A cold call is a system of marketing your sales business by approaching customers, usually by phone (these days), when they do not expect it.

Whether the lead at one point was “warm” or you really never knew them at all, a cold call is the process of approaching prospective customers or clients who were not expecting interaction with you.

They have not specifically asked to be contacted by the sales person. Online or via email we call it spam.

Cold Calls Don’t Work!

Making cold calls really is one of the worst ways to grow your direct sales business because they really do not work!

Some Facts On Business Cold Calling

• Fewer than 1% of cold calls lead to a sale
• Only 5% of all business lead phone calls lead to a sale
• 55% of referrals end in a sale
• 80% of introductions generate a sale

Now those are some facts that you should ponder! Think about it….

When was the last time you bought something from or even talked to a cold caller? Are you making good use of your time with cold calling?

Direct Sales Leads – Don’t Let Them Get Cold!

In direct sales oftentimes our cold leads were at one point somewhat warm. We at least met the lead or potential client. Don’t let your leads get cold!

Follow up on all business leads within 48 hours and learn some techniques to achieve better results when making your follow up calls.

Create A Million Dollar Year In Your MLM Business, Richard Fenton & Andrea Waltz

Richard Fenton and Andrea Waltz are returning to the CashFlowShow – Direct Sales Radio this Wednesday (12/14/11) to discuss their new book, Million Dollar Year.

Appearing previously on the show sharing their best-selling book on sales and development: Go for No!, they are now releasing this book which was inspired by the famous MLM Cruise.  The cruise was organized by industry legends Art and Joan Jonak and Tom “Big Al” Schreider.

Andrea Waltz, Million Dollar Year Book

What could you accomplish in your MLM business in one year if you put your mind to it?!

What if you went to the doctor’s office for a routine office visit and were told that you have only one year to live?

That is exactly what happened to Peter Caswell, the main character in our new book Million Dollar Year.  That nightmare has just become a reality in this new book which is a fictional story based in real life facts, personalities and events.

So what does Peter do? He takes a cruise.

Networking On MLM Cruise

But this is not just any cruise; this is the MLM Cruise! A cruise specifically for MLM networking and on this special trip, Peter learns some important lessons about why he has not yet experienced the success he claims he wants in his network marketing business.

We all operate with the belief that ‘there is always tomorrow,’ always enough time. It becomes the perfect excuse to never really start or fully commit. People have a natural tendency to avoid pain – that is, avoid doing the ‘hard work’ required in building a business – they put off experiencing that initial pain and discomfort. Of course, as the years pass, or when something happens, whether it is as serious as an illness or as simple as a flat tire, the pain that we avoided now looks easy compared to the money we wish we had in the bank or the flexibility in lifestyle we could use.

One of the major lessons from the book is this: success in Network Marketing isn’t about ‘testing the waters’ or simply ‘giving it a shot’… it’s about deciding what you want, determining the price, and paying it!

But perhaps the most important lesson that readers will come away with is how every choice we make in life, no matter how big or how small, is either ‘on the path’ to your goals and dreams… bringing you closer every day… or ‘off the path’, taking you further away.

There is no doubt that reading Million Dollar Year is one of those small decisions that will bring you closer to your next big success. Order the book for just $12 plus shipping and get access to the year-long training series!

What Is The Law of Reciprocity?

The law of reciprocity is an unspoken and very powerful rule that our subconscious acts on without our knowledge.

When someone gives us something we give something back automatically. (AKA: What goes around comes around.)

I experienced it myself yesterday at the local farmers’ market where I do my weekly shopping and realized it only in retrospect.

I have read about the power of the law of reciprocity in books on sales as well been involved in training and workshop activities that taught the law of reciprocity, but I had never really recognized it as a force in my life until yesterday.

This Is What Happened With The Law Of Reciprocity

I am a regular and somewhat locally (in)famous customer at the market so I often get offered free products.

At one produce stand where I shop every week I asked if they had any other avocados that were riper than those on the shelf. She immediately pulled 5 from a box in the back that were VERY ripe and said you can have these for free.

To which I replied they are really ripe! Some may need thrown away and some may be partly good. (Kind of like bananas, you want your avocados ripe but not over ripe and they often look worse outside than in.)

She said she knows and that is why she was saving them to give me for free. In addition, do I want these others as well. These perfectly ripe (but still almost too ripe) ones are only 99 cents each and did I want them?

Pausing, thinking… “this is a lot of avocados”….  I took them, paid for them with other things and walked out thinking to myself… “what am I going to do with 7 avocados?”

The Power Of Law

This is powerful! Even though I was aware of the law and also thought at the time that it was too many avocados, I still gave back to her by buying them.

Today when I was cutting my avocados I thought to myself… “damn… that was the law of reciprocity. I knew at the time I did not want this many avocados but look at them all here! I cannot eat the VERY overripe ones fast enough and the ripe ones will be VERY overripe before I get to them.”

The Hare Krishnas of the 60′s knew the power of the law. At airports they gave you a flower and then you were more willing to donate money or at least take their brochure.

Use In Business – Book Your Next Party Plan Show

Use the law of reciprocity at your party plan business home show.  Give your guests a free trinket, then watch the law of reciprocity go to work!

One way to do this that I found to be especially effective in booking your next party is as follows:

• Tell your host to tell their guests: “Bring a friend or an order and get a FREE gift.”
• As a matter of fact, repeat that every time you talk to her/him. Make it a mantra.
• Then, before you do your prize drawing say: “Who brought a friend or an order to the show?”
• Give all those people a gift.
• Give all the guests a gift too.
• It could be anything….

Then do your prize drawing. You will be amazed at how many of the guests who got a gift now check yes for hosting a show and become your next show hostess!

A Side Note: Avocados are really good for you. Studies have shown that a diet high in avocado will reduce blood serum cholesterol levels. The relatively low carb addition to your diet is also a good fiber source. They are great on toast instead of butter, as a snack or as a topping for many different dishes.

Direct Sales Golden Book Of Scripts

A common topic that I have recently been asked to speak on is how to approach people. At first I was not really sure what people meant by that and upon further questioning it was revealed that they were looking for scripts.

Approaching People With Your Direct Sales Business Opportunity

Whether you are interested in approaching people about your products, opportunity or services the technique is the same. The real dilemma that consultants have is how to open the conversation and also what to say.  When out and about, the goal should be to develop relationships not to market your wares.

When you become friends with people everywhere you go, even if it is just in the moment… you will get the opportunity to serve their needs.

Open the conversation by:

• Smiling with Big Smiles at everyone!
• Complimenting them (jewelry, clothes, kids)
• Asking about something they are wearing
• Asking a question about their purchase, etc.

Sales is service, so shift your focus from selling to serving and just try to make some new friends. You will then be able to serve the needs of the people you meet by developing relationships using the 10 Second Rule. Everyone will not want to be your friend and that is OK.

Write Your Direct Sales Script

Working from a script does not mean that you are robotic or not able to go with the flow. When you write your script for different direct sales conversations it just means you have a plan. A script is always a work in progress because once you write it and start using it you will always be fine tuning the script into something better.

• Are you always wondering what to say next?
• Do you have trouble turning a casual conversation into a lead?
• What do you say when you are making a cold call?

The Little Golden Book Of Direct Sales Scripts is a series of proven scripts that work in any direct sales business!

Only $17 Includes Full Recording

This is a “talking” electronic book. That means that it includes all the scripts that any home business owner may need as well as an audio recording of how to use them.

Start Your Home Party Business

When considering starting a home party business, the most important thing to consider is your passion. You must have a passion for something in order to sell it!

It is true that when picking your home party company you must consider the company itself but even the best company brand will not succeed for you unless you have passion about the product and your business.

What Home Party Company For You?

In order to determine what home party brand or company you can be passionate about, we need to know more about YOU.  So, start by creating 4 lists:

• What are your passions and beliefs in life? It could be religion, healthy living, children’s education, the environment,  fighting cancer or family values.
• What are your skills? List things like organization, teaching, whittling, cooking, math…
• What are your personality preferences and interests? Wearing makeup, fashion, technology, reading, to name a few.
• What are your hobbies? Anything goes here. Just list your hobbies such as gardening, knitting, soccer, snowmobiling, photography…

As you can see the lists overlap a good bit. The point is to get a huge variety of possible business options for you. Do your best to include at least 10 things in each category. Do not prejudge an interest as being unacceptable or inappropriate for the list as there are a wide variety of companies to choose from and the more options we have the better we can narrow this down for you.

This may take a few days. It is not a once and done thing. Give your subconscious mind time to add to the list.

Pick Your Business Opportunity

After your potential business opportunity list is done and you have allowed your subconscious mind to work on it for a few days, it is time to take a closer look at it. Get a highlighter and start to pick your interests that will best provide value for others.

Which items on your list will have value in the market place? Highlight the top 5-10 on the list.

Find Your Home Party Company

Now you can start looking for a home party company that matches your personality. Suppose that your 5-10 highlighted items include: fight breast cancer, religion, home decor and photography, among others.

In order to find YOUR home party company you should go to one of the many party plan directories found online and look for companies that match those criteria.

In this case look for a faith-based company with product lines in photography and/or home decoration that participates in the cancer awareness charitable giving programs.

This will narrow the field down substantially and you can then do your research specifically about the company. This article talks more about what to look for when picking a party plan company now that you know what you will be passionate enough about to sell.