I have many videos on Google and YouTube and recently one of our Elite Power Clubmembers asked why I don’t put them on this site. Well, I guess I never thought of it! Thanks, Christine for a good idea. Here is the latest video that I uploaded. The topic is best-business-practices which was presented live at a Home And Garden Party training workshop. No matter what your home business sells, when you put systems into place that work for others you will get the same results.
Power UP For Professional Results training systems for the entrepreneur is now available at an affordable price in download. More on download MP3 Power UP Set
When you leave a message do you ever feel like the person you are calling is actually listening, but not picking up? The newest caller ID systems are making it more and more difficult for people in sales to talk to the consumer. Yes, you are in sales, whether you like to admit it or not. Learning how to leave a good message is really important to creating the connection you want. It’s that connection that generates sales.
Message Greetings
I often hear sales consultants say that they do not want to leave a message on the voice mail. You really should leave a message to ensure that your connection with the client continues and hopefully generates sales or a show date. Caller ID will show that you called. But when the person you called sees your number and does not know who you are, not leaving a message will impact their willingness to take your call next time. By leaving a message you are connecting with them in a superficial way, which hopefully will open the door for a conversation in the future. Leave a message today and chances are they will pick up next time.
Leave A Powerful Message
Learning how to leave an good message is really important to creating the connection you want. Take some time to craft your various types of messages. It doesn’t matter if they are listening to you leave the message or getting it later, a good message makes a big impact on your future results. Take some time to script out a few message scenarios. The most important thing in the call is using powerful and positive word choices. Word choices should assume successful connection with your client.
A couple of examples of good and poor word choices are: Not Good: “I am calling to confirm…” Good: “I am sending the planners out for May, our date is May 3 at 6:00…how many catalogs would you like?” Bad Choice: “I am worried that I did not hear back…” Instead Use this: “Our date is fast approaching, and I am just checking to see if you need more catalogs for outside orders…” Not Good: “I was wondering if you would like to have a show?” Better: “Our new catalog comes out in March. I was checking in to see what date would be good for our show.”
When creating your scripts always use words that indicate a done deal. Never hint at negativity or concern. This takes practice and actually is a good policy when having live conversations with your clients as well. Your words as well as your tone and excitement level will determine the success of your message. When leaving your messages it is important to be upbeat to the point of sounding ridiculous to yourself. No one is as excited about your business as you are. It can be difficult to translate your excitement through the phone. Here’s how to do it: when talking on the phone and leaving messages, stand up, smile like a tiger and be excited. Using a headset makes it easy to jump around, wave your arms and present excitement through the phone. General Message (This message creates curiosity)
Hi, this is ___________. I have a quick question for you. When you have a minute please give me a call back. My number is _______. I know you are busy, so if you don’t get a chance to call me back by ________ I will give you another call. Again, my number is _______.
Before Sending Out A Host Packet To A Show That Has Been On The Calendar For Awhile (Never open the door for cancellation by using the words “calling to confirm”
*Hi, this is ______with the XYZ Company! I am looking forward to our show on _______@ ____. I am getting ready to send out the May host planners. I usually send 3 catalogs and 40 invitations. I know that sounds like a lot of invitations. Usually when we invite 40 we end up with about 15-20 on the show date and that is perfect. So at this point start your list and as you jot down our guests’ names and phone numbers, give them a call and tell them to mark their calendar. If you need more than 3 catalogs for extra orders from people who cannot make it, or more that 40 invitations, give me a call. If I do not hear from you by Monday, I will put the planner in the mail and give you a call a few days later to be sure you got it. Please call me if you need more invites or catalogs! My number is _______. Talk soon! I take calls until ______. Again, my number is _______
Customer Care Voicemail After Guests Have Received Their Products (stay focused on them)
*Hi, this is _______ with XYZ Company. I am checking to see how you are enjoying your ______ products. If you haven’t done so yet, please unpack your products, check them over and start using them. If you have any questions, please give me a call as soon as possible. Please feel free to use me as a resource in your (kitchen, home decorating, skin care, whatever your products are). I love to hear from happy customers, so give me a call anytime. I will give you a call back soon to see how you are enjoying your new _________. My number is _______. Thanks, and I’ll talk to you soon! Again, my number is _______. _______.
Lead Follow Up On Voicemail (establish rapport with specific details)
*Hi, this is _____ with XYZ Company. I enjoyed meeting you at (_____’s kitchen show/the ____ expo.) I hope you had as much fun as I did! (Insert a comment specific to this person. “I hope you are enjoying your new________
“or “Did you and your Jason see the expo stage program _____”) Next month, XYZ Company has a double host bonus, I was calling to see what month you were thinking would be good for our show. If you get my machine when you call back, please let me know what the best time is to reach you. My number is _______. Thanks for coming to ______’s show, (stopping by our booth at the ____ fair) Talk to you soon. Again, my number is _______.
When Calls are Not Returned
So what do we do when they never return your call or never answer the phone? That depends a little bit on you and also on the type of call it is. I personally practice the bless and release program. I certainly do not want to be obligated to continue to call dead leads.
A good script would be the Let Them Go Script and it may go something like this.
Hi ________. Just touching base. This is _______. You asked me to give you a call again regarding creating additional income for your family through XYZ Company. Since I haven’t heard back from you I am going to assume that you found another solution and are no longer interested in my services. I am here for you and would love to teach you how to enjoy the benefits of XYZ Company whenever you are ready. Call me anytime, My number is _______. I will not be calling you again and will be here for you whenever I can be of service to you. My number is _______.
What about the person who really does want to talk to you, has put it off, and now feels guilty that they have never called you back? Here’s a script that I have found gets really good results - the person usually calls you back immediately. This is great for the host or sales rep whom you know is still in the game, and just not calling you back. It lets them know that you are not mad at them. The Abducted By Aliens Script(Say this while laughing)
I ______, It is _______ with XYZ Company. It is so long since I have heard from you that I am starting to get worried. Either you’re really, really busy or you have been abducted by aliens. Whichever is the case give me a quick call so that I know that you are still on this earth. My number is _______.
These are only five sample voicemail scripts. It is a good idea to script out messages for the above scenarios as well as many others, including one for each host call.
Composing Your Own Voicemail Scripts
Never open the door to cancellations by using the word cancel.
Always assume that it is a done deal. (whatever IT is)
Never use vague or negative word choices such as: If, might, could, should, worried, wondering
Replace those words with positive words and phrases: when, do, will.
Always smile, stand up and be excited.
Take joint responsibility by using phrases like: “When we (send out the invitations, invite 40 people, etc.)”, “Our goal is______”.
Taking the time to create powerful positive voicemail messages will open the door for future connections. When you leave no message, you will never connect. When you leave a powerful message, you have a much better chance of getting a return call.
Marketing Systems
When I applied the marketing and business systems that worked for me in the corporate world to my home business I achieved the same successes. A system that works-works the same for everyone. Learn more about the Power UP For Professional Results system of prospecting and growing your business.
The 8 hour training program is available as a CD set or as an MP3 download to go on the road with you!
All successful businesses are based in a solid business plan. As direct sales and network marketing professionals, we are no exception. Without a written business plan in place success is elusive because you do not have any idea where you really want to go.
(I am not giving you legal advice or advising you on your income tax liabilities. Please talk to a knowledgeable direct sales-specific accountant regarding your personal situation.)
A business plan has three purposes:
Create direction, clarity and purpose for the company. A written business plan is a system of achieving your goal. Like a road map, it will give you clarity and guide you on your trip.
Reduce income tax liabilities. Now is the time that we all think about taxes and paying as little as possible to the IRS. January is too late for that!
Generate growth in your sales force or affiliate members. Everyone in network marketing wants to grow a team. The best way to do that is to have a business plan that supports that part of your mission.
Direction, Clarity and Purpose For Your Business
A business plan is something that all leaders talk about at this time of year, in the form of goal setting. In order to achieve your goals, you must write them down, and make a plan to achieve them. The very process of writing them down will firm up your commitments and give you clarity in your personal desires for your business. Over the past 3 weeks I had been thinking about my plan for 2008. I then sat down to revise my business plan yesterday. It took me several hours to rework my previous plan. The process was very interesting because I found that some things on the previous plan were not in my life or business any more, and other things that I currently put in high focus were not in the plan at all. In the process of creating a plan, I became much clearer in my focus for the next six months, even though I thought prior to starting that I knew exactly what I wanted my direction to be this year. After printing it out and reviewing it again, I am ready to make some final changes and reprint it. I recommend that you take a look at your business plan biannually to keep your business rolling in the directions you want and with focus on the areas you want.
Reduce Income Tax Liabilities
The benefits of being self-employed in the networking business brings with it a vast opportunity to reduce your taxes. It is a year-long project, not something to think about just in January. The MLMer is entitled to more deductions due to the nature of the business. A good MLM rep is always promoting and networking everywhere they go. Every person you encounter is either a potential customer, sales rep or source of referrals. Based on IRS code this allows us to convert otherwise personal expenses into business deductions. (I am not giving you legal advice or advising you on your income tax liabilities. Please talk to a knowledgeable direct sale- specific accountant regarding your personal situation.) Many networkers take the income reduction strategy of the business for granted and just willy-nilly look for and take any deduction they think of. This is not a good business practice. Check out the article on Direct Selling And Tax Deductions that I wrote last year for more information on income tax reductions using your IRS compatible business plan. In brief, your business plan will include systems that cycle through the following:
An intent to profit
Business activity
Documentation of activity
Reduction in taxes and business growth
Please note that the above system indicates intent to profit. The business does not have to show a profit. You must only show that you intend to profit. The Power-UP Home Study Set includes a IRS compatible, direct sales-specific business plan written by my friend and expert direct sales accountant Steve Spangenburg. The 8-CD set has a whole section on dreams and goals. The business plan is included on a data disc that you can upload into your computer and fill in the blanks. Start your new year off right. Buy Power-UP set
(I am not giving you legal advice or advising you on your income tax liabilities. Please talk to a knowledgeable direct sales specific accountant regarding your personal situation.)
Networking & Prospecting: Using Your Business Plan & Tax Strategies
One of the goals of all network marketers is to grow a team. Using a business plan to spearhead your sharing program will guarantee success. Be sure that you have a section in the plan regarding your sponsoring goals. How many people do you want to ask to join your company per month? How many people do you want to interview per month? And of course how many are you going to start into the business? What activities does this require? A good business plan not only outlines your goals, it also outlines the activities necessary to reach those goals. When you utilize your business plan as a goal-setting and motivational tool for yourself, and link that to the dual purpose of creating income and reducing taxes, it becomes an awesome instrument for creating desire for your business opportunity.
Earn More Money, Pay Less Taxes
Everyone would like to create more cash flow, right? Being a direct sales or MLM sales consultant is like having two streams of income. One is the product or service that your affiliate company offers. The other is the legal reduction in income taxes your household owes as a result of being in the business of networking. Hence, your “job” brings in income by generating sales. The other “job” retains income by reducing tax liabilities. The system of intent, activity, documentation and results is what makes it happen. Who wouldn’t want to reduce their income tax liabilities at the same time that they create income?
Here’s the power of your business plan:
It creates business momentum through goal-setting.
It creates more cash flow through sales generation.
More cash flow is also generated through income tax reduction.
as well as through the powerful tool of sharing the opportunity of getting two streams of income for the effort of one.
A Direct Sales Business Plan
It is to late to do anything about 2007 taxes. Right now, January 2008, is the best time to plan for next year’s taxes and business growth through the implementation of the proven system of business success. Experience the power of planning, and write your business plan NOW! Buy Power UP and the direct sales specific business plan template by CLICKING HERE.
(I am not giving you legal advice or advising you on your income tax liabilities. Please talk to a knowledgeable direct sales specific accountant regarding your personal situation.)
If you need a new tax accountant who is knowledgeable on direct sales professionals or you do not have a business yet, give me a call 717.751.2793 or send an email
A balanced business is one which utilizes all opportunities available to create business and cash flow.
Why do we want a balanced business?
A balanced business is desirable because it will provide you with a solid business with less chance of bad seasons or events jeopardizing your business and income.
A few reasons we want a balanced business are:
• Multiple streams of income
• Constant cash flow
• Less stress
• Easier to maintain once you get it going
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. In network marketing 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.
A balanced business will focus on all of the income opportunities: growing a team, (creating income), home parties (free products, creating income) and selling products. All other services fall under those three categories.
Marketing A Balanced Business
A balanced business will take advantage of every form of advertising and marketing available to them. In network marketing frequently individuals have a tendency to focus only on one lead source. Many network marketing 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 them. My personal favorite approaches to lead generation include:
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, click here. There is no excuse for not having enough business. You too can have a balanced business.
