Whatever business you are in (and whatever income level you are at) if you are not using 3rd party verification you are missing a significant part of your business that could easily double or triple your business.
What is 3rd party verification?
It's when a 3rd person joins the conversation, presentation, and gives their story.
Don't blow this off. When used properly its very powerful.
Let me give you a few examples of 3rd party verification.
#1 I talk with Sally Sue about product XYZ and she is excited about our conversation. She gives buying signals and I ask a closing question: "Would you like to get started today?" Even though Sally Sue in sincerely interested....she does the totally normal human reaction. She takes two steps back and says the normal response: "I have to think about it" or "I have to talk it over with my spouse". I give Sally Sue a brochure and business card and tell her that I'll call her the next day. (In most cases.....lost sale, lost prospect) However, the next day Sally Sue calls on the phone (pleasant surprise) and says: "I was talking with my sister about your product and she said that she read an article about it and heard that its amazing stuff.....when can I buy XYZ?"
What happened was 3rd party verification. The 3rd party was Sally Sue's sister. It doesn't matter who the 3rd party is...and in this case it was just dumb luck, but it happens when word is getting out about your product or service.
#2 You are talking to Bobby Joe about product XYZ and he is interested. You stop your presentation and 3-way another business leader from your organization and have him/her briefly share their story over a cell phone (or 3-way telephone call). Bobby Joe hangs up and says, "Wow, that's really interesting. What do I have to do to get started"
3rd party verification is powerful because it allows a different person with a different personality to interject their thoughts, story and philosophy.
#3 You are talking on your cell phone on an airplane and the person in the neighboring seat says: I'm sorry I couldn't help but eave drop on what you were talking about...that sounds really interesting. At that precise moment a complete stranger pops their head over the back of the seat and says: I'm sorry to interrupt but is that product XYZ? Because that stuff is amazing and has done wonders for my mother.
NUFF Said.....The 3rd party verified who you are and your product....and the person sitting next to you didn't even know the 3rd party.
The trick to 3rd party verification is....#1 Don't interject..let the 3rd person tell their story. #2 Don't dump all your information on a person...only give them a little. Less is more. Peak people's curiosity. Give a break outline of the "kind" of business you are in...(work at home, its international business, its a nice change from days in corporate America, go where I want to go because its fun, I can work my business from anywhere..virtually where ever I have a phone and computer access, it provides a lot of freedom.) Give a business card, and if you want I can send you some information.......#4 CHANGE THE SUBJECT!!!! (This is the secret) Take away the cookie....change the subject off yourself and start asking about them. (The point is to get people to pursue you and not CHASE THEM!)
Get the information of your Up-Line, Side-Line, and Down-Line...PHONE NUMBERS. Why? So you can use the ENTIRE team and not just one individual. Find out when people on the team are available for 3-ways, get on instant messenger for easy access, twitter, facebook.....
Make a voicemail call and get several people on your team to give their short testimony or story so a 24 hotline is always available for 3-ways....24 hours/7 days a week.
Tuesday, December 30, 2008
Monday, December 29, 2008
The Reason for the Season
The last week I had an old friend from High School lose her 2 year old baby girl. She passed away on Christmas Eve Day.
Put things in perspective and remember the reason for the season....
Thousands of years ago God gave the world a gift in his son, Jesus Christ. Thirty-Three years he walked the earth and ministered to the world before dying for it.
Everyday we are faced with choices. We have the choice whether or not we want to eat fast food, or eat broccoli. We have a choice whether we watch television or read a book. We have a choice whether we spend time with our loved ones or with something or somebody else. We have a choice whether to stay captive to a job, or work for ourselves. We have a choice whether to follow a Savior or ignore Him. We have choices......
May your choices this holiday season reflect the reason for the season. May your choices reflect how delicate and fragile our lives are.....and how short our time to reflect on those choices.
Put things in perspective and remember the reason for the season....
Thousands of years ago God gave the world a gift in his son, Jesus Christ. Thirty-Three years he walked the earth and ministered to the world before dying for it.
Everyday we are faced with choices. We have the choice whether or not we want to eat fast food, or eat broccoli. We have a choice whether we watch television or read a book. We have a choice whether we spend time with our loved ones or with something or somebody else. We have a choice whether to stay captive to a job, or work for ourselves. We have a choice whether to follow a Savior or ignore Him. We have choices......
May your choices this holiday season reflect the reason for the season. May your choices reflect how delicate and fragile our lives are.....and how short our time to reflect on those choices.
Monday, December 22, 2008
The 3 Month Plan
A few years ago I learned of a marketing strategy from the #1 distributor of a top health and wellness company. (I'll call him Jet)
Jet had spent few years in sales before joining the company and brought with him the skills and drive to work a marketing plan he devised. It was a basic and simple 'numbers' strategy plan.
Here's what it looked like:
If you were to call 100 leads over the phone...eventually (because of the numbers) 3-10 people would join your business opportunity.
Knowing that number is what set Jet free...and he went on a major calling campaign. Over the next 90 days Jet personally called 9,000-10,000 leads. Seem aggressive? Seem crazy? Maybe. But, Jet didn't just become #1 in his entire company by mistake. He set himself up to succeed. He set himself up for the MOMENTUM.
What would happen at the end of 90 days if you called 10,000 leads and only had a 3% response? (You would sponsor 300 new leads into your business opportunity!!)
Now....lets equate that to money using power start bonus (depending on if your opportunity has a fast start bonus). If you made an average of $60 per person, you would make $18,000. Not bad for 90 days of work...and that was only showing a fast start bonus check...not including additional income made from streamlining and duplication. And if the same 3% came into the business with a major start up (lets say $390 commission) that would pay $117,000. ($390 x 300).
What would happen if any of the 300 decided to do the same thing over the next 90 days? You would completely set yourself up for success.
If you had a higher success rate and had a 10% response you would make a staggering $60,000 in 90 days. Could you use an extra $60,000?
This plan is 100% and works. I have seen it work for several business friends of mine (Cynthia, Jim) and it works if you work. It isn't easy, but the numbers never lie. The only hard part is dealing with rejection (considering you will most likely be rejected 9,000 times) but if someone paid you $60,000 for being rejected a few thousand times...would you do it?
So...here is the plan.
1. Buy your leads or develop your own leads. either way you need between 3,000-4,000 leads a month. You should plan on making 125 dials a day (Monday-Saturday) and only allowing a max of 5 minutes a conversation.
2. Keep this a sorting process. You aren't recruiting ANYONE. Only the serious....its a numbers game. Next. The right people will shine.
3. 9,000-10,000 leads in 90 days!
Jet had spent few years in sales before joining the company and brought with him the skills and drive to work a marketing plan he devised. It was a basic and simple 'numbers' strategy plan.
Here's what it looked like:
If you were to call 100 leads over the phone...eventually (because of the numbers) 3-10 people would join your business opportunity.
Knowing that number is what set Jet free...and he went on a major calling campaign. Over the next 90 days Jet personally called 9,000-10,000 leads. Seem aggressive? Seem crazy? Maybe. But, Jet didn't just become #1 in his entire company by mistake. He set himself up to succeed. He set himself up for the MOMENTUM.
What would happen at the end of 90 days if you called 10,000 leads and only had a 3% response? (You would sponsor 300 new leads into your business opportunity!!)
Now....lets equate that to money using power start bonus (depending on if your opportunity has a fast start bonus). If you made an average of $60 per person, you would make $18,000. Not bad for 90 days of work...and that was only showing a fast start bonus check...not including additional income made from streamlining and duplication. And if the same 3% came into the business with a major start up (lets say $390 commission) that would pay $117,000. ($390 x 300).
What would happen if any of the 300 decided to do the same thing over the next 90 days? You would completely set yourself up for success.
If you had a higher success rate and had a 10% response you would make a staggering $60,000 in 90 days. Could you use an extra $60,000?
This plan is 100% and works. I have seen it work for several business friends of mine (Cynthia, Jim) and it works if you work. It isn't easy, but the numbers never lie. The only hard part is dealing with rejection (considering you will most likely be rejected 9,000 times) but if someone paid you $60,000 for being rejected a few thousand times...would you do it?
So...here is the plan.
1. Buy your leads or develop your own leads. either way you need between 3,000-4,000 leads a month. You should plan on making 125 dials a day (Monday-Saturday) and only allowing a max of 5 minutes a conversation.
2. Keep this a sorting process. You aren't recruiting ANYONE. Only the serious....its a numbers game. Next. The right people will shine.
3. 9,000-10,000 leads in 90 days!
Wednesday, December 17, 2008
Tribes
I was conversing through e-mail with my online marketing colleague, Cory Citron, and through the course of our communication I stumbled upon his blog where he mentioned his latest read, TRIBES by Seth Godin. I was further intrigued when both Carlos Aponte and Aaron Rashkin ALSO mentioned the book.
It's a very deep book. It's a quick read, but by no means does it do you any justice reading it once. Take your time and re-read it again. I only say this because the information is so good and makes complete sense in the new world of marketing.
I especially like his reference to "The Grateful Dead". Even though I am not a Dead Head and have no clue what the term "2-14-70" means, it did make perfect sense when he explained that the Dead never had a top 40 album. Ever. But, it didn't prevent them from selling thousands and thousands of albums and selling out concert after concert after concert. Why? Because they had a following. They had the "dead heads" behind them....it was their tribe. Their success wasn't from a music perspective. Their success was from making their music an "experience". It was a group you WANTED to be a part of.
Today, the online marketing spectrum is the same. We have new tribes forming from Twitter, and Facebook. The communication spectrum is increasing and so is the marketing that walks along side it. Why? Because tribes need leaders.
Its worth a read.....
Tuesday, December 16, 2008
The People Business
No matter what road of life your business is on (whether traditional, online, networking etc.) its important to recognize and remember one thing.
"You are in the people business"
Do me and the entire world a favor. Forget about your product. (I know....it seems like heresy!) Let's face it....for one reason or another we probably got involved in our business because we "somewhat" were attracted or loved our product. So, we decided to jump into the business because we have a PRODUCT!!!! It works! It's totally Green! It's safe! It's delicious! It's packaged environmentally friendly! It's economical, fun, smart, fast, stylish, tasteful, sweet, and the world is a better place because of it! Right?
That's not WHY people choose to do business with you. They choose to do business with you because of YOU. It's the only thing different you can really add if you are starting a soda company and run up against competition like Coke? It's the only thing different you can add when you are running up against cereal like Kellogg's Frosted Flakes. Anything else is JUST product....but YOU add something totally different.
In the world of Internet marketing it appears that many people fail to recognize one thing. (It's still a people business...and it always will be). If you think just because you have a computer that you can hide behind the monitor screen and not develop relationships and talk with people you are fooling yourself. Relationships exist because people communicate with each other in MEANINGFUL ways...not just through a blog, twitter, facebook, a website, or any other social networking site. Yes...it allows you to stay in contact with people and give and receive useful information, but its only a tool and that tool is totally useless if you are not expanding WHO YOU KNOW, and WHO KNOWS YOU and developing those relationships.
The other day I was having a tea at the local coffee shop and a total stranger approached me and asked, "What is it that you do?". How do you answer that question?
Do you go into your mindless spiel about how you market a juice, or vitamins? Do you unleash the fire hose of information on a stranger that is simply seeking a simple answer?
The answer is..."I market a health beverage....or non-toxic cleaning supplies, or high quality vitamins, that helps with asthma, arthritis...." or whatever your product helps.
The reason is equally simple...because it usually leads to another question. If a person is genuinely interested in YOU, they will be genuinely interested in your product....especially if they feel and get the response that you are genuinely interested in THEM.
And the world goes round and round and round. That's how real authentic relationships work. If a person isn't interested...guess what happens? The questions cease. Its a perfectly normal human reaction when a person loses interest. They quit asking questions. However, that doesn't mean that YOU quit asking questions. Your objective is to further your relationships.
A lot more to come on attraction marketing.
Just remember that you are in "the people business"
Friday, December 12, 2008
Motivation from William Wallace (BraveHeart)
One of the best motivational speeches EVER!! Don't trade your life for something less important.
Well you stand up and fight for your own financial freedom????
"Freeeeeeeeeeeedom!!!!!!!!!!!!!!!!!!!!!!!!!!!"
Wednesday, December 10, 2008
Thoughts on the 2007 Recession
Lets take a look back at U.S. economics. We have enjoyed a historic "59 month" expansion. WOW!!! What a record!
According to the National Bureau of Economic Research (NBER), the agency that officially determines the timing of economic expansions and contractions, the U.S. economy has experienced 31 periods of sustained economic expansion since the 1850s and the average length of these economic expansions has been 35 months. This
makes the current economic expansion, to date, three times as long as the average economic expansion during the past 150 years.
The duration of recent economic growth is indeed very impressive given the record- breaking length of the current expansion, but recent economic growth is even more remarkable due to the fact that the current expansion followed an economic expansion during the 1980s that lasted 92 months, and these two economic expansions were separated only by a relatively mild eight-month recession in 1990 and 1991. As a result, during the past 207 months (17 years and three months), the U.S. economy experienced economic growth during 199 months or 96% of the time. These two economic expansions mark the longest back-to-back expansions in U.S. history.
WOW!!! That's impressive considering that 911 happened and media experts claimed we were on the brink of recession since 2000? Apparently...none of that was true? huh?
Here are the facts:
Recessions historically last on average from 8-16 months. (Since the current recession started in December 2007...it would mean we have another 4 months to go before expansion begins again)
Expansions generally last on average from 35-59 months.
It's the laws of economics. Things will always go up and down, up and down, up and down. Recession will always follow expansion. But know this....after recession comes expansion!!!
If we only have 4 months to go before expansion hits again, don't you think that NOW is the time to position yourself for that growth? Don't you think that NOW is the time to prepare yourself for that expansion?
According to statistics and history that expansion is due to begin in 2009. Get yourself ready!!! It's comparable to surfing. If you are going to ride a wave, you need to position yourself in front of that wave BEFORE it becomes a wave. It's called "catching a wave". If you don't prepare yourself and get yourself ready to surf that wave you'll miss it! Now is the time to prepare yourself for that huge financial wave of opportunity...during recession....not during expansion. We have approximately 3-4 years of expansion on its way.
"Get ready and surfs up, dude!"
According to the National Bureau of Economic Research (NBER), the agency that officially determines the timing of economic expansions and contractions, the U.S. economy has experienced 31 periods of sustained economic expansion since the 1850s and the average length of these economic expansions has been 35 months. This
makes the current economic expansion, to date, three times as long as the average economic expansion during the past 150 years.
The duration of recent economic growth is indeed very impressive given the record- breaking length of the current expansion, but recent economic growth is even more remarkable due to the fact that the current expansion followed an economic expansion during the 1980s that lasted 92 months, and these two economic expansions were separated only by a relatively mild eight-month recession in 1990 and 1991. As a result, during the past 207 months (17 years and three months), the U.S. economy experienced economic growth during 199 months or 96% of the time. These two economic expansions mark the longest back-to-back expansions in U.S. history.
WOW!!! That's impressive considering that 911 happened and media experts claimed we were on the brink of recession since 2000? Apparently...none of that was true? huh?
Here are the facts:
Recessions historically last on average from 8-16 months. (Since the current recession started in December 2007...it would mean we have another 4 months to go before expansion begins again)
Expansions generally last on average from 35-59 months.
It's the laws of economics. Things will always go up and down, up and down, up and down. Recession will always follow expansion. But know this....after recession comes expansion!!!
If we only have 4 months to go before expansion hits again, don't you think that NOW is the time to position yourself for that growth? Don't you think that NOW is the time to prepare yourself for that expansion?
According to statistics and history that expansion is due to begin in 2009. Get yourself ready!!! It's comparable to surfing. If you are going to ride a wave, you need to position yourself in front of that wave BEFORE it becomes a wave. It's called "catching a wave". If you don't prepare yourself and get yourself ready to surf that wave you'll miss it! Now is the time to prepare yourself for that huge financial wave of opportunity...during recession....not during expansion. We have approximately 3-4 years of expansion on its way.
"Get ready and surfs up, dude!"
Subscribe to:
Posts (Atom)
Posts
