Here's the private and exclusive for-customer-enchilada-priority-notification group link:
Kim's customer WebTalk Part 1.
12 talking slides about some new perspectives on getting the attention of potential customers...
Give them time to download. Use the SPACE BAR on your keyboard to move from slide to slide. Sometimes you have to click twice. It's not as fast as TV yet, these computers.
Click here.
Friday, March 21, 2008
Networkers, quick: What's a customer?
Someone who BUYS stuff. Not who sells stuff.
The latter would be sales people. Or network marketers.
The latter would be sales people. Or network marketers.
Monday, March 17, 2008
Part 2: WIN $147 CE: How does your product give Lulu what she wants?
This continues the post announcing WIN $147 CE the contest here. If you posted something already, thanks. The challenge to you was to complete this statement:
"Lulu, here's how this product gives you what you want."
Everyone who responded asked Lulu, in some way, if she'd like to buy your product.
That's what you want, but is probably not what Lulu wants. Not really. Here's the next question. Look at your answer and then tell:
"Lulu, here's how this product gives you what you want."
Everyone who responded asked Lulu, in some way, if she'd like to buy your product.
That's what you want, but is probably not what Lulu wants. Not really. Here's the next question. Look at your answer and then tell:
What are you thinking Lulu wants?
WIN $147 CE: How does your product give Lulu what she wants?
Good sales and marketing folks know they need to give people what they want.
"Give people what they want and you'll be rich!"
Sounds good.
Let's try it. Take your favorite product and show us how you'd complete this sentence. [Lulu is someone you've just met through a friend.]
Use the principles in Post #1 and #2 in this blog (scroll down to see those) and tell us how you'd complete this statement:
P.S. It's a little tricky, just like marketing. Hehehe.
"Give people what they want and you'll be rich!"
Sounds good.
Let's try it. Take your favorite product and show us how you'd complete this sentence. [Lulu is someone you've just met through a friend.]
Use the principles in Post #1 and #2 in this blog (scroll down to see those) and tell us how you'd complete this statement:
"Lulu, here's how this product gives you what you want."Winner gets the new and expanded 12 CD Customer Enchilada Program - $147 value. It should be out within two weeks. We'll take entries for the next 72 hours. Starting now, March 17, 1:55PM CT.
P.S. It's a little tricky, just like marketing. Hehehe.
Sunday, March 16, 2008
Does your company pay 10% or more?
For "just customer" repeat orders? Or for preferred-type customers?
Anything but one time retail orders, I mean, and not counting any distributor orders.
If yours does, comment at the end of this post. Tell 1) the name of the company and 2) the range of percent OFF THE TOP they pay - off what the regular customer pays for the order.
NOTE: If your company uses a points system, where the points are what you are paid on, but the points are less than what the customers pays for the product, figure out the percent based on what the customer pays in dollars, so we are comparing apples to apples.
E.g. if you are paid say 10% on 100 points, but the customer pays $130, figure out how much you are paid on the $130. Tell that. OK?
People want to know what companies pay at least 10% for regular type customer orders. Based on what the customers pay in the language we all understand: dollars.
Don't count special one time retail sales. They're usually higher priced, but they do not encourage 'repeat' (residual) income like auto-ship or preferred customer programs do. Because there's no price advantage to the customer. And no, signing them up as a rep doesn't count. Defeats the whole purpose of 'just customers.'
Remember most mlm companies are totally distributor-driven, which is why most of them don't pay for just customers. It's changing, slowly but surely.
So whose company pays 10% or more for just customer orders? And what types of product do you market? (Skip technical names - use nutritional, weight loss, legal, skin care, personal care, household, etc.)
Anything but one time retail orders, I mean, and not counting any distributor orders.
If yours does, comment at the end of this post. Tell 1) the name of the company and 2) the range of percent OFF THE TOP they pay - off what the regular customer pays for the order.
NOTE: If your company uses a points system, where the points are what you are paid on, but the points are less than what the customers pays for the product, figure out the percent based on what the customer pays in dollars, so we are comparing apples to apples.
E.g. if you are paid say 10% on 100 points, but the customer pays $130, figure out how much you are paid on the $130. Tell that. OK?
People want to know what companies pay at least 10% for regular type customer orders. Based on what the customers pay in the language we all understand: dollars.
Don't count special one time retail sales. They're usually higher priced, but they do not encourage 'repeat' (residual) income like auto-ship or preferred customer programs do. Because there's no price advantage to the customer. And no, signing them up as a rep doesn't count. Defeats the whole purpose of 'just customers.'
Remember most mlm companies are totally distributor-driven, which is why most of them don't pay for just customers. It's changing, slowly but surely.
So whose company pays 10% or more for just customer orders? And what types of product do you market? (Skip technical names - use nutritional, weight loss, legal, skin care, personal care, household, etc.)
Building trust and credibility for your niche: Case study in progress
Customer Enchilada Priority Notification Tip #2 (this follows tip #1 - scroll way down to see it.)
Example from the new start up I own part of. Fill in the numbered parts with yourself and your own information.
1. Dr. Heidi sells a whole food multi.
[What do you sell?]
2. One big reason she sells it: She's been into nutrition for 30 years, and she knows most regular vitamins are synthetic. She's known for years that most synthetic vitamins go right through you. Jargon: they're not bio-available. That's a big reason people laugh and say Americans have the most expensive pee on the planet.
[What's a big reason you sell your thing?]
3. She wonders if some people who take vitamins (without giving it much thought) might want to know that they're probably synthetic and don't do much.
[What's something your potential customers might want to know, given their existing habits - e.g. in this case, Dr Heidi's potentials are those who already take vitamins.]
4. She writes an informational piece - a white paper - without selling her product. She might have put it on a blog, an audio podcast, or maybe made a video. She made a web page introducing the idea: "Are Your Vitamins Safe?"
[What information piece can you write? And if you don't write, what topic can you search Google for and edit those into a nice piece?]
Want to see the "Are Your Vitamins Safe?"
Will you promise not to steal this content? It's copyrighted. Will you write your own thing, from your own point of view, using YOU and YOUR hot buttons re your product?
Promise?
OK here it is. Are Your Vitamins Safe? (opens in new window)
5. She made that first page you see above, a 'Landing page." That's a single page, with enough information and proofs to interest the right persons, no one else. But stops short of telling everything. Open the kimono just a little...
(The proof here is encouraging the reader to check the label on their vitamins right now, for some of these ingredients.)
[What's your mini proof?]
6. She adds a little drama. She does not finish the whole piece. Instead, she puts a "subscribe" button on the bottom of the page - so those who want more info on this topic, i.e. potential customers later on, can sign up to get the rest of the report.
Others skip on to the next thing. NOTE: No one posting these "Are Your Vitamins Safe?" affiliate links on the Internet through emails and blogs, etc. hears 'no.'
7. People who really want this info (not lookers or spam bots and spiders) open the 'confirmation email' and click the link inside. That does two things: 1) it makes the person clicking it a 'double opt-in' lead and 2) that click releases the rest of the report.
[You can do the same thing or team up with someone.]
7. She puts the link, "Are Your vitamins Safe?" as many places online as she can. Her affiliate link assures those clicks and opt-ins are hers, should they buy her whole food multi at some point down the road. Anytime someone buys from that click, she earns between 20-28% off the top of the order. (This is a two-tier affiliate program so there are no minimum buy-ins to earn the percents.)
[Once you have a piece you like, you can put out the links also.]
Note: Nearly 500 people this past month have opted in to get the next informational email for this whole food multi.
That was the first informational email. There are about 7 more in the queue. All on the house, all educational for people who might have an interest in this whole food multi.
The next info piece is: Three ways to drink more and not get as drunk. Another: Alcohol? Two tricks to minimize the skin damage - if you don't want to give it up.
[What would your topics be given what you market and who you are?]
There are many ways to market online, and this is just one. Some people focus on social websites, like Facebook and MySpace, and others, like me personally, focus on blogs and marketing campaigns like this.
Hope this helps you a little. It's a start, yes?
This describes a customer driven program. We're looking to build trust and authority with our potential customer market with these kinds of online information campaigns. Affiliates have free access to these reports, to help spread the word.
Example from the new start up I own part of. Fill in the numbered parts with yourself and your own information.
1. Dr. Heidi sells a whole food multi.
[What do you sell?]
2. One big reason she sells it: She's been into nutrition for 30 years, and she knows most regular vitamins are synthetic. She's known for years that most synthetic vitamins go right through you. Jargon: they're not bio-available. That's a big reason people laugh and say Americans have the most expensive pee on the planet.
[What's a big reason you sell your thing?]
3. She wonders if some people who take vitamins (without giving it much thought) might want to know that they're probably synthetic and don't do much.
[What's something your potential customers might want to know, given their existing habits - e.g. in this case, Dr Heidi's potentials are those who already take vitamins.]
4. She writes an informational piece - a white paper - without selling her product. She might have put it on a blog, an audio podcast, or maybe made a video. She made a web page introducing the idea: "Are Your Vitamins Safe?"
[What information piece can you write? And if you don't write, what topic can you search Google for and edit those into a nice piece?]
Want to see the "Are Your Vitamins Safe?"
Will you promise not to steal this content? It's copyrighted. Will you write your own thing, from your own point of view, using YOU and YOUR hot buttons re your product?
Promise?
OK here it is. Are Your Vitamins Safe? (opens in new window)
5. She made that first page you see above, a 'Landing page." That's a single page, with enough information and proofs to interest the right persons, no one else. But stops short of telling everything. Open the kimono just a little...
(The proof here is encouraging the reader to check the label on their vitamins right now, for some of these ingredients.)
[What's your mini proof?]
6. She adds a little drama. She does not finish the whole piece. Instead, she puts a "subscribe" button on the bottom of the page - so those who want more info on this topic, i.e. potential customers later on, can sign up to get the rest of the report.
Others skip on to the next thing. NOTE: No one posting these "Are Your Vitamins Safe?" affiliate links on the Internet through emails and blogs, etc. hears 'no.'
7. People who really want this info (not lookers or spam bots and spiders) open the 'confirmation email' and click the link inside. That does two things: 1) it makes the person clicking it a 'double opt-in' lead and 2) that click releases the rest of the report.
[You can do the same thing or team up with someone.]
7. She puts the link, "Are Your vitamins Safe?" as many places online as she can. Her affiliate link assures those clicks and opt-ins are hers, should they buy her whole food multi at some point down the road. Anytime someone buys from that click, she earns between 20-28% off the top of the order. (This is a two-tier affiliate program so there are no minimum buy-ins to earn the percents.)
[Once you have a piece you like, you can put out the links also.]
Note: Nearly 500 people this past month have opted in to get the next informational email for this whole food multi.
That was the first informational email. There are about 7 more in the queue. All on the house, all educational for people who might have an interest in this whole food multi.
The next info piece is: Three ways to drink more and not get as drunk. Another: Alcohol? Two tricks to minimize the skin damage - if you don't want to give it up.
[What would your topics be given what you market and who you are?]
There are many ways to market online, and this is just one. Some people focus on social websites, like Facebook and MySpace, and others, like me personally, focus on blogs and marketing campaigns like this.
Hope this helps you a little. It's a start, yes?
This describes a customer driven program. We're looking to build trust and authority with our potential customer market with these kinds of online information campaigns. Affiliates have free access to these reports, to help spread the word.
Priority Notification Tip #1
This blog is for Customer Enchilada Priority Notification Members only.
From the email sent 3.15.2008
Customer Enchilada Priority Notification: Tip #1
It was June of 2003. I was losing customers and I knew I had to
change what I was teaching.
After 8 years of focusing on recruiting, my students
were dropping out of the mlm business in bigger numbers than usual. The companies didn't matter. They were dropping out of all of them.
Many had run effective recruiting ads which had gotten highly
qualified sales people to respond. But the minute people found out
it was mlm, they declined or just hung up. Other callers were
trying to cross recruit them.
I decided to test something new with my students - and happily, it
ended up being a way many of them were able to stay in the NM game:
Learning to build a base of repeat customers for their product.
Just customers - people not also selling the product.
And the results were so good we wrote a book about it - "If My
Product's So Great, How Come I Can't Sell It?"
In mlm it's possible to earn repeat (residual) income from just
customers. Like cable TV or AOL. Recruiters don't talk about it,
but you can do it if your company pays you to find repeat customers who are not also selling the product.
#1. Does your company pay you AT LEAST 10% of the top of
any repeat or preferred customer order. More is better. Why?
Otherwise it isn't worth doing the hard work to get the customers
in the first place. There are easier ways to make money.
#2. Does your company have a category for just (repeat) customers - people you don't have to push to become sellers?
Exercise.
1. Picture YOU have 300 repeat customers by Dec 31, 2008.
2. Your company pays you $10 for each order.
3. With 300 repeaters, you'd be earning about $3,000/mo.(300
repeaters @ $10/each per month.)
Question: How can you get those customers without doing the hard sell - without being seen as a pest or a nag?
Tip #1: CHANGE THE QUESTION you ask yourself.
Instead of the old stand-by:
"What can I do to get them to see the value of this product? And buy it and stay on it?"
Change that to:
"What goal might my potential customer have, that I can help them move a step or two closer to?"
That means you have to know where your potential customer would like to be that they're not, yet, as it relates to what you have to offer them. Your job is to move them closer to it, even one step.
How could you know where your potential customer might want to be, where you can help move them toward that place?
Ask yourself: What has the product done for you? From where to
where did it move you in some part of your life?
*This is step one in defining who your best potential customer is
- because you can help someone get to where THEY want to be, just like your product helped YOU get somewhere you wanted to be.
You might help the person make a move or two forward on the board game - but as you help your prospective customers move closer to THEIR goal, they will naturally be interested more and more in what you have to sell.
Because you've built up trust and credibility. You're proving you are helpful to THEIR goals.
So the question is: What can I do to help move Lulu, who wants what I wanted, move closer to HER goal (of say, wanting to lose weight and keep it off)?
That first step will not be selling your product. You'll help her make an interim move towards that goal instead. To build her trust and confidence in you. That comes first. A sale comes after that.
This exercise enables you to 1) see if there's a market for your product and 2) learn how to help that someone in that market with your new focus.
If you can really help someone get closer to where they want to be with something you're selling, selling is not only not evil, it's more like a calling.
Think?
Next: Something we did in our new little start up to start building
up credibility and interest in our product. A new list of well over
400 new opt-ins in the first couple of weeks.
From the email sent 3.15.2008
Customer Enchilada Priority Notification: Tip #1
It was June of 2003. I was losing customers and I knew I had to
change what I was teaching.
After 8 years of focusing on recruiting, my students
were dropping out of the mlm business in bigger numbers than usual. The companies didn't matter. They were dropping out of all of them.
Many had run effective recruiting ads which had gotten highly
qualified sales people to respond. But the minute people found out
it was mlm, they declined or just hung up. Other callers were
trying to cross recruit them.
I decided to test something new with my students - and happily, it
ended up being a way many of them were able to stay in the NM game:
Learning to build a base of repeat customers for their product.
Just customers - people not also selling the product.
And the results were so good we wrote a book about it - "If My
Product's So Great, How Come I Can't Sell It?"
In mlm it's possible to earn repeat (residual) income from just
customers. Like cable TV or AOL. Recruiters don't talk about it,
but you can do it if your company pays you to find repeat customers who are not also selling the product.
#1. Does your company pay you AT LEAST 10% of the top of
any repeat or preferred customer order. More is better. Why?
Otherwise it isn't worth doing the hard work to get the customers
in the first place. There are easier ways to make money.
#2. Does your company have a category for just (repeat) customers - people you don't have to push to become sellers?
Exercise.
1. Picture YOU have 300 repeat customers by Dec 31, 2008.
2. Your company pays you $10 for each order.
3. With 300 repeaters, you'd be earning about $3,000/mo.(300
repeaters @ $10/each per month.)
Question: How can you get those customers without doing the hard sell - without being seen as a pest or a nag?
Tip #1: CHANGE THE QUESTION you ask yourself.
Instead of the old stand-by:
"What can I do to get them to see the value of this product? And buy it and stay on it?"
Change that to:
"What goal might my potential customer have, that I can help them move a step or two closer to?"
That means you have to know where your potential customer would like to be that they're not, yet, as it relates to what you have to offer them. Your job is to move them closer to it, even one step.
How could you know where your potential customer might want to be, where you can help move them toward that place?
Ask yourself: What has the product done for you? From where to
where did it move you in some part of your life?
*This is step one in defining who your best potential customer is
- because you can help someone get to where THEY want to be, just like your product helped YOU get somewhere you wanted to be.
You might help the person make a move or two forward on the board game - but as you help your prospective customers move closer to THEIR goal, they will naturally be interested more and more in what you have to sell.
Because you've built up trust and credibility. You're proving you are helpful to THEIR goals.
So the question is: What can I do to help move Lulu, who wants what I wanted, move closer to HER goal (of say, wanting to lose weight and keep it off)?
That first step will not be selling your product. You'll help her make an interim move towards that goal instead. To build her trust and confidence in you. That comes first. A sale comes after that.
This exercise enables you to 1) see if there's a market for your product and 2) learn how to help that someone in that market with your new focus.
If you can really help someone get closer to where they want to be with something you're selling, selling is not only not evil, it's more like a calling.
Think?
Next: Something we did in our new little start up to start building
up credibility and interest in our product. A new list of well over
400 new opt-ins in the first couple of weeks.
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