Archive for November, 2015

November weather

Don’t forget the New Cold Market Academy is on Sunday at Ipswich, UK. Book here: 

I just looked at the weather forecast: It’s going to rain all day. I just looked at the dog. She looked back with the same expression. Of course we could walk this afternoon but this afternoon the rain will be going sideways at 40 miles an hour.

In the meantime I have made a pot of coffee, put another log on the stove and thanked my lucky stars for two things.

  1. I started a Network Marketing business.
  2. I went out and did a bit with it on Saturday.

You can see what I did on Saturday at the foot of the page. It’s nothing very dramatic but I happened to be going down to the town so out of habit I slung my bag over my shoulder and spent half an hour offering my prize draw to the people walking between the Car Park and the shops.

Result: I have one person to go and see on Thursday and two have asked me to call to make an appointment.

Which means that for today’s activity, I can sit in the warm and pick up the phone.

 

Date Venue Time Minutes People Entries Appointments Callbacks
28.11.15 Car Park 1325 – 1330 5 3 1    
    1330 – 1332 2 3 1   1
    1332 – 1347 13 22 1 1  
    1347 -1352 5 7 1    
    1352 -1357 5 2 1   1
               
Total     30 37 5 1 2

Changing saddles

Update on the story so far. Avid readers  will remember that the last time I arrived for an appointment, the prospect was waiting for me on the sidewalk (his wife had sent him to get rid of me).

It was, if you like, the Network Marketing equivalent of falling off the horse – and the cure is to get back on straight away.

Students of the Cold Market Academy (see above) will be familiar with my idea of Written Invitations: You deliver the invitations and then you have an excuse to follow up on them. I always have a couple of streets of people to follow up – and this was the perfect time to do it.

It was on the sixth doorstep that I met the postman. Not our regular p0stie (she is called Helen) but this was a man in his late 40’s who must have been covering for her one day because as soon as I introduced myself he said: “I know who you are – and I know where you live… in fact we were just talking about you!”

Now, for somebody who is working their Network Marketing business in the Cold Market, this has to be about the weirdest thing…

But it so happened that the postman’s son is an athlete and goes to the same club as my son – and his parents have been having trouble getting him there and back on a Thursday night… and what a help it could be if we could share a lift.

Now I don’t know if we will be able to take another middle-distance runner as well as our own two and the shot-putter who always brings a big cake tin with him in the back seat. But what I do know is that I now have an appointment to go and show them my Network Marketing business on Wednesday. Interestingly the postman said he knew all about it because I had mentioned it one day when I was signing for a package. But as we know, the fortune is in the follow-up…

Last chance tickets for the Cold Market Academy

Did your Mum say No?

Just one week to go to the New Cold Market Academy Live Event in Ipswich on Sunday December 6th. Get your tickets here.

A one-day practical seminar and workshop for anyone in Network Marketing, Direct Sales or MLM who has been told to talk to their family and friends – and found the family and friends didn’t want to know.

Oh dear…

In any Network Marketing business, this is going to happen sometime: The other day I was cock-a-hoop because I had made an appointment in just three minutes with my Free Prize Draw.

“And how many adults are there living permanently in the house?” I asked.

There were two – him and his wife.

So once we had made the appointment, it goes like this: “Now what I suggest I do is that I give your wife a ring and just read her what I read to you – just to check that she’s OK with me coming round…”

Normally this works brilliantly – people say: “Oh yes, good idea…”

But on this occasion, it was: “No, she’ll be fine. You won’t have any trouble from her.”

Have you ever had that feeling that someone somewhere is clanging warning bells for all they’re worth?

Anyway there wasn’t much I could say except: “Fine, I’ll see you on Thursday then…”

And what happened on Thursday? I arrived at the house to find him standing outside with a face like thunder: “I thought you said you would send me a text..”

It turned out that his wife had her own version of how much trouble she might be when faced with the prospect of an uninvited guest. “She’s not at all happy” was the version cleared for public consumption. And as the for text message – well I had the wrong number (even though I had been most careful to check it with him.) So he’d never received the text message and had been unable to contact me to cancel the appointment. Would you believe he’d made a special trip down to the town the following day in the hope of finding me there!

 

What could I do? I wrote him a nice letter of apology and put a First Class stamp on it.

(… and of course, I added him to the database for a call this time next year…)

 

.

In competition

This is getting silly. On November 20th I wrote about Tony Wallis who had been teasing me that he had made an appointment with his prize draw in just three minutes (you can see his comment at the bottom of the Contact page).

Then to rub it in, he posted yesterday that the prospect had signed up for everything including 32 lightbulbs (our company now replaces people’s lightbulbs).

Well, before I had seen this comment I went out this morning and was passing by my usual spot with a bit of time to spare, so there seemed no reason not to try a bit of prize draw. How long did it take to get an appointment? Three minutes!

(I really hope they have more than 32 lightbulbs…)

All we’re doing is what’s explained at www.coldmarketacademy.com

The Rabbit in the Headlights

The trouble with having a system – something you just do again and again so that it becomes automatic – where you follow the process on autopilot and nothing can throw you because you’ve been there and you know where to go next…

…is that when something totally unexpected happens, you just tend to stop dead: A rabbit staring at headlights.

It happened today. Today is Monday – so yesterday was Sunday. There was a time early in my Network Marketing career when I didn’t like calling people on a Sunday. Over the years I discovered that Sunday is the best day for calling people – they’re at home. They’re not doing anything much. They might even be bored and welcome a call…

Then I worried about calling on people on a Sunday: This would be their family time, it would seem like an intrusion. But this isn’t the 1950’s. These days Sunday is just another day.

Then as I overcame these prejudices and my Network Marketing business grew (as it must do when you start overcoming prejudices and all those other limiting beliefs) I worried about calling on people unannounced on a Sunday. This was the real killer. But then I had spent ten years under the impression that Cold Calling – door-knocking – whatever disparaging term you choose to give it – was just the pits. What kind of low-life reptile who just crawled out from under a rock would resort to such tactics in the honorable name of Network Marketing?

Um, me, I’m afraid. I would. I would now that I’ve learned to do it in a way that is comfortable for me – and more to the point, comfortable for the person on the other side of the door.  In fact this story is going to feature prominently in the new Cold Market Academy seminar on December 6th (book here!). But to give you a taster, here’s what happened:

It was a chilly but sunny morning when I might otherwise have been sitting over a cup of coffee trawling through Facebook. I was standing on a street where I had delivered a full complement of 30 written invitations (all my printer can cope with in one go) and I had called here twice before – once in the early evening and once on a weekday morning. On my “street log” several of the houses had a tick showing that I had knocked, someone had answered and I had read my Magic Minute to them. Interestingly, not against a single number was there a cross denoting someone who had not allowed me to read my Magic Minute.

There were a few, admittedly, with “NCC” against them; meaning that there was a notice on the door with words to the effect of “No Cold Callers”. Another note on the log just said “DOG” to remind me that if I should be inclined to post anything else through the letter box, I should be very careful of my fingers (in this country mailboxes are simply a slot in the front door with Fang on the other side).

There were other notes too: “Dinner at 6.30”, “on phone”, AT (Another Time). Yet more had a name, a phone number and a second name – meaning I should call the first-named person and say that the second had asked me to phone. One of these included the advice: “Perforated eardrum wait two weeks”. One person had already heard about my business from a colleague and there was a reminder to get them to call again. Another name had two ticks: This was someone who invited me in and signed up straight away – and there was one with a name and the word “Member”.

Now you might think it would be infuriating to have someone invite you in, sit you down on their sofa and then, no sooner do you begin your fabulous presentation than they recognize the company. Someone else has got to them first: They are already a customer.

Infuriating maybe; but in fact this is just what you want. First you ask them how long they’ve been a customer, how they came to know about your company – what they like best… Then you can ask a big favor: Would they write something nice in your book. This particular lady wrote: “I have been a member for eight years and have never looked back. Service is excellent.”

I didn’t look at her testimonial straight away – that would seem a little ungracious, as if I’m checking to see that she hasn’t said something nasty. Instead I asked: “Would it be alright if I show this to some of your neighbors as I go round?”

Of course she agreed.

“And are there any particular neighbours I should show it to? The Jones’s at Number 28? That’s great. And would it be OK if I called them by their first names? Mr and Mrs Jones sounds so formal… Jim and Doris… lovely… anyone else?

And before we knew where we were I had the referrals form out and I was collecting ten names – there’s a whole chapter about how to do it in the book.

But I digress (and if you can’t digress on your own blog, where can you?) I was telling you about being knocked off course. Well, I spent about an hour going down the street checking off those houses without anything written against them. One was “call in a year”. One was “call after Christmas” (Too much on his mind just now: Redundancy, pension worries… hmm…) One was “call midweek”.

And one woman – she was called Daphne – asked me to call her husband on Monday. Well actually that’s not quite true: It was my idea to call the husband. Daphne was all for me going round to do an assessment but I said that as a courtesy I would rather give him a call and read what I had just read to her – just so he knew what it was all about too. This is so important. The last think you want is one party telling the other: “Oh I’ve arranged for a door-to-door salesman to call back on Monday…”

No, you want to put the husband in the same frame of mind as the wife had been when she said “Yes”. How do you do that? You just read them the Magic Minute.

But when I said: “It takes a minute to tell you. D’you want to hear it?” He was supposed to say: “Er… yeah…OK”. Instead he said: “Could you come round this afternoon?”

He wasn’t supposed to say that. Nobody says that. It threw me. I knew I couldn’t do anything today. Now it was my turn to say “Er…yeah…OK” which is not at all what you would expect from the experienced Network Marketing professional I purport to be. But either he didn’t notice or his wife had done such a good job promoting my business that he just waited while I collected myself, switched on my calendar and squeezed him in between a piano teacher at 3.30 p.m. and a double glazing entrepreneur at 6.00 p.m – and all of this before my daughter’s birthday dinner at the curry house at 7.30 p.m.

Now all of this may lead somewhere or it may not. But ever since the dawn of this industry it has always been understood that the size of your check depends entirely on how many people you talk to.

That – and I venture to suggest – what you say.

Maybe today I just said the right thing to enough people.

Bad day Good day

20151121_163001If you look at the comments section at the bottom of the Contacts page there is description from Tony Wallis about how he spent 15 frozen minutes offering his prize draw to 31 people and not one of them gave him the time of day.

But Tony, not being the sort of Network Marketer who gives up in the face of adversity, went out the next day, gave it three minutes, spoke to one person and ended up with an appointment.

I mention this because there are those who read about my activities in my Network Marketing business and say: “Oh it’s all right for you. You used to be a war correspondent. You’re not scared of talking to strangers. Ordinary people couldn’t do what you do.”

In fact I had this from one of the senior leaders in my company only recently: “Ordinary people are comfortable talking to their family and friends. That’s what we should be encouraging them to do – not trying to get them into the cold market.”

And I heartily agree that everyone should start with their family and friends. But what if they family and friends say “No” or “I’ll see how you get on” or “Let me get back to to you…”

Because some of them do and anyone who claims otherwise is deluding themselves and sowing false hopes in their team.

Also I would agree that not everyone can bring themselves to do what I teach in the Cold Market Academy. In fact in the last chapter of the book and at the end of the Live Event I talk about Law of  Human Nature. This is the law that divides the human race into two: the Ordinary People and the Special People.

In fact if you haven’t read the book, here is an extract:

 

There will always be more ordinary people than special people – which is the way it’s supposed to be. The special people need a lot of ordinary people to do the ordinary things they don’t want to do.

They need ordinary people to service their cars, wait on their tables, design and build their houses, look after their teeth and their health, mind their money…

Let me explain: The special people have big dreams and they achieve them because they control their own lives.

The ordinary people allow others to dictate how their lives will turn out. This is not natural for human beings. Cavemen didn’t allow other people to decide what happened to them. They went out and determined their own destiny.  So why is it that so many people today are content to put their future in someone else’s hands?

Because that’s what most people did when they went to work for someone else.

 

It is quite clear from Tony’s comment that he is one of the special people. I dare say that like most special people he tells himself this every day – how else would he be able to brush aside the memory of the freezing 15 minutes getting nowhere in order to reinvent himself the next day and succeed?

And just to drive home the point; on the very day that Tony was getting his appointment in three minutes, I spent half an hour getting nothing (as you will see from the statistics below). In fact worse than that, when I checked my cellphone at the end of that half-hour there was a message cancelling my evening appointment… not “can we do it another time?” but “Thank you for the reminder but unfortunately I would like to cancel the appointment. I apologize for the inconvenience. Kind regards”.

I went home and told my wife. She said: “Your appointments are always cancelled.”

This was a moment for setting the jaw in what the suspense novelists call a “grim line” – a time for being special. A time for doing something dramatic.

So I went out and did something I had never done before. I followed up written invitations after dark.

Now, if you know my story you will know that I used to have a horror of knocking on people’s doors uninvited… until I learned how to do it and get a smile from the person on the other side. But I had never, ever done it on a dark winter’s evening: After all people wouldn’t want to stand on their doorstep talking to a stranger and letting in all the cold air would they?

Would they?

Amazingly they would. Within an hour I had an appointment for Monday afternoon.

And so I tried it again last night. I have three people to call back and another appointment, this one for Monday evening.

There’s a line in Apollo 13 in which Tom Hanks says: “You never know when events are going to conspire to bring you home.”

But you do have to be open to allowing these things to happen.

* Please note there are still places available on the Cold Market Academy Live Event on December 6th – see the tab above.

 

Date Venue Time Minutes People Entries Appointments Callbacks
18.11.15 Car park 1038 – 1045 7 10 1
1045 -1058 13 26 1
1058 – 1118 20 31 1
Total 40 67 3 0 0

I don’t have the time

The Cold Market Academy (see tab above) deals fairly extensively with the prospect of using your time five minutes at a time. After all one of the main objections we hear in Network Marketing  is “I don’t have the time”. So let’s just see what you can do in five minutes – even when things don’t go according to plan.

First some scene setting: If you’ve read my book, you will ‘ll know about my sister-in-law – the one who didn’t sign up for my company’s services for four and a half years. Well she’s come to stay this weekend and we’re delighted to see her.

After all, if you build your business in the cold market, you don’t have to worry about what your nearest and dearest might say.

But we did want the house to look its best and so the pile of cast-offs which had been gathering in the hall really did have to go to the charity shop – and on Friday afternoon I got around to taking it. This was a quick trip into town. No messing about, no popping into the grocery store…

But there are some habits you just can’t break – and so, before getting back into the car, I spent just five minutes offering the passers-by my Free Prize Draw.

Five minutes, that’s all it was. Not the half an hour a day which I advocate.

And as you’ll see in the statistics below, in five minutes I spoke to six people and filled in one form.

It would be nice to say I made an appointment or that the prospect agreed to a Callback at some point in the future. But no, as she said, she was in contract for her utility services.  Now, if I had been planning to spend half and hour there, I would have thought nothing of it and moved on to the next person.

But suddenly it occurred to me to ask: “And why do you think your suppliers put you in a contract?”

-So I can’t leave?

“Exactly.”

And out of my bag, I produced my “Something to think about” letter. This is something I leave with people after an appointment (whether they say yes or no). Because the fact is that after people have signed up to something new, they invariably wonder whether it was a good idea. This explains the company philosophy, what makes us different. It works very well.

… and in this instance I was able to hand it over with the words: “Have a look at this and I’ll give you a ring on Monday. You might find it interesting.”

Guess what? She said: “All right, I will.”

So I think I can put her down as a Callback after all. I’m rather proud of that…

 

Date Venue Time Minutes People Entries Appointments Callbacks
13.11.15 Car Park 1530 -1535 5 6 1   1
Totals     6 34 1   1

 

Click for The *NEW* Cold Market Academy

Three weeks to go to the *NEW* Cold Market Academy Live Event

Grumpy CoupleDo your family belittle your home business?

Do your friends laugh at you behind your back – or come to that to your face?

Does MLM in their lexicon spell SCAM?

One of my team reports that recently two very good friends ridiculed her Network Marketing business, saying: “You’re not doing that! Oh, come on, you’ve got a good job. What are you doing that for?”

And we wonder why it is that new distributors disappear into the Witness Protection Program… One minute they’re all up for it, making their list, reading up about the products, building their dream board…

…and then suddenly they’re not there any more. Calls go to voicemail, emails disappear into the great electronic void.

What happened? Their brother-in-law got to them: “You’re not doing that! Oh come on: Everyone knows those schemes never work.”

… and certainly they will never work if you have to rely on a warm market like that. Fortunately you don’t. Because out there, over the heads of those skeptical friends and family with their patronizing smiles is a world of other people who will take you and your business at face value. All you need to do is find a way to get in front of them – without embarrassing yourself or them.

And you only have three weeks to wait. The *NEW* Cold Market Academy Live Event is on December 6th in Ipswich, U.K*.

No matter which Network Marketing Company you are with – Any product or service – Direct Sales or Multi-Level Marketing…

Learn how to write your own Invitations – give a proper answer when someone asks “What’s it all about” – collect ten referrals at a time – and much, much more.

Advert Live

 

 

 

 

 

 

 

 

* If you can’t make it to the live event, click the New Cold Market tab above for the online version.

Why I love my Prize Draw (and that dog again)

Prize Draw recordHere’s what people in Network Marketing say:  They say: “How could you do a prize draw in the street? How could you approach strangers? I would never be able to do that… Imagine all those people who are going to say No… You must have a hide like a rhinoceros! Most people could never do that…”

Here’s what I say: “I love my prize draw.”

Here’s why I love my prize draw. Today I had an appointment. It was one I had made through a Written Invitation but the prospect did not know her cell-phone number. This meant I had been unable to schedule a reminder SMS message. Also I had forgotten to call to confirm. In other words I arrived somewhat unannounced.

“Oh there you are!” she came to the door all in a fluster. “I’ve been trying to get in touch with you. I’ve called and I’ve left messages…”

Well, of course, all of this was a mystery to me. I had received no calls and no messages. What transpired is that she had written down my number and had been unable to read her writing. Anyway what she had been trying to tell me was that today she was having a new garage door fitted and when she couldn’t get hold of me – and here she apologized – she was afraid to say that she had rather written me off – and then for good measure she had gone and made a hairdresser’s appointment. Then she thought “what the heck” – and signed up to a one-year telephony deal with our competitors…

So within about two minutes of arriving, there was not much for me to do but smile graciously and leave – and, of course, put her back in the diary for another eleven months.

The smile faded slightly as I got into the car. It was my own fault, of course – and one of the things I have done since is to create some appointment slips with the wording from the SMS reminder and, most importantly, my phone number.

Now you might be thinking “Why didn’t he leave a card?” Graduates of Cold Market Academy (see above) will know the answer to that. But it still left me with an empty hour in the middle of the day – and what do you do with a fading smile and empty hour?

If you’re in Network Marketing or Direct Sales of MLM and it’s all gone pear-shaped, I can tell you the answer to that: You cheer yourself up with half an hour of prize draw.

Because the prize draw will never let you down. The Prize Draw will always put things right. Because the Prize Draw relies on your eternal ally The Law of Averages and the Law of Averages will always rescue you if you have faith and you trust in it.

And sure enough, within half an hour of arriving at my favorite spot I had another appointment. This one is for Friday morning and yes, this time I do have a cell number…

 

Date Venue Time Minutes People Entries Appointments Callbacks
10.11.15 Car Park 1248 – 1303 15 23 1 1
1303- 1315 12 3 1 1
1315 – 1317 3 8 0
Totals 30 34 2 1 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.