Blog – Page 22 – BigAlBooks.com

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

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!

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.

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!

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.

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.

Here is how to make your investment friends jealous.

Let’s say that you have $100 to invest. Where would you invest it?

You could be safe and put that $100 in a bank savings account. At 5% interest, you would get a nice, safe, guaranteed return of $5 at the end of the year.

Of course the government wants its share of taxes, so you’d only be left with about $3.50 net. While this is very safe, it’s probably not your idea of successful investing.

So why not try investing in the stock market?

Maybe you could invest in a company. You buy one share of that company’s stock for $100. Let’s say that your share of stock appreciates to $200 at the end of the year.

Wow! That’s a 100% return on your investment. Pretty smart, don’t you think?

Not really.

What if you did this?

You invest the $100 in a classified ad in the local newspaper. By adding a little personal work to your money investment, you successfully recruit one new serious distributor. And with a little more personal effort, you train your new distributor to be productive.

Your return? An extra $50 a month in bonus income. That’s $600 extra per year! That’s a 600% return on your investment.

Pretty smart.

But it gets better.

What if you invested the $100 in training?

Maybe you invested the $100 to go to your company’s regional training seminar. At the seminar, you learned how to prospect and recruit new distributors without running an ad.

In other words, you won’t have to spend $100 to run an ad every time you want to locate and sponsor a new distributor. Instead, you’ve learned expert methods of locating hot prospects without having to spend any money.

Now you can sponsor one new distributor every month who earns you an extra $50 in monthly income. At the end of the year, you’d have an extra monthly income of $600. That’s $7,200 extra a year — a 7,200% return on your investment.

And that’s the kind of investment return that separates part-time distributors from financially-independent leaders.

The difference between a job and your own business.

In a job, if there is a problem, it may not be your problem. Somebody else has to solve it. And who is that somebody else?

The business owner, of course. If the business owner doesn’t solve the problem, he or she is out of business.

We are in our own networking marketing business. We are responsible for solving our problems. It is this change of viewpoint that is hard for new distributors to master.

For instance, they might say, “Oh, the shipping is too expensive. I can’t build my business with these high shipping prices.”

And the new distributor stops working.

But what would the distributor do if he had the viewpoint of a business owner? He would figure out how to deal with the high cost of shipping or he would know he would be out of business.

With the viewpoint that he has to solve this problem, the distributor could do the following:

1. Only sell to people who could afford the shipping.

2. Find people who wanted the product so badly that the shipping didn’t matter.

3. Realize that there is no competition for his product, and that the shipping is not an issue.

4. Plan ahead and order in bulk so that the shipping would be less.

5. Figure out an alternate way of shipping, etc.

Are there obstacles in our business? Yes!

Business owners overcome obstacles. That is why they are the owner.

You’re only one good prospect away from a $1,000,000 career!

Sometimes we get discouraged. That’s human nature. But we also have the ability to cheer ourselves up. Here is one way to create a positive outlook when we feel discouraged.

Just imagine that you continue promoting and talking about your business. At some point, you will cross paths with a prospect who is looking for an opportunity to change his life and you are the answer.

Maybe you don’t know this prospect now. Maybe it will be some chance encounter sometime in the future. It doesn’t matter how you meet this prospect. It just matters that you were still enthusiastic about your business and impressed your prospect.

What can one good prospect mean to you financially?

The prospect could mean a million dollars over several years. And that’s a powerful incentive to be persistent in your business.

There are many networking leaders today that enjoy powerful incomes because of just one good prospect.

Why not join them?

How to help your distributors overcome failure.

This tip was shared by Orjan Saele during our annual network marketing cruise. He helps his new distributors overcome failure and negative thinking by saying:

“So what if your first six months might be bad, or if you have some embarrassing failures. So how long did it take you to learn to talk? To learn to drive? It took a while, and there were some embarrassing failures, but now you enjoy the benefits of talking and driving. It was worth it.”

Use this simple story to help your distributors face the challenges when building their business.

You don’t want to win the race to the bottom.

Seth Godin has an 8-minute interview that is great to get prospects to want to get out of their job. Check it out:

Great third party validation for what we do as networkers.