Archive for February, 2015

Door-to-Door sales

Here’s something you didn’t know about me: I used to be a door-to-door salesman.
Long before I heard of Network Marketing – even before I was a newspaperman – when I was 18 years old, in fact, I worked for a home improvements company, knocking on doors and trying to sell central heating to poor immigrants who didn’t really know what central heating was.
This target market was no accident because what I was selling wasn’t really central heating at all (although it cost the same). In reality it was nothing more than electric radiators linked to a central time switch.
And in fact I didn’t sell it at all. All I did was go up and down the street knocking on doors pretending I was conducting a survey about central heating and if there was any spark of interest I would run to the end of the street and get the salesman who was waiting in his Jaguar fast asleep.
I did it for six weeks and then resigned on a point of principle because the company refused to let a family out of the contract after the mother had to give up her job to be with her child in hospital.
Maybe this has something to do with my aversion to door-to-door sales. But the subject has come up again. A lot of my colleagues are having a good deal of success with what we call Neighbor Letters. The idea is that you drop 20 letters in nearby houses and then go back the next day to see if people have any questions. Yesterday a colleague told me that his wife was getting one appointment from every four houses where people answered the door.
I have tried it several times over the years but have never had so much as a spark of interest. In fact most people made it very plain that they regarded my presence on their doorstep as an intrusion. I wonder if I would get a different reaction if I was an attractive young woman instead of a crusty old man.
Nevertheless I have been considering giving it another try (I’ll try anything). In particular, you may have notice that my last blog post I described how the last two appointments from my prize draw were both cancelled.
But then I rang Malcolm.
Malcolm turned up on my computer screen because his cellphone contract is about to run out.
What I find interesting is that – partly because of my somewhat haphazard record keeping – Malcolm knew more about me than I did about him. I could see that I had first recorded his details on December 17th 2012 but that was about all.
“We met me in the street,” he told me. “Pure chance it was but you were doing your competition and I had a go and then you came to see me and here we are all this time later. And it’s funny that you should call because you left me with a DVD and I played it only a couple of weeks ago.”
He agreed that now might be a very good time to look at ways of making some extra money – another £500 – £600 a month would make the most tremendous difference – all he has is the state Old Age Pension and something from his “little part-time job”.
“I don’t know if I’ll be any good,” he said. “But I’ll certainly have a look…”
And then he said something that made my day, the sort of thing that I remember when people look down their noses at Multi-Level Marketing and particularly at the idea of standing in the street with a Free Prize Draw.
What he said was this: “And John, before you go… Can I just say thank you? Thank you for thinking of me and thank you for staying in touch.”

If you would like to know more about meeting new people through a Free Prize Draw, see www.networkmarketinginthecoldmarket.com

On Show

One of the delights of doing a prize draw in the street is that from time to time a fellow Network Marketer with my company will come up and surprise me.

“So you really do it?” they will say.

Yes I really do – and I suppose it’s natural that people are skeptical: After all, there are still people who believe the Moon landings were staged on a Hollywood back lot and only this week an learned cleric popped up on YouTube to say the Earth stood still while the Sun whizzed around it.

So, yes, I do on a regular basis stand in the street with my prize draw forms and get appointments.

It was therefore with my usual supreme confidence that I said “Of course” when an eminent colleague called to say he wanted to come and watch me. When I say “eminent”; he was someone whose name I knew: One of the company’s earliest leaders. He had been a trainer when I was (metaphorically) in short pants. He had made a big success of the business but then gone away – which he subsequently regretted. Now he was back and looking for the best way to get started in the Cold Market.

I was flattered – not least by the fact that he was prepared to drive a hundred miles each way (which is a long way in my small country).

So we started. I walked around in my small circle between the car park and the shops and the people streamed past and ignored me.

“No thanks,” they said.

“I’m all right,” they told me.

I kept smiling and stuck to my script, secure in the knowledge that if I kept this up for half an hour one of two things would happen:

1: Someone would stop and give me an appointment.

2: No-one would stop, I would get to 100 “No’s” and I could go and have a cup of coffee.

I admit that I wasn’t being as efficient as usual because I kept stopping to give a running commentary to my eminent colleague. So it was a full 27 minutes before the first person stopped – and sure enough I am going to see her on Tuesday. My colleague and I cleaned up the last three minutes and then off we went to the coffee shop and I rewarded myself with an almond croissant to go with my cappuccino (he was paying).

But I couldn’t help thinking he wasn’t impressed.  After all the stats looked like this:

 

Date Venue Time Minutes People Forms Appointments Callbacks
Feb 16 15 Car Park 1210 27 46 1 1 0
1037 3 5 0 0 0
Totals 30 51 1 1 0

 

It was something that troubled me over the following two days as I became heavily involved in planting a new hedge at the bottom of the garden but on Thursday I was setting off to walk the dog and wondered: Should I add half an hour to the expedition to allow for the Law of Averages to rectify the situation (and of course the answer to that sort of situation should always be “yes”.)

So here are the statistics for Thursday:

 

Date Venue Time Minutes People Forms Appointments Callbacks
Feb 19 15 Car Park 1013 9 10 1 1 0
1026 2 1 1 0 1
1028 22 27 1 1 0
Totals 33 38 3 2 1

 

Rather better, I think you’ll agree. The first one was a young Mom with a child in a stroller and two others hanging on the sides. I’m going to see her and her husband on Monday evening (although I still haven’t managed to get him on the phone yet). Then almost immediately there was a family with teenage children. They are quite happy for a visit but live in Norwich where, happily, my 18-year-old son is at University. So he’s going to see them.

And finally an elderly lady gave me an appointment for next Thursday but never makes any decisions without her son’s approval. I used to dread this situation but not any more…

I rang the son almost immediately and made an appointment to go and see him on Monday so that if it’s good enough for him on Monday, it will be good enough for his Mom on Thursday.

For a while, I was feeling rather at peace with the world – until the son left a message last night to cancel and the mother did the same this morning…

But never mind. They’ll both get a call in a year’s time. I once had someone who took five years to see the light.

My eminent colleague would understand about that.

Networkers

Networkers 10001

Good News Bad News

Isn’t it odd how things turn out? I think that’s why I love Network Marketing. You just never know what’s going to happen next.

If you are familiar with my business you will know that we supply people with cellphone services. This is great in theory – after all everyone has a cellphone. In fact the other day I asked a roomful of people “Who has more than one cellphone?” Half the room put up their hands.

“More than two?…More than three?” there were still people with their hands in the air.

The trouble is that some people are not as technically advanced as their handsets. So it was no surprise when a customer left a message saying she had received her Unlock Code but it had come with completely incomprehensible instructions.

“Would you like me to come and help you?” I offered. I wasn’t particularly keen on driving ten miles and spending the best part of a morning sorting her out but the theory goes like this: If you are nice to your customers and do everything you can to help them, they will be loyal to you for life and recommend you to all their friends.

Like I say, that’s the theory. But this was one of those people who had said they wanted to try the services before they gave any referrals – and it transpired that they still wanted to try them. To be perfectly honest, the trial was not going particularly well. I certainly couldn’t unlock the phone. Come to that nor could the technical guy at Head Office when we called him.

It’s such an old phone…” said the customer.

“Well you could always have a new one,” said I, suddenly sensing a solution (not to mention a two-year fixed-term contract). Five minutes later she had ordered a new iPhone 6.

This is what you call a result.

Full of confidence, I suggested that since – as she would recall – we do not  pay for expensive newspaper or TV advertising, all new members get to choose the next ten people who will be invited to join…

But no, she still wanted to see how she got on…

With an only slightly frozen smile, I said my goodbyes and left. All I had to do now was drive the ten miles home.

But first I had to turn the car round – and the obvious place to do this was in the turning area thoughtfully provided by the developer who had built two new “executive-style” homes right opposite my customer’s 500-year-old property.

It was only then that I discovered, hidden from the road, both houses had a full array of solar panels at the back. As students of the Cold Market Method* will know, I have a little note that I pop through the letterbox of any house with solar panels.

Now this might not suit your Multi-Level Marketing business if you are not in the utilities industry. You may find that you have to look for some other sign that you have stumbled on a hot prospect. But whatever it is you can help people with, you should find you get one or two replies from every ten notes. So, delivering two at the same time should give me a one-in-five chance of getting a call.

Except, of course, the odds were now weighted in my favour because the lady with the locked phone had not played her part in giving me any referrals at all. This meant I was owed a bit of good luck.

Good News: In the next half hour I had two calls saying: “You put a note through my door…”

Bad news: One was already a member and had a very good relationship with the distributor who had signed her up.

Good News: The other turned out to know all about me and was pleased to hear from me (when I looked him up, it turned out I had a been to see him before he moved – in 2009 would you believe).

Bad News: He’s happy as he is – although ready to hear from me again after our annual convention in March when I may have something that will interest him.

Now, if you’re sitting on bad news – even bad news with a hopeful rider, it is only a matter of time before the good news arrives.

It did so the next morning, when the original customer turned out to be so pleased with her iPhone that she sent me an email asking me to call her father.

I love Network Marketing.

*For more about notes through the door, see the Cold Market Method tab above.

Half an hour and nothing to say about it.

I’ve just been challenged to post this on here. There is absolutely nothing to say about it that is remotely interesting. What it does demonstrate is that in half an hour while walking the dog and buying a permanent marker from W.H.Smiths, I spoke to four people and one agreed to my going to see her to have a cup of tea and show her my home-based business.

The point I suppose I’m trying to make is that most Network Marketers can probably find half an hour most days…

Date Venue Time Minutes People Forms Appointments Callbacks
02.02.15 Car Park 1226 5 10 1 0 0
1231 15 17 1 1 0
1240 9 17 1 0 0
1251 5 16 1 0 0
Totals 34 60 1 1 0

 

Weighting the Law of Averages in your favour

Someone wrote on my company’s Facebook page the other day saying that she had been out in her local High Street offering passers-by her free prize draw and not a single person had stopped. She was despondent. She wondered if she was saying the wrong thing. Was it just her…

Of course the Facebook group promptly swamped her with supportive comments: “Don’t give up…Hang in there… Go for No…”

So I thought I should post my results from yesterday: As you will see below: 29 minutes, 44 people, three forms and not so much as a callback. So I should put that down as “weighting the Law of Averages in my favour?”

(If you’re thinking: Had he waited one more  minute and made up the full half hour, it might have been different, I should tell you that is exactly what I did – but didn’t see the point in wasting a form by writing across the top if there was going to be nothing to write underneath.)

Anyway, what could I say to this Facebook friend? “Yes, I had a rotten day too… it’s like that sometimes…just keep going…”

But all that comes under the heading of platitudes and there’s nothing more infuriating if you’re having a rotten time than platitudes – my mother used to be very good at them (something her daughter-in-law reminds me about even now.)

Anyway the point of all this is to tell you about Joan. I have just looked to see if I posted my results on the day I met Joan but it was December and, as you will see, I only made one post in the whole of December* and that was on the 16th – and I met Joan on the 11th.

I have her form in front of me now and all it tells me is that she agreed to enter the draw between 1126 and 1131 and she was the third person I approached after arriving at my usual spot by the car park.

I went to see her on the 15th. She joined, taking all our services and gave me ten referrals. Of the ten, four agreed to see me and three have joined – again taking all the services. The fourth didn’t join but did give me four referrals. Of the other three, two have given me ten referrals each although one cancelled; but from their referrals one has joined so far (again taking all the services and giving me ten referrals). I have just called the last batch, got through to four of them and have one appointment so far. And of course once the services have gone live for the person who didn’t give referrals, I shall be collecting ten there as well…

So what I suppose I’m driving at is that according to the Law of Averages, I deserved a rotten day – just as my Facebook friend now deserves a good one.

 

Date Venue Time Minutes People Forms Appointments Callbacks
31.01.15 Car Park 1255 12 20 1 0 0
1307 6 7 1 0 0
1313 11 19 1 0 0
Totals 29 46 3 0 0


*The reason for only one blog post in December is because I was finishing the third edition of the book (and in particular the very troublesome audio-book which now comes with it). The whole program is currently available under the Cold Market Method tab above – and now I can get back to business!

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.