Create A Cash Flow Show

Has the phone stopped ringing? Are sales down? Customers are not calling? Now/the New Year is a great time to take action. Before you spend time and money drumming up new business; try getting in touch with the people who already or at one time already loved you.

Building A Client Base

I’m always surprised by how little effort most people put into staying in touch with the customers that they have already served well. Many seem to have the attitude that once a job is done; it’s done; once a product is sold, it’s sold, and the relationship with the customer is over. That’s short-term thinking. Former customers are the best source for future sales, even in businesses where customers make purchases only every few years. After all, satisfied customers talk to others, so they’re an important referral source. It can cost twice as much to find a new customer as it does to keep the past customers coming back for more.

Develop a contact system

• Put together a list: If you’re like most of us, you’ve got contact information all over your house: stacks of business cards, address lists in word processing files, customer invoices on a different computer altogether. Take a few hours to create a list. Start with ALL former customers or clients — go back at least five years. But don’t stop there. Add anyone who has been — or might be — a source of referrals. This includes industry colleagues, suppliers, friends, even some relatives. Go through your address book, your accounts, those business card stacks, and your email in-box to jog your memory.
• How will you contact them? Phone calls are a simple, personal, and effective way to touch base, and it’s harder for someone to ignore your phone call than it is an email or a letter. Of course, calling takes time, so you may want to limit that to only your most likely prospects. E-mail can also be effective if you make your email personal rather than seeming like spam. Real mail is always more personal. The secret to success is to have a personal connection with each person.
• What are you going to say? You don’t need a specific reason to contact a former customer. You can tell them the truth, “it’s been a while since we’ve talked, and I’m just touching base. I wanted to see how you’ve been and if there’s anything I can do for you.” You’ll probably get more sales, however, if you make a specific offer, especially with a significant discount. Always connect with conversation before making the sales pitch. I personally like the “It’s customer service week” at my company approach. Check out this Script For Customer Service for the approach. Always ask for the referral.
• Determine how ambitious you want to be. Two sales reps I know each wanted to generate some new business and decided to get in touch with old contacts. Jennifer, who hates seeming pushy, finally forced herself to phone one former client. Mark sent out a mass e-mail to over 8,000 names, and got some angry anti-spam responses as well as a few inquiries. I suspect you’ll find a happy medium between these two extremes.
• Be consistent. It is better to do less more consistently than to do more intermittently. Two calls a day for the rest of your life is a system that will make a huge impact on your business. 25 calls this week and maybe again in a couple months will only impact your business in the short term.

Competitive Advantage - Strategy

What is your New Year strategy to give you the competitive advantage? Businesses never fail, only systems fail. Have you put effective systems into your business to keep the cash flow rolling in? During the busy times many of us are so busy serving current business that we don’t have the time-or the need-to stay connected with former customers or potential referral sources. Regardless of how well your business is doing, scheduling time and creating a system of constant contact will guarantee future successes. Remember, “word of mouth” advertising doesn’t just happen; it has to be nurtured. So stay in touch.

Power UP your New Year with other sales strategies with the CD set Power-Up For Professional Results. This 8 CD set includes over 8 hours of strategies that will work in all sales businesses. The New Year, and NOW is the best time to pick up the phone!

You can generate FREE leads through public speaking

One of the best lead generation systems I have ever found is offering yourself as a public speaker. There are literally hundreds of clubs, churches, schools and non-profit organizations near you that would love to have you come and speak to their group. There is nothing better than a system that generates an unlimited supply of leads that are FREE! This is a summary of our last teleseminar “Getting Started in Speaking for Free Leads”. Don’t miss the upcoming Power Hour Seminars: Sign Up

I’m afraid to be a speaker

Yes, you can be a speaker. If you are anything like the rest of the world, you probably started speaking a while ago. Maybe age 2 or so. I bet you are pretty good at it by now! If you are in direct sales or network marketing (and the odds are good since you are reading this blog) then you are already a paid speaker. You can be a public speaker, so stop staying you can’t. Offering yourself as a speaker will bring new business into your client base that is totally unrelated to your existing client base. You wouldn’t pass up on FREE or PAID For Leads would you? (Sometimes speakers get paid. You can’t beat that: Getting paid to generate leads for your direct sales business! Wow!)

Say it: I am a public speaker!

What to Talk about

I am often asked “what would I talk about?” Here is a simple way to decide what you will offer the organizations when you begin to make your calls. Think about these questions:

• Who are you?
• What is your life purpose?
• What is your business purpose, your brand?
• Which part of you will have value to groups?

Make A List

Keeping those questions in mind, write four lists each with about 10 entries on each. List your passions, your skills, your hobbies, and your business skills, products or motivations. It might go something like this:

Passions
Children’s eating habits
Environmental issues
Chemical free living
Whole foods

Skills
Organization
Teaching
Marketing
Web design

Hobbies
Body building
Cooking
Gardening
Bonsai

Business, motivation or expertise
Chef
Recipe creator
Human resources management
Business training
Increase metabolism

It doesn’t really matter what you have in each category. The topics do not have to relate to your business for you to get leads. If you snowmobile for a hobby then write it down. If you are a good swimmer as a skill then that is good too. The point here is to dig deep and get 10 in each category. You should have no less than 40 topics to pick from.

Pick A Topic With Value

After the lists are done, go back to the original questions. Which ones of these topics are you most comfortable with? Which of the topics are best presented to groups? Which have the most value to the audience? Pick out three of the 40 on the list and determine the benefits to your audience. Taking the three that you selected, get a new paper and list the benefits or value of each topic.. Again, think of as many values as you can come up with. In the above list, I have selected one of my topics as increasing metabolism.

The Value Of Increased Metabolism
Not tired
Feel better
Keep up with the kids
Get more done
Stronger immune system
Fewer colds
You can eat more
More energy,
ETC.

What To Call Your Seminar

Now that you have three seminars and you know all the benefits or value of those seminars for the participants it is time to write a SNAPPY title and an equally snappy subtitle. The title gets their attention and the subtitle tells them what it is all about.

For example:
Title: The Jack Rabbit Energy Workshop

Subtitle: I can teach you how to have the energy and spring of 12 jack rabbits on a trampoline.

Pretty SNAPPY, Huh?!

During our Power Hour TeleSeminar last week one of the topics was gardening. The title that one of the participants came up with is: Be a Red Beet, not a Deadbeat! A subtitle might be: Become a super human growing super foods for exercise and nutrition. The point of the subtitle is to give the listener a brief one line description with some emotional value. The subtitle needs to be short, to the point, and leaving them wanting more. It should have an impact to the emotions. Like, who wouldn’t want to have the energy and spring of 12 jack rabbits anyway?!

It Takes Time To Be SNAPPY

The process of creating speaking topics takes a few days. Allow your subconscious mind do some of the work by not forcing the issue. Be willing to step out of your comfort zone a bit. It is OK to feel a bit uncomfortable the first time you tell someone that your topics are:
The “Jack Rabbit Energy Workshop” and “Be A Red Beet, Not A Deadbeat”

The SNAPPY titles will catch them and the subtitles will make them want more. When they ask what the Jack Rabbit Energy workshop is you just say “I can teach you how to have the spring and energy of 12 jack rabbits on a trampoline… When does your group meet?”

Take advantage of your subconscious mind

Don’t write the speech until you have a dated speaking engagement. Again, allow your subconscious mind to do some work while you do the calls. When someone gives you a date, you will be able to write a speech in a flash because your subconscious mind has done all the work.

The System Summary

The summary of how to get paid-for (or at least free) leads:

1. List your topics.
2. Pick out 3 topics with the best value that are going to market.
3. List the benefits or value to the group, client or organization. How will the members benefit from the topic or your speech.
4. Write a write a snappy title for each.
5. Write an equally snappy subtitle that conveys the emotional value to the group quickly in a quick one liner.
6. Make your calls.
7. Write up a page description to use as a mailing piece when requested and not before.
8. Write your speech when you date a speaking engagement.

This is a system that works to generate an unlimited supply of free leads. Power UP For Professional Results and Create A Cash Flow Show are sets of systems. Each CD set includes 8 hours of proven systems training that work for all businesses. Check It out.

Would you like to have an unlimited supply of FREE leads?

Public speaking will bring you FREE leads and more business than you can handle. One of the reasons I was able to replace my full time job with my direct sales business in only 9 months, was because of my willingness to offer myself as a public speaker. Area clubs, churches and social organizations are always looking for FREE speakers. MLM and network marketers are always looking for FREE leads. It is a win-win situation. Every time you speak to a group on any topic you will find people who want your services. Usually one out of 10 in the audience will have an interest in one of your services. Public speaking can be a source of unlimited business.

Are you really afraid of public speaking?

I am frequently surprised at how many home party distributors say they are afraid of public speaking. In direct sales you are public speaking every time you do a show. The experience of speaking to a larger audience is not that much different. When I first started speaking to groups in earnest I felt more comfortable with something in my hands, just like at a show, so I always brought props. To this day, I still like to do something rather than just stand behind a podium. I walk, draw, talk and wave things around. It is a blast!

Develop Speaking Topics

The system of using public speaking to generate an unlimited supply of FREE leads will work for you too. To get started, think about your skills, passions, and hobbies. Make a list of about 10 under each topic. The subjects on the list do not have to be related to your business. Even if you speak about topics unrelated to your business you will still get leads. Speakers always get to tell their story or history. Next pick out 3 topics you would like to speak on and write a snappy speech title for each. One of my first three topics was “The Jack Rabbit Energy Workshop: You will learn how to get the energy and spring of 12 jack rabbits on a trampoline.” Now that is a snappy title! I had 2 other speeches to start with and the one that always sold was the Energy Workshop. To this day I am still doing the Jack Rabbit Energy Workshop. Now I get paid to get FREE leads! Do not worry about what you will say for each speech. That will come later.

Start Calling Groups

It is time to start making calls. You are offering your services as a free speaker. You have 3 terrific speeches. You also can offer your services as a fundraiser to the groups as well. Create a routine of making a certain amount of calls every day. When any sales professional puts a system into place to make 5 calls per day to groups who may need a speaker and/or fundraiser, it will only be a matter of time before you book your first speaking engagement. It will not take long to fill your calendar. You will schedule, fundraisers and speaking engagements, and at both of those you will find leads for your network marketing business. Some of the organizations will start out having you speak, then have you in for a fundraiser. Your system should be consistent. If 5 calls a day is too many, pick a number that will work for you. The key is to consistently make calls. You will have more business than you can handle.

Plan Your Speech

Once your first speaking engagement is dated, that is when you create your speech. If you create all of your speeches ahead of time you may not sell any of them as you may find other needs that you can serve. Wait until someone picks the topic, then do the speech. Like me, you may find that everyone picked the same topic.

You Can Get Paid For Leads

Wow! Unlimited FREE leads! It is like a network marketer’s dream come true. After a while you may have such a full calendar between fundraisers, speaking engagements and your show schedule, you may just be able to start charging for your speaking engagements. WOW! Now you are getting paid for FREE leads!

There is really no excuse for not having enough business. This system is available to anyone who is willing to take advantage of it. Are you really afraid of public speaking or is it that you are not willing to give it a try?

Learn systems to create better cash flow in your sales business

People or businesses never fail. Only systems fail. If your system is not working, try one that is. A system that works for one business will work for another business, no matter what the product line is. The systems or best-business-practices contained in these sets will increase cash flow in any sales business.

Buy Now

What is the cash flow Funnel ?

I was at a seminar today that was boring as hell. Many of the attendees got up and left. Actually, I had expected it to be the best one of the entire day because the speaker was a professional that I had heard of previously. I didn’t walk out because I have learned in the past that you never know when you are going to hear something that will change your life. That did not happen to me today, although I did get the inspiration for this post.

Funnel is a Sales Concept

This professional speaker was talking about overcoming fears of networking and developing leads. She spoke to the audience as if we were in kindergarten and dwelt continuously on how to overcome your fear of starting conversations with strangers. One thing that she did bring up though is the funnel. She did not elaborate on it much, so I am sure that the concept went over the heads of most of the attendees. I have frequently thought that the funnel should be taught in our field more often. The funnel is a sales concept that in itself can be a key to success in any sales business. Direct sales and network marketing are no exception. When you understand the funnel concept, you will understand a system of creating cash flow.

Business as a funnel

Think of your business as a funnel. The more leads you put into your funnel the more business comes out the bottom. Massive efforts will lead to massive results. When you think of each lead as being a grain of salt or spices that you are pouring into the top of the funnel and as they come out the bottom they are business or cash flow. The more spices/leads you put into the big part of the funnel, the more that will trickle out the bottom. The concept is simple, yet not always easy.

A Funnel has a really wide part and a narrow part. Many sales people go for the close, or the show, or the opportunity first. That scares people off. Using the funnel, you draw your business deeper into the funnel gradually, so that they begin to create desire for your product or services. Your business funnel is very broad at the top where your lead has only a little or no commitment, risk or interest in your services. As the leads travel deeper into the funnel they become more committed to you and become hosts, sales reps, company leaders or higher value customers. When we go for the close, ask them to host a show before they understand your product line, or ask them to be a consultant before they are sold on your product, you are pushing them into the small whole at the bottom of the funnel in reverse. Understanding the funnel concept will go a long way to improve your results. Allow your leads to voluntarily climb into the funnel because you attract them to you, then drawing them in gradually, will produce incredible cash flow results. The more you put into the top, the more you will get out the bottom. The key to success in any sales business is massive quantity of leads in the funnel. When your funnel is full, you will never be scared that you do not have enough business!

Cash Flow Funnel

Take a minute now print out this Cash Flow Funnel. Now let’s diagram YOUR business funnel. The Cash Flow Funnel

The way you get people in the funnel is to offer them something they want. As they voluntarily jump into the funnel they will then go deeper into your services, one step at a time. Write in the top section what is your first contact and how you get them into the funnel. The wide part of the funnel is the point of first contact and the more you put in the top, the more you will get out the bottom. The top is the first step or point of contact. It could and should be many things. How you get people into your funnel will be unique to your business. It could be a opportunity to enter a prize drawing at a fair. It could be an attendee at a luncheon at which you are a speaker, or it could be someone you met at the mall who was interested in a catalog. An individual who asked to be put on your newsletter list would be another first contact to start to fill your funnel. The more that goes into the top of the funnel, will give you more out the bottom. How you get them into the funnel is unlimited and unique. Once in the funnel they begin to drop down to a deeper level. Take a minute to jot down several ways you will bring leads into your funnel.

What is the next ring?

The next step may be to buy a product or to attend a show. It could be just a small item. Then the next level a bit deeper in your funnel may be a larger product or the opportunity to host a show, followed by the business opportunity, then the opportunity to be a leader. As they drop through the various levels of the funnel, they will enjoy our services and or product and voluntarily move to the next level, purchasing more expensive products and becoming more interested in the higher end services and creating more cash flow for you.

Creating varying levels in your funnel will allow people to sift through and out the bottom. The more you put in the top the more you will get out out the bottom. Some of your grains of  spices/leads will skip some sections of the funnel. Others will get stuck and never drop to the next level, and others will fly through all levels at the speed of light, voluntarily. The key is to keep the funnel full, so that some spices/leads are always falling out the bottom.

There are three lessons in this article.

1. Don’t leave a crummy seminar before you hear the inspiration that will change your life.
2. Don’t go for the close before you have developed the leads and sifted thought them.
3. Fill your funnel because the more you put in the top, the more will come out the bottom.

The funnel will create desire and committed customers and sales representatives. Putting massive quantities of spices/leads into the funnel will lead to massive spices and leads coming into your business.