Everyone has heard that expression, yet why is it that we are afraid to ask for what we want? Children are terrific at asking and as a result, end up getting more too. Adults seem to have lost the ability to ask. We come up with excuses not to do so. (I know that I spelled received wrong. I did it on purpose. The phrase is searched frequently and no one is competing on the misspelling except me. It is a SEO ploy) If you are not achieving your business goals, then chances are you are not asking for what you want often enough. Those who succeed hear NO far more often than those that do not succeed! You must ask to hear no and you must ask to hear a yes too. It is all in the numbers.

Good Questions To Ask

Good questions to ask always start with who, why, what, where, when or how. These give you real answers that you can use. The question can not be answered in a simple yes or no.

8 Ways To Generate Business By Asking

Ask For Information-When talking to people keep the focus on them. Share for 10 seconds or less and ask another question. This techinque will give you more information to work with. With the proper conversational technique, you will gather information which will enable you to find something that you have that they need or some way you can assist them. The questions are not all about business, just life. You may say:

• I am terrific, how are the kids?
• I just got back from vacation in Cancun, where did you go on your last vacation?
• I just got my new Spring products, this purse is part of the collection… What do you think of it?

Ask For The Date On The Calendar-So often we beat around the bush when dating shows. Ask questions that give you the answer you are looking for. Examples:

• What month were you thinking?
• What day of the week is good for you?
• Does the 5th or the 1st work better?

Ask For Business- The ABC’s of selling are always be ready to close the deal. That means that you have everything available to “close” and it also means that you ask for it. An interesting statistic is that after a presentation 60% of the sales people never ask for the order. No one will ever say yes unless you ask for the close.Ar

• When would you like to do your first show?
• When do you think it would be good for you to start your training?
• What would have to change to make this the right time?

Ask For Endorsements or Testimonials- Testimonials are powerful. They improve your credibility and leverage you to future successes. The best time to ask is right after you provided excellent service or gone the extra mile.

• Would you be willing to write a testimonial for me on your experiences?
• I have an audio testimonial hot line. Would you be willing to repeat that as a recorded testimonial?

Ask For Referrals-Referrals are the least expensive way to insure future growth. The key is to ask for them.You good customers will be glad to give referrals. Getting in the habit of asking for referrals will drastically increase your cash flow.

• I know that you are not interested in hosting a show… who do you know that would like to take advantage of our host program?
• I am looking for sales professionals, I know that this probably isn’t for you and I was wondering who you might know that could use extra income?

Ask For More Sales-How many times have you heard at the store, would you like anything else? Do you ask your customers the same question? Check out the order and see what cross sells well. Offer the opportunity to your guest to by those extras. Also, contacting guests who bought items when future sales are going on is another way to ask for more sales.

• I see that you ordered the ZXZ basket, did you know that the liner is separate? Would you like to include that in your order?
• Hi Lisa, I see that you ordered the XYZ last year. I was just touching base with you to let you know that the entire collection is on sale next month. Would you be interested in adding to your collection?

Ask For Feedback-Are you meeting the custiomers needs? You will never know if you do not ask. During check out, ask your customers questions that give you feed back. Regular customer service calls should also include questions that give you information about how you are doing.

• What did you learn today?
• What part of the show did you enjoy most?
• What could I have done to improve your show experience?

Ask Through Negotiation-Frequently we hear no and let it go at that. Everything is negotiable. When you rephrase your questions, you frequently get different answers. Network marketers have a tendency to not negotiate. Negotiation is another form of asking that allows you to keep channels open in both directions. The 10 second rule creates a terrific negotiation too. Share for 10 seconds and ask a question. You will always get to the point that you have some form of service that the other can use. I recently performed a live fund-raiser show that was the largest show of the year. The dated show was the result of negotiation through the 10 second rule and asking the right questions. The original NO I do not want to have a show, turned into the largest show of the year when I kept the focus on the customer, used the 10 second rule and asked the right questions.

Business and Marketing Systems

Power UP For Professional Results is a 8 CD set of proven business systems that when applied to your business will result in a consistent cash flow into your home. Buy Marketing Strategy

I am excited to announce that this blog has been nominated for the Blogger’s Choice Award.

Impact Your Cash Flow

My mission is to make a difference in your ability to create a consistent income from home. Has this blog made an impact on your business and cash flow? Do you go to this blog when you need answers or inspiration? Direct Sales / MLM Resources has been nominated for the Blogger’s Choice Award in the category of networking, business and education.

Many Good Blogs

The Blogger’s Choice Award website has many good blogs. Check them out and find some other blogs that you like. Blogging is a terrific way to learn for free. (Just don’t vote for any that are in the same categories as Create a Cash Flow Show categories: business, networking, education) I am always checking out other blogs and learning from other peoples’ experience. It is just one more resource you can use to leverage your business without having to leave the house.

Vote for Blogger’s Choice

If this blog has made an impact on your ability to create cash flow, please comment on and vote for this blog at this link. You will have to log in to vote. It doesn’t cost anything. Make sure you vote in the networking category for sure, because that is the best niche for CACFS. If you want to vote in all the categories, that would be cool too. Thank you for voting for CreateACashFlowShow for the Bloggers Choice of the Year award.

What Is A Balanced Direct Sales Business?

A balanced direct sales business is one which utilizes every opportunity available to generate income and create cash flow.

Why A balanced business?

When you have a balanced business you will have a solid business with less chance of a bad month/season, set back or event jeopardizing your cash flow and income.

A balanced business does not put all the eggs in one basket!

• Multiple streams of income
• Constant cash flow
• Less stress
• Easier to maintain once you get it going

A Balanced Direct Sales Business

A balanced direct sales business takes advantage of every:

• income generation stream (recruiting, sales, home parties, catalog shows, fund-raisers, special events, etc.)
• lead generation stream (vendor events, party plan, cold calling, customer services, speaking opportunities, etc.)
• educational opportunity (communities, seminars, team meetings, The CashFlowShowGame, webinars, etc.)
• networking opportunity (team meetings, online communities, company conferences, etc.)

When you say, NO – I can not do that…. you are reducing your income and your business stability!

Income opportunities

In direct sales and network marketing generally we have the opportunity to generate income by providing three services. The services are:

• Product sales
• Hosting shows or events
• Opportunity to create income

All other services fall under one of those services.

When you eliminate one of your services, such as not sharing the opportunity, you are reducing your income by 1/3.

A balanced business will focus on all of the income opportunities: growing a team, home parties, and selling products. All other services like fund-raiser events or bridal services fall under those three categories.

If you decide that you are not going to do fund-raisers or offer yourself as a free workshop presenter then you are eliminating that income generation tool.

Marketing Business & Lead Generation

A balanced business will take advantage of every form of advertising and marketing available to them. In direct sales frequently individuals have a tendency to focus only on one lead generation source. Many sales professionals rely solely on their shows for generating future business. Others depend entirely on friends and family to create cash flow. Neither of these approaches will work.

There is an unlimited supply of leads out there and when you create a balanced business, you take advantage of all of the systems to generate leads. My personal favorite approaches to lead generation include:

• Public speaking
• Fairs and Expos
• Picking up cards at bulletin boards
• Internet marketing

In network marketing/MLM or other sales-based businesses, some companies do not do home parties. This is reducing a lead source. Even a company that is not a home party-based referral system can benefit from doing home parties.

The realtor, insurance sales rep, or vitamin rep could do a home party or workshop for clubs to generate leads.

I went to a home party that was sponsored by a friend. She made light snacks, and invited a financial adviser in to chat. There were 8-10 in attendance and I am sure that at least 2 of the guests started investing with the adviser. They became educated, saw the rep as being an expert and developed a relationship with the adviser and then spent money.

Professionals Run A Balanced Business

Power-UP For Professional Results is an 8-CD set that teaches best business practices for sales professionals. A best-business-practice is a system that when applied to any business will give the same results. Professional business practices include balanced business. This study set includes three hours on prospecting, finding business, and filling your calendar. If you do not have enough business, then consider purchasing the Power UP Direct Sales Lead Generation program.

NOTE: CashFlowShow Game players please see your score card for a $20 discount.

There is no excuse for not having enough business. You too can have a balanced business if you are willing to go to any lengths to get it!

Catalog Show Income Is Party Plan 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 incomethat is available to you. Catalog shows are like gravy, why wouldn’t you want gravy?!

Create Home Party Cash Flow Without A Show

You already are in the business of handing out catalogs, host coaching and providing 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. Catalog shows are gravy! 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 Creating Income With Catalog Shows

The key to good catalog shows is to believe that they are a good source of income. 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 Income Increase 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 Home Show 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, many consultants in the sales field have 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 to YOUR company. 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-Home Party Shows Are 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

To Busy To Host A Home Party?

Everyone is busy! Taking the time to think through your home party 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.

• What it really means that you have not given them enough value for their time. Time and Fun are the two biggest commodities in the 21st century.

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.

Less Show Talk 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.

• 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.