When you’re doing sales marketing, the way how you talk to your client is played the most important part. If you have a good communication skill, you can sold out your product very well even your product quality is suck.

How you ask questions will determine your results.

If you’re selling life insurance, you probably having some problems when you are trying to pursue your friends to buy from you. Most of the time you will get the problems like below:

1. Your friends won’t listen to your phone.
2. They’re trying to stay away from you.
3. Friendship relationship will getting worst.

and etc.

It’s not your job fault but the way how you talk and ask questions. Most new sales people will directly sell the product instead of trying to understand the client problems.

Here are some questions that most new sales people ’Love’ to use:

(I used insurance as an example)

1. Do you want to buy insurance medical card?
2. Please contact me when you want to buy insurance.
3. Do you have insurance already?

If you’re using the questions above, 95% of people will say NO or REJECT you.

Let me exlplain the first question:

When you’re asking ‘Do you want to buy insurance medical card’? Most people will say ‘NO’ - because you have set a trap for yourself in the question. When you’re asking this kind of question, the asnwer is only YES or NO. (you will get 90% of ‘NO’ for the answer)

How about tweak the question to:

‘What kind of insurance medical card you’re using?’

You won’t get yes or no from this kind of question. if the person able to give you the name of the insurance within 2-3 seconds, which mean they already got the medical card. (90% is honest answer)

If the person answer you the name of the insurance after 4 seconds, 90% is fake answer. Which mean the person do not have any medical card but trying to reject you. Don’t give up, at least you got the information that this person do not have any yet, so you can do follow with him.

Let’s proceed with the question number 2.

‘Please contact me when you want to buy insurance’. (99% will say OK)

If people say OK to you, which mean 99% will not contact you. It’s very rare case that you receive someone phone saying that ‘I want to buy inisurance’. People won’t sold themselve, so please do not ask people to selling something back to themselve.

So how to let people call you for questions? Here’s a good example:

‘I’m now studying insurance, you can call me if you have any questions or problems about insurance.’

99% people will say OK as well. But you will get some of them calling you for questions. You’re not selling them anything but giving free advice and tips. Just like blog, people like to read blog instead of reading salesletter. Blog provide free content but salesletter trying to sell something.

When people has problems or questions, they will seeing you like an expert. They won’t call to the person that they have rejected them before. Because they didn’t reject you previously when you give permission to them to ask you questions. So they’re more comfortable to call you instead of the person who has been rejected by them.

Let’s proceed with the last question:

‘Do you have insurance already?’

This question is something similiar like the question 1. You will get YES or NO for this question.

Use the same tactic like question 1:

‘What’s the insurance company you’re using right now?’

You won’t get yes or no for the answer. But the correct name of the insurance company. Same thing, if they can give you the name of the company within 2-3 seconds, which mean they have already using other insurance company services and 90% is correct answer.

If they give you the answer after 4 seconds, 90% will be a fake answer. Because they do not have any, so they will take time to think one to reject you. Most people will take around 5-7 seconds to give you a fake answer. So you will know that this person do not have any insurance yet and so you can put them into the future follow up list.

NOTE: These example marketing questions are not for insurance only, but I took insurance as an example to share what I have learned from real experiences.

As I said earlier, if you are asking the wrong question, the result will be different. Probaly losing relationship with your friends. They’re afraid of you to sell them something. What if you’re telling them that they can find you or ask for advice when they have any questions or problems about insurance.

Provide free advice and tips will help you to build up the relationship and trust. When people seeing you as an expert, they will take your advice to solve their problems.

Example: John is having problems with his computer. His computer under attacked by Virus and so he’s worrying about his data. He phone you for advice, and you give him some tips to transfering his data to somewhere else and then clear up the files. After that, you will ‘advice’ him to use ‘ABC Anti-Virus’ software to protect his PC to avoid the same case happen.

So, asking the right questions will help bringing more sales, while asking wrong questions will getting worst and worst. Think before you ask.

If you have ask wrong questions previously, no worries, we all learned from mistakes. There is no perfect but we’re trying to make it perfect.

Please leave your comment if you have any questions or comments. Thank you!

Tags: sales communication skill, marketing questions, sales marketing, how to ask questions, telemarketing skill

How To Sponsor 10 - 20 Reps Per Month In Any Company.

Black Belt Recruiting by Mike Dillard & Mark Wieser

I got my own copy Black Belt Recruiting few days ago. (see screen shot below)

If you’re doing network marketing business, this is a MUST course that you should study. Before I bought Black Belt Recruiting, I have ordered Magnetic Sponsoring book and studied few months ago. I’m very surprised that the information shared in the Magnetic Sponsoring book are worth 3 times than the price I paid for. So when the Black Belt Recruiting is launched, I ordered immediately without think twice because I know Mike Dillard always over delivered the information.

Click here to learn more about Black Belt Recruiting

Inside the information shared how you can get invited, how to generate attraction, step to produce 20-40 leads per day and many more. This course is for newbie, intermediate and advanced marketer.

Before this course, I have studied several network marketing books and none of them better than Black Belt Recruiting.

In Black Belt Recruiting information, you can easily understand and put them into action. Not like other that takes you time to understand the technique and some even very hard to put into action.

After my personally reviewed, Black Belt Recruiting is the best course that I recommend to anyone who’s doing network marketing. I did even recommend to some of my friends too.

Click here to learn more about Black Belt Recruiting

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Tags: mlm traffic formula, magnetic sponsoring, black belt recruiting, mark wieser, mike dillard

Have you ever wondered the secrets to how top recruiters seem to sponsor so many people into their company almost effortlessly?

Do you have trouble talking to prospects on the phone, or avoid making those phone calls all together?

When you do finally pick up the phone are do you find it hard to find the right things to say and answer objections like…

“How money are you making?”

Or

“Is this a pyramid scam?”

Well if you have problems in any of these areas your problems are answered.

You see my friend Mike Dillard, network marketing expert, recently sat down to interview one of the industries top recruiters, Mark Wieser, on how he is able to personally sponsor as many as 25 reps per month and over 254 reps in one single year.

This interview was video taped and Mike decided that instead of charging hundreds of dollars for this information that he would give it away for free.

If you would like to get your hands on this video and learn how you can become a “Black Belt Recruiter“, and over come your issues with talking to prospects on the phone.

Click here to get your hands on this free video…

Sponsoring people will never be the same.

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Tags: Mark Wieser, black belt recruiting, Mike Dillard, mlm tips, mlm traffic formula, cold calling, building on a budget, mlm marketing, magnetic sponsoring, mlm opportunities

It doesn’t matter you’re doing offline or online businesses, you will need to choose your own market to make money.

“Hot market doesn’t mean more profitable”

Hot market will have a lot of competitors especially “Gurus” player and price war. It’s very hard to make profit from hot market and it might not worth the time, effort and money that you have invested.

Example: One calculator can sell one for $20, but because there are a lot of competitor selling the same calculator like you. Competitor A sell $19 then Competitor B sell $17 and Competitor C sell $14 and so on…

So how you’re going to make profit from that?

Although those “Cold Market” do not have much demand but you can make a good profits. You can command the price more higher and nobody going to play price war. You spend less effort, time and money but get more profit in return.

This is same as online and offline businesses. Like, there are more than 3 cheese cake shop opened in the same commercial center. May I know which cheese cake shop you will choose? You will compare price if they’re selling the same cake. So price war begin. At the end of the time, who will win? — Buyer

So choose the right market before you invest your time, money and effort into it. Otherwise you will waste all the energy but get a little profit in return.

Tags: online marketing, internet marketing, start your own business, make money online, how to choose market, niche market, offline marketing

When you have no idea how to improve your business, usually will learn from other and apply the same strategies and tactics in your business. Does it work?

Yes and No.

If you’re doing restaurant business and you are trying to copy the shopping mall marketing strategies to apply in your business, the high posibillity is it will not work for you. Like, the shopping mall applying collect reward point for every purchase. But do you think it will work effectively in restaurant business? Not really. Maybe you get some response but NOT effective and good result.

Offline Business like restaurant applying Online Marketing? Usually offline business applying online marketing is just to brand their name but not attract more customers in the first place. You see, you are NOT going to attract tons of customers go to your restaurant by applying online marketing BUT just to let the world know about your restaurant and start building your brand.

But before your business is good, you will need to apply the right strategies and tactics to attract more customers in the first place. Once you have a customer base then you can start build your brand to let more people know about your restaurant.

Some people do not understand about this, and just listen to some internet folks say, “hey, you can get millions of people know your restaurant if you are applying online marketing” and WOW, this is sound great! Does it really bring you millions of customers with this method? What do you think?

How about online business doing offline marketing? Like, I’m selling ebook on the internet and I apply the offline flyer method to promote my ebook. Does it work? How many people do you think they will take your flyer and open the computer then buy your ebook? Make sense?

If you’re applying offline marketing for your online business, it will only help you to build your brand and letting people know you are exist in this online world. So when people discussing about online shopping, their conversation will something like “hey, I know there is a local person who’s selling ebook on the internet too”, people will know you and you have build your brand. They could be your future customers but not as fast as tomorrow like promoting in Google Adword.

What do you think about this article? Please leave your comment here.

Thank you!

Tags: offline marketing, marketing strategies explained, online marketing, business strategies and tactics, business marketing, google adword, offline business, online business

If you have missed the part 1 post, click here to read the part 1

Quick Recap: In part 1– Sell the product that your customers want. Help them achieve their goals, or get their problem solved.

When you creating product, you will need to make sure that this is the product that your customers WANT but not NEED. Both of them are DIFFERENT. The things they need, doesn’t mean they will want that things.

Example: James need a car, so he can go anywhere anytime he want without waiting for taxi or buses.

Take note here: ‘James need a car’

Car is too general, it could be BMW, M.Benz, Toyota, Honda, Mazda, Ferrari and etc. If you simply intro any model to James, then the percentage of closing sale is less than 50%. You will need to know what he WANT.

It could be fair price around $20k, 6 seats, 4 wheels drive and etc. THIS IS WHAT HE WANT.

James need a car but he want the car have 6 seats, 4 wheels drive and price around $20k. So if you intro James BMW that cost him around $50k and just 4 seats, do you think he will buy?

Or you intro him a car that cost around $10k, 4 seats and front wheel drive. Do you think he will buy? Of course NOT, although the price just $10k, but he want a 6 seats car so his whole family can get in.

The customers want 6 seats but you intro 4 seats, and the closing sale is less than 30%.

We know that our product will not 100% fit to all customers, but at least fit their 70% things that they want.

Example: James want a car just cost around $20k, with 6 seats and 4 wheels drive.

If you have a car that have 6 seats and 4 wheels drive, but the  price is around $25k. Then your closing rate is as high as 90% above. Because you have closed 2 of the things he want and just left 1 behind. So it’s time to say something good and sweet why your car is so GOOD, and say a few good reasons is because of 6 seats and 4 wheels drive (keep remind them that the car have 6 seats and 4 wheels drive), so you’re hypnotize the customer to their mind with “This is the Car you’re looking for” or “This is the Car you want”.

Keep praising the things they want, like James want a 6 seats car with 4 wheels drive. Then you target the ‘6 seats’ and ‘4 wheels drive’. Keep prasing how good is the 6 seats car and how good is the 4 wheels drive car. The customers will feel that you have a same thinking with them.

I know this may sound like not good, but HEY, this is WHAT THEY WANT TO HEAR.

Honestly, people like to hear GOOD and SWEET. But I know there are some people don’t like. Who care?

The truth is MOST people like to hear GOOD and SWEET. Do you want to do business with 80 people or 20 people?

You know the answer. We’re doing business, customer willing to pay money just because you can deliver the things they want. Who care you’re talking from your heart or not?

You can say GOOD and SWEET about their car, shirt, hair, hobbies, or the things they WANT. Example like: “I agree, 6 seats car is better because blah blah blah….”

A successful sales person know how to talk to their customer. They’re expert of entertainer! You make your customers happy, you get paid. And they’re more likely to hear from you again (because they want someone like you that understand what they want)

This is simple– do you like a person that always say something bad (negative) or always give bad comment on you?

If a person always say something GOOD and SWEET and always praise you, I believe you more likely to join with him. You know the answer.

Remember: There are no right or wrong in doing business. We do business with majority people and give what they want. That’s it. They get the things they want, they HAPPY and you get paid. Thank you!

Tags: sales marketing, sales and marketing strategy, strategic sales and marketing, advantage sales and marketing, make your customers happy, serve customers tactics, customer service

There is no secrets or advanced courses to teach you how to make your customers happy. Every customers will have their own characteristic and styles. You cannot apply the same tactics to all your customers otherwise you will make them unhappy and they will feel that you’re not understand what they want.

This is based on previous experience– You only can know more about your customers when you are talking with them. You will more understanding your customers after conversation with them.

Example: After talking with “James” (your customer), you discovered that James very interested to learn how to play golf and enjoy the game. So the suitable product to John will be the basic golf courses but not those advanced courses or how to win in the game.

Some people might just want to enjoy the game but not win in the game. If you push them to learn the advanced technique then they will fail to enjoy the game. What will happen then? You lose the customer.

Just give what your customers want and they will be more happy to do business with you. Some people might not want to be an expert but want to enjoy the learning process. Sell the suitable product to your customers.

If you’re selling “How to” information, you can consider to split them into 10 ebook or package. Some people might not want to learn A-Z but just some part only. You will reduce the refund rate and also have more happy customers.

We do business with majority people but not the 10% market. It could be harder to attack the 10% market and high risk. We cannot make all customers happy but at least 80% of them are happy from doing business with you. If you find out your 80% customers like to learn basic information, then you could consider to just attack them basic products.

What is basic? Split the information from A-Z into A-C, D-F, G-I…. so on!

If your majority customers are working 9-5 a day, you should know that they do not have the time to learn the A-Z information. Let’s take build an online business as an example– James (customer)

James is currently work as ABC company customer service 9-5 every day and he’s interested to build an online business to earn extra income. So what do you think the best course for James? It’s the A-C (basic) information, because he just want to earn ‘extra income’ but NOT want to quit his job.

Online business and Offline business are the same. You will need to put in your effort, time and money to build it. There is NO push a button and money coming in 24 hours! (NEVER)

When a customer achieve something like he/she successfully made a sale after study your course, then he/she will said that your course is good and better than those ‘Gurus’ course. There is no right and wrong.  The ‘Gurus’ course might teach advanced information or A-Z course and probably cost them thousands dollar.

It’s not easy to learn from A-Z, because it’s takes time to learn and understand. Most people ‘know’ the information after study the course but not ‘understand’ what it mean.

Know and Understand are different thing. ‘Know’ doesn’t mean you ‘Understand’. Like a customer knows he/she will need to build a website, setup opt-in page, write follow up email…… to sell a digital product online! But the problem is he/she do not understand how to setup. Make sense?

That’s why there are so people complain that they have spent a lot of money into the courses but still failed to achieve what they want. Some people are slow learner and they cannot understand the A-Z information. They will confuse and give up fast. They just want to get a small achievement. So help them achieve what they want, but NOT what you want.

Tags: sales marketing, sales tactics and strategies, internet marketing, offline marketing, online marketing, make your customers happy

Starting a business is hard, to maintain the business is the most harder part.

Some may wondering why the business become SLOWER… This happen in ONLINE & OFFLINE businesses.

“Customers can easily FORGET you”

In the online world, marketer ALWAYS said “Money is in the LIST” — Yep, THIS IS TRUE. No matter it’s 2002 or 2008, without a LIST just like starting a new business. When you have a LIST ( Mailing List ), you can just a click of button to let all your customers and subscribers know that you have new offer. This is common in the internet marketing.

No matter Online business or Offline business, building a customer LIST is a MUST in order to maintain the business. No more WALK IN business today. When your LIST growing bigger month after month, then you can expect your business will growing big soon. When you have new item arrival, you can save more on the advertising cost. Some offline business company use mobile message ( SMS ), Email and letter to communicate with their customers list.

This is to REMIND the customers that you’re still THERE. In order to have YOU in their mind when they want to buy something, you will need to build relationship with them first. HOW? Provide free informations or tips to the customers list when do not have any offer.

Example: Your’re selling Cheese Cake, you can share some of the cheese cake informations to the customers through email, mobile message and newsletter ( hardcopy ). Please note that you’re NOT sharing how you do the cheese cake, but share more about cheese cake info like the benefits of the cheese, what type of cheese is good for health, the season cheese cake…….. ! Your customers will appreciate that they have gained so much of info from you for free and you will be in their MIND when the “cheese” popup in their mind. When they want to buy cheese cake, YOU will automatically popup from their mind. Because you’re the ONLY one who give free info and advise to them. So they will trust more on you.

Building relationship with your customers is NOT about give them more discount or special offer. If you think give more discount and special offer to the customers can build a good relationship with them, then you’re WRONG. You’re putting a BIG TRAP in your business. Because discount and special offer everywhere, so it’s very competitive and the customers will only choose the big discount or best offer to buy.

Information is MORE VALUE than discount or special offer. So when you start a business, or selling something, remember to get your customers details and store them into your business. This will become one of your business ASSET.

If you want to use Email to communicate with your customers list, then you will need an autoresponder system that you can just a mouse of click and send ten of thousands emails. Yep, just write an email and click send, then all your customers will receive it with the personalize name and details.

NEW to autoresponder? Click here to take a free tour

Most reliable and reasonable price AUTORESPONDER SERVICES at:
http://www.mysoftwaredepot.com/presents/autoresponder

For the next post I will share the source of informations that you can get to share with your customer list. I know some people facing the problems that no idea where to dig the informations to share. Because writing your own will very time consuming. Talk soon…

Tags: building a list, offline business, autoresponder, online business, business marketing

How to make extra 100% of profit with the same product?

When the customers become smart, the seller will become smarter. Otherwise they will close the door very soon.

Buyer like to compare the price, quality, free gifts, services and benefits. These are most headache things when you’re selling to the prospects. They will ask you a lot of questions such as why your’s one is expensive than ABC company?, why your’s don’t attach free gifts like ABC company?, and many more…. ( some even no logic questions )

BUT some seller are getting SMARTER nowadays! They have discovered how to make extra 100% of profits with the same product. No one is KING in this world, if you think you’re the smarter marketer, then there must be someone smarter than you. It’s good that you believe yourself and have confident to do whatever things, but not over the limit.

Some people thought they’re the SMARTER. Whatever they do, they won’t listen to anyone and their personality will start changing. If you’re like me, love to watch “The Apprentice” TV show, you will more understand what I mean.

Here’s how some Seller manage to make extra 100% profits with the same product.

“Split the product from a package”

The “Split” product tactics it won’t works if you didn’t plan well. You need to plan well before you use the “Split” product tactic. Here’s example how it works:

The seller split the full set of Car audio system into 3 part– CD player, Amplifier and Speaker. Actually they’re ONE SET. But the seller split them into 3 part. When you’re inquiry the car audio system, they will ask you whether you want half set or full set?

Honestly, a package or a set of product is more easier to sell– but those smart seller manage to split the product from full set into half set or become standalone product to make extra 100% profits.

This is SAME as some of the marketer who are selling courses or software on the internet. Some of them applying this tactics very well. Here’s how it works with software or ecourses:

Let say the Autoresponder software can send more than 10k of email with 99% delivery rate in a day and able to add up to 20k subscribers in one single account.

But the seller split the software features into 2 version, they always sell the 1st version to the public– right now the Autoresponder software only can send 3k email max per day and only able to add 5k of subscribers per day max.  But after you have purchase the software, they will have the ONE-TIME-OFFER upgrade to the “Full Version” which can send up to 10k email in a day and add 20k subscribers in a day.

Or some marketer selling their basic ecourses in front, and offer you their ADVANCED version after you have purchase the basic version. I like their headline when they’re offering their advanced ecourses–

“WHY Make Thousands When You Can Make Millions?”

Probably they’re telling you, you will only make thousands by learning the basic version BUT now you can make Millions if you take the advanced version. There will be a lot of people take the advanced version offer since they have been sold from the  start. So it’s very easy to make extra profits with the split product tactics. But as I mentioned above, you will need to plan very well in order to make the tactics works well.

Click here to learn more business strategies

The Cash Voucher method still works to increase sales?

The asnwer is YES, if you have done it correctly.

Last 2 weeks I have spent my time in a few shopping mall with my friends and family, because of Christmas and New Year 2008. Most of my money spent on the same shop since last few years ago.

The reason is simple: “Cash Voucher”

I’m the member of the shop since last few years ago and I also join a lot of membership in bookstore, fashion shop, restaurant and many others. Because the member fee very low and get reward for every dime you have spent.

Some of them have a good strategy to get more repeat sales from the existing customers. But some of the shop do not apply the “Cash Voucher” method correctly, so they failed and canceled the cash voucher promotion.

Here how the Cash Voucher method works:
1. The client spend every $100 get 10 points / %
2. Once the point have reach the limit like: 50 points / 100 points the client will receive a Cash Voucher to spend in your shop again.

The shop that have applied the method very successful is because they make the “Cash Voucher” like real cash. But the “Cash” is going to expire if you do not use it. If you have $50 / $100 cash going to expire, I bet you will spend it as soon as possible before expire.

What if you have $1 / $5 cash going to expire? I believe there are only 20%-30% will take immediate action on it, while other will forget it ( I’m one of them ).

The reason is simple — because the $1 or $5 cash voucher doesn’t seems very attractive and people are lazy if you have ask to drive your car to shopping mall because of the $5 cash voucher? Most people will say “Forget it”. My vehicle gas or petrol is more value than the $5 cash voucher.

Do you see my point? If you give a few dollar cash voucher to the client, 80% of people will see it “NO Value”. Most people will only apply the voucher when they need it. If you give $50 or $100 cash voucher, the client will come to buy again because they afraid to lose.

The shop owner do not give the cash voucher if the client do not spend enough of money to accumulate the points. Let’s say the client has spent around $300 in that shop, so the client get 30 points ( or $30 ) - but the shop owner do not release the cash voucher to the client yet because the $30 cash voucher seems not enough attractive, so the shop owner give the cash voucher to the client until they have spent enough money to get the $50 cash voucher.

Wow! If you get $50 Cash Voucher and the expire date is next week, will you miss it? I bet 95% of people will take action to apply the cash voucher before it expire. The rest 5% it could be the client forgot the expire date, do not have money to buy again so they are qualify to apply the cash voucher or they have give to their friends and family.

In conclusion: Let your client spend more before release the cash voucher to them. Help them accumulate the point until it reach $50 - $100 instead of giving them $1 - $5 cash vouchers separately.

Let your client spend more to get the voucher — they will feel the Cash Voucher like their hard earned money because they have spent so much of money in order to get the $50 or $100 cash voucher.