Archive for July, 2012

It works!

The great worry about teaching something to other people is whether it will work for them too.

So it is very encouraging to see all the comments on www.coldmarketacademy.com from people saying how many appointments they’ve got. But there is always the nagging thought that half of those appointments are never going to materialise – in fact will any of them? And how many of those that do will lead to real customers? We shall never know if the distributor concerned never bothers to tell us.

So it was very exciting to receive a text from Bill and Heather. They have promised to post it as a comment but I can’t wait for that so here it is – received on Friday July 27th:

“Good afternoon John, Heather and I attended your Cold-Market Academy course on 5th July in Knutsford and have put into practise what we learned from you:

Four x five service customers. One x four service customer and one x one service customer – and more importantly,  lots of appointments lined up and we will be leaving shortly to do our daily CMA which we love.”

This means they have signed up six customers in three weeks without talking to anyone they have ever met before.

I hate to say this but these are better results than I’m getting. Today I rang them to ask what they were doing differently. As far as we could tell there was nothing – only that there are two of them and there is only one of me.

So that’s a comfort – but nothing like as much of a comfort as knowing that it will work for anyone.,

The next Academy course is on September 3rd and there are still places available – just click the link above.

Date Time Venue Minutes Asked Appointment Callback
30.07.12 1445 – 1458 Ipswich 13 32 Yes
1458 – 1515 17 66 Yes
1600 Staples, Ipswich 5 1 Yes
Totals 35 99 3

Big Day

You know those kids who run across a railway line for a dare?

I was one of those. Heaven knows how I survived. Set me a challenge and I cannot help but rise to it. If you know your colours, you would call me a Red.

Now my company has set me a challenge. They want me to beat my “personal best” over the next month.  They want us all to do this – and right in the holiday season (which, quite obviously, is the whole point). It’s what is called “upping your game”

OK, so I will “up my game”. In theory this is easy to do. All you need is more appointments. So how’s this for a target: Make ten appointments in two hours using nothing but the prize draw.

For that, I reasoned, I would need a lot of people. I headed for the centre of Ipswich and embarked on what I call my “street theatre” performance – just saying the script over and over without pausing, just carrying on with the next person who comes into range. Not stopping for an instant. It’s a sort of scatter-gun approach – but I kept it up for an hour until my voice gave out. Then I rewarded myself with lunch in Mizu and went back for anther hour.

And look what happened: Not ten appointments but four and two callbacks (one of which has already turned into an appointment).

Interestingly, it turns out that the first half hour was by far the best (was I fresher and smiling more broadly?) Also lunchtime is clearly not so good with everyone having to dash back to work.

But here’s a thought: If I made a point of going into Ipswich every morning for half an hour, would I come away with three appointments and two callback every day?

Watch this space…

Date Time Venue Minutes Asked Appointment Callback
19.07.12 1128 – 1134 Ipswich 6 5 Yes
1134 – 1142 14 (20) 11( 16) Yes
1142- 1152 10 (24) 9 (25) Yes
1152 – 1159 8 (32) 8 (33) Yes
1159 – 1206 7 (38) 14(47) Yes
1206 – 1212 6 (44) 18 (65)
1212 – 1230LUNCH 18 (62) 36 (101)
1313 – 1325 12 (74) 51 (152)
1325 – 1327 12 (76) 61 (213) Yes
1337 – 1354 18 (94) 84 (297)
1354 – 1401 4 (98) 4 (311)
1401 -1419 18 (116) 16 (327)
1419 – 1424
Total 116 327 4 2

Talking to everyone

“If I could come out with you and see how you  do it, I’m sure that would help…”
This from a very keen but not very successful member of the team.
I was flattered: Anyone who doesn’t like a bit of flattery is talking nonsense. It does wonders for the self-esteem – particularly when you’ve just driven to an appointment and found no-one home like I did yesterday morning.
So I agreed to take him out into the street and show him how to do the prize draw – although I did have my reservations: Gabriel is from Argentina and English is not his first language. By contrast I can talk the hind leg off an animal sanctuary.  But we also  have Albert in the team – and Albert is  from Albania (and who is he likely to meet in this country who speaks Albanian?)
Yet  Albert is hugely successful with the Cold Market. So I invited him along as well and the three of us fetched up on the street in Ipswich.
Albert didn’t have to be told to get started (in fact Albert had started in the pub car park which had been our rendez-vous).
“Just watch Albert,” I said to Gabriel.
Albert started asking passers-by whether they wanted to win a car or £10,000. Within two minutes he was deep in conversation with two middle-aged women carrying shopping bags.
“See how it works?” I said to Gabriel and, holding  up my prize draw form, I went into what I like to think of as my bit of street theatre: “Here you are you can win a car or £10,000…”
People started ignoring me.
“…it’s a free prize draw…”
More people ignored me.
“…we just put…”
“…your name into a hat and…”
“…if your name comes out…”
The sixth person said: “I’ve got a car.” He was tall and dignified – a businessman in his fifties.
I called after him: “Well if you had the £10,000…”
He turned. I stood my ground and tilted my head back (there is a string running from the end of my nose which was now  tied firmly around  his waist).
“…which charity would you give it to?”
I stood up straighter and jerked the string. He started walking back to me, repeating: “Which charity?”
“Yes, if you won the £10,000 which charity would you give it to?”
By this time he was standing right opposite me. I relaxed the string. He considered and finally settled on : “The National Autistic Society.”
“Great, we’ll give it to them. What’s your name?”
And now I have an appointment for Thursday.
Gabriel shook his head: “You made that look so easy…”
I told him: “It’s just practice. Now you try…”
And he did. He held up his form. He stumbled through the words – and within five minutes he had an appointment too. OK, so it turned out he already knew the people (and if I hadn’t been there he would have sent them some information!) But the fact is that standing in the street doing a prize draw is an excellent way to break the ice with friends.
Now we all had an appointment (Albert had two). It started raining and we went for coffee (Albert kept talking to the people in the coffee shop).
“Albert talks to everyone, ” I explained.
“So that’s all I have to do…” said Gabriel with the air of one who has discovered a great truth.
It was afterwards that he spotted a pretty girl sitting on a wall waiting for a friend. He went to talk to her. She didn’t seem to think there was anything particularly odd about this. Now she has a DVD and he has her number and an appointment to call.
“So it works?” I asked.
“Yes,” said Gabriel, “it works.”
Albert didn’t say anything. Albert was talking to someone…
Date Time Venue Minutes Asked Appointment Callback
16.07.12 1223 – 1229 Ipswich 6 6 1
1305 – 1309 4 (10) 8 (14)
Total   10 14 1 0

Dirty Mini

I’m a trainer for my company. This is fairly unusual in Network Marketing – that the company organises a formal training programme. Usually it’s up to individual leaders to look after that side of things. But with us the company shells out more than £1million a year trying to give every distributor the best chance of success. It’s not wasted – well, not all of it…

Let me explain:

Periodically we get assessed: That is to say one of the most senior distributors turns up unexpectedly to find out whether we’re still doing it the way we should be – and although I passed… just…I was found wanting in some areas. One of them was the state of my Mini.

I have mentioned before that the company gives us a brand new BMW Mini covered in garish logos. I am very proud of mine but along with other generally declining standards, I had not cleaned it before last weeks’ training session.

My other faults – since I seem to be in a confessional mood – included not being fully prepared when the delegates arrived, fiddling with my Blackberry and wandering around the room looking at the paintings on the walls while my co-trainer was presenting. All this this appeared on the “development requirements” column of the assessment – which, I will have you know, I take very seriously.

So the next morning I set out to remedy the Mini situation at the local car wash.

I was sitting in the car waiting to be dried and fiddling with my Blackberry (this is allowed in the Car Wash) when I became aware of someone standing beside me reading the outside of the car. I lowered the window: “D’you want one?” I asked.

He said: “What’s it all about?”

It turns out that he owns one of the local estates and thinks what I’ve got “sounds brilliant”.

Which proves that Network Marketing works even when you’re no good.

 

 

Date Time Venue Minutes Asked Appointment Callback
12.07.12 1141 – 1147 Woodbridge Car Park 6 11
1147 – 1155 8 (14) 17 (28) Yes
1155 – 1159 4  (18) 3 (31)
1159 = 1208 9 (27) 21 (52)
1208 – 1213 5 (32) 4 (56)
1545 -1552 7 (39) 7 (63) Yes
Total   39 63 1 1

The Planner

Apologies to all those at The Cold-Market Academy in Ewell today: I promised to talk about the planner but never did…

When choosing a planner I would suggest black leather, two loops for pen and pencil,  a month-to-a view and pockets at front and back for the prize draw forms, DVDs etc.

I got mine from Success Motivation International. It’s a franchise and Chris Williams used to be one of their franchisees, offering courses in personal management (some people would call it Time Management but you can’t manage time; it just keeps ticking away. All you can manage is yourself).

You can find other franchisees on Google.

Be warned: The LMI planner is expensive – and so are the refills but it is part of a complete system and comes with instructions. However you can buy something that looks much the same at any good stationers.

On the other hand what would it be worth to you if you found a way to use your time more effectively?

 

 

The Mont Blanc Pen and the Man with the Very Large Tattoo

“£255,” said the jewellery salesman with the contrived nonchalance that comes from spending your day surrounded by absurdly small items costing a month’s wages.

£255 was indeed an absurd amount to spend on a ball-point pen. Of course this was not an ordinary ball-point pen. This was a Mont Blanc – and an engraved one at that. Engraving added another £20. I had no idea…

My company had presented me with the pen three months ago for being what they called a “Top Achiever”. In fact they gave me a fountain pen and a fibre-tipped pen as well. How much was the whole set worth?

“All engraved?” said the salesman. “About £900.”

I couldn’t believe it. How can a set of pens be worth £900?

More to the point, how could I have dropped the ball-point on the pavement while doing my prize draw – which was how I came to be buying a refill in shop where nothing in the window cost less than £2,000.

I came out shaking my head – not at the price. Or the fact that I could have been so careless. But because the company gives away dozens of these pens every year – on top of sending us on an £18,000 holiday … and the share options … and the rest. What on earth is the point of it all?

In the next half hour I found out.

Since I had been forced to come into Ipswich to buy the refill in the first place, it made sense to do my half an hour of prize draw in the town as well – my favourite spot was just down the road. I pulled out a form and a script, held up my planner and said to the the first person who came towards me: “Here you are, you can win a car or £10,000…”

Which seemed slightly surreal because only the day before, I had been at the other end of the country demonstrating it to a room full of people at The Cold-Market Academy. I remember looking at some of the faces in the audience and seeing expressions which said: “Yes, but you wouldn’t really do that…”

Oh yes I would – and again … and again.

If you are a graduate of The Academy you will know that we start off with a video showing how I used to do it – and how I used to get it wrong. In fact we had to speed up the video because it took me 22 minutes and 66 attempts to get one person to agree to enter the prize draw- and that was normal! Now I have a better script and it is hardly ever more than ten minutes or 20  people.

But on this occasion for some reason they kept on walking past. They said they were “all right thanks”. They said they were in a hurry. Some said nothing at all but walked past me as if I didn’t exist. It was a bit of a shock. Only 24 hours earlier I had been standing up and saying that this worked – that all anybody had to do if they wanted an appointment was stand in the street and say the same thing until someone gave them one.

I distinctly remember claiming it was infallible – that eventually you would get an appointment… anyone would get an appointment… the law of averages demanded it…

And yet the minutes ticked by and nobody stopped. Ten people ignored me – 20 ignored me. The little marks on the form where I record the numbers started to fill up all the space. I put circles round groups of ten so as to make it easier to count. They added up to more than 50.

For a moment there, a small morsel of doubt began to make its presence felt. I mean, if something’s not working, you don’t go on doing it do you?

I looked down at the form – at the little marks spreading across the white paper… at the beautiful, expensive pen which had made them…

And that was the point at which I realised why the company gives away pens costing £255. I didn’t even have to guess because there – staring me in the face, were the words “Top Achiever”.

That was me. I was a “Top Achiever”. So where did this doubt come from? If I was a Top Achiever, I was going to behave like one: From that moment on I started ignoring the people who ignored me. That is to say they no longer featured in my universe: I just carried on saying my ten-second script even if they had walked right out of earshot. I carried on while turning to the next person… and the next…

Sometimes there was nobody there at all but I just kept on saying the script. For the first time in the five years I’ve been doing this, I wasn’t reacting to other people. Instead I kept on saying my piece and it was up to the public to react to me if they wanted to.

Something very peculiar had happened. I had transformed from canvasser to street performer – and it felt terrific. Suddenly I was burning through the prospects: 50…60…70…the old…the young…it didn’t matter because I was in full flow and not stopping for anyone.

Which is how I came to be talking to the man with the enormous tattoo. It was so enormous that I could only see the top of it poking out of his shirt. Clearly it covered his whole torso and if I had to guess, it was Spiderman’s face.

Spiderman’s owner stopped. I carried on. His son stopped too. He had a snake crawling up his neck.

With a jolt, I stopped. They said: “What’s it all about? Then they entered the draw.

In fact they turned out to be really pleasant. They gave me an appointment for next Thursday. Together we retrieved the rest of the family (similarly decorated) from further down the street and established that Thursday was good for them too and I read the script once more.

As they walked off with their appointment slip and my phone number, I turned back to the form and counted up: 18 minutes and 73 “no’s”.

And here’s the question: Can anybody do that – even with the company’s standard-issue ballpoint which costs 25p and has a picture of a pig on it?

Well, on  Tuesday the Cold-Market Academy goes to Surrey. Maybe we’ll find out…

Date Time Venue Minutes Asked Appointment Callback
06.07.12 1208 -1226 Ipswich 18 73 Yes
1226 – 1231 5 (23) 17 (90)
Total   23 90 1

 

What’s it all about?

This is the diary of a successful Multi-Level Marketer making money from home and fitting a part-time business into a busy life.
Over the years it has developed but the objective remains the same: To demonstrate how anyone can build a successful network marketing business in "the nooks and crannies of the day".
Eventually this spawned a training programme which I called The Cold Market Academy. This began as a seminar available only to MLM-ers working with my company. Then it went online as an e-learning course.
Now it is a book available through Amazon: MLM, Network Marketing and the Secret of the Free Prize Draw (you can see more about this on the "MLM Prize Draw" tab above.)
But at the heart of the Network Marketing Blog is the answer to the two most common questions people ask when they look at this business - and the two biggest challenges they face when they start:
1. I'm not a salesperson.
2. I don't have the time.
These are genuine concerns and all too often they get brushed aside: "Don't worry about that. We'll show you how..."
This blog is designed to show how it works in reality and in real time - how anyone, no matter how busy, can work their business consistently in small fragments of time. Because that's all you need; just a few seconds to find out if someone's interested.
And please bear in mind the entries here are only a tiny snapshot of the daily activity. Most of what goes on would make very dull reading indeed: Making calls from the list ... adding names to the list...making calls from the list...
As for being a salesperson: Have a look and decide for yourself.
Is it sales?
Let's say you call on a friend unexpectedly and find them up to their ankles in water and battling with a burst pipe.
Imagine it: There they are, soaked to the skin, trying to wrap a towel round the leak while they shout: "I rang the plumber but all I get is the Ansaphone..."
Honestly now, would you ignore their plight or would you volunteer the number of your own plumber.
Would you do what you could to help them or would you consider that going into "sales" on behalf of the plumber would be beneath you?
And what would your friend say when they realised you had deliberately chosen to leave them struggling to stem the flow and all because you felt embarrassed about "selling" something.
Network marketing is all about spreading good news and it's all about helping people.

If you're thinking of getting into Network Marketing - or already in it but not making enough money - contact me at info@networkmarketingblog.org.uk

About Me

John Passmore,
United Kingdom.

For 25 years I was a newspaper reporter - ending up as Chief Correspondent for the London Evening Standard. Then I gave it all up and, with my wife, set out to live the simple life on a small boat while writing a column for the Daily Telegraph. Five years and two children later we moved ashore - and five years and another two children after that I ran out of money. Nobody wanted to give me a job and I couldn't afford to start a conventional business. Then at a craft fair in our local community hall, somebody showed me network marketing. It was described as a home-based business that would provide anyone with a second income if they were prepared to work for it. I was sceptical. There were claims of high earnings and something called a "residual income". But what if it did work? And besides what alternative did I have? So I threw myself into it wholeheartedly (which is the only way to succeed at anything). I'm not saying it was easy or there were never moments of doubt but if you're prepared to learn and determined never to give up, then there is a statistical certainty that you will make money. I started in April 2005. I was broke and embarrassed. Today I have no money worries whatsoever.