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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    22 Sep 2012, 12:25am
    How To Speak How To Listen What It Takes To Win Why 98% Fail
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  • Are Your Prospects & Downline in a Fog? Bill O’Reilly Speculates They Are – and Then Endorses My Book!

    Well, sort of. LOL 

    Polls show that a vast number of Americans do not appreciate the economic trouble we are in and so, on his show this evening the news commentator asked the question: “Are American Voters in a Fog?” 

    Here are the highlights of his argument:

    • Hi Tech dominates our lives.
    • We’re addicted to video games, texting and surfing the web.
    • All this allows us to block out the world whenever we want.
    • It’s now possible to live in an alternate universe operated out of any device of your choice, most often now from the palm of your hand.

     “Our society has been dramatically impacted by hi tech and it’s influencing the presidential race . . .”

     . . . and I say it’s impacting your Network Marketing business too – and not for the better.

     How? When you go looking for customers for your business’s products and services, or prospects to convert into business partners, you’re fishing in the same pond where all these distracted folks are. You’re competing for their attention which is being conditioned down to last only seconds at a time.

     If the vast majority (70% by the polls’ reckoning) are more interested in an alternate reality, that leaves fewer who read and can string one thought to another. 

    Too harsh? I don’t think so. And I say so in my book by using the real life stories of six people I coached and making much the same argument as the argumentative O’Reilly – the vast majority of the population is severely distracted. 

    And you think this has no impact on your business? 

    You can find out more about my book at http://Why98percentFail.com

     And happy prospecting!

     

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    5 Sep 2012, 5:06am
    How To Speak How To Listen What It Takes To Win Why 98% Fail
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  • Damned By Dualities

    If you are depressed you are living in the past. If you are anxious you are living in the future. If you are at peace you are living in the present. ~ Lao Tzu

    Pay attention to the language you hear coming out of the Democratic National Convention this week. Take note of how many times you hear any of the speakers talk about the Great Depression and how much greater this depression is than that one was. Also pay attention to any analysts who will use the words nostalgia  and nostalgic more than usual.

    You’ll hear them talk about how they can bring the country back from the depths and once in a while you’ll hear some of them wax romantically about FDR rescuing the country from it and how this current president can do – is doing – the same but how all the former Republican administrations spending put us where we are now.

    Now I know the Republican National Convention ended last week but if you can recall – or even Google – some of the speeches, you will discover that we heard language that does not evoke depression but anxiety and fear for the future.

    The language of the Republicans doesn’t describe depths but falling from heights, especially ‘going off the cliff’. Their party has been energized by the Tea Partiers, a group focused solely on fiscal responsibility despite all the political charges tossed at them by the Dems. Clearly the Tea Party is anxious about the future in terms of the fiscal health of the country.

    The Repubs know a good line of attack when they see one so they go after Dem spending because “it threatens the future of our children and the country” they are fond of saying.

    Their only reference to the past is a comparison of today with four years ago. (Remember that was originally Reagan’s question.)

    The Democratic obsession over the past is also evident in how incapable they are of dealing with the future. I mean $500 million flushed on the failed company Solyndra, deigned to provide us energy for the future – evidence of no foresight.

    The Republican anxiety about the future encourages them to disregard the past. Evidence: the neo-con wars begun in Bush 43’s terms, especially in Afghanistan, a country not subdued by either the British in the 19th century or the Russians in the 1980s.

    As in any paradox built on only two points of view or two options, both camps are somewhat right – and somewhat wrong – at the same time.

    And that’s why there’s no real difference in many of the proposed solutions of either of the two parties. We’re either going to have a Democratic government with nostalgic solutions like buying good ol’ General Motors, that is, spending, or a Republican government cutting taxes on the rich, the ‘job creators’, who usually don’t do that except for those in India, the Philippines, etc..

    We’ve seen BOTH these movies and they are BOTH reruns.

    I am suggesting that the Democrats are no longer the party of the donkey but the party of the Grasshopper; the Republicans are no longer symbolized by an elephant but by Ants.

    Don’t know the reference? This may jog your memory. They are the main characters in one of Aesop’s most well-known fables The Grasshopper and the Ants.

    (I just reread it and was struck by the image of soldier ants toiling for the colony.)

    If you are sick and tired of the same old rhetoric, it is time for you to reclaim your mind and repair the rift of all dualities create.

    I have just published a book on Kindle Direct Publishing available only online. You can purchase it and read it on your Kindle or reader with a free download of Kindle for any device.

    The thumbnail to the right will lead you directly to the page featuring my book.

    And please don’t be fooled – this book is not about Network Marketing exclusively, but about how we have collectively lost our minds to external distractions peddled to us as culture & politics disguised as entertainment.

     Culture, Politics, Entertainment & Irresponsibility in Network Marketing: Why Recruiting & Keeping Your Downline Populated Keep Getting Harder

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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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    27 May 2012, 6:36am
    How To Speak How To Listen Successful Networking What It Takes To Win:
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  • MLM Tip: “I Don’t Want To Crush My Propsect”

    This week I received a phone call from a member of my downline, a truly nice young man whose biggest stumbling block in building his business may be his shyness.

    He was happy to report that he had increased his prospecting activities, engaging more people in conversation by using the skills promoted by one of the masters, Tom ‘Big Al’ Schreiter.

    Then my team member said something that was so out of character, the conversation had to make a detour.

    He said, “I’ve been asking people that question more and more but I haven’t crushed anyone with my business presentation yet.”

    “Wait a second there. Did you hear what you just said?”

    “What?”

    “You said you didn’t want to crush anyone with your opportunity. I know you’re proud to be a network marketer and that you’re equally proud of our company, so why do you think you would be crushing someone?”

    There was silence. And I knew in that silence there was an awakening occurring.

    “P., your word selection reveals how you think and feel about yourself, your business and what you believe you are doing to your prospect. You realize that, don’t you? Instead of crushing them, how about sharing with them? Can you appreciate not only the difference in the two words but more importantly how it reflects what you are thinking and feeling?”

    ”Oh my God, yes.”

    “Doesn’t this help explain your reluctance to talk with others? I mean, I know you don’t want to hurt anyone so if you believe you’d be crushing them then you wouldn’t be eager to engage them. But sharing at the appropriate time is so much more – more helpful, friendly, connecting, constructive and productive.”

    It is a common misbelief that we must be aggressive in our efforts to prospect and sponsor. I know because I went through it myself for years. And it stems from a misconception that in conducting business we must be rough and ready.

    We don’t. And if most of us certainly don’t want to hurt anyone but believe we may be crushing those we speak to, is it any wonder we shy away from interaction?

    Lesson: get the skills, listen well and believe you are benefitting those you are sharing with. Some will volunteer, some won’t, so what. No damage done.

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    How To Speak, How To Listen 3

    Mortimer Adler argues in his 30-year-old masterpiece How to Speak How to Listen that being able to listen well is the most difficult communication skill to acquire, more difficult to learn than speaking or the other skills pair of reading and writing. This difficulty helps to explain why it is the most lacking of the communication skills.

    But why is that and what does it tell us about our human behavior?

    My hunch is because listening is linked with its sister skill – speaking, and the emotion that stirs ups in the majority of people. You probably know that when asked, most people say, even more than dying, their greatest fear speaking in public .

    When most of us are in some kind of conversation or presentation – let’s say we’re talking to a prospect for our business opportunity – we tend to get so wrapped up in what to say next that we FORGET to listen. And when that happens we fail to connect. We in effect isolate ourselves, widening the gap that already exists naturally and the one we are trying to bridge by speaking to them to begin with!

    Is there any wonder so many of us Network Marketers have such difficulty sponsoring people into our businesses?

    Want to do something about it?

    ~~~~~~­­­­

    While I enthusiastically recommend Mr. Adler’s book How to Speak How to Listen , he does use a lot of examples from the classical world making the book rather academic. If you are a network marketer or in conventional sales, looking to improve your commercial speaking and listening skills you can’t do any better than Tom ‘Big Al’ Schreiter. You can find a list of his 25 Essential Skills for Network Marketers at http://BigAlSkills.com and sign up for his newsletter at http://FortuneNow.com at no cost.

    You can also experience them live each Saturday at 1pm EDT in an ongoing series of webinars. To enroll at no cost go to http://www.MLMreadysetgo.info and please use my name ~Tony Lauria~ as the person who invited you.

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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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