21 Oct 2012, 1:14pm
How To Speak How To Listen MLM Tip from 'Big Al' Successful Networking
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  • MLM Tip from ‘Big Al’: Lesson #3 on Death Wish Marketing or How Network Marketers Undo Themselves Time Afer Time

    My last posts were Lesson #2 and Lesson #1 from ‘Big Al’ on Death Wish Marketing or Believing Our Enthusiasm for Our Product Has Something to Do With What Our Prospects Want.

    Here now is the last of the lessons:

    Find out who does the buying. Even though your ultimate consumer wants a product, it is up to the person with the money to do the purchasing.

     

    Lesson #3

    Back to our cat.

    Our cat loved mouse guts, wanted mouse guts, and would be a great consumer of mouse guts. However, the cat didn’t do the shopping.

    If you listened to the cat survey, what would you have done?

    Introduce a new cat food called “Tasty Mouse Guts”, right?

    Now, imagine how that will look on the supermarket shelf. There’s “Tasty Liver Chunks”, “Filet of Tuna”, “Beef Wellington For Cats”, and “Tasty Mouse Guts.” Which one isn’t going to be purchased?

    “Tasty Mouse Guts.” It’s going to gather dust on the shelf because the people with the money won’t buy it. They hate how the product looks, how the product sounds, and everything else about the product. “Tasty Mouse Guts” just isn’t going to sell.

    What happened?

    We interviewed the wrong person.

    We have to market and sell to the people who do the buying.

    For instance, let’s say you interview some children, asking them, “What is your favorite food?”

    They answer, “Sugar-coated caffeine-enhanced candy bars with ice cream centers.”

    Do you open a manufacturing plant that makes sugar-coated caffeine-enhanced candy bars with ice cream centers?

    No. Because their parents won’t buy them. The parents want to buy boring foods for their children such as bread, vegetables, fruit, etc. The parents don’t want to buy foods that will turn their children into human pinballs.

    It’s the same situation when we look for a prospecting angle to attract new leaders into our MLM downlines.

    Imagine we interview a bunch of readers from Socialism Today. They tell us they want an MLM program that requires no investment, no work, no recruiting, no selling, and no anything.

    “Aha!” we think. Our survey has located what these prospects want.

    Unfortunately, these aren’t the people who want to become MLM leaders, and certainly aren’t the ones who will invest in their own training and marketing expenses. They just want something with no effort.

    Instead, we should have surveyed the readers of Capitalism Workaholics. They would tell us that they wanted a free enterprise situation where they would get paid for their efforts, and their results.

    Now we could run an ad that attract leaders with our new information. We have to market to the people who do the actual buying.

    What’s the bottom line?

    To market the right product, to the right people.

    It’s just common sense. Now, where is that Wonderful Product that increases common sense?

    ~~~~~~~~

    Network Marketing is an ingenious business model that has created fortunes for countless numbers of people but the question must be asked: Why do so many struggle and even fail?

    The answer can be complicated and attributed to the company, the product and the comp plan. Yet none of these compel anyone to be associated with MLM. That leaves the individual with the responsibility for succeeding. And for discovering what must be learned and done.

    Skills are obviously necessary but even those, once acquired, are of no use unless put into practice.

    So why are they so often NOT?

    Here is my attempt to answer that question: http://Why98percentFail.com

     

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    14 Oct 2012, 12:59pm
    How To Speak How To Listen MLM Tip from 'Big Al' Successful Networking Uncategorized
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  • MLM Tip from Big Al: Death Wish Marketing – Lesson #2

    Last time I shared with you Lesson #1 from ‘Big Al’ on Death Wish Marketing or Believing Our Enthusiasm for Our Product Has Something to Do With What Our Prospects Want.

    Let’s move on to Lesson#2 from ‘Big Al’:

    ~~~~~~~

    Before selling the Wonderful Product, do a survey to find the best market for Wonderful Product prospects.

    Remember the cat from Lesson #1? The cat didn’t want canned garbage. However, during our interview the cat told us that dogs loved canned garbage. Now we have located a market to sell our canned garbage. All we have to do is call on some hungry dogs.

    The same holds true for Wonderful Product that improves common sense. We need to survey and locate the nest of prospects who want more common sense.

    Maybe we find a bunch of baseball owners and baseball players. They could take the Wonderful Product and realize that they earn money by actually playing baseball — not from strike talks and endless negotiations.

    Or, we locate a group meeting of the “Flat Earth Society.” They’ll be inspired when their newly-found common sense shows them that the earth is round.

    As professional marketers we must spend our efforts locating prospects who want (not need) our products. This is ten times more effective than peddling sales presentations to every breathing organism that we encounter.

    So if you sell water filters, don’t try selling them to everyone. Focus your efforts on people who care about their health.

    If you sell car alarms, locate prospects who own customized automobiles. Since the owners invested personal time and effort in the customizing, you can be sure they want to protect their car. Conversely, owners of Pacers and Gremlins (remember them!) may actually want people to steal their cars. Those prospects would be a waste of time.

    If you want to reach sewing enthusiasts, advertise in the Sewing Circle, not Gun Trafficking Gazette. Your prospect, the sewing enthusiast, is looking for editorials, stories and ads about sewing and subscribes to the Sewing Circle.

    If you want to reach network marketing enthusiasts, advertise in network marketing publications, not in Socialism Today.

    ~~~~~~

    All this makes such perfect sense I wonder why I didn’t think of it myself! Maybe I should take some of those commonsense pills!

    Here’s a peek at Lesson #3 from ‘Big Al’:

    ~~~~~~

    Imagine we interview a bunch of readers from Socialism Today. They tell us they want an MLM program that requires no investment, no work, no recruiting, no selling, and no anything.

    “Aha!” we think. Our survey has located what these prospects want.

    Unfortunately, these aren’t the people who want to become MLM leaders, and certainly aren’t the ones who will invest in their own training and marketing expenses. They just want something with no effort.

    ~~~~~~~~~

    Imagine – prospects who are looking for an MLM program that requires No investment of time or money, No work, No recruiting and No selling. Sounds like 98% of those who fail!

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    12 Oct 2012, 12:37pm
    How To Speak How To Listen MLM Tip from 'Big Al' Uncategorized
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  • MLM Tip from ‘Big Al’: Death Wish Marketing or What Hungry Cats Can Teach Us

    ‘Big Al’ recently shared three lessons with us Network Marketers regarding the importance – or non-importance – of loving our product or service. Below is Lesson #1 with #2 and #3 to follow. Enjoy and Learn.

    ~~~~~~~~

    Our enthusiasm for our product has nothing to do with what our prospects want. We’re going about this all backwards.

    Dear Fortune-Building Friend and Subscriber,

    Quick!

    What is the favorite cat food flavor that finicky felines recommend?

    1. Tuna

    2. Chicken

    3. Beef

    4. Pork

    5. Liver & Kidney

    6. Cream

    Tough choice, isn’t it?

    Here’s the problem.

    We’re trying to choose the best flavor based on our experience or limited observation. Quite honestly, we’ve never tasted any samples of these six delicious flavors. That means we’re operating on guesswork.

    Or, we could operate on observation. We can watch hungry cats choose which cat food flavor they eat first. But that creates a problem. We are limited to observing the six-flavor varieties above. What about other flavors? Would cats like to try something else?

    Now we’re getting somewhere.

    Instead of guessing, we’ll get the facts. We’re going to interview a cat.

    Interviewer: “Tell me about your daily cuisine. What type of foods do you like?”

    Cat: “Meow, meow, meow.” (Translation: “Every day it’s the same canned garbage with six slightly different aromas. Yuck! Dogs love canned garbage, but not us discriminating felines. However, I must eat whatever my domesticated servants bring me from the grocery store. Unfortunately, they’re not too bright. These I.Q. deficient humans must shop on instinct and continue to go to the same aisle and shelf every trip. Maybe I’ll send them to obedience school or yeah . . . that’s it. I’ll send them to the vet!”)

    Interviewer: “Sounds like someone could make a fortune if they would market what cats want! So, if you had your choice, what flavor or type of food would you choose?”

    Cat: “Meow, meow, meow.” (Translation: “Mouse guts! Fresh mouse guts! They’re the best. They’re the ‘cat’s meow’! Awesome stuff! I mean, what can those mentally-challenged human shoppers be thinking? That cats stalk the wild for a tin can of flavored lard? No, we hunt for fresh mouse guts!”)

    The payoff

    Hmmm. Now we are getting somewhere. If we want to market food to cats, let’s find out what they want!

    But, that’s only part of the equation.

    There’s more.

    However, let’s first see how this part applies to multi-level marketing.

    For our example, we’re going to talk about selling some products. Of course, you can apply the same principles to selling your business opportunity.

    Imagine that you sell the Wonderful Product. It’s a high-energy multi-vitamin that improves common sense.

    If we are amateur marketers, we’ll just try to sell it to anybody. We won’t even try to find out where our market lies. Our sole purpose is to push the product down the customers’ throats, whether they want it or not. (Sounds a little bit like those mentally-challenged cat servants, in case you’re not following this analogy.)

    Without caring about our prospect’s needs, the typical sales presentations goes something like this:

    MLM salesperson: “Take this Wonderful Product. It will give you some common sense.”

    Highly-Paid Government Official: “What? And lose my job? Even brief moments of common sense will get you demoted around here! No way would I buy your job-killing garbage!”

    Yes, we’re selling what we want (the Wonderful Product). We are not selling what our prospect wants (less common sense).

    What if we apply a bit more selling pressure or push the benefits of the Wonderful Product? Here’s what happens:

    MLM Salesperson: “Take this Wonderful Product. It will give you some common sense.”

    Lawyer: “That sounds like slander to me. But it wasn’t me who did it, it was my partner or somebody who looked like me. And your accusation is probably an illegal medical claim subject to FDA rules of gas chamber executions. I’ll see you in court! Your product costs too much. It’s dangerous. What if everyone got some common sense? I’d be unemployed! And besides that, I’m from the ethically-challenged minority. I should receive special treatment. Just ask any liberal highly-paid government official.”

    MLM Salesperson (adding another benefit, just like they teach in those selling classes): “Besides giving you some common sense, the Wonderful Product will also enhance your cardiovascular system.”

    Lawyer: “Fool! Lawyers don’t have or even need hearts. Hearts get in the way of our billing practices. Get an I.Q. and learn to sell what people want!”

    Lesson #1

    Our enthusiasm for our product has nothing to do with what our prospects want. We’re going about this all backwards.

    First, just like the cats, we must find out what the prospects want. What did the highly-paid government official and the lawyer really want?

    Stupid Enhancers!

    Yes, we could make a fortune by selling what these prospects wanted: Stupid Enhancers!

    All we had to do was take a little survey first.

    Sure that sounds great, but what if your MLM company doesn’t carry Stupid Enhancers?

    Then on to . . .

    Lesson #2 will be coming shortly and will answer what to do.

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    8 Oct 2012, 4:30pm
    A 2-Minute Story MLM Tip from 'Big Al' Successful Networking
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  • MLM Tip From Big Al: “How Would You Feel?”

    A few days ago I offered a very short story by Tom ‘Big Al’ Schreiter, the story of two young men. Here’s another one a bit longer that asks the question, “How would you feel if you weren’t told?”

    The Social Security Story

    Imagine you and I are both 85 years old. One day I come up to you and I say:

    “Hey, did you get your Social Security check yet?”

    And you say:

    “Huh?” 

    So I repeat the question and say:

    “Did you get your Social Security check in the mail this month?” 

    You frown and say:

    “Social Security check? What’s that?” 

    I explain:

    “You know about the Social Security check, don’t you? It’s the check the government gives you every month just for being old. Once you turn 65 years old, you fill out a little form and the Government sends you a check every month just for being old.” 

    You say:

    “Oh no! I didn’t know about it. And here I am, 85 years old, and for the last 20 years I could have been getting all that extra money. I just missed out on 240 checks of free money from the government!” 

    So how would you feel if that happened to you? Pretty bad. No one told you that you could have been getting those checks.

    And how would you feel if I said this?

    “Oh, I’m sorry. I knew about these checks all the time. I guess I just never bothered to tell you about them over the last 20 years. I thought maybe you wouldn’t be interested in getting that free money from the government.” 

    You would be mad! Really mad!

    That is why we must tell everyone we know that we do network marketing everyday but we just don’t get paid for it. They don’t know this, and they don’t know how to collect the check.

    Then, if they are interested in picking up that extra check, they can ask us for details.

    We don’t want one of our friends to come back to us five years, 10 years or 20 years later and say,

    “Why didn’t you tell me that I was already doing network marketing every day, but that I just wasn’t getting paid for it? What kind of a friend are you to withhold that kind of information? I could have been getting extra paychecks every month!”

    * * *

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    29 Sep 2012, 8:24pm
    A 2-Minute Story MLM Tip from 'Big Al' Successful Networking Why 98% Fail
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  • MLM Tip from ‘Big Al’: Getting Your Prospect Engaged

    Tom ‘Big Al’ Schreiter offers a very simple and very short story you can use to easily get your prospects engaged in conversation and their imaginations going. Here it is:

    The Short Story Of Two Young Men

    There are two boys who are best friends. They grow up together. They go to school together. They grow up and become young men, and they both get good jobs in the same town.

    One young man earns his regular salary. The other young man earns his regular salary, but once a month he gets a $1,000 extra check from his normal recommendation of things he likes.

    Which young man gets ahead financially?

    * * *

    Well, this story should at least open up the conversation. You might end up talking with your prospect about how one young man is a better saver. Or maybe you’ll end up talking about how one young man gets an extra monthly check.

    The story captures the imagination and interest of your prospect. It is the best way to communicate.

    ~~~~~~~~~~~~~~~~~~~~~~~

    Each one of us has a story. In my eBook available only on Kindle I share six stories of network marketers who declared their desire for success but who unknowingly co-operated with their own undoing. You might want to check it out. http://Why98percentFail.com

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    28 Jun 2012, 8:39pm
    How To Speak How To Listen MLM Tip from 'Big Al' What It Takes To Win
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  • In MLM? Gotta Bad First Sentence? You’re DEAD!

    As soon as you open your mouth, you are making an impression – Good or Bad. (Maybe that’s why so many reps are reluctant to go out there and work it.)

    But that first sentence sets up all the rest of your conversaation so if you’re turning people off, try this from ‘Big Al’:

     

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    MLM Tip: How To Speak, How To Listen 4

    If you’ve been doing network marketing for even just one month, you’ve probably heard this one:

    “So how much money have you made doing this?”

    And for most of us it can be a real stopper. It certainly stopped me once or twice.

    Here’s Big Al with Art Jonak giving us a really masterful answer to this thorny question:

    ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

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    “MLM? Isn’t that one of those Pyramids?”

    Have you heard something like that when finally you were able to approach someone about your business opportunity? Have your downline members heard the same?

     What if you were to say something like this in response to your downline complaining about it:

     “Oh, that happens to all of us at one time or another. But let me suggest this if I may.

     “Have you ever asked yourself if what you said caused that question and objection to be raised?

     “And what would happen if you knew what to say to prospects? And instead of hearing something like that, you heard, “Really? Tell me more” as they leaned forward.

     “You would be in a world of joy instead of a house of pain, wouldn’t you?”

     When we stop to think about it, it all comes down to knowing what to say or, in the words of Big Al, being able to speak commercially. Big Al is fond of saying that in 30 seconds on TV or the radio, advertisers and marketers are able to speak directly to our subconscious minds where all the decisions are being made.

     Do you know how to do that?

     Can you speak commercially and to your prospect’s subconscious mind in order to get a decision, in order to keep your business and life moving forward regardless of that decision?

     You can get a taste of what it means to speak commercially, as well as the skills themselves, on a free webinar series that’s offered each Saturday at 1pm ET. It costs nothing to attend and you can register here

     http://www.MLMreadysetgo.info

    PS: If you’re curious about what MLM is all about or realize that you’ve been doing it all your life, every day, but just haven’t collected the checks for it, read more about it in Big Al’s classic Are You Walking Past a Fortune?

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    Why Looking For Good Prospects Is Useless

    – UNLESS you Know What To Say

    From Tom ‘Big Al’ Schreiter’s most recent newsletter:

    If you have talked to all of your friends, and they tell you “No,” … and if you have talked to all of your relatives, and they told you they were not interested … finding new prospects to ruin isn’t the answer.

    You don’t need new people to ruin.

    You need to change what you say.

    If your best prospects (family and friends) hated what you said, then strangers won’t like what you say any better.

    * Buying 1,000 names of new prospects to ruin isn’t the answer.

    * Joining 20 networking clubs isn’t the answer.

    * Running ads isn’t the answer.

    * Working harder isn’t the answer.

    The answer is you have to learn what to say.

    ~~ Here are a few things you can do:

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    “Why do I have to learn that?”: an MLM Tip from Big Al . . .

    “Give me a break . . .

    “So I was giving the “Skills Test” to a potential leader. He couldn’t answer a single one of the 10 skills needed to get a new distributor started. Ouch. “When I asked him if he was going to learn how to do this business, he said,

    “Why do I have to learn that? I have a good attitude and I have goals. That’s all I should need. I don’t want to bother learning how to do this business.”

    “Well, it is hard to learn to spell if you refuse to learn the alphabet.

    ** If you can’t share with your new distributor four or five great opening sentences that get prospects to beg you for a presentation, what chance does your new distributor have to get presentations?

    ** If you can’t write down word-for-word exactly what to say to get an instant appointment, should you let your distributor just make something up and hope for the best?

    ** If you don’t tell your new distributor the three real reasons people join, will he leave those reasons out of his presentation?

    ** If you don’t show your new distributor the two ways of creating “instant vision” – how will your new distributor keep his team motivated?

    ** If you don’t give your new distributor three or four great, rejection-free closing sentences, won’t your new distributor be afraid of closing?

    ** If you don’t teach your new distributor the “needs vs. wants” principle, won’t your new distributor get discouraged quickly?

    ** If you don’t teach your new distributor the exact words to say to take control of the prospect’s mind to get his total attention, won’t the message go unheard?

    “So if you are a new distributor reading this newsletter, go to your upline’s training and learn these skills. Don’t make excuses. Don’t blame the weather, say you are too tired, that you are busy petting the stray cat you just bought … just go to your upline’s training sessions and learn. “And if you are a leader reading this newsletter, give your new distributors the skills they need right away. Don’t let them struggle. Write down exactly word-for-word what your new distributors should say and do. “Anyone can do this business easily if they just say the right words and do the right things.”

    ~~~~~~~~~~

    If you are in the New York tri-state area and you have finally arrived at the point where you realize

    “I DO have to learn that . . .”

    Come join us as we present Tom ‘Big Al’ Schreiter on Monday, April 9th from 7:15 – 10:00 pm: How To Get Your Prospects to Say YES Immediately!

    We’ll be at the Ripley-Grier Studios, located at 520 8th Avenue & 36th Street, in Studio 16F, on the 16th Floor.

    The cost is just $20 at the door but you can get a 50% discount by RSVPing at the Meetup site.

    There is NO COST to join at http://MLMskillsforsuccess.com

    And please take note that NO recruiting, promoting or selling is permitted at our Meetups. We have created a space where network marketers can come together without the onrush of the typical feeding frenzy and where you can SAFELY bring your downline and prospects.

    Any questions? Contact me: tony@ajlauria.com

    The discount applies only to ALL who respond and get on our RSVP list.

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  • HAVE YOU SURRENDERED CONTROL OF YOUR MIND?

    My new eBook Culture, Politics, Entertainment & Irresponsibility in Network Marketing is not just about Network Marketing - it is about Success & Failure and the distractions that take us off track. It also explores how we just might be co-operating with those who want our attention at any cost - even our success. You can check out my new eBook by clicking on the image and getting it to your eReader in minutes.
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