Archive for February, 2012
Well I think we can call the first Cold-Market Academy a success – 99 enthusiastic Network Marketers and some really fantastic feedback as you can see on the comments at the bottom of the Academy page.
I thought it went well and I have a couple of little tweaks for the next one in Wetherby on April 15th (to book, see the tab above). In particular, next time I will include the bit that was missing from the script card: “It looks as though I can help you here. Shall I tell you what it’s all about?”
If you were there you will know I make a big fuss about the Law of Averages. Today I have had a splendid demonstration: Although the final preparations meant that I never got around to posting it on this blog, I was out as usual with my prize draw forms on Thursday and as you can see from the results below, it was somewhat disappointing: 41 minutes and no appointments.
As delegates will know that is not supposed to happen. The average is supposed to be one appointment every half hour. Well, on Friday I had my head down trying to get the slide presentation right (almost managed it!) and so the next opportunity was today – and guess what: I did just 32 minutes and got two appointments! You can see the stats below.
But really the high point for me was listening to Prakash Shah telling his story: You see,when the Academy was first announced, Prakash said he couldn’t wait for yesterday. He wanted results immediately, so I went up to Wellingborough to teach him.
He got no appointments at all. It was a bitterly cold day and the only people who seemed to be out in Wellingborough town centre were the ones with no work to go to. But Prakash just kept on trying – finally realising that Wellingborough simply wasn’t the right place. When he tried Northampton he got much better results – and signed up two customers on Saturday…
Actually that’s the great thing about Prakash: If something doesn’t work, he just keeps worrying away at it until it gives in.
In fact there’s a lesson there for all of us.
|23.02.12||1052 – 1057||Prize Draw. Woodbridge Car Park||5||9||Yes|
|1057 – 1102||5 (10)||2 (11)||No||Yes|
|1102 – 1107||5 (15)||2 (13)||No|
|1107 – 1117||10 (25)||16 (29)||No|
|1117 – 1120||3 (28)||7 (36)||No||Yes|
|1120 – 1122||2 (30)||2 (38)||No|
|1122 – 1131||11 (41)||14 (52)||No||Yes|
|27.02.12||1212 – 1221||Prize Draw. Woodbridge Car Park||9||13||Yes|
|12 21 – 1227||6 (15)||4 (18)||No|
|1227 – 1237||10 (25)||9 (27)||Yes (Cancelled)|
|1237 – 1244||7 (32)||11 (38)||No|
“What exactly do you do?”
This from the young man who arrived to film video testimonials at the end of the Cold-Market Academy today. A bit of confusion meant that we didn’t find each other until almost everyone had gone home.
However one of the Academy’s first students was holding a team meeting in the bar and so we hijacked him and some of his team to sit in front of the camera and say how great it all was.
And clearly it was great because, as I say, the cameraman wanted to know what it was all about.
Those who were on the course will appreciate that I just spouted the script from the back of the Win-a-Mini form – merely adding on the end: “Do you reckon you know anyone who would like to save more than 25% off the cost of their household bills?”
He reckoned that everyone would – and now he’s looking at the website.
And I wasn’t even supposed to be working today!
Eight days to go to the Cold-Market Academy and I’m beginning to realise just what I’ve taken on. I need a bigger P/A system. The video needs to be re-cut…
In short I’m getting busy – and we all get busy. So I could do what is so tempting to do: I could put my Network Marketing business on the “back burner” until things ease up.
… and that ways lies failure. Whatever you are doing, you must never allow your Network Marketing business anywhere near the back burner!
Fortunately I had a little impetus: You may recall that yesterday an appointment was cancelled: Not postponed (I’ve been called into work, the dog’s had to go to the vet…) No, this was cancelled (I’ve decided I don’t want to do it after all…)
So, despite not really having the time for it, I went down to town for half an hour. In half an hour I know I’ll get another appointment. But in fact the third person I approached stopped and asked “What’s it for?”. Just six minutes after starting, I had my appointment.
Of course then I should have put in the other 24 minutes to “pay for it”. But no – with vague notions of making it up later, I headed home.
But here’s the thing: Once you have achieved the mind-set that you have to do your daily activity, you’re going to feel uneasy until you do it. And sure enough three hours later, I was in Ipswich buying a new pair of walking boots and found that the first shop I went into had a 20% off-today-only sale… and the first pair of boots were reduced by 30% anyway… and they fitted… and I was about to pay for them when I found myself saying to the assistant: “Look, I’d just like to nip out and do something for half an hour. Would you keep them behind the counter for me?”
And I went out and did another half an hour of prize draw. As you can see below, it was averagely successful – and I’m sure that, because I was being so virtuous, I didn’t end up with nothing in order to pay for my earlier bit of good luck. Instead I landed another appointment and two people to call back.
I was so pleased that when I went back in to get the boots, I found myself chatting to the assistant about sudden unexpected 20%-off days and, apparently on a whim, I added: “By the way, here’s a question for you: Are you in the market for more time, more money or possibly both?”
And he was… and so was his colleague…
Writing about it now, I feel that Bill Cullen would be proud of me. If you don’t know Bill’s story, I’ve included a link below.
(more to the point, his Granny would be proud of me!)
|Date||Time||How||Minutes||Number of people asked||Appointment?||Callback agreed?|
|17.02.12||1222 – 1228||Prize Draw. Woodbridge Car Park||6||3||Yes|
|1556 – 1600||Ipswich street||4 (10)||6 (9)||No||Yes|
|1600 – 1615||15 (25)||33 (42)||No||Yes|
|1615 -1620||5 (27)||3 (45)||No|
|1620 -1628||8 (35)||14 (59)||Yes|
This morning the dog did something disgusting on the sitting room carpet.
It wasn’t just the sitting room carpet, you understand. It was also the kitchen floor and all down the hall – but they have hard floors; you can just clean it up. But carpet… well I won’t go into the details.
Ten minutes later – still grimacing – I was on Google looking up carpet cleaners. They all said: “I can get to you next week.”
That’s the trouble with Google – everyone looks there. And so the people you find there are all rushed off their feet. I started thinking laterally and dug out the Yellow Pages. The last time I looked in the Yellow Pages was when I sent texts to tradesmen asking if they were looking for a second income. It was great in its day but like all things, it went out of fashion.
But now I found someone with the second call: Of course he could come today. He would be with me at about 3.00 p.m. Meanwhile I should put a clean white towel over the affected area and weight it down.
And then the oddest thing happened. Three O’clock came and went and I called the carpet cleaner from my mobile – and the screen flashed up his name: The carpet cleaner was in my contacts list!
This is the great advantage you have when you’ve been in Network Marketing for nearly seven years: You have so many on your “No for Now” list that you are forced to put them all into a Contact Management Program – which in my case synchronises with my mobile phone… complete with notes telling me that the last time I spoke to this particular carpet cleaner was in January 2009 when I noted that he had two children aged 14 and nine and was serious about improving his standard of living.
He didn’t remember any of that but it did not surprise him because he had been so serious about improving his standard of living that he had expanded his cleaning business and took on staff to do the extra work.
For two years he suffered the headaches and worries of being an employer until finally he turned up unexpectedly to find his workers all sitting around drinking tea and smoking with the job unfinished.
So was he ready to look at a business that would pay him on the nail every month, give him a pay rise on the way and free him from the tyranny of PAYE?
Well, since you put it like that…
You want to know why I write this blog? I write it because it holds me accountable. I didn’t need to be standing in the car park for half-an-hour yesterday afternoon. I’ve already got the four customers I need this month to stay in my company’s share option promotion (all right, I only need two – but it’s always a good idea to do double your targets).
Anyway you could argue that I didn’t need any more.
But that is not the way to succeed. That is the way to be average.
And besides, there was another reason: At a quarter to two, I was on the way to see the single Mum I wrote about on the 11th. I rang to say so and the phone exploded with apologies: She had been called in to work, she had lost my card… she was so sorry…
“It’s all right” I told her, “these things happen. don’t worry about it… ” And now I’m going to see her next Tuesday instead.
But it did mean I had an unexpectedly empty hour and the beauty of the prize draw is that it’s perfect for filling those unexpected bonuses of time which some days throw at us.
You can see what happened below. What I find interesting is that after twenty minutes I was thinking: “This is ridiculous. This is a waste of time: I’ve been standing her for twenty minutes and I’ve only spoken to one person.”
In fact after 24 minutes I had still only spoken to one person. I had offered my prize draw to 65 people – and the prizes really are exciting – yet only one person had wanted to enter.
At this point some people would have given up. I know this because I have taught this system to some of my team and some of them do it and some don’t (if you want to learn it yourself see the Cold-Market Academy tab at the top).
Do you want to know what kept me going? Two things:
1. If I gave up and went home I would have to admit it to you.
2. I know that on average I am going to get one appointment every half hour. It is as certain as night following day. There is no alternative. It WILL happen.
And, of course I did. I’m going to see her on Friday.
|Date||Time||How||Minutes||Number of people asked||Appointment?||Callback agreed?|
|14.02.12||1354 – 1409||Prize Draw. Woodbridge Car Park||15||35||No||Yes|
|1409 – 1422||13 (28)||31 (66)||Yes (cancelled)|
I love Cold Calling!
Not doing it myself, you understand – there’s nothing worse than cold callilng if you’re the one doing it.
I love it when people cold call me!
You see, we run a bed and breakfast (very up-market – we converted the garage and the guests even get their own breakfast. When we’re away it becomes a holiday let) and naturally we have a website. The result of this is that all sorts of companies offering services to B&B’s ring up to sell us their stuff – web designers, Health and Safety consultants, people offering to check the electrics…
And on this occasion a company sellling credit card terminals.
Now this is something I was interested in – more and more people want to pay by credit card and I feel we’ve moved from being charmingly old-fashioned to mildly irritating when we insist on them going down to the bank to get some money.
So yesterday a salesperson called. T he trouble was that the day before she called I had been reading Success Magazine which had an article about mobile devices being the new phenomenon and how a card-reading accessory for your smart phone is going to turn all of us into merchants.
The salesperson sat and listened to this. She looked at the company’s website on my computer – and she agreed that it was quite likely to be a cheaper option. It was perfectly clear that she had my interests at heart – even though it meant she would not be making a sale. In other words she was an excellent salesperson.
And while our business is not strictly about selling, I am not about to dismiss someone in sales just because they happen to be very good at it. So I said: “Now I always offer to tell people what I do. Would you like to know what I do?”
“Of course,” she said.
So I told her – and ten minutes later she signed up as a distributor: “This is going to be brilliant,” she said. “I know lots of people – and of course all my colleagues would go for this…”
In last month’s edition of the company magazine I wrote a piece entitled “Yes, I think I’ve got the hang of it now…”
Every quarter they ask some of the Top Achievers to offer something inspiring and it was my turn – and I agonised a good deal about what to say. I thought it would be different to explain how easy it becomes when you have the right attitude… how liberating it is when you really didn’t care whether people join or not.
I even said: “People beat a path to my door.”
And I just knew that one day these words would come back and bite me.
On Wednesday they did.
I had been out after lunch to see the people I had met on the Friday and they sat politely and listened and then said: “It all looks too good to be true.”
A lot of people say this. But this couple had said it several times until eventually I explained that not everybody joined; that there would always be people who thought it was too good to be true – and that was fine because we’re only looking for happy, smiley people who want to save money…
“You’ve got my number,” I said as I packed up my things. I even gave them a stack of cards in case they knew anyone who might like to try it out and report back to them in case it did turn out to be true…
And I went straight down to my corner of the car park with my prize draw forms. In Network Marketing the answer to everything – to every “No” and every disappointment is always “more activity”.
You can see what happened below – but you can’t see the whole story.
It was a quiet afternoon but the very first person agreed to go in for the draw – and wanted to know what it was all about… and then decided to change her mind and asked for the form back!
The second wanted me to ring her at 7.30 in the evening – and three days later I’ve just looked at the form again and discovered that I didn’t.
Even the last entry doesn’t tell the full story. After 28 minutes and talking to 44 people I still didn’t have my appointment.
Of course I know that on average I will get one appointment every half hour – and after the “too good to be true” episode, then the Law of Averages (or at the very least some sort of Natural Justice) should demand that I get one in the last two minutes. And do you know that’s exactly what happened – and not just any appointment – but one with a single Mum who is currently working at three part-time jobs and making less money than she did with two this time last year.
So for the past three days I have been going around with a smug smile, congratulating myself and looking forward to meeting her again on Tuesday.
But that was until I sat down this morning to write this up.
Now, what you don’t know is that I keep a second – secret – record of these encounters. There has to be a secret version because that one has the names on it – and I need the names so I can work out which ones join. And when I came to fill in this name, I couldn’t find the form anywhere. Oh, I had it in my planner all right but that was no good because the address was still on the form. That’s what leaving it three days can do: I should have come home and logged it instantly. I searched the planner. I searched the recycling bin…
Nothing! Finally – since the answer to all things in Network Marketing is more activity – I determined to go down to the car park again (even though it’s Saturday) and get another appointment. I even started to write this – and began with the headline “Aaaah!”
But at the very last minute, it turned out the total for the number of people was wrong and there’s always some “green” person to pick me up on these things, so I dived back into the recycling – and there, would you believe it, was the form: Name, address… everything.
Everything except the note which I had been looking for – the one word: “Appt”.
I can only think that because it was the end of my half an hour and I didn’t prepare another form, then I didn’t complete the last one either.
I’m still going to stick to the headline, though: The last hour has been nightmare. And as with all nightmares, we have to ask the question: “What’s the best thing to come out of all this?”
The best thing is that I’ve now realised I need a section in the Cold-Market Academy presentation about getting organised, doing your filing promptly – all that boring stuff.
… and by the way, with three weeks to go, the Academy’s first training course is sold out. If you would like to come but missed it, leave your name on the “wait list” and I’ll let you know about the next one. Just click the tab at the top.
|Date||Time||How||Minutes||Number of people asked||Appointment?||Callback agreed?|
|09.02.12||1510 – 1515||Prize Draw. Woodbridge Car Park||5||1||No|
|1515 – 1524||9 (14)||16 (17)||Yes|
|1524 – 1527||3 (17)||23 (39)||No|
|1527 – 1532||5 (22)||1 (40)||No|
|1532 – 1544||12(34)||5 (45)||Yes|
We have in our business a man who doesn’t drive. We hold him up as an example of how anyone can make a success of it – but even so, I would always have considered not having a car to be a disadvantage.
Until yesterday. Yesterday I came back from Newcastle on the train. It was a decision taken on a whim – the alternative was nearly six hours’ driving… think how much of the Cold-Market Academy presentation I could get done on the train…all that kind of thing.
The one aspect I never considered was that I was about to embark on 300 miles of opportunity. This is what happened:
First of all there was the taxi from the hotel to the station. lt was early. I didn’t feel much like talking. But I knew I should. Network Marketers are supposed to talk.
“Not much snow up here, then,” I ventured.
“No, we’ve been lucky. But it was -6degC at quarter to six this morning.” I could just about understand the unfamiliar accent.
“Is that when you started?”
And before we knew where we were I had an analysis of the declining taxi trade, how he had been made redundant from 25 years as a council mechanic with a payoff of just £6,500 – and him with his daughter getting married next year complete with horse drawn carriage. Where was the money going to come from?
I paused for a moment, apparently deep in thought. Then I ventured: “You know, I might be able to help you with that…”
I had to change at Peterborough and had an hour and 15 minutes for lunch in John Lewis. Outside there was a woman collecting for charity so I gave her a card and said we could help charities. When I came out I was talking on the phone and so she followed me. What did I mean, we could help charities?”
On the third leg of the journey – the 17-minute run from Ipswich to Woodbridge, I took off my coat and the woman opposite said: “What’s it say?”
“The badge. What’s it say?”
Oh the badge! I had forgotten I was wearing it. I leaned towards her so she could read the words: “Save money, Make money… ask me how!”
“What’s that all about then?” was what she said.
The fish and chips were surprisingly good – not at all what you expect from Moto services on the A1 at Washington at 10 O’clock on a Tuesday night.
What I’m doing in Tyne and Weir has to do with a growing team in the North East and me thinking I ought to go and meet them. But the choice for dinner looked like a bad end to a promising day.
However the young man presiding over the tired steak pie, the glutinous pasta and some distinctly suspect sausages, volunteered that I would have to wait for fish and chips – which had to mean that he would be cooking them specially.
And while he got them going we had a bit of a chat about what time he would be finishing (in four minutes) and when he had started (two two O’clock) and I ended up directing him to my clever website which sends me an email when he logs onto it.
And hardly had I finished the fish and chips than he did exactly that. Of course the website did not say: “This is the young man who cooked your fish and chips” but everything fitted – from his address to the fact that he put down his occupation as “barrister”.
Now I happen to know a thing or two about barristers: I come from a long line of lawyers and my eldest son was a barrister. He’s now making a fortune in Corporate Law in the Channel Islands. But it did mean I was able to send a long email to my new friend all about the trials of getting a foot on the legal ladder.
Maybe we’ll talk again. Who knows? But the fish and chips were good.
“I don’t have the time!”
It’s a familiar cry from people whose businesses are not growing as fast as they would like – and yes, all of us find there are some days when we just don’t have the time.
You may have noticed this is not a daily blog – sometimes I just don’t have the time – not the time to write it… not the time to do my half an hour of prize draw.
And yesterday was one of those days. The snow…a hold-up on the A12… the charging cable on the GPS breaking…destinations so far off the beaten track that I could drive for ten minutes at a time with no mobile phone signal…
But even though I could not go looking for the business, the business still found me.
It found me in the form of a phone call from a man who said: “I picked up a leaflet in a shop…”
“Aha,” said I. “You’ve had a kebab recently. ”
And it was true – because a few days ago we all went to see Warhorse and couldn’t get into Prezzo’s for dinner afterwards. So instead we ordered take-away kebabs and I dumped a handful of leaflets on the counter when I went to pick them up.
I do this sort of thing all the time and usually nothing comes of it. But the point is I still keep doing it – because the secret is to focus on the activity not the results.
And sure enough, just when I needed it, there was a result.
Sitting with my new distributor, arranging for the transfer of her services, I found myself talking to a very pleasant young man in the other company’s call centre.
“Thank you very much, I think you’ve handled this call brilliantly,” I told him afterwards.
“Really?” he said – clearly nobody had ever said such a thing before.
“Tell you what,” I went on. “I’m always looking for good communicators. Let me ask you this: Are you in the market for more time, more money or possibly both?”
And do you know, he was…
My new distributor thought that was very cheeky – after all, he was working for a competiton. But if you can’t offer your competitors a better way of earning a living, the world would be in a very sorry state.
Now I would love to be able to say he was straight on the phone this morning asking how to sign up but in fact I haven’t been able to speak to him since. Maybe he will join sometime, maybe he won’t. It doesn’t matter – just as long as I can say I put in the activity.
Which means that maybe I did have the time after all…