Create A Cash Flow Show

Catalog Shows Are Gravy

I have heard people say that they do not do catalog shows because half of them never close or maybe because the sales are not worth the effort.  This amazes me! As a sales professional you want to take advantage of every source of revenue that is available to you. Catalog shows are like gravy, why wouldn’t you want gravy?! You already are in the business of handing out catalogs, host coaching and customer service. So a catalog show fits right in and is another way of creating cash flow in your business. Cash flow is what it’s all about. So, let’s make the most gravy we can. Let’s put systems into place that will make the most out of every catalog show!

Keys To Good Catalog Shows

The key to good catalog shows is to believe that they are a good source of cash flow. Most catalog shows don’t do well because the consultant does not give the catalog show host any attention. The way to have high catalog shows is to give them as many catalogs as they need. Don’t be stingy with catalogs; host how many people s/he will have helping them to collect orders. Tell her or him that they can have anywhere between 3 and 8 catalogs, depending on how many places you want to leave them or how many people will be helping you.

Host Coach Catalog Shows

Host coach your catalog shows and give them your time.  Teach them how to have a good show. Since we are so business-oriented, we think that everyone already knows how to collect orders. This is not necessarily simple for the average catalog show host. Do you teach them how to do the tax or how the order form works? Do you teach them what payments you accept and how to collect money? Many catalog hosts are not comfortable with the money, so they never get started on the order-taking. Do you teach them how to increase the orders when they hand out the book? Any time the host can point out something in the book, and tell them what page it is on, then the sales will be a little higher. Ask her what her favorite product is and then give her/him the word choices. Tell her when you hand out the catalogs: “My favorite product is the XYV on page 6.” Or teach her/him to say “Our special on page 23 is at 20% off this month.” Always tell her why you want her to do this. It will increase the average purchase, because people will look more slowly at the book, see more things they want, and then spend more money. If you don’t tell them why, they won’t do it. It is your job to teach them how to have a successful show. The catalog show host deserves your time. Stay in contact with them and contact them in every media format available. Use phone, email, web announcements, post cards and answering machines. Treat your catalog host just like you do your live host and you will get similar results.

Boost The Sales

When you are closing the show, tell them the benefits they get. Say things like, “You are at $235 in sales, that means you get $20 Free and a half-priced item; at $300 you will get $30 free and 2 half-price items. If you had a couple more days would you be able to get a couple more orders?” Then when s/he gives you more orders say: “Wow! You are doing terrific. You are at $322 so you get $30 free and 2 half-price items. If you had a couple more days would you be able to get to $400 because then you will get ….?” And so on. Inch the catalog show up by stretching the show along to higher levels.

Catalog shows are gravy

Catalog shows are like gravy and you should take advantage of them. The more time and attention you give to booking shows, the more cash flow you will generate! When you pass on catalog shows, it is like passing cash on the street and not picking it up. Don’t pass on the gravy! Take advantage of every income opportunity your business has to offer. Pass the gravy!

Keep Your Talk Time Short

Your show time should be no more than forty five minutes. Short shows will make you more money. For every minute you go over 45 minutes you are losing a dollar of sales.
When I say your ’show’, I am referring to your official presentation. From the time you start talking until the time you stop talking should be no more than 45 minutes. That also implies that your show has an official start and stop. The guests actually are aware that you have officially started and officially ended.

This Applies To All Network Marketing Companies

I have said this frequently at workshops and always get caught up in a controversy. For some reason everyone thinks that their company is different. The Direct Sales Association has determined in studies that when your show presentation is longer than 45 minutes your sales will drop. When I am presenting this topic, the sales field has a huge list of reasons why their direct sales company is different. It doesn’t matter who I am presenting to, the objections are the same. I hear the same reasons why this doesn’t apply from sales professionals selling: make up, plastic containers, food and food mixes, kitchen tools, romance enhancement, vitamins, you name it. Everyone thinks that their network marketing company is different.

Excuses Why Their Direct Sales Company Is Different

We provide education
We play games and have fun and educate
The guests want to see more products
There is more to say about our product than XYZ products
The host expects us to give more information about the products
We teach a lot of tips
You cannot say everything I have to say in a short time

Everyone Is Busy

Taking the time to think through your presentation and plan it will allow you to create better value for your guests time. If anyone has ever said to you, “I am too busy…..” to host a show or be a sales rep, then you really need to look at the length of your show. When someone says “I am too busy”, it doesn’t mean they are busy. It really means that you have not given them enough value for their time. Time and Fun are the two biggest commodities in America. They are not too busy to watch TV, go to the movies or sit on a lawn chair all night and watch a soccer game. When your show time creates great fun and provides value-packed time, then people will be coming up to you asking if they can host a show. The CD in Create A Cash Flow Show on What to bring, What to Say and Word choices will outline a system of show organization which will provide value to your guests for the amount of time they spend at the show.

Less Is Better

Less is more. Less is better. If there is one thing that people will not tolerate, that is being bored. Don’t rule yourself out, just because you think that your company is different. Think about how you can use this to create better cash flow in your business. Successful sales consultants say ‘How can I?’ Not ‘I can’t!’ Less is better for everyone because we all have full lives.By keeping your show to 45 minutes and providing great value for that time, people will spend more money and want more time with you. When you give them more value in less time they will see the value of hosting a show. They had fun; they learned and had a terrific time. Your calendar will fill up and your sales will skyrocket.

Create A Cash Flow Show CD Set Has Systems For Presenting That Will Work In Any Home Party Business!

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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.

Cash Flow Generator - Network Marketing or Direct Sales

Your network marketing or direct sales business can be a Cash Flow generator when you put systems into place that Create Cash Flow constantly. Entrepreneurial gurus like Robert Kiyosaki and Robert Allen advocate having several streams of income into your house. In the 21st century, it is impossible to survive on one stream of income. The system of creating various passive streams of income is a system that protects you against financial misfortune. We have all heard of people who lost their life savings, retirement or nest egg in the stock market. Sometimes we hear about people who make money or lose money in real estate. Other people have invested into an internet marketing program only to realize that when you build a web site, that doesn’t mean the buyers will come. The best cash flow strategy or system is to utilize many different forms of revenue generating. It is the old system of ‘don’t put all your eggs in one basket.’ You may have a great job, and feel pretty secure. Today that is not enough. What are you doing with your income to create a cash flow generator for the future? What if you get laid off? The days of job security are over! Don’t get fooled or lulled into feeling financially safe, just because you have a great paycheck. Everyone should create several passive systems of income that, when they are mature, will continue to produce passive income into the future.

I recently had a conversation with a woman who is a product user for a network marketing company. She loves the product, yet is extremely disappointed because of the company’s continued e-mail and encouragement in regard to the network marketing aspect of the product. The company, of course, wants her to share it with her friends.
Why wouldn’t you share something you like with a friend? She is going to stop using the product because she wants no part of a “pyramid” scheme! This is a ridiculous conditioning that many people have against network marketing. Network marketing is a viable business model that is practiced all over the world, including corporate giants like Warren Buffet. If you have ever recommended a movie or a good book or a store, then you too have participated in network marketing. The only difference in the business model of network marketing is that the referrer gets a referral refund, commission or rebate for brining in new customers. Even in conventional businesses, someone makes money on the sale of the product. Overcoming this bias is getting easier and easier due to the continued growth of the industry. Taking the time to educate the prospective candidates for your business will pay off.

Additional Streams of Income

Network marketing and direct sales are the perfect solution to creating an additional stream of income while still maintaining your “job”. When you invest time and money now into creating a system of cash flow with a network marketing business it will generate cash flow long after the effort becomes easy. Many people get started in network marketing and do not stick with it, because they do not think that the effort gives them a big enough pay check. That is because they are programmed by society to work a certain amount of hours and get paid a wage for that time. The problem with that system of a job (working for someone else in exchange for money) is you always have to go to work to receive money. In other words you are always trading your time for money. People who are financially independent understand that their time is far more valuable than money. This is why they put time now into generating income for the future, even when they may not “get paid” today. The stock market and network marketing are very similar because you are “investing” in the future. In direct sales and network marketing, investing today for the future will create a cash cow or a cash generator. This is another one of the conditioning biases that as a leader you must overcome in your sales team. Take the time to focus on the long term benefits of creating cash flow based on today’s efforts to create a more stable financial future for your team.

As a dedicated employee for 30 years, I had to change my conditioning to become a successful entrepreneur. When coaching new consultants, I often say that you must work or put in effort to get paid. If you do not go to work you will not get paid. In network marketing your efforts are far more effective long term than they are at the moment. The efforts you put forth in network marketing will pay off at the soonest in 60-90 days and well into the future. The employee mentality is one that is difficult to overcome with new sales reps. I would suggest actually talking about this issue with new sales consultants, and explain to them the investment concept so that they are willing to wait for the results. The only way to fail in the network marketing business is to stop.

When you are coaching new sales reps or sharing some of your mentoring ,time will be well placed by educating them on the benefits and process. They need to understand the time element of creating a cash generator for the future.

The systems that I have used to create a network marketing cash generator are all laid out in great detail in the two home-study sets Create A Cash Flow Show and Power UP For Professional Results. This series of systems take effort to incorporate into your business but will result in a cash generator that is almost effortless down the road.

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