser for the week had to put a poster on their refrigerator for the week. The poster was of a rather large person bending over, looking into a refrigerator. Since they were friends, they would go and check the loser’s refrigerator during the week. All in great fun.

Every week I would spend one or two minutes describing an exercise or a tip about proper eating, ate lots of yummy desserts, and took orders for vitamins. Then we would break to try the different desserts everyone brought.

The members appreciated my efforts and rewarded me by purchasing vitamins regularly. Maybe in the back of their minds they thought the vitamins might give them an edge over their friends. So each week I delivered plenty of vitamins at the diet club.

Did anyone lose weight? Not really. They happily told their husbands they were going to a weekly diet club. However, I am sure many of them became healthier by taking vitamins regularly.

This was so easy. Participants loved the weekly meetings and loved the new desserts everyone brought. This diet club became so popular, I was forced to open several more. These were the easiest retail sales I ever made. I showed up with a scale, gave a diet tip, ate lots of yummy desserts, and took retail orders for vitamins. I gained a lot of weight running these diet clubs.

Over time, I learned to say better words at the diet clubs. Better words motivate people to join, and to continue on diet products.

*** There are two places where words will make a huge difference. ***

#1. At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

* “Willpower in a capsule.”
* “The ultimate fat-blocker.”
* “The fat assassin.”
* “Pinch an inch.”
* “Love handles.”
* “Muffin top.”
* “Calorie-killers.”
* “Chocolate-flavored weight loss.”
* “Fit into your ‘skinny jeans.'”

#2. Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:

* “Turned my body into a fat-burning machine.” These words will stick in our prospects’ minds later during our presentation. These words are hard to forget. They imagine burning their excess fat while watching television. 🙂

* “Nobody wants cottage-cheese thighs.” When we say these words, our prospects feel motivated to avoid that picture in their minds of dimpled thighs.

* “Rabbit food is for … rabbits. We want real food.” Our prospects are thinking of their favorite subject … food. They realize we understand their passion for eating and this creates trust and rapport.

==> But, we can get better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, they perceived us as a problem-solver?

How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Just click on “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.

Here is the link:

Retail Sales for Network Marketers

  • May 6, 2017

Ask heart-stopping questions.

Asking questions is a good way to get your prospects thinking.

You can make your prospects stop, think, and really consider your offer if you ask interesting, heart-stopping questions.

For example, here are two ways to ask questions. Which way do you think will get the best results?

A. How do you see your financial future?
B. Will your boss give you a raise next year?

A. What is your weight management goal?
B. Do you want to lose 15 lbs. before your class reunion?

A. Want to save $3.16 on your next long distance telephone bill?
B. Are you tired of your phone company ripping you off?

You see, it is how you ask that makes a difference.

  • May 5, 2017

Get inside your prospects’ minds with a story.

Here is one of my favorite mini-stories:

Food for thought.

One married couple goes out to a restaurant twice a week for dinner. They spend $160 a month on eating out. They get fat.

Another married couple invests $160 a month in their own network marketing business. They stay slim and healthy. In a few years, they retire.

I like this. It opens up the prospects’ minds and lets them know that a small change of behavior can make them successful. Also, I don’t get the objection, “I can’t afford it.”

They are already spending the money they need to participate in their own network marketing business. Now it is a matter of choice. Do they want to continue to dine out or would they rather eventually own the restaurant?

  • May 1, 2017

How to sell skincare and cosmetics quickly.

When is the best time to know what to say to a great prospect?

#1. After we meet that prospect?
#2. Or, before we meet that prospect?

If we want to sell cosmetics and skincare, and get new customers, what we say will make a huge difference.

Look at this example of an ad headline:

#1. “Stuff for sale.” (Pretty boring.)
#2. “Divorce sale. His stuff cheap.” (Tells a story and is much more interesting.)

Obviously the second headline will work better and attract more buyers. It is the same when we talk to people about our skincare and cosmetic products.

*** There are two places where words will make a huge difference. ***

#1. At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

* “Wrinkle-shrinker.”
* “Luxurious eyelashes, without pasting them on.”
* “Feels so good that you can’t stop touching your skin.”
* “Make our skin younger while we sleep.”
* “Look like a movie star in just 8 minutes.”
* “Keeps wrinkles away an extra 15 years.”
* “Make us look like the younger sister.”
* “Lipstick that stays on our lips instead of cups.”
* “A year-round tan without the sun damage.”

#2. Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:

* “I did not want to be one wrinkle away from a prune.” These words will stick in our prospects’ minds later during our presentation. These words are hard to forget.

* “I never wanted my face to look older than I was.” When we say these words, our prospects picture themselves saying the same thing.

* “I did not want to leave the house looking like I graduated from the clown school of makeup.” The back of our prospects’ minds think, “I want to make sure my makeup is coordinated and not piecemeal.”

* “Well, you know how cheap makeup makes us look … cheap.” Because we use the “Well, you know how …” opening, our prospects easily accept this as a fact.

==> But, we can do better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, what if they perceived us as a problem-solver?

How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Go to Amazon with the link below and just click on the “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.

 

Retail Sales for Network Marketers

Retail Sales for Network Marketers

Learn how to position your retail sales so people are happy to buy. Don’t know where to find customers for your products and services? Learn how to market to people who want what you offer. More info →
Buy now!
  • April 30, 2017

Where to get “superstar” leaders?

Think about it. Most business-builder “superstars” are sponsored by people who aren’t “superstars.”

What does that mean to you?

Spend time with everyone. Don’t prejudge. The next person they sponsor could become a great leader.

You don’t personally have to sponsor superstars to build a large, successful organization.

  • April 27, 2017

Does your distributor sabotage his efforts and think like this?

My frustrated distributor insists he wants to become a leader and make at least $10,000 a month.

And, he insists that he should already be earning $10,000 a month after just six months with the company. After all, the company can’t be any good if you can’t earn at least $10,000 a month after six months of part-time work.

So I asked my distributor, “How much do you earn in your present job that you’ve been working for the past 12 years?”

He replied, “About $2,000 a month.”

Did he get the hint? No.

So then I asked my distributor how much sales volume he moved in his organization every month. He replied, “My group moves $5,000 in products every month!”

My distributor still thinks he should earn $10,000 a month, even though he provides less than $10,000 a month in value to the company.

I can predict my distributor’s future. He will insist that it is all the company’s fault and he will just have to look for another opportunity that will pay him $10,000 a month after six months’ work. It doesn’t matter if he provides very little value and service, he just deserves $10,000 a month. 🙂

  • April 23, 2017

Where can I find hot, hot prospects?

In the beginning, we don’t have any of the 25 commercial skills we need to effectively go out of our comfort zone. We are stuck with our current “social” skills that we learned from parents, teachers, jobs and from our social life.

So we should start by finding prospects in a way that works for us. Something comfortable that we can feel good about.

So this could be:

Asking for referrals.
Running newspaper ads.
Sending out postcards.
Networking events.
Breakfast clubs.
Signature file marketing.
Joint ventures.
Internet marketing.
Talking to people from a booth at a fair.
Buying leads.
Passing out samples.
Creating your own leads.
Using bird dogs, etc.

So, what method of prospecting is currently working for you?

And do you like the method?

It is common knowledge that you can’t win the race by following the crowd. So let’s make sure we are not blindly following a prospecting technique that is comfortable for others, but not for ourselves.

So what is your natural market?

Your natural market will be easier and more comfortable for you to build. This way you will look forward to networking every day.

Some examples of a natural market:

1. Teachers, especially if you are a teacher and know their problems.

2. Small business owners. Maybe you have a job where you are in contact with them.

3. Young mothers with children. You also have children and enjoy mingling with other mothers.

4. Chat rooms. You may be addicted to late night chat rooms and find them fun.

5. Co-workers. They want the same thing we do. More money, more time away from the job.

So keep asking yourself,

“What is my natural market?”

Let’s determine that, and then make a plan for you to reach them effectively.

  • April 19, 2017

Ten ways to be a leader.

Everyone tells us to be a leader, but they never tell us how. Dale Carnegie tells us exactly how. If you haven’t read his book, How to Win Friends and Influence People, you are missing a treat.

1. Begin with praise and honest appreciation.

2. Call attention to people’s mistakes indirectly.

3. Talk about your own mistakes before criticizing the other person.

4. Ask questions instead of giving direct orders.

5. Let the other person save face.

6. Praise the slightest improvement and praise every improvement.

7. Give the other person a fine reputation to live up to.

8. Use encouragement.

9. Make the fault easy to correct.

10. Make the other person happy about doing the thing you suggest.

-Dale Carnegie (1888-1955)

  • April 15, 2017

Don’t blame your sponsor.

When you join network marketing, it is important to understand the responsibilities of your sponsor, and the responsibilities you have to yourself.

Your sponsor is responsible to give you things such as:

* A few “icebreakers” to help you easily get presentations.
* A “One-Minute Presentation” so you can look professional when explaining your business.
* Some opening sentences to prospect your warm market without risking objections.
* A fool-proof sentence or two to get appointments.

If your sponsor gives you a few of the basic skills above, then what are some of your responsibilities?

* To consistently prospect to build your business.
* To invite prospects to meetings, three-way calls, two-on-one appointments, etc.
* To study and attend trainings to learn the skills to be a professional network marketer.
* To take personal responsibility for your success.

It is a two-way street. You can’t expect your sponsor to do it all for you.

Once your sponsor gives you some of the basic skills, it is up to you. You can whine and complain that you have no one to talk to, that no one will listen to you, that you don’t know what to do, but it is your business.

Your choice to abandon responsibility and to invest in self-sabotaging thoughts is your decision, not your sponsor’s decision.

You will have to take the initiative to learn and solve these problems in your business. It’s not your sponsor’s responsibility to make you successful.

  • April 11, 2017