Power of Thought - A Quantum Perspective - By Kent Healy

A scientific approach to explaining the power of thought. We have all heard it before, "Your thoughts create your reality." Well, new quantum physics studies support this idea. Learn about recent research about how the mind can influence the behavior of subatomic particles and physical matter. If you enjoy the video, please pass it on to friends and family.

Your words and thoughts have physical power - Will Smith

Your words and thoughts have physical power.

In life many people wonder why things dont always go the way
they want them to but do not realize that in every thought they
think and words they speak starts the physical formation
of what begins to appears in our lives. It is normal to have negative
thoughts from time to time because we do not live in a perfect world,
Or Do We? The key is when a thought like that shows
up you just need to make the decision wether or not you want to
entertain that though for a long time or if you want to change the path
to a better one immediately. This is where skill comes in to play.
With all things you must practice to make perfect, all though some
are borne with more talent than other, anyone can hone the skills of
being discipline and beat there fears into submission.
it was once said "your biggest fear should be fear itself" I would have
to say this is pretty right on. Why? Because fear is a negative emotion
and because of fear you tend to pay more attention
to it which starts the physical birth of some kind of reaction.
This is why most people that fear that they are going to get hurt get
hurt more than the rest. Or think they are going to be sick and
then it happens. If you fear that you dont have enough money to
pay the bills and speak and think these thoughts and words everyday
then guess what, You are creating the physical reaction to
show up in your life. This is why it is good to marinate yourself in
unconditional love and positive good words and belief that good things are
heading your way at all times. You deserve it, It is your birth right.
Own it. except it. enjoy it. Live it. know it is in your escrow. more and more, every
moment. and when the other thoughts of fear come, Do Not Entertain
it. leave it behind and get right back on track with the truth!
Live every monent of this life like there is no tomorrow, because it is
not a rehearsal. So Start getting from it what is yours. GREATNESS!!!

Mark Edward Sansom


Ps. I really like Wills attitude in which he attacks life with passion
Will Smith is a Cool Dude and has a good grasp on the truth.

The Success Tip that Gets to the Bottom Line: How to Recruit More People into Your Network Marketing Organization

Do you have enough people to talk to? If you are looking to recruit more people into your network marketing organization a key tip is to "find more people to talk to". Your prospecting list is like your inventory if you owned a traditional retail store. In a traditional retail store if you have a low amount of inventory, your income potential is lower than if you have a high amount of inventory with an in demand product. The same holds true in your network marketing business. Many network marketing distributors wonder why they aren't recruiting new distributors on a consistent basis. Yet when you look at their list of prospects you find that the list is a rather small one. The key to success to recruiting big numbers is to have a growing list of prospects to talk to. Why is having a big list of prospects so important to the success of your network marketing recruiting process? This is probably the most important tip a network marketer could get. If you're not growing your prospects list your business dies. Here's why: First, a large list of prospects gives you the numbers that you need to recruit a lot of people into your network marketing organization. Recruiting is a numbers game. The more people you have to talk to about your network marketing business, the more people you are going to recruit into your organization. Another reason having a big list of prospects helps the recruiting process has to do with posture. When you have a low number of people to talk to about your network marketing business, your posture tends to be very low. Another Success Tip: Posture is key to your network marketing business. Without it, you can't lead a team. This is because you feel you need your prospects to join because you don't have other prospects that you can go to if they don't join. A large list of prospects creates large posture for you as a network marketing distributor. A large list gives you the confidence to know that if certain prospects on your list don't get started, you still have plenty of other prospects to talk to. As you build a prospecting list that continues to increase in size, you are able to increase your posture even further. When you have a large list, you can begin to eliminate prospects you feel won't be a match for your network marketing opportunity and focus your efforts on strong prospects.

Network Marketing Success in 3 Steps

Network Marketing Success in 3 Steps

While searching for the “Holy Grail”, the Magic Pill and Inside Secrets to network marketing success we discovered, without exception, that all major six-figure, multiple six-figure and even mind boggling 7-figure income earners had all embrace the same proven three-step success model:

• Connect with people
• Direct people to a simple presentation
• Follow up to collect a decision

That’s it. So while everyone seems to build their business differently – dig deeper – and you’ll find they are all doing the same exact things! Three steps. Connect. Direct. Enroll.
The BOTTLE NECK in the process for most struggling networks is in the connection process. In other words, once you have run out of “warm market” to present your business to – those people with whom you already have a relationship – now what? Now WHO do you connect with and how do you go about it? And the answer plunks us right smack into the wonder world of marketing which is far to “deep” to address here.
But the good news is there is a proven solution. There is a MAGIC PILL to connecting with people we don’t know. It’s called attraction marketing and you can learn more about the process right here, right now absolutely free…

......to be continued!

How to Win More Sales with Less Effort

Follow-Up Marketing:
How to Win More Sales with Less Effort

by David Frey

A study done by the Association of Sales Executives revealed that 81% of all sales happens on or after the fifth contact. If you’re a small business owner and you’re only doing one or two follow-ups imagine all the business you’re losing. Not following up with your prospects and customers is the same as filling up your bathtub without first putting the stopper in the drain!

But don’t be disheartened if you’re among the 90% of business owners I talk to that don’t do any follow up. The good news is you have ample room for profitable improvement. Consistent follow-up creates a predictable and profitable stream of prospects and customers that buy. Small businesses that capture leads and follow-up with them enjoy higher conversion rates and a higher percentage of referrals than those that don’t.

After asking many small business owners the reason they don’t follow up I often hear responses such as, "I don’t have the sales staff to chase down all our leads", or "We’re usually too busy to do a lot of follow up." These responses automatically set off red flags that tell me that they lack a systematic process for following up. The problem is not that they don’t have the capacity to follow up with prospects, it’s that they don’t have the systems in place to do it.

What Does a Good Follow Up System Look Like?
A good follow up marketing system should have three attributes.

1. It should be systematic, meaning that the follow up process is done the same way every time.
2. It should generate consistent, predictable results.
3. It should require minimal physical interaction to make it run, meaning it should be able to run on autopilot.

Sounds like a dream come true for most small business owners doesn’t it? Not only can it be done, it’s being done every day. The secret to "follow-up marketing" is to make it automatic so that you don’t have to lift a finger but the job still gets done. With today’s technology it’s simpler than ever. Automating your follow-up processes gives you more time to work "on" your business rather than "in" your business.

Three Types of Follow Ups
There are three types of people you should be following up with, suspects (people in your target marketplace), prospects (people who have responded to your marketing but have not purchased, and customers (people who have purchased something from you.) Each follow up message and offer will be different for each type of person. With suspects, you’ll want to entice them to call you or visit your store / office. With prospects, you need to persuade them to make their first purchase. And with customers, you want to convince them to come back and do more business with you and give your referrals.

Obviously the hardest type of person to follow up with is a suspect because they haven’t shown any interest yet in a pool or hot tub and you usually don’t have their contact information. But that’s not true with prospects and customers. You not only know who they are, but you should already have their contact information. And if you follow up with your customers with consistency you’ll find that they will help you turn your suspects into prospects and prospects into customers for you through referrals.

Your Follow Up Marketing Tools
Your principal follow up marketing tools are the telephone, direct mail, and email. Many pool and hot tub business owners make the mistake of jumping right on the telephone to follow up; however, most prospects don’t want a pushy sales message right away and most prospects have been trained to consider anyone who calls up to be a pushy salesperson. Instead, you should try to develop a relationship of trust with your prospect by quickly sending informational items such as special reports, audio CDs, or videos before you make a phone call.

Remember to always include a "next-step-offer" to accompany your educational materials. If the next step is to visit the store, then entice them with an appropriate offer or if the next step is to call you, entice your prospect to call you immediately. People move through the buying process in baby steps, especially when considering buying high-ticket items such as hot tubs or pools. Your offer should always help them take the next step.

Your Follow Up Sequence
The power of your follow up will lie in your follow up sequence. Your follow up sequence is a series of communications with your prospect that are "linked" together, with each communication building on the previous message. For instance, you might start your second letter by saying, "10 days ago I sent you a letter..." You might also consider stamping the message, "2nd Notice" on the envelope to let people know this is the second time you’ve contacted them. Referencing the previous communication links what you’re saying with what you’ve already said and reminds your prospect that you care enough to continue the conversation.

Usually, when doing direct mail you should include three to five mailings spaced out about seven days apart. When using a sequential autoresponder you can have as many follow ups as you want because using email is basically free (that’s why you always want to get a prospects email address). One of my clients has over 20 follow-ups in his autoresponder sequence that go out over a six month period.

Each sequence should follow a logical argument and you might consider bolstering the offer with each communication using a deadline as a motivator to act now. As an example, in the third communication you could say, "I’m surprised you haven’t taken me up on my generous offer. What’s holding you back?" Or consider saying, "I’ve written you three times and you still haven’t taken me up on my offer so I’m going to pull out all the stops and make you an offer you simply can’t refuse." Notice how the language always links the previous communication and increases the boldness of the offer. It’s the same type of conversation you might have in a regular sales conversation.

How to Put Your Follow Up Marketing System on Autopilot
What I’m about to reveal to you is the key to developing a powerful follow up marketing system because it overcomes the number one reason most businesses don’t follow up. You must automate your follow up system as much as possible so that there are few, if any, physical interactions from your employees with the system. It’s the required physical interactions (i.e. printing letters, sending emails, inputting leads etc.) where 99% of all the breakdowns happen in well-intentioned follow up marketing systems.

To automate your follow-ups you should consider using robotic marketing systems and outsourcing any manual interactions to a dedicated service. For instance, to capture your leads you should consider using a toll-free automated recorded message system that captures your prospects contact information and automatically transcribes it and sends your leads to you in a spreadsheet every morning via email.

If you’re using a direct mail follow up system (and you should be), find a fulfillment house to do the mailings for you. To find a fulfillment house, simply go to your local printer and ask them to refer you to a fulfillment house in the area.

Now step back for a moment and see the power of what I’ve just revealed to you. Imagine running an ad, having your prospect call up and give their contact information via your recorded message system. Then having your leads automatically sent to your fulfillment house via email, after which your prospect receives a five-sequence direct mail package containing your most persuasive marketing message -- without you lifting one finger!

You can set up the exact same type of "hands-free" follow up marketing system using an email autoresponder system. Your prospect will not only be receiving your direct mail messages, but you can insert your email messages in between your mailings.

What About Calling to Follow Up?
You’ll notice that I didn’t say anything about calling your prospect. That’s because you want your prospect to have already received your educational marketing messages and have most of their questions answered before they call you. An educated prospect is your best prospect.

They already know why you’re different, what your value proposition is, and how you’re uniquely qualified to meet their needs. In essence, they’ve pre-qualified themselves before you ever have to spend time physically speaking to them. This drastically reduces the sales cycle and increases your conversion rate because you have positioned your small business to be their only logical choice.

Conclusion
Follow-up marketing will boost your closing rate and dramatically increase your customer satisfaction. Following up with systematic processes allows you to leverage your salespeople’s time and enhance their productivity, which will result in more sales with less effort and isn’t that what you want? Start winning more sales today by implementing your own follow-up marketing system.

Happy follow up marketing!

© Copyright 2003 David Frey, Marketing Best Practices Inc.

Tony Robbins - Tiny Changes Mean Huge Results

ONE person can make a difference...what are YOU waiting for?

A video which may change your life

Powerful beyond Measure

Powerful Beyound Measure
Very Good Inspirational video.....

کامیابی کے راستے...

کامیابی کے راستے...

29 سالہ Debbie کبھی بے روزگاری کی زندگی گزر رہی تھی.

چھوٹی چھوٹی چیزیں بھی اس کے لیے بہت بڑےخواب سے کم نہیں تھیں.

لیکن آج Debbie  250,000 pound سے زیادہ ، ہر سال کماتی ہے.

GMTv  پر چلنے والی یہ رپورٹ ہم سب کے لیے ہمّت کا ایک سبق ہے.

The Art of Prospecting 01 - نیٹورک مارکیٹنگ اور پرسپکٹنگ

نیٹورک مارکیٹنگ اور پرسپکٹنگ

ایک نیٹورکر کےلیے پروسپکٹنگ سب سے اہم ہے.

اور پروسپکٹنگ کے لیے صرف ایک چیز کی ضرورت ہوتی ہے.اور وہ ہے "بار بار کا تجربہ".

Name List  کا بنانا تو ہر شخص کے لیے آسان ہے. اگر مشکل ہے تو صرف prospecting.

آپ خواہ کتنی ہی محنت کر لیں .لیکن اگر آپ پروسپکٹنگ کے ماھر نہیں تو آپ کچھ بھی نہیں.

اگر آپ پروسپکٹنگ کے ماھر نہیں تو آپ کچھ بھی نہیں کما سکتے.

پروسپکٹنگ آپکے بزنس کا life blood ہے.

اگر آپ پروسپکٹنگ کے ماھر نہیں تو آپ کے بزنس کے پاس" سا نس " نہیں.

Network Marketing  کی دنیا میں لوگ اس لیے ناکام نہیں ہوتے کہ انکو  business  کا پتہ نہیں، بلکہ اس لیے ناکام ہوتے ہیں کہ انکو Prospecting کے آداب کا پتہ نہیں.

لوگ دراصل Network Marketing کے کاروبار میں ناکام نہیں ہوتے بلکہ وہ تو اس کی پہلی منزل، یعنی کہ Prospecting میں ہی ناکام ہو جاتے ہیں.

ناکامی دراصل کاروبار کی وجہ سے نہیں ہے، بلکہ اس کی پہلی سیڑھی پہ ہی منہ کے بل گر جانے کی وجہ سے ہے.

اگر آپ گاڑی خرید کے لے آےہیں تو اس کا مطلب ہم یہ نہیں لے سکتے کہ آپ اچھے driver بھی بن گے ہیں.

اسی طرح Network Marketing  کے کاروبا میں شامل ہونے کا مطلب قطعی یہ نہیں لیا جا سکتا کہ آپ کامیاب بھی ہوں گے.

Network Marketng میں کامیابی کے لیے آپ کو بہت کچھ سیکھنا ہوگا، Prospecting ان چیزوں میں سب سے پہلے آتی ہے. اس سیڑھی کو پار کیےبغیر آپ اگلی سیڑھی پہ قدم نہیں رکھ سکتے.

Importance of Network

The Network Is EverythingChances are, your connections don't go far enough and you don't contact them enough. Here's how to change that.

Chris Brogan | September 20, 2010

URL: http://www.entrepreneur.com/article/217315

Hollywood producer Jerry Weintraub recently published a great memoir called When I Stop Talking, You'll Know I'm Dead that illustrates the power of the network. In it, he tells story after story about how a relationship, properly maintained, brought him further along in his business than anything else.

But people rarely tell you how to build a network, or how to maintain relationships, or what will matter on the way up. And they don't give you any shortcuts that you can follow, either. Me? I'm all about the shortcuts and the help.
Understand Dunbar's number
British anthropologist Robin Dunbar said you can maintain only 150 close social connections. This isn't a software limitation--it's a number culled from research that says we humans have a hard time keeping everyone top of mind. With technology, we are able to stretch that number, but it requires consideration and tuning to maintain your 150 and to grow.
The 150 people you spend most of your time communicating with are:

• Relatives
• Colleagues at the same company
• Customers or prospects served by that company
• Schoolmates from the good old days
• Geographic connections

It's easy to predict this, as most people network the same way. It's also a negative toward your potential future growth. Think about people who lost their jobs in the Detroit region. Relatives, colleagues, customers, schoolmates and geographic locals couldn't help one another, because they were all in the same boat. Let's fix that.

Be part of different 150s
There are many ways to consider whom you should stay in closest contact with. My take is that you should consider diversifying by location and by industry, for starters. One way to maintain a diverse and useful network is to branch out and then "feed" your network better. Let's start with expanding your network.
Pull out whatever you're using for contact management and look at the total sum of people you know how to reach. Can you find people via your networks who are in similar industries but different verticals? Maybe you sell houses. Find a real estate professional on the other side of the country, or maybe in another country. Start getting chummy.
Find people from different industries and connect. Our real estate professional could make friends in the local art community, then help artists place paintings in each house sold. Get the picture?

Deliver useful contact often
The best advice I can give you is to be helpful. There are two ways that I do this, and maybe you have others. First, I share useful information when I find it. If I see an article about the restaurant business, I send it to Joe Sorge in Milwaukee, who runs AJ Bombers and three other restaurants. If I've got something to share with Government 2.0 types, I'll tell Alex Howard, who covers the future of government for O'Reilly Media.
The second way I help is by connecting people together for business. Every time you can tell someone in your network that you have someone they should meet--and that meeting amounts to business value and/or money--it's a beautiful day for all. Be at the elbow of every deal.
Exercising our networks and connecting to important people are meant to be a part of our daily business rituals, not an add-on. It's work, but it's work that pays off.

The Art of Follow-Up

The Art of Follow-Up

What's the most important marketing skill? You might be surprised at the answer.
It's not having a great marketing message, powerful marketing materials and a bullet-proof marketing plan. All of those are certainly important but not as important as...





***Follow-up***
But people want to believe that myth, so they spend forever trying to perfect their message. Look, all your message can get you is some initial attention. That's all.
And virtually every single marketing action after that is follow-up.
When someone shows some interest in your services (when you deliver a decent, but not mythical, marketing message), you need to follow-up with some more information.
Once they've read that information, you need to follow-up to determine if there's a deeper interest. And if there's a deeper interest, then you need to follow-up to set up an appointment.
But it doesn't end there.
Once you have an appointment, you need to follow-up to confirm that appointment (yes, people flake out). And once you've had the appointment you need to follow-up with a proposal or to close the sale. Follow-up never ends.
Follow-Up Secrets
Here are some follow-up secrets I've learned over the years that are important to understand and master if you're going to attract more clients.
1. Know where you are in the game

When you follow-up with someone, the purpose is to move the prospect from one base in the marketing game to the next base. If you try to jump bases (or move too fast), you tend to get rejected by the prospect. If you move too slow with your follow-up, you loose the interest you've generated up to that point.

2. Don't move too fast

When you get someone's interest (say at a networking meeting) and then say you'd like to call back to talk with them, that's fine. But when you make that call and immediately try to set up an appointment, you'll likely get some resistance. Remember, people want more familiarity and some information before they meet with you. So your follow-up system needs to build that in. One way to do this is with pre-written emails and links to articles or to your web sites.

3. Don't move too slow

If you give a talk and get cards from people who are interested in knowing more about your services, how soon should you follow-up? The very next day. For each day you don't follow-up, interest wanes. If you have only a few follow-ups, use the phone. If you have many, send an email to set up a time to talk in the upcoming week. Stale follow-ups are just that. They've forgotten what interested them in the first place, so when you call back after several weeks it's like starting all over again.

4. Balance fast and slow

The key to effective follow-up is balancing the fast and the slow. Fast to get back to someone when they show interest; slow to get to know them. Fast to provide information requested; slow to discuss what this information means to their business. Fast to get a proposal in the mail; slow to discuss the details of that proposal.

5. Watch your assumptions

What if someone doesn't get back to you? You've followed up promptly and you don't hear back right away. What does this mean? Only one answer: Who knows? It could be anything.But we are quick to jump to the conclusion that it's bad news. Not always. They might be very busy with a big priority or could even be out on vacation. So don't jump to conclusions. Just keep following up. Just watch that you don't sound desperate!

6. When to stop following-up

Let's say you have a prospect you've either met with or done a proposal for. You thought everything was going well, but they aren't returning your calls. Do you keep leaving messages or do you give up? What I recommend is leaving one last message that goes like this:"Hi John, I've been trying to get back to you about the project but haven't heard from you for a couple weeks. I don't want to keep pestering you, so if I don't hear back from you, I'll assume you don't want to move ahead. I'll leave the ball in your court. Please call if you want to take the next steps, but this is the last message I'll be leaving. Hope to hear from you. My number is ..."
This approach works. If they actually are interested, they'll call you back. If they don't, well there's your answer. It's time to move on.

7. Create follow-up systems
To streamline your follow-up, create systems you can use over and over again. A follow-up system consists of specific steps you take each step of the way.
It might work something like this:

a) prospect learns about your service and visits web site
b) prospect fills out form on the web requesting more information
c) prospect receives an automated email from you with web link
d) you send out personalized email requesting an appointment
e) you follow-up by email until appointment is set
f) you meet with prospect by phone
g) after phone appointment you send agreement
h) after a few days you send another email
i) after a few more days you leave a phone message
j) prospect ultimately gets back to you with a yes or no

Once your follow-up system is designed and fine-tuned, you can use it reliably to turn many prospects into clients. This is exactly how I built my business. It didn't happen by chance.
I invite you to use it to build yours.


*
The More Clients bottom line: The skill of follow-up is the glue that holds all of your marketing together. It's what bridges the gaps between initial connections, information, meetings and proposals. Make it a priority to master this skill as soon as possible.

Wellness (Reliv) - the next trillion business

The Next Trillion Dollar Industry!

World renowned economist and trend predictor, Zane Pilzner, explains how the Wellness Industry is going to take its place as The Next Trillion Dollar Industry; via direct selling/network marketing.

Current State of the Direct Selling Industry

Growing at a rate of 175,000 a week in the U.S. along it's never been better. Globally, it's half a million a week.

Super Direct Selling Video....

How To Analyze Best Direct Selling (Network Marketing) Company? - Sky News Report

Learn about one of the popular business model that works.
Its has been highly recommended by wealth experts, world leaders, Academic professionals and, Authors and Actors.

Why? Its affordable, It works- You will make money, Enhance team works and improve leardership skills etc.

Learn more and join our success team: Visit: www.emizaaj.com

Amway Global / Quixtar on the Rise News Channel 8

ABC News Coverage: Direct Selling on the Rise

Benefits of direct selling

• Direct selling is a good way to meet and socialize with people.
• Direct selling offers flexible schedules.
• Direct selling is a good way to earn extra income.
• Direct selling is a good way to own your own business.
• Anyone can do it – There are no required levels of education, experience, financial resources or physical condition. People of all ages and from all backgrounds have succeeded in direct selling.
• You’re your own boss, which means you can:
  • Work part-time or full-time – you choose when and how much you want to work.
  • Set your own goals and determine yourself how to reach them.
  • Own a business of your own with very little or no capital investment.
  • Receive training and support from an established company.

Network Marketing on NBC News

News coverage regarding Network Marketing..... The Business is really BOOMING!!

Now we have to decide....
Do you want to be a player.....
or, just a looser?

President Clinton Endorses Network Marketing & Direct Selling

Drip Marketing: Slow and Steady Wins the Customer

Drip Marketing: Slow and Steady Wins the Customer

Do it right and you can convert more leads. Do it wrong and your customer gets the water torture.

By Rick Cook | September 23, 2008

Drip marketing is the rather inelegant term for a marketing campaign that relies on repeated contact, or "touches," with a potential customer.

Unlike a leaky faucet, drip marketing is no accident. Successful drip marketing involves a carefully planned and thoughtfully targeted series of communications that will get your message across to customers and keep your company's name in their minds. As prospects move through the early stages of the sell cycle, drip marketing helps ensure that those potential customers become your actual customers.

Advantages

Building awareness is one of the most important advantages of drip marketing. It fixes your company name and message in the potential customer's mind.
Education is another important function. Drip marketing can inform prospects about your products and your industry by giving useful information while building trust in your company.

Who It's Good For

Drip marketing is ideal for high-value products with a long sell cycle, especially high-ticket items which are purchased at infrequent intervals. For example, mortgage companies and real estate agencies are big on drip marketing. So are health and life insurance agents. IT vendors whose products are purchased at infrequent intervals are also a rich market for drip marketers.
Drip marketing is especially effective if you have some insight into the prospect's buying cycle. Some kinds of goods, such as business computers and automobiles, tend to have a definite lifespan and are replaced every few years.

Aim Your Drips

Drip marketing needs careful planning for maximum effect. You must decide on a basic theme or themes that you want your campaign to drive home.
But the same message endlessly repeated loses effectiveness. Even though the themes remain the same, drip marketing requires variation in the way you present the message.

Kissing the Minimum Number of Frogs

On a percentage basis, drip marketing is not very efficient. It requires you to contact a number of people a number of times to drive sales. This doesn't mean drip marketing can't generate a lot of sales. Properly done, it can turn up many good prospects. But it does mean that you need to carefully focus your drip-marketing efforts. Paradoxically, while drip marketing uses mass-marketing techniques like email and direct mail, it becomes most effective when the messages are customized for specific audiences.

Once you've decided on your basic themes, you need to analyze your prospect list to determine which presentations are likely to be most effective with different groups. For example, a real estate agency will have some potential clients who are buying their first homes, some who are retiring and looking to downsize and some who are moving into the area. Each of these groups will benefit from a different approach. First-time buyers are likely to be interested in affordability. Older prospects looking to downsize will probably be more concerned about issues like tax implications and how to handle the sale of their existing home. By segmenting your prospects, you can provide them with the appropriate series of messages.

Drip Systems

Fortunately, drip marketing lends itself to a high degree of automation. Equally fortunately, there are a number of tools to help you run a drip-marketing campaign, or alternatively a number of companies who will run your campaign for you.
Many drip-marketing products are specialized for particular industries. For example Norvax Inc.'s
LeadMiner is designed for insurance agencies selling health insurance. Agent 360 from RENWare Inc. is designed for real estate agents. Other software programs, such as Swiftpage, are more general and will work for many kinds of businesses.

Beyond the industries they serve, drip products vary enormously in what they do. In fact, drip marketing is more a buzzword than a product description. One must look beyond the term to see what a product actually offers.

The most basic drip marketing products are email auto-responders. These simply send a reply, or a series of replies, to queries emailed to your business. Even within this category there is variation. Some of these products, like Swiftpage, automatically assemble a leads database in addition to sending out email messages. Others, such as TriggerTouch, will start with visitor information from your Web site. Most of these programs will send a series of messages, spaced over a period of weeks or months, in response to an initial query. In effect, they automatically launch a drip marketing campaign aimed at the potential customer. The more sophisticated programs allow you to vary the content of the messages as well as their timing depending on your evaluation of the contact. Some of them even have advanced features: LeadMiner can automatically generate current quotes to be included in the emails.

But drip marketing can be much more than just email. It can also include direct mail contact, newsletters, telephone calls or on-site visits. In fact, just about any form of customer communication can be integrated into a drip-marketing campaign. Some drip-marketing software will also automatically remind you to call the lead or send out mailings.

Some CRM programs, such as ACT4Advisors, which is built on Sage Software Inc.’s ACT! CRM program, come with features that let you set up a drip-marketing program. In the case of ACT! that includes a series of sample letters on various topics.

Finally, there are a number of companies that specialize in running drip-marketing campaigns, such as MyMarketingPartner Inc. They can help you create your message and analyze your prospects, and can provide you with prewritten or customizable materials aimed at the various target groups. You work out the basics and they do the rest.

Avoid the Spam Trap

Badly done drip marketing is Chinese water torture for prospects. They may remember you, but they're unlikely to deal with you. Bombarding prospects with uninteresting or irrelevant messages is a great way to end up being ignored. In this day of spam filters and floods of junk mail, it's all too easy to wind up as part of the background noise rather than a signal.

Email marketing is a particularly tricky business because of spam's current choke hold on email campaigns. In fact, most people who get a message from a company with whom they're not familiar are likely to assume it's spam.

Another problem with email marketing is that malicious emails have made people wary of opening attachments such as newsletters or reports.

The basic way around this problem is content combined with trust. To overcome the spam barrier you need an interesting message. You have to say something in which your potential customers are likely to be interested. Often that means giving them tips or other useful information.

Second, you need to build trust. Your prospects must trust you to give them something they want and not send them viruses. This is one limit for sending newsletters as attachments to emails.

Personalization also builds trust, both in your emails and in your company. As much as possible, include your prospects' names and other information — correct information — showing that they're not just a name on a mailing list. Also include information about who you are. For example, an email signed by the sales rep who will handle the account is more effective, especially if the email is from that rep's own email account.

Customizing on the Cheap

The big advantage of drip marketing is that it gives you a relatively low-cost, low-effort way of maintaining regular contact with leads who haven't yet made the critical buying decision. You can do this by other means, of course, but drip marketing lets you touch a lot more people effectively without wasting a lot of work. With drip marketing you can have more contact with more prospects without overloading your sales force or breaking your budget.

Courtesy:http://www.insidecrm.com/features/drip-marketing-092308/

Convert Prospects to Clients Through Drip Marketing

Convert Prospects to Clients Through Drip Marketing

 Posted in Campaigns, Email Marketing by Kristen Luke on July 5, 2009

 

In early June, an advisor who reads my blog sent me an email called “Sales Statistics.” It provided some interesting statistics about how many times one must contact a prospect before making a sale. Here is what the email said:

48% of sales people never follow up with a prospect.

25% of sales people make a second contact, then stop.

12% of sales people only make three contacts, then stop.

Only 10% of sales people make more than three contacts.

2% of sales are made on the first contact.

3% of sales are made on the second contact.

5% of sales are made on the third contact.

10% of sales are made on the fourth contact.

80% of sales are made on the fifth to twelfth contact.

I don’t know the source of this information so I can’t verify its accuracy, but even if it is not completely accurate, it demonstrates a valuable point: You must regularly contact prospects if you wish to convert them to clients. Just as you should touch your clients 24 times in a year, you should touch your prospects 5 to 12 times. If only 10% of sales people make more than three contacts, you will obviously be at an advantage if you make more than three contacts. If 80% of sales are made on the 5^th to 12^th contact, the formula is simple – contact your prospects 12 times. Simple, right? And while this can be a time consuming process, if executed as a systematic drip campaign you’ll be able to touch your prospects 12 times without much additional effort on your part.
A drip campaign is a marketing campaign where an advisor or firm sends communication to a prospect on a regularly scheduled basis. There are several ways you can do this. If you already have a plan to touch your clients throughout the year, you can just add your prospects to the same schedule with a few modifications. For example, if you are already sending monthly or quarterly newsletters to your clients, you can add your prospects to the email or mailing list. If you host client educational seminars or webinars, invite your prospects to attend as well. If you send holiday cards, make sure your prospects are on the mailing list. By adding your prospects to the same communication program you have created for your clients, you’ll be able to touch your prospects five to twelve times in no time.
If you don’t have a communication calendar for your clients, or you want to reach out to your prospects in a different way than you do with your clients, you may want to consider setting up a drip email campaign. There are plenty of email services available that will let you set up automated email campaigns that will deliver messages to your prospects at regularly scheduled intervals. All you have to do is decide what kind of information you want to send to prospects and at what interval you want to send them and the system handles the rest for you. Aweber, iContact, Constant Contact and GetResponse all offer drip marketing services (also known as autoresponders).
Some advisors are uncomfortable with email marketing because of their own feelings about receiving marketing emails. If you fall into this category, you may want to try another approach using direct mail. There are services like Vertical Response and SendOutCards that allow you to create postcard or greeting card campaigns that can be created and sent directly from your computer. This is a more costly option than email but can still be a good alternative.
To get started on creating a drip marketing campaign, begin by pulling out a calendar and writing down the one way in which you will reach out to prospects each month. Educational information will always be more effective than sales messages, so focus on articles and events that bring value instead of advertisements. Also focus on relationship building activities such as birthday and holiday cards. You will find this is more successful than constantly reminding your prospect of the different services you offer.
The next step will be to make sure you implement the campaign as scheduled. Try to find automated systems that will market for you so that you don’t have to be involved. Finally, if a prospect doesn’t convert to a client after 12 touches, consider removing them from your list. If your drip campaign does not have much cost associated with it (e.g. email marketing), you can probably leave them on the list. But if there is a cost (e.g. direct mail), consider removing them from the campaign so that you don’t waste any more money.
Remember! You spent your valuable time meeting a prospect. Don’t let your efforts go to waste. Let your marketing help you efficiently convert your prospect to a client.
Kristen Luke is the Principal of Wealth Management Marketing, a firm dedicated to providing marketing strategies and support for financial advisors. Kristen works with independent advisors to develop effective marketing plans and provides the back office support required to implement the strategies. For more information, visit www.WealthManagementMarketing.net.

The Real Problem with Network Marketing and Multi-Level Marketing (MLM)

It never ceases to amaze me the extreme polar views on the topic of network marketing and MLM. Some people are passionate about it in the extreme, and there are even top celebrity authors like Robert Allen, Mark Victor Hansen, and Robert Kiyosaki doing it and advocating it. Yet, in many circles, you might as well declare yourself a leper as admit to being in network marketing.
So, what is the problem with MLM and network marketing?
Maybe it's the pyramid structure? But you can't really take issue with the tiered compensation structure—almost every large sales organization in the world has that. Salespeople get commission, and sales managers get overrides or bonuses on top of that, and sales directors on top of that, and VPs on top of that.
Or maybe it's the fact that you have to pay to participate in it? But that can't be it—that's a standard franchising model. And I assure you, the franchise fee of most traditional franchises dwarf the sign-up cost of any MLM program by comparison.
Now certainly, there are illegal pyramid, or "Ponzi", schemes. This is where the money is all being made off of signing up other people, with little or no real product ever being delivered. But in spite of whatever perceptions people may have, the fact is that Amway, Excel, Meleleuca, PrePaid Legal, USANA, and many others have sold millions upon millions of dollars of products to happy customers, many of whom are NOT also reps. So, there may be a perception problem here, but if so, the perception is out of line with the reality.
But surely the bad reputation MLM'ers has some more basis in fact than the occasional illegal pyramid scheme?
The real problem with MLM is not MLM itself, but some of the people it attracts. Network marketing is just a business model, and it really amounts to "micro-franchising". Its upside is that it has a very low cost of entry, with the potential for exceptional revenue, and there are those who achieve that.
But those same things that make it attractive make it attractive to many who are NOT really qualified or prepared to become business owners. The salient characteristics of MLM make it attractive to people who:

• have not done well in their business or profession and have little money saved up to invest
• have no previous experience owning or running a business
• have no previous experience in sales
• have little or no experience developing business relationships other than that of employer/employee/co-worker
• are not satisfied with their current level of income
• have unrealistic expectations of the amount of work involved compared to the revenue realized

Don't get me wrong—I'm not saying that there's anything wrong with any of these things, or that this describes even a majority of network marketers—only that it describes a disproportionate number of network marketers, and that many of them never do anything about it.
As a result, many network marketers end up:

• over-selling the opportunity
• inappropriately discussing business in social situations
• coming across as desperate
• over-focused on new recruits and neglecting existing customers as a result
• being either inaccurate or deceptive when talking about their business

Again, I'm certainly not saying that this describes a majority of network marketers, but it does describe enough of them to tarnish the reputation of the rest. To pre-judge someone based on the basis of a small minority of people in that group is horribly unfair, but we must realize that most prejudices have some basis in reality, even if it has been distorted.
So what's the solution?
There's a first time for everything. And network marketing/MLM is a great opportunity for people to have their first business, their first sales role, etc. My point is this—recognize it for what it is: it's a business, and you are a business owner. And if you've never owned a business before, if you've never done sales before, if you've never networked before, you need to learn about how to do so, not just from the network marketing/MLM experts, but from established experts in those fields.
Network marketers who are serious about building a business should be reading and learning about business fundamentals, the latest sales and marketing techniques, strategies for networking and business development, etc., not just swapping tips at your team's weekly or monthly meeting. Act like a small business owner, and people will treat you like one.

Make Money Online in Pakistan - Part 1 of 2 - as seen on CNBC

Make Money Online in Pakistan - Part 1 of 2 - as seen on CNBC 

Make Money Online in Pakistan - Part 2 of 2 - as seen on CNBC 

Five Simple Steps to Convert Prospects to Clients

“The no-sell sale”:
Recently, I read an article that impressed me. Written by Katherine Vessenes, a lawyer and well known consultant to successful advisors, she has given permission to reproduce her article. To see more about her work or to sign up for her newsletter, go to www.vestmentadvisors.com.

By Katharine Vessenes:

When I first starting working with multi-million-dollar advisors, I was astonished to learn their closing ratio was a whopping 80 percent to 95 percent. Then, to test out my theories, I started working directly with investors myself; not that I wanted to work with investors. The reason? My closing rate had been about one-in-three prior to this.
So, you can understand my surprise when I found that by using this system, my own closing ratio was more than 90 percent. That’s why I call this powerful process the “No-Sell Sale”. I mean, if I, a pretty lousy salesperson, could do it, anyone can.
This sales process is not about selling at all; it’s about identifying prospective client’s areas of concern and then solving their problems. There is no hard selling. It’s the process of figuring out what your prospective client really wants and needs — and then giving it to them.
It’s incredibly easy to close more business if you have the right dominos and they are properly positioned. Here are some of the dominos, which, when properly aligned, can help you create your own No-Sell Sale:
1. Set every appointment up for the wow experience.
Remember that it’s important for every existing and prospective client to face your very best “Starbucks” experience”; that is, an experience so warm and powerful, prospective clients won’t be able to wait to come back and see you.
An example:
Have your receptionist memorize this script whenever you have a new prospect: “You must be the Martins. Katherine said to expect you. Also, Jim, her client service manager, said you liked diet ginger ale. If there’s anything else I can get for you, please let me know.”
Refreshments are then served on china, with crystal glasses — all of which are presented on a nice tray.
This is a far cry from a financial advisor’s office I worked with last year. All they offered me was water, and it was served in a Styrofoam cup — more of a Lake Wobegone experience than a Starbucks experience. It did not make me feel special — in fact, it had just the opposite effect — I felt like I was so unimportant to them that it was not worth their time to wash out a glass for me.
Making prospects feel special is a key part of the experience. Everyone wants to feel like they are your most important client. Taking a little extra time can pay big dividends in your relationships.
2. Let the prospect talk. Your job is to listen.
Recently, I sat in on an interview with the number-two rep of a medium-size broker/dealer. He was making about $700,000 per year and could easily double that by tightening up his sales process. His biggest problem? He talked too much. I watched him burn a full 30 minutes in chit-chat with his new prospect.
Multi-million-dollar advisors know their only inventory is time. It’s important to be efficient with that time. Although multi-million-dollar advisors are polite and do spend time getting to know their prospects, they don’t spend 30 minutes talking about themselves, the weather or swapping stories. The best way to use your time is to get prospective clients talking about themselves. This not only lets them feel important, it helps you assess how you can best solve their problems.
Ask prospective clients some key questions about themselves, such as:
* What brought you in today?
* How can I best help you?
* Tell me about how your parents treated money when you were growing up. Did they have an abundance mentality or a poverty mentality? How did that change your philosophy on money now?
* How did you get to where you are now?
* What is your investment philosophy?
* What do you want your money to do for you?
* What is the best investment you ever made and why?
* What about the worst?
* Have you ever had a successful relationship with a financial advisor? Tell me about it.
By the time you go through these questions, you will not only know a lot about your prospective client’s character, but you will also know their money personality. If the prospect is hung up on losing $500 in a bad stock choice 20 years ago, this tells you they’re very uptight, remember every bad experience and are very risk adverse. Remember: The prospect, not you, is the marketing genius. Once they tell you what they want, all you have to do is give it to them to close the sale.
3. Use an agenda.
Sometimes advisors will send out an agenda in advance of the meeting. This can be a good technique. However, to simplify my sales process, I usually had an agenda prepared at the time of the meeting. The agenda makes you look like the professional you are. It also serves as crib notes, so you don’t forget to cover all the key items.
The agenda, which I recommend you present using a flip chart or whiteboard, serves many functions. It helps prospects stay focused, as at any time during the meeting, they can look at the agenda, which is always posted, and see where we are at. It really helps reduce their fears and makes them feel more comfortable. People don’t like surprises and one way to make the process less fearful for them is to let them know, in advance, what to expect.
Once I go over the agenda with prospects at the beginning of the meeting, I also ask these two questions:
a) What do you most want to happen during our meeting today? This lets you know the uppermost thought on your prospect’s mind. If you can solve that problem, you can create another client.
b) Is there anything else you want to add to this agenda? This entire process is all about the prospective client. Asking this question lets them know they are in charge. People who feel they are in charge are more likely to agree to your recommendations.
4. Use the client’s learning style.
One of the best investments I ever made was to become Kolbe certified. Kathy Kolbe created a series of amazing tools that can be used to assess how people solve problems, approach work and make decisions. These same tools can be used to help assess how clients need information presented to them in a way that makes them feel comfortable and able to come to a decision to implement our recommendations.
Although this is a much longer discussion than we have time for, to summarize: I have learned to first approach all clients as if they are “QuickStarts,” in Kolbe speak. That means they like executive summaries and bullet points. Give them too much information and they check-out mentally because QuickStarts get bored easily. The point here is to cut to the chase quickly for this group, which represents about 20 percent of the population.
Next, I would add in the details for the “Fact finders.” This group, another 20 percent, loves background information and the depth of your research. They want to know that you have done your homework and you aren’t shooting from the hip. If you don’t give them the reasons for your recommendations, they will think you are unprepared and won’t trust you.
Thirdly, I would tie our recommendations into the client’s past, present and future. This addresses the needs of the “FollowThrus,” who are very organized by nature. I would give special attention to our process for determining what we recommend because process and procedures are important to this 20 percent of the population.
Finally, I would make sure the recommendations were put in a pretty binder with a nice cover, because this is important for the “Implementers.”
5. Involve both spouses in the conversation.
One big mistake I have seen some advisors make is to talk just to the husband and ignore the wife. They must be under the misconception that husbands make all the financial decisions.
Sometimes it’s done very subtly, like starting the conversation about the local sports team. Now, some women are big sports fans, but many are bored by this topic and will feel left out — make sure you talk about something that is important to both spouses. Both spouses must feel valued, important and appreciated.
Another misconception is that the husband is in charge of financial decisions. In fact, I have seen numerous studies that show women control more than 50 percent of all of the wealth in the U.S. today. It’s always safe to assume that both parties will be talking about you and your services on the way home from the office, so make sure you “love-up” both of them.
One way to involve the spouse is to repeat the questions for each one or rotate who you want to answer first. Here is a script for that process:
* “So tell me, Jane, what do you most want to get out of our meeting today? Bill, what about you? What do you most want to get out of the meeting?”
* “Bill, what would you say are your top three financial goals? Jane, if I asked you the same question, what would your answer be?”
So, empowering the prospect, using an agenda, loving them up, giving them a wow experience, using their learning style and involving both spouses are key dominos that need to be aligned for the No-Sell Sale. On the surface, each one of these may seem pretty inconsequential. In fact, you may be saying, “Why should we go to the trouble of baking cookies and serving juice in a crystal glass? We could save ourselves some time and a little money by skipping this domino.”
Yes, you could save yourself some time and money, but you would also reduce your closing ratio. Because it takes so much time, energy and expense to get a new prospect into your office, it is important to wow them the first time — you may not get a second chance.
Each of these dominos may not seem like much, but when you add them all up — you can get terrific results — and that means a lot more happy, satisfied clients.
Next time we will discuss five more dominos in your No-Sell Sale — how to convert more prospects into clients.
Katherine Vessenes, JD, CFP®, RFC, president of Vestment Advisors is the country’s leading consultant on the practice management strategies need to build the multimillion dollar practice (Kaplan). She is also America’s best-known authority on the legal, ethical and compliance issues facing financial advisors (Bloomberg). A popular speaker and practice management consultant, she can be reached at: 952-401-1045, Katherine@vestmentadvisors.com or www.vestmentadvisors.com.
©Katherine Vessenes 2010, all rights reserved.

 

About ClientInsights.caA breakthrough in client communication Not long ago, clients read what you sent them. Today that's changed. In the You Tube world we live in, many investors would prefer to hear from a portfolio manager directly. And instead of reading an article on tax saving or estate planning strategies, more and more Canadians would rather watch an expert discuss the topic. Clientinsights.ca was developed in response to these changes - to deliver information in the form that investors want to receive it. It provides over 150 short video interviews, each about 4 to 6 minutes - you can email them or watch a video along with clients to start a meeting. No matter how you use it, Clientinsights.ca is designed to help you take client communication to a higher level.Dan Richards Founder and CEO, Clientinsights.ca Read more from the author/contributor here.