Archive for May, 2012
At the Cold-Market Academy in Gloucester on Sunday, I think I mentioned the member of my team who goes into Ipswich twice a week to collect her appointments. She does this regularly. I think I likened it to bringing in the cows on the farm. It’s just something that has to be done.
I was thinking about this today. Today was a real gift. I had spent the whole of the last glorious weekend in stuffy training rooms and today the diary was empty – and if this business doesn’t mean that you can seize an empty day and do what you want with it, then we might as well all go out and get jobs.
So my wife and I decided to walk down to the Waterfront Café to sit in front of what must be one of the best views in the world for oven roasted sardines, vine tomatoes and a glass of rosé (OK so then I had brioche bread and butter pudding with ice cream but I wasn’t going to mention that.)
Anyway, before all this happened I said: “I’ll just nip into town to get an appointment.”
And I did.
If you’re wondering how it happened, a young woman came past carrying a parcel. I said the script to her. She said she was in a hurry. I said “That’s OK” and said the script to her again. Eight minutes later I was shaking her hand, saying how much I looked forward to seeing her on Wednesday at two O’clock – and all the while wondering if she was ever going to go so I could get on with filling in some more forms…
|28.05.12||1222 – 1230||Woodbridge car park||8||2||1|
|1230 – 1235||5 (13)||2 (4)|
|1235 – 1240||5 (18)||8 (12)|
Total for May: Prize Draw: 6hr 12 mins. Customers: 5. Distributors 5.
Do you know The Slight Edge?
This is the book by Jeff Olson which propounds that theory that you only have to do just a little bit more to get big results. It came up in an email from one of my team who challenged my new practice of knocking five minutes off my 30 minutes a day for every extra Prize Draw form I managed to get completed - “Extra” meaning one that was filled in when talking to someone in a shop, standing in a queue etc rather than during the official half-hour a day.
And it’s a good p0int. Shouldn’t I be talking to people in queues as well as offering people the Prize Draw in the street?
Well all I can say is that it works for me. It’s a carrot; like promising my son he can watch Scooby Doo once he’s tidied his bedroom. The Slight Edge comes in afterwards, when he decides to delay Scooby Doo for a couple of minutes so he can pick up his clothes from the bathroom floor as well.
Of course that doesn’t happen. But me – I do the extra five minutes anyway… and get the extra benefit of feeling doubly virtuous!
|24.05.12||1002 – 1006||Woodbridge Car Park||4||7|
|1006 -1013||7 (11)||2 (9)||Yes|
|1013 – 1016||1 (12)||1 (10)|
|1016 – 1021||5 (17)||4 (14)||Yes|
|1021 – 1026||5 (22)||7 (21)|
|1026 – 1031||5 (27)||1 (22)||Yes|
|1031 – 1034||3 (30)||2 (24)|
|1034 – 1039||5 (35)||4 (28)|
Total for May: Prize Draw: 5hr 54 mins. Customers: 5. Distributors 5.
Well yes,but you must admit that incentives work – and sometimes in the most unusual ways…
Today we were out in the car park filming the new videos for the Cold-Market Academy: A new script demands a new video. If you are a graduate of the Academy you will have witnessed me standing by the car park for 22 minutes and getting 62 “No’s”. That just doesn’t happen any more. With the new script I very rarely get past ten of fifteen and sure enough, today we were all done and dusted in 35 minutes – with two appointments to show for it.
But here’s the thing: I had allocated the whole morning for this. I had an empty diary yawning ahead of me. The prospect of a long walk by the river in the sunshine seemed a reasonable prospect and certainly the dog would thank me for it. But what did I do instead: Just one more form. I only had to ask five more people to get a “Yes.” It only took five minutes – and best of all, because it did not lead to an appointment, the law of averages now owes me an extra one.
It’s all down to the way you look at things, isn’t it?
Do you ever get those days when you don’t seem to to meet anyone at all?
Probably I wouldn’t have noticed it yesterday if it wasn’t for the new system of knocking five minutes off the daily Prize Draw quota for every form I get filled in by other means. But first I walked the dog and made constant phone calls so all I could do was nod to the other dog-walkers. Then I worked at home preparing this week’s Cold-Market Academy and talked only to my father-in-Law who is our head gardener – and he knows all about it. Come to that, so does Geoff the Under Gardener.
My Father-in-Law did have a referral for me but he didn’t want me to ring them in case it sounded pushy – so presumably I will have to wait to meet them through some form of telepathy…
And after that I went up to Southwold to get the beach hut ready for the summer and the only person I spoke to there was the girl behind the ice cream counter on the pier and I must confess I had left my forms in the car so all I could do was fumble for a card.
So in the end there was nothing for it but to do the full half hour in the Car Park – isn’t it strange how, once you’ve found something better, you resent what used to be the norm?
|22.05.12||1508 -1515||Woodbridge Car Park||7||9|
|1515 -1525||10 (17)||1 (10)||1|
|1525 – 1540||15 (32)||16 (26)||1|
Total for May: Prize Draw: 5hr 19 mins. Customers: 5. Distributors: 5.
There’s a Facebook group for distributors with my company and this is what somebody posted the other day:
“Spur of the moment prize draw in town. 20 straight “no’s”. Thank you very much!”
I didn’t reply because I didn’t want people to take it the wrong way. But honestly 20 No’s is nothing. I once got 92 straight No’s.
In fact if you look back over my statistics you will see that I got 26 straight No’s as recently as May 15th. But what that meant was that the Law of Averages owed me a good day and I’ve been waiting patiently for it to turn up ever since. Finally it arrived today – and to celebrate I have instituted a change in the 30-minutes-a-day rule, so please pay close attention:
Start time was 1028 after depositing the Bed and Breakfast takings and posting my grandson’s birthday present: This left not much time before I had to leave for my first appointment but I did manage nine minutes of prize draw and made an appointment for June 8th.
Then it was off to the stationers to buy paper for all the printing I need to do for this Sunday’s Cold-Market Academy. Since there was no queue at the checkout, I asked the young man if he would like to enter the prize draw and he did – and now he is looking at the website.
Since it normally takes five minutes to get someone to enter the draw, I have decided that every time I get a form filled in – no matter how that comes about – then it’s worth five minutes off the total time.
So obviously I was keen to do it again and knock off another five: The next call was to the vehicle repair shop (bit of a shunt in Ipswich on Sunday). When the estimator had finished and assured me it was just a “little job”, I asked if he could do me a favour and he said Yes. Result: Now I have to call him when he gets back from holiday in mid-June.
So the clock was now up to 19 minutes and considering I had one appointment and one callback to show for it, I might have been excused for calling it a day. But the great thing about this blog is that I have to do the full half an hour or face the shame of admitting publicly that I am not “walking the walk”. So it was back to the car park where the second person I spoke to gave me an appointment for Thursday and the third person has asked me to call his wife at 11 O’clock tomorrow.
And the wonderful thing is that really this was only half an hour out of the day – which left time for two appointments resulting in two customers and one distributor. So where did the other customer and distributor come from? Someone had found me on the Internet. I talked him through the signup process while driving home…
|21.05.12||1028 – 1037||Woodbridge car park||9||7||Yes|
|1120 – 1125||Stationers||5 (14)||1 (8)|
|1530 -1535||Vehicle repair shop||5 (19)||1 (9)||Yes|
|1640 – 1645||Woodbridge Car Park||5 (24)||2 (11)||Yes|
|1645 – 1653||8 (32)||1 (12)||Yes|
Total for May: Prize Draw: 4hr 47 mins. Customers: 5. Distributors 5.
At the Cold-Market Academy (only six places left for next weekend at Gloucester) we learn that a good Network Marketer will always ring the husband/wife/partner rather than letting the prospect tell them about the appointment.
But do we always do it?
I was waiting in the queue at the blood donor session yesterday and because I now do more every day than I did before my company announced its new holiday promotion, I turned to the man in the seat diagonally behind me and said: “Tell you what, since we’re waiting, would you like to go in for a prize draw? You can win a car or £10,000…”
In no time at all I had an appointment for Thursday evening. It really was as quick as that. In fact I remember saying to him: “There that was easy, wasn’t it?”
Indeed, it seemed too easy. Had I forgotten something?
“Oh yes, I must ask you, are there any other adults in the house?Your wife? And will she be there? That’s great.”
No it wasn’t. That was not great at all…
Sure enough, just as I was about to sit down for dinner, he rang: “I’ve spoken to my wife and she doesn’t want you to come round.”
At the time I put it down to something else we learn on the Cold-Market Academy: Half your appointments will be cancelled or postponed.
It was only later, as I was walking the dog last thing at night that I realised what had happened: Poor woman! Of course she didn’t want me coming round. Can you imaging the presentation she’d had from her husband: “This bloke I met in the queue at the blood donor session’s coming round on Thursday…something about money…
Clearly I need a refresher!
See you in Gloucester…
|18.05.12||1505||Blood Donor queue||5||1||1|
|1604 – 1644||Woodbridge Car Park||4 (9)||4 (5)|
|1644 – 1658||14 (23)||15 (20)|
Total for May: Prize Draw: 4hr 15 mins. Customers: 2. Distributors 3.
No sooner are we back from the company holiday in Las Vegas than they announce the next one! This time it’s going to be a six star cruise (another six star cruise!)
But this time it’s going to be harder. For this one we will have to do a bit more.
You could argue that in fact the business is easier than it was two years ago – the package on offer encourages customers to sign up for more. But maybe we should just look on that as a bonus and actually do more as well.
You have to be careful when you make decisions like that – there’s nothing more counter-productive than setting unattainable targets so yesterday I started to experiment: What if I decided to go one stage further than spending half an hour on the prize draw. What if I decided to aim for ten forms filled in?
It started well enough: I was signing up a new distributor when her friend appeared at the door enthusing about my car parked outside. This is fairly normal since it is a fairly noticeable car – and also it’s a free car: That is to say it’s not a company car but the company gave it to me (but not before they had smothered it in garish logos).
Would the friend like one too? Well, we just fill in this free prize draw….
And there was the first form done. Obviously I couldn’t take it any further – that is for my new distributor to follow up. But I like to think of it as a good omen.
However, as you will see below I didn’t manage to get ten. I didn’t manage anywhere near ten. But here’s the point: I did more. Instead of stopping after 30 minutes of activity, I kept going.
Now I didn’t have any more time to hang around in the street. But I did need to go to council offices and there I invited the receptionist to have a go in my prize draw – after all, I was there anyway…
Politely, she declined.
Then in the evening when I dropped off my son at Judo and paid for his session, I invited the lady who took my money. I see her every week. I could have asked her a hundred times if she wanted to enter a free prize draw but only now did I actually do it – because only now had I decided to “do more”.
And guess what? I have an appointment for Monday at One O’Clock!
|17.05.12||1431 – 1437||Woodbridge Car Park||6||5|
|1437 – 1450||13 (19)||16 (21)||Yes|
|1450 -1458||8 (27)||2 (23)|
|1458 – 1502||4 (31)||3 (26)|
|1531 – 1532||Council Offices||1 (28)||1 (27)|
|1915 – 1918||Sports Centre||3 (31)||1 (28)||Yes|
Total for May: Prize Draw: 3hr 53 mins. Customers: 2. Distributors 3.
Well, I’m certainly not perfect.
I think it was yesterday that I told you about the missing address for this Friday’s appointment. Well it’s still missing.
When I went to Bawdsey for today’s appointment, the plan was to spend some time asking around the village to see if anyone knew Friday’s prospect. But yesterday I did something different and I have a feeling it may just transform my business.
Let me give you a bit of history:
You may know my upline. He joined about 18 months before me and he was straight off a building site, very rough (you wouldn’t recognise the smooth network marketing leader of today) and he didn’t feel confident about talking to people. So when he went to an appointment he just stuffed the company video into their cassette player (no DVD’s then) and when it came to an end, he would ask: “What did you like best about that?”
They all said: “We like the idea of all that money!” and promptly signed up as distributors.
After a few weeks of this he went to his sponsor and said: “It isn’t working. I can’t get any customers. They all become distributors and sign themselves up.”
The sponsor told him he didn’t have a problem and now my upline is one of the very top people in our business.
I’ve always known this story but I’ve never copied it because it’s not taught on the training. But yesterday I did – and that was how my prospective customer became a distributor. I then signed her up as my customer (as we teach on the Cold-Market Academy – see the tab above) and I ended up in the house for nearly two hours making her first appointments and whatnot.
Result: No time to search the village for Friday’s prospect. Instead I jumped in the car ready to race off to my next appointment – only to find that I had left the address for this one at home! There was no time to go back for it and no-one at home to phone.
However by this time you can imagine that I was feeling pretty positive about the business and so drove straight to the next village, walked into the pub and asked: “Does anyone know this person?”
The thing about villages is that :
1. Everybody knows each other.
2. Everyone is willing to help.
Within five minutes we had the whole pub on their mobile phones. Within ten the woman who runs the shop had got the address from her deputy who in turn had got it from her next-door-neighbour.
I finished my lunch, distributed cards around the bar and went off to do a perfect presentation which led to a definite sign-up appointment for Thursday (it’s a business and we need the bills).
So where did I go wrong. In what way was I not perfect (apart from the little matter of not knowing where to go)?
It was only as I was driving away that I nearly fell off the road as I smacked my forehead in exasperation and said aloud: “For heaven’s sake why didn’t I offer the prize draw to everyone in the pub. I could have had another half dozen appointments!”
Instead of which – as you will see below, I made none.
|15.05.12||1016 – 1025||Woodbridge Car Park||9||10|
|1025 – 1029||4 (9)||4 (14)|
|1029 -1034||5 (18)||1 (15)|
|1530 -1537||7 (25)||3 (18)|
|1537 -1543||6 (31)||1 (19)|
|1543 – 1548||5 (36)||7 (26)|
Total for May: Prize Draw: 3hr 17 mins. Customers: 2. Distributors 2.
(Actually one of the people who went in for the draw did agree to an appointment but I didn’t like the look of him – my business – my choice.)
Does this ever happen to you?
I”ve just sat down to send a reminder to someone I’m due to see on Friday and discovered that I haven’t added them to my database and now I can’t find the prize draw form.
In short I have an appointment and apart from their name and the village half an hour a way where they live, I have no idea where to go.
The only thing to do, obviously, is to get to the village half an hour early and ask around. It is quite a big village, though – almost a town really…
But here’s the interesting thing: No sooner had I decided to do that (rather than just shrugging my shoulders and accepting that there was nothing I could do) the Slight Edge Effect kicked in and I was rewarded with a bit of good luck: One of my appointments for today is in the same village. Maybe the person I’m going to see today will know the one I’m due to see on Friday.
And better still, today’s appointment is thinking of becoming a distributor. How convenient that I can demonstrate that at least one other person in the village is interested in our business!
So all’s well that ends well…. with luck…
Don’t you just hate some places? I hate the car park near Stanway School. I volunteer at the school as a Mentor.
This means I go in once a month and meet a very nice lad who is having a bit of trouble keeping up with his schoolwork – and I must not be late.
If you mustn’t be late, you have to be early and son once a month I end up with time on my hands.
What do you do if you’re a Network Marketer with time on your hands? Well, I reach for my prize draw forms of course.
The trouble is there just aren’t enough people in the car park and they all tend to be the wrong type. But I’ve worked out that each time somebody says “No” to me it’s worth £50 so what do I care if they’re the wrong type…
But that only took care of 15 minutes, so in between my Mentoring and my Clarinet lesson, I headed for my favourite spot in Ipswich. You can see the stats below. But what they don’t tell you is the full story of the appointment.
This was a lady who refused to give me her name and address. Now there was a time when I would have tried to persuade her. But actually you only need a name and address if you get an appointment. What you really want is the answers to the questions on the form – so why bother with the preliminaries?
I asked the questions, I told her what it was all about. We made an appointment and only then did I ask her name and address – which, of course, she was now happy to give me.
And then she said: “Can I ask my neighbour round too?”
- Of course.
“And my daughter?”
- The more the merrier!
“We’ll have a party!”
And lastly, when I got home the phone was ringing: A telesales call about Solar panels. She said her name was Charley.
“Hello Charley,” I said. “How are you today?”
- I’m fine thank you – and do you know you’re the first person who’s asked me that.
“Really? And how many calls have you made today?”
- Must be a hundred – more than a hundred.
“What’s it like making all those calls to people who don’t want to talk to you?”
- A bit miserable actually. You feel really drained by the end of the day.”
“Well I hope they pay you well.”
- Not really.
“Is that so? Listen Charley, I’m always on the lookout for bright people who are good on the telephone. Would you be in the market for some extra money?”
Don’t you just love this business!
|10.05.12||1150 -1152||Stanway car park||2||1|
|1152 – 1155||3 5)|
|1152- 1156||4 (9)||3 (4)|
|1325 – 1331||6 (15)|
|1331 – 1342||Ipswich||11 (26)||26||Yes|
|1342 -1348||6 (32)||1 (27)|
Total for May: Prize Draw: 2 hr 41 mins. Customers: 1. Distributors 1.
Some days everything falls into place.
In between paying the Bed & Breakfast cheques into the bank and fitting a replacement bailer into my new sailing dinghy ready for the Wednesday evening race, I did exactly 30 minutes of prize draw in the car park. This is what happened:
1. The first person I asked agreed to go in for the draw. She agreed to an appointment but I would have to ring her husband to check his shifts. Her husband is a policeman. We like policemen in this business.
2. The sixth person I asked wanted me to call back to fix an appointment.
3. The ninth person is desperately looking for an extra income because her mother is selling up and going back to Australia leaving her homeless.
4. The tenth person gave me an appointment next Tuesday.
5. The 11th can’t take a job because she cares for her bedridden mother and has been looking for flexible part-time work. She is watching the DVD and I will call her on Thursday.
6. The 12th is going through a divorce and doesn’t have much confidence in her husband’s willingness to pay maintenance. She too has a DVD.
7. The 13th person wasn’t interested.
Then I went and fitted the new bailer (without any trouble, to my surprise).
But when I got home I discovered I had lost my planner. I was beginning to worry about this when the head teacher from the primary school near the sailing club phoned to say someone had handed it in. Clearly I had left it on the roof of the car and it had only fallen off when I turned the corner by the school. I went to pick it up. The head teacher met me at the door. I thanked her. I asked if she wanted to know what was inside the planner: “It’s a prize draw. You can win a car or £10,000,” I told her.
She agreed to enter the draw. She agreed that I should tell her what it was all about. She agreed to an appointment on the Friday of half term week.
Later I rang her husband (also a head teacher) and he was equally enthusiastic. Then I rang the policeman with the indeterminate shifts and we set up an appointment for May 18th.
I don’t think I have ever achieved so much interest from talking to so few people. Am I doing something different? Certainly! All I did was develop something that appeared to work on Friday (May 8th). If it works again during the rest of the week, I shall adopt it permanently – which is great news because the next Cold-Market Academy is coming up on Monday in Ipswich and it can be incorporated into that.
Ipswich is full, by the way. But Gloucester is on the 27th and I’ve just booked the Mere Court Hotel in Knutsford, Cheshire for July 5th. See www.coldmarketacademy.com.
|08.05.12||1240 -1244||Woodbridge Car Park||4||1||Yes|
|1244 -1249||5 (9)||5 (6)|
|1249 -1256||7 (12)||3 (9)||Yes|
|1256 -1301||5 (17)||1 (10)||Yes|
|1301 -1307||6 (23)||1 (11)||Yes|
|1307 – 1312||5 (28)||1 (12)||Yes|
|1312 -1314||2 (30)||1 (13)|
|17 25 -1730||School door||5 (35)||1 (14)||Yes|
Total for May: Prize Draw: 2 hr 09 mins. Customers: 1. Distributors 0.