How to Prospect The Right People

Hello Everyone,

This week we will go over prospecting and who we are looking for to get into our business.
Well, there are a lot of different theories of how is the correct type of person to get into your business. Here are just a few:
Everybody

1. Friends and family
2. Select people
3. Leaders
4. Nobody can afford it

Now lets break these down one at a time. Remember that getting the right people into your business is key to success and avoids a lot of heart ache.

First, In almost every MLM you are told to first get your "warm market" in the business. Before you do this ask yourself "Is this the type of person that can make this business happen?" or "Is this person just someone that is just going to be a product user?" Believe it or not there is a big difference. If they are a product user, don't try to cram the business side down their throat because you'll just be wasting your time and theirs. If your friends have know drive to succeed don't waste your time trying to give it to them. When they see you succeed they will come to you in some cases. In other cases they will just be mad at you for your success. It's funny how that works. This is probably a good time to reevaluate who your friends are and who you are hanging out with. I not saying to get rid of your friends by any means, I just want you to hang out with successful people and do what successful people do and your friends may not what to follow that path. A lot of people are satisfied with what they have and where they live but, I'm not one of those people and you should not be one of those people either. Sorry, I got off the subject. But, the way you become successful is to do what successful people do.

Second, you want to be selective when getting people into the business because you will be working with these people a lot. Why would you want to work with someone that is abrasive or just grumpy all the time. If you want that you could probably just stay at your job. Don't rule out people just because of their job and don't be intimidated by successful people. You want to get people on your economical level and higher. Make sure that you weed out the get rich quick people because, they will drop out as soon as they find out that there is work involved. You are also not looking for broke people unless they are just tired of being broke and they are will to do what it takes to be successful. With these people you still need to be very selective. These are the people that will try to take up a lot of your time. On the other hand, the successful people know that the way to riches is to have multiple streams of income and they are more willing to take a risk. Without risk there is no reward.

Third, you want to get natural leaders in your business. The one thing that you will come to realize is that a leader will challenge you from the start just to see if you will be able to help they obtain a goal. If you are not a strong leader I highly recommend my friend Mike Dillard's course Magnetic Sponsoring, you can get a copy at http://www.stepbystepfreeleads.com/ it's about $37. It's worth every penny! It's the natural leaders that will make the difference in your business. They will not take up a lot of time because they are going to do it with or without you. Leader already have the drive to succeed and obtain their goals. You just happen to be the beneficiary of their drive.

Finally, You have the myth that nobody can afford it. Well, if they tell you that they can not afford it it's because you have not showed them enough value the product provides. Most people can afford most MLM product (within reason). You just have to convey the value to them. They might have to give up something else in their life in order to get the product. They might have to give up a night on the town or just one trip out to the restaurant. They might have to cut off their cable. Just A side note real quick, I heard something yesterday that just describes a lot of people and how they think. It goes " people are sitting around listening to new casters that make $25k a year talk about how bad the economy is but, I just got back from Disney World and it was packed. I guess someone forgot to tell them how bad everything is. If you look at ball games, NASCAR and, restaurants you will find a small decline but people are still going to sacrifice their money to get what they want. You just have to create the desire in them to have your product.

In conclusion, you are looking for the people that are looking. You want to concentrate your time only on the people that are worth your time. Bi pass the dead beats and tire kickers and get to the people that are going to propel your business forward. Don't waste you time on activities that are not moving your business forward. You want to build this thing as fast as possible. For any question e-mail me grant.hornbuckle@gmail.com . Good luck and keep moving that business forward

P.S. If you need help with recruiting and overcoming objections you need to get this recruiting program http://vur.me/Grant/Secret-to-Recruiting it will change the way you look at recruiting.

Preparing A Sales Letter

Hello Everyone,

A sales letter is one of the most powerful tools in your marketing strategies. It just like having a sales person out promoting you product or service 24 hours a day 7 days a week. They never get tired, call in sick, or want to take the day off. The sales letter is there for you day after day, month after month with out fail.

So what is a sales letter? Well it a letter that present a product, service, or an opportunity to your prospect. It’s going to ask for a payment of some sort whether it mail in payment, phone in payment, or an online payment.

Now, here’s the basic construction of the sales letter.

Headline
Sub-Headline
Introduce Yourself
Talk About The Problem
Discovery Phase
Offer Phase
Benefit
Value
3rd Party Credibility
Guarantee
Call To Action
Close
P.S.

Lets take each step apart and talk about it.

The headline should be in a different color and font so that it stands out from the rest of the copy. It should also grab the prospects attention and drive their eyes into the sales copy.

The sub-headline is similar to the headline in that it also has a larger font than the rest of the copy. But, it is still not as large as the headline and it is not the same color. The sub-headline will elaborate on the headline and give more detail about what the prospect is going to get from the sales copy.

The introduction to yourself will let the prospect get to know you a little and feel more comfortable about spending their money with you. You should include your expertise and why you are qualified to talk about the subject in the sales letter. Basically you are gaining their trust.
The problem section is where you will talk about the problem that the product or service will resolve. You want to speak directly to the prospect about their problem. When they read this section they should be thinking it was written just for them. This is why having a target market is so important.

The discovery phase is where you give the light at the end of the tunnel. You show how you can provide a solution to their problem. This is where you tell them what you have to offer.

The Offer phase is where you have to make it clear to the prospect that they need what you offer to solve their problem. You really have to make the connection between their problem and your solution.

The benefit stage is very important. You should tell the prospect the result of using your product or service. Don’t just put vague examples of how they will benefit. Is going to stop pain? Will their car run longer? Will it lower blood pressure? You get the point, it has to be an actual end result of using the product or service.

The value section is not really exact because it will be different for everyone. The benefit might hold more value to one person that to another. But, basically you are going to open the prospect mind and show them how life could be with your product. Make it a question like “What would it be worth to never have to deal with ------------ ever again?” or try “How much money could you save if you did not have to get another car?” Use this section to engage the prospect.

3rd party creditability is the section where you can use testimonials to back up your claims. This can be family and friends, just make sure they don’t have the same last name. You can also put these testimonials through out the sales copy. Usually you want 3-5 testimonials per sales letter. Testimonials really give your sales copy a punch.

The Guarantee section is just that a guarantee. Most all good products have a company guarantee. Usually it’s “satisfaction guaranteed or you money back”. Everyone loves a guarantee because, it puts them at ease about making the purchase.

The call to action section is where you ask for the order. You don’t want them to think about it or come back latter. You want them to purchase now.

The close section is where you will wrap up with any final thoughts and sign off on the letter.

The P.S. section is one of the most important section of the whole letter. Here you can recap the benefits briefly and the guarantee. You also ask for the sale again. Sometime you can put a time limit on the offer or offer a discount if they order now.

If you like to look a some good examples of sales letters go to www.thegaryhalbertletter.com .

Next week I will go over prospecting and closing, see you then. Don't forget to leave a comment.

Mind Set

Hello Everyone,

Tomorrow I will make a new post on Sales Letters and what’s involved in preparing one. But for today I want to talk about Mind Set. First, I would like to start with a quote “Winner do what losers won’t”. Now if you think about it, that is a very powerful statement. Think about it for a minute, what does it really mean? I want you to think about it from a general view of life.

Winners/Leader

Always practices
Dependable
Sacrifice time, money, and body to achieve a goal
Always willing to go the extra mile
NEVER GIVES UP!

I don’t even want to talk about losers. But, it’s safe to say none of these characteristics describes a loser.

What group are you in now?
What group do you want to be in?
Can you see yourself in that group?

I know that everyone wants to be a winner but, are you willing to do what it takes to become a winner. Can you see yourself with the characteristics of a winner? It’s up to you to decide to be a winner. If you can see yourself as a winner, you can become a winner. If you need some help I’m here to coach you, and help you get to your goals.

I could go on and on about this subject because, it’s just a simple fact that if you intend to succeed in the business world you have to be a winner/leader. You must have the mind set of a winner. Everyone wants to be around a winner/leader and that’s one of the keys to success. I will go more into detail about becoming a leader in another blog.

If you find my blogs helpful please leave comments. Thanks

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I have to say that this is the most comprehensive course on Pay-Per-Click I have seen. If you are serious about getting your business going this course is a must have.

Getting Started In Business & Marketing

Let's Get Started

When it comes down to building a business, it's all about educating yourself. Remember if it was easy everyone would be doing it. It takes time and dedication to build a successful business.

Having said all that let's get started.

My goal over the next several training session and videos is to give you the training and the ability to develop and run a successful business. But first, I would like to go over a few mind sets you should have before you ever get started.

Mind sets

1. Failure is Not a Option.
2. Don't Quit
3. Avoid Greed (help people)
4. Have Confidence in Your Product
5. Have Confidence in Yourself
6. Have Knowledge About Your Product and Company

There are four mental processes that have to be filled.

1. Attention - you have to grab their attention from the star
2. Interest- you have to keep them interested in what you have to say
3. Decision- you have to give them enough information to make a decision
4. Action- give them the opportunity to take action

Writing a script

When writing a script all four mental processes have to be covered. Another aspect of the script is to become smooth, where it does not sound like you are reading a script. Don't worry this will come in time and you will get better and better. You want to make sure that the prospect thinks that it is their decision to join or to buy the product. People that are given a lot of hype and build up, buy on emotion. If you are wanting them in a opportunity, you need to supply enough information that they can make a decision based on the knowledge of your business. Otherwise, they will have buyers remorse and quit.

How to find your target market

Lead sources are one of the methods to find a target market. Lead sources can be found by search engines or in the yellow pages. Using a lead source you can narrow down to your target market. Keep in mind that the more you narrow down the more that lead will cost. For example, a male over 40 making over 150k per year and belongs to a health club.

Start to advertise

There are many ways to advertise off line. One of the keys of marketing is to not give out too much information.

1. Ad to Recorded Message--When using this method you start to get more qualified prospects. One of the recorded message services is http://www.automaticresponse.com/


2. Postcard to Website -- Do not send them to a corporate duplicated website. They are confusing and they will not sign up.


3. Postcard to Recorded Message --This is another expensive way to advertise but, it can be effective. When you send post cards you can get them to a targeted market.


4. Voice broadcasts-- You can send out a pre-recorded message to your lead list.


5. Offline Sales Letter--A very powerful tool because if done properly it's like a sales person that never sleeps.
   
6. Phone Book-- For retail business only

Types of media

1. News Paper--When using the news paper you want to ask for the highest volume day


2. Magazine -- This media is more expensive but, you can advertise to a niche group. You can get a list of magazines and trade journals at http://www.allyoucanread.com/


3. Post Card--Can be a powerful tool because they can be sent out to a particular demographic.
   

Just a quick, the Phone Book is only to be used for retail business. Your ad should be something different then everyone else. Say you are in the gutter business, most people are going to advertise how they are bonded, professional, licensed, and so on. Well what if you advertised a free report that said something like, "10 Things You Should Know Before Having Gutters Installed, Free Report 555-5555" in the report you would have your company's name. You are building a relationship with the person that needs what you offer.

Next blog we will go over the off line sales letter.