Phone Tips To Get Things Done: Professional Phone

Phone Tips To Get Things Done: Professional Phone Skills

by: John Robertson

It happens all the time, you hear someone over the telephone and you make a generalization about the person you are speaking with. It may not be fair and it is akin to judging a book by its cover, but itกs true nevertheless.
Within 60 seconds, people will make assumptions about oneกs education, background, ability and personality based on their voice alone.
What type of impression is your กphoneก voice making? Indeed there are two areas you should be aware of when speaking. One is กwhatก you say, the other the กhowก you say it. Studies show that as much as 87% of the listenerกs opinion of you is based on your voice alone. That leaves only 13% allocated to what we are saying to make a positive impression. With numbers like these it is easy to see why your voice is so important in your career and personal life.
Today we live in a กvoice mailก environment. We are playing กphone tagก, leaving messages and listening to voice mails left by others. It may take as many as 34 tries before actual contact is made and you have a conversation. By the time you do connect, you can be assured that other party already has formed an impression about you.
The following are some tips that will help you improve your phone voice and technique.
1. THIRD RING RULE: Answer the phone by the third ring or make sure you voice mail is set to pick up by the third ring. Today people are not inclined to wait much longer and will assume you are not available and hang up. Remember, as much as we think we don’t like voice mail, we like the option of leaving a message.
2. PROFESSIONAL GREETING: Remember the 87% rule above and make a good impression. Be aware of what you are going to say in the greeting. Then practice and rehearse BEFORE you leave the greeting on your answering machine. Be short and to the point. Don’t drag out the greeting. It is obvious you are กOut of the office or away from your deskก otherwise you would answer your phone. Consider leaving such statements out of your greeting unless you are actually away from the office, then say so and leave a date for your return. I recommend that you leave clear instructions as to what information you need from the caller. Reminder the caller to leave their phone number, best time to return the call and a brief subject.
3. PREPARE THEN ANSWER: Have a note pad and pen by your phone at all times. Write down the callerกs name and use it during the conversation.
4. BE AN ACTIVE LISTENER: Take notes, ask for correct spelling, etc. 5. PROMPTLY RETURN CALLS: Make it your personal goal that you will be one that returns phone calls. This may very well be the most professional characteristic of all you can develop. Set a goal to return phone calls within 4 hours, it will make a positive statement about you and your image.
6. CHECK YOU MESSAGES: Check your messages several times a day. Learn how to dial in from a remote phone to get your voice mails. Many times the caller is facing a deadline and your information may be crucial for them to complete their assignment.
ITกS A TWO WAY STREET. When You Leave Messages For Others Remember These Tips:
1. SLOW DOWN: Don’t speak too fast. Slow down when you are leaving a message, especially if you have an accent. If you make your message hard to understand or if the listener has to replay it several times to get your message your reputation is slipping in their mind.
2. CLEARLY SAY YOUR NAME: Make absolutely sure the caller will understand your name. Consider spelling your name if hard to pronounce or is not a common name.
3. SLOW DOWN: When leaving your phone number go slow. Most likely the listener is writing down your number, make it easy for them to do so. Repeat the number. Consider saying your number at the beginning and end of your voice mail. People will appreciate this.
4. LEAVE YOUR NAME, COMPANY NAME AND REASON: Leave the listener with all the information they will need to know about you. Don’t make them guess. Always leave the reason you are calling. It is very unprofessional to just leave a message simply saying กgive me a callก
5. MAKE IT EASY FOR THEM TO RETURN YOUR CALL: Tell them a good time to return your call. Give them a date, time and phone number.
6. BE PROFESSIONAL: People do judge you by the tone of your voice. Increase your image by sounding professional in everything you do over the phone
Remember that you won’t be able to avoid phone tag, but you can definitely put things in your favor by doing several small things that will make a BIG difference in your image.
For more details on Business Communications, including effective email and voice mail use contact www.TrainingConnections.ORG.
(c) 2004 TrainingConnections.ORG

All rights reserved

About The Author

John Robertson is a Professional Trainer with over 20 years experience in Mid to Sr. Level Management in several Fortune 500 companies. His real world experience will bring credibility to your company. TrainingConnections.Org focuses on three major categories of Employee Performance Improvement; Leadership, Management and Sales Training. Contact us today for more information or check our web site.

http://trainingconnections.org/

mailto:[email protected]

This article was posted on July 10, 2004

by John Robertson

How to Read A Person Like A Book

How to Read A Person Like A Book

by: Oscar Bruce

The human mind is an innovative hybrid that allows us to anticipate the future to think big thoughts. Thatกs the good news.

However, a growing number of psychologists and behavioral scientists are finding evidence that our brains are hardwired for mistakes in today social environment, especially when it comes to assessing the personality and predicting behavior of people we encounter.

Why are we so bad at reading the intentions of others? Built on top of the older กemotionalก parts of our mammalian circuitry, there is a กrationalก cerebral cortex. The two are often at odds, and under the surface, our protective instincts are always lurking. Unfortunately the กemotionalก circuitry frequently overwhelms the กrationalก cortex. When we encounter people we simply give more weight to elements in their personalities that support our beloved preconceptions than to any evidence to the contrary. Thus we frequently completely miss the target and pay a price of our misjudgments.

ARBITARY OBSESSIONS

The frontal lobes have fallen in love with our preconceptions. This hardwired programming undercuts us in a host of sadly familiar ways. The most common is the way our preconceptions and prejudices distort our perception of individuals we wish to assess.

CONFIRMATION BIAS

This is our all too natural ability to convince ourselves of whatever it is that we want to believe. How? We simply give more weight to events that support our desired prejudice or preconception than to any evidence to the contrary.

PREPARATION MUST PRECEDE OPPORTUNITY

Consider how many great opportunities are lost by what I call กsemantic sabotageก. If youกve ever found yourself stumbling over your words, or simply not knowing what to say next youกve experienced ‘the dialog dilemma.ก Also if youกve uttered a statement, then realized that it wasn’t exactly what you meant to say. These are all curable maladies.

IกLL BET YOURกVE NEVER HAD THIS EXPERIENCE… Someone introduces themselves to you. Then you tell them your name. Suddenly you realize you can not recall their name. Why does this happen so often? Simple, you didn’t forget their name you never really heard it in the first place! You still had yourself in the middle of the picture.

Most people do not listen with the intent to understand they listen with the intent to reply or impress. This is never successful because the mind does not have simultaneous capability. Therefore, if you are contemplating your next statement, you are not focusing on his words, tones and actions.

In order to read a person like a book, you must get them to open up, get them talking. Getting people to open up is a skill that you can learn.

A skilled conversationalist uses specific question in three different categories. (1) Conversation starters. (2) Personal questions. (3) Philosophical questions. Once youกve mastered a small inventory of optional questions you can switch categories to control the outcome.

QUESTIONS ARE THE KEY TO KNOWLEDGE and source of power. He who does not ask the right questions always hears the wrong answers. An unclear question has an infinite number of answers.

Many say that information is the path to power. The wealthiest people will tell you that itกs their ability to make wise choices in dealing with people is their greatest asset. And that when they did make mistakes, it was often disastrous for them socially and financially.

About The Author

Oscar Bruce is considered the ultimate personal communications guru. His dynamic books are considered field manuals for mastering conversation and confrontations. His website offers several verbal strategies that can add power to your conversations at no cost.

HIS FREE NEWSLETTER is available at http://www.oscarbruce.com

Copyright: 2005

Article Autoresponder: mailto:[email protected]

Author Contact Email: mailto:[email protected]

TERMS OF REPRINT Publication Rules

The requirements for publishing this article are:

You May Not change the content of the article, except for minor corrections for layout, typos or grammar.

You May Not use this article in UCE (Unsolicited Commercial Email). Email distribution of this article MUST be optin email only.

If you post this article on a website, you MUST set any URLกs or email addresses in the body of the article or in the Authorกs Resource Box as hyperlinks (clickable links).

Please, if possible, forward a copy of the ezine or newsletter in which you published the article, or if on a webpage, the link to the article, to the author.

This article was posted on March 25

by Oscar Bruce

The New 5 Pกs!

The New 5 Pกs!

by: Jaruda Boonsuwan

NO! When I say ก5 Pกsก, Iกm not talking about the big 5 Pกs of marketing everyoneกs familiar with.

Here Iกm NOT referring to Product, Price, Place, Promotion and Package!

But Iกm talking about the FRESHEST 5 Pกs I believe will be extra useful for your websites and newsletters.

Are you ready to discover the hottest 5 Pกs?

1. P.S.

This writing technique alone will shoot your sales to the roof!

Count how many times this week you skip reading the whole sales copies and go right for a P.S.

We don’t like reading a long letter. Most of the time, we skip. So, itกs a clever idea to give your prospects a big bang with a P.S. They never skip reading a P.S.

Perhaps they’re too bored or too tired to read กanotherก sales letter. Perhaps they like to cheat and want to see the final punch, if itกs right for them or not.

So, make sure you wrap up all of your ICEMELTING กselling pointsก in here! Shrink your message. Make it precise. Make your prospects feel they can’t live กcomfortablyก without your product or service. After all, itกs your last shot to make a sale!

2. PASS

People love a free pass, even if itกs only temporary!

Don’t worry if you don’t know how to let people type in the password to access your restricted area. Itกs not the end of the world. Hereกs where you can get the script for FREE at…

http://www.dynamicdrive.com

Hereกs a cuttingedge trick: Give them a free password to access your newsletter/ article archives, for example, in exchange for their email addresses. Do not give them the password right at your website. Instead, send them the password by email.

Now, this is important…Set up an autoresponder to do this task. Make sure they get their passwords instantly. They can’t wait another minute longer to access the free section. Itกs a MUST that you have an autoresponder, especially if you publish a newsletter. Get it at…

http://www.mailloop.com/t.cgi/769736/

Now this is important! Do not make this offer sound like a junk! You can say that you’re giving away กfree membershipก. Say it is a กprivilegedก or a กVIPก pass. Or simply say that they’re ‘the chosen oneก. This way, your prospects will be eager to get the free access you’re offering. Itกs human nature. We all want to be a Very Important Person!

3. PROMISE

Youกve got to promise your prospects something important…like moneyback guarantee.

But don’t just say กoneyear, moneyback guaranteeก!

Do say…กAnd if 365 days from now, you decide you want your money back, Iกll ask you absolutely no questions. And even if itกs just because you’re $27 short and can’t buy some beers, I still won’t ask you why. Youกll get your money back as soon as you say so. I can guarantee you that!ก

4. PICK OF THE DAY

When you go to a restaurant, the first thing you always notice is the กMenu of the Dayก! Even if you don’t order it, you’re still curious to see whatกs new for today, right?

The same thing works with your website. Once your prospects leave your site without signing up for your free newsletter, your business depends on pure LUCK.

Too bad people don’t buy the first time they see you. And if you still want to win them back, you might have to spend some more bucks on advertising.

Now, it doesn’t have to be this way…The only one reason thatกll keep people coming back to your site is something NEW every day!

Showcase the กPick of the Dayก. And theyกll come back to your site from time to time to see whatกs new.

See? You don’t even have to pay for the traffic. It can be ‘tip of the Dayก, กSite of the Weekก, กStar of the Monthก, ….anything you can think of!

5. PIECE OF ADVICE

How many times have you read newsletters chock full of the word กbuy nowก?

This is the mistake that can drive your subscribers away faster than jet speed! Your prospects want to read something useful. They simply don’t want another junk mail. If you don’t stop selling to them just for a second youกll risk losing them forever. Theyกll disappear กout of your sightก.

So, in your newsletter, try to give them little tips that teach them how to make their lives easier.

Suppose you’re selling a beauty product, instead of hard selling, try giving them a short makeup tip of how to make their lips look fuller.

If you’re an affiliate for a used car website and running your own ezine, instead of selling cars all the time, try giving them a reliable tip that teaches them how not to get ripped off buying a used car.

P.S. Give it a try. Iกm sure these freshest 5 Pกs can easily add the punch to your websites or newsletters next time you decide to try something new.

About The Author

The author, Jaruda Boonsuwan, is offering oneofitskind, deadlyeffective copywriting ecourse at NO charge.

Beat your competitors now at http://www.groundbreakcopywriting.com

This article was posted on October 23, 2002

by Jaruda Boonsuwan

The Psychology of Urgency: Make Them Want It Now!

The Psychology of Urgency: Make Them Want It Now!

by: Scott Moldenhauer

ขI’ll think it over and get back to you.ข ขSure, we’ll do that someday.ข ขI need to check with my colleagues.ข ขGive me a call next month, then we can set a date.ข

Tired of excuses? Looking for a more successful way to get others to take immediate action?

For the last century, psychologists have been studying simple persuasion tactics that will allow you to motivate people and get the results you desire. This article focuses on using the psychology of persuasion to create a sense of urgency in your customers.

The Psychology of Limited Resources

The first strategy for getting people to take immediate action is to present yourself or your product as ขlimited,ข ขscarce,ข or ขin demand.ข

Why? People want what they can’t have. Repeatedly, psychologists have shown that human beings find more value in things that they have a hard time obtaining.

If you tell people that they can’t have something, they end up wanting it more! You may have experienced this in your own life. Have you ever found yourself interested in a home or a car and then discovered that someone else may try to buy it first? If you’re anything like me, the item becomes even more valuable to you. You are more motivated to get it.

Do You Want It? You Can’t Have It!

This is an important point for sales and marketing purposes. Car salespeople are quick to let us know that, ขThis is the last model of its kind available on the entire lot—after it goes, that’s it.ข Newspaper and television ads constantly remind us that the ขsale ends soon,ข that ขsupplies are limitedข and that ขtime is running out.ข

Some retail stores create motivation by putting ขsoldข tags on merchandise that they have a hard time selling. When customers see the ขsoldข tag, they become more interested in buying the item.

Infomercials place a ticking clock at the end of the advertisements. They say, ขOrder before the clock runs out and you will also receive a free set of knives.ข

Getting Immediate Results

When I first started speaking and consulting, it was hard for me to get business. I made the error of telling potential customers that I would be available whenever they were ready to hire me. Big mistake.

It wasn’t until I became so busy that I had to start turning customers away that I was able to charge what I am worth. When they felt as if they couldn’t have me, they wanted me more. When I was inaccessible, they became anxious and assigned more value to my service. This sense of urgency has had a huge impact on my business.

Here are three steps that you can use to create a sense of urgency in others:

1. Set a deadline. People are natural procrastinators. Without a deadline—and the potential risk of losing something—people will wait until they collect more information, talk it over with their spouses, or save more money. By setting a deadline, you create an inner drive helps them take action.

2. Remind them that your offer is ขlimited.ข Always present your opportunity as being limited with regards to time or quantity. If someone asks you whether you have a certain product in stock, don’t say, ขOh, yeah, we have tons of them.ข The better approach is to say, ขYeah, we have some, but they go fast.ข

3. Play hard to get. Remember, people want what they can’t have. By sounding too available, you’re diminishing your value. By sounding somewhat unavailable, you’re greatly increasing your value. Never say, ขOh, yes, I’m available any day next week.ข Instead, use the more powerful and persuasive approach by saying, ขHmmm, I’m very busy next week, but I might be able to squeeze you in.ข

About The Author

You have the permission to publish this article electronically or in print, free of charge, as long as the bylines are included and all links remain active.

Byline:

Scott Moldenhauer is considered an expert on consumer behavior and persuasion. In addition to his speaking and consulting engagements, he has taught persuasion at the University of Arizona and the University of Phoenix. For more free information on the psychology of persuasion, visit www.persuasionconsultants.com.

[email protected]

This article was posted on January 27

by Scott Moldenhauer

How To Create Instantly Compelling Ads Every Time

How To Create Instantly Compelling Ads Every Time

by: Marc Gamble

Use This Quick 3Question Evaluation Process… And You Can Be Sure That Your Message Will Sell!

Evaluation #1: ขWell, I Would Hope So!ข When you make a claim, don’t think about it in terms of coming out of your mouth…think of it in terms of it entering your prospects ears. Then you’ll realize how ridiculous some claims sound. Whenever you make a claim, ask yourself if the prospect will immediately echo this response: ขWell, I would hope so!ข For instance, an insurance agency faxed me the following reason to choose them over their competitors: ขWe will be there for you when you have a claim.ข Well I would hope so! You’re an insurance agency! Isn’t that what you do?

These statements are about like the haircutter telling you that your hair will be shorter after it’s cut, or the gas station telling you you’ll have more gas after you fill the tank. Always, always, always ask this important evaluation question whenever you make any claim. It will improve your effectiveness by 500% immediately.

Evaluation #2: ขWho Else Can Say That?ข Pay close attention to this one; the question is not who else can do what you do. The question is who else can say what you say. The answer is usually…anybody and everybody. We consulted with an auto repair facility that was by FAR the most awesome business of its kind. They put competitors out of business every yearand devour their market share in the process. Small problem: Even though nobody could even come close to performing at their level, their yellow page ad looked virtually identical to all of their cheesy competitors.

Try This: Look at your ad and look at your competitors ad, if you can cross out your name on your ad and replace it with your competitor or vice versa, and the ad is still valid, you failed the test! You failed to distinguish yourself from your competitors.

Evaluation #3: The Specificity Challenge. I could write an entire book on this subject…but suffice it to say for sake of this newsletter that you need to quantify all of your claims. Businesses fail to create a compelling case to buy their product or service. Instead they ask for their consumers business for no justifiable, rational reason. Quantify them in terms of:

1. Specifically How Are You different?

2. Compared To What?

3. Why Can You Do That?

4. What’s Your Advantage?

If You Want To Distinguish Your Business From The Competition… Build A Case Like An Attorney Would.

You need to realize that your business is on trial. Your customers and prospects are the jury. You’re the attorney. And it’s a life or death sentence. What will you say that will convince them to buy from you? What kind of specific evidence can you produce to PROVE beyond any reasonable doubt that they’d be a fool not to buy from you?

Get a FREE Analysis of Your Advertising! Simply email it to [email protected] or fax it to us at (650) 6492221 and ขStop Wasting Your advertising dollars.ข

Good luck with your marketing efforts.

Marc Gamble

Principal Consultant

MYM OnDemand Virtual Marketing Training Program

http://www.mymondemand.com

About The Author

Marc Gamble, the author, teaches business owners, entrepreneurs, and professionals how to acheive bigger, bottom line results from their advertising & marketing efforts without spending more time, effort, or money. Learn marketing strategies and tactics to separate yourself from your competition and become the obvious choice to do business with. To learn more about how to improve your own Marketing Efforts and Achieve Better Results, visit: http://www.MYMOnDemand.com. Email: [email protected]

This article was posted on December 08, 2004

by Marc Gamble

Does Your Marketing Plan Need Changing?

Does Your Marketing Plan Need Changing?

by: Joy Gendusa

Change is good, right? Not always. But when is it bad? Is it a question of good or bad? Sounds philosophical. Maybe it is.

Philosophize on this…why would one take something that is going good – no.. great – and change it? Obvious answer is to make it better. Not!

In business or in marketing, change is not always good. When you have certain promotional actions that are in place making things happen, or in better terms, making you money – don’t change them! Why do I say this? Because I see it time and time again. Someone has a marketing campaign that is bringing in a good return on investment and they up and decide to change their postcard! What?!?!?!?!? Change your postcard – why??????? ขEr uh, we just decided to do something different.ข

And then some three or four months down the road, they call back with their tail between their legs and ask – no demand to have everything back the way it was before. In this latter case – change is good.

I am not just saying that to say that one should always keep their postcard marketing campaign the same and never change it. Quite the contrary. Change your marketing, change your habits, change your way of life when it warrants it. There is really some truth to the old adage ขIf it ain’t broke, don’t fix it.ข Maybe it is human nature to want to change everything once something gets going just the way they planned it. Who the heck knows? All I can say is step outside the humannature box. Change only when things are drastic or when change is warranted.

Drastic circumstances deserve drastic measures. But how do you determine drastic? Sometimes that is really easy. Your company’s income is crashing. Do something! Change! Or better yet, figure out what you changed and get it back to what was working.

How about a plateau? Does that deserve change? Depends on how long that plateau lasts. I have never seen things leveling off and staying level forever. It either goes one of two ways – up or down. I know an optometrist who had a very successful practice in small town USA. He never really marketed. He never really had to. People knew of him from miles around. Mainly he did PR stuff – a fundraiser here, networking there, etc., etc. His good works made him well known and respected and the community ooo’ed and ah’ed over him so much the paper loved printing it.

But things changed. Malls started opening up. People started shopping out of smalltown USA and into the bigger cities. The environment changed. But he didn’t. He still kept a good practice, but you could see something interesting – his gross income started to plateau. And over time – many years – that plateau gradually started to show where it was really going. I actually don’t have to say where – you’ve got the picture.

Now, would that demand drastic measures? Taking into account inflation, cost of living and other factors that are on the rise – yes, I would say that would demand drastic measures. Did he take them? Not until the direness became all too apparent. But yes, he finally did take them. He started postcard marketing his youknowwhat off!

I have another client that is just a dream. They have had the same list for the past 5 years, ever since they have been in business – thirty thousand physical therapists they mailed to over and over and over and over and … They never changed. They figured if it was bringing in the income it was the thing that was working. And it worked and it still works. And today – they made Entrepreneur’s 100 Hot List for 2005.

So, next time you think about changing your marketing plan, look to see if it needs it. Look at your numbers. Are they improving? Declining? If your income is going up – don’t change one single thing. But if it is going down or flat lining – for heaven’s sake, change!

About The Author

Joy Gendusa founded PostcardMania in 1998, her only assets a computer and a phone. By 2004 the company did $9 million in sales and employed over 60 people. She attributes her explosive growth to her ability to choose incredible staff and her innate marketing savvy. As an Expert Author, she is always willing to share her marketing advice through articles, interviews and speaking engagements; visit www.postcardmania.com.

This article was posted on September 07

by Joy Gendusa

From Spyware With Love!

From Spyware With Love!

by: Doug Woodall

Itกs late. Youกve been scouring the web for that perfect present for your Aunt Bess in Idaho and finally you find it at presents4aunties.com. The site looks a lilก rough on the edges, weird colors and such, but they have that gift you know will make Aunt Bess add you to her will. You purchase the gift, log off and head to bed, tired but happy.

The next day, coffee in hand, you turn on your puter. Thatกs strange, you think, its awfully slow this morning. After waiting longer then it takes to make a pot of coffee itกs finally booted up and ready to go. You open your browser to check the Cow Tipping Blog for the latest posts.

Whats this you say, my homepage is now longer the Blog , but a site trying to sell me a DVD of the Smurfs vs the Terminator!

Oh well you say, not quite fully awake. You type in the URL for your Blog and wait. And wait, and wait. Finally its up! You start to read the mornings postings. You’re into the second post about the upcoming Cow Tipping Championship in Vegas when a Popup appears and says you need to go to heartburngone.com for the new revolutionary cure for heartburn. กClick here nowก it says and receive a free gift, the secret cure for Baldness!

Weird you think, you click the X to close it.

You don’t realize by clicking the X that a small hidden piece of code has just been downloaded to your puter.

You finish the Blog postings and decide to check your Bank Account. You type in the URL and wait, and wait. Finally the Bank Logon appears. You log in, completely unaware of the code, which is actually a Keylogger, is recording your every keystroke. The Transaction is there for Aunties gift, you’re so happy. You log off and remember you forgot to email that document for your Boss. Thatกs ok you say, I can log in from here and send it! Technology is so great ! You log into your work portal and access your email program, find the document, attach it to the email form and send it. You vaguely remember it had something to do with the updated personal info list for all of the employees at your job, it includes their Addresses, email addys and direct deposit account numbers, also their logon names and passwords to access the Computers at work.

Darn, now another Popup appears, whats wrong with this puter?

Well at least you didn’t forget the bosses document, after all you wouldn’t want to get in trouble with the bBoss. Youกve a great job, working for the Trans Global Bank after all. Offices all over the world don’t ya know.

Well time to check your antivirus program for updates. Hmmm it says no updates kneeded . You notice the Misspelling but what the heck, those things happen. Geez the puter is really slow! You decide to reboot, hoping that will fix it. Gripes, now it wont even boot! At least theres a lil extra money in the ole Bank Account to get it fixed.

The above is fiction. No animals were harmed. But its scary huh to think it could happen.

Granted itกs a worse case scenario, but I wonder…

Be smart out there people, learn how to use your AntiVirus and AntiSpyware programs. Keep them updated, and if they don’t work well for your surfing habits, find programs that will. Keep your puter protected, your well being may depend on it.

About The Author

Doug Woodall has a website at http://www.spywarebiz.com.

There he provides free information and recommended products to combat Spyware.

He is a member of the IWA (International Webmasters Association)

Doug can be reached at [email protected]

Article edited for proper content by Wendy McCallum

Permission to copy ok as long as about author info remains with article.

Copyright 2005 SpywareBiz

This article was posted on August 25

by Doug Woodall

Writing BenefitDriven Web Copy – 4 Steps to More

Writing BenefitDriven Web Copy – 4 Steps to More Sales

by: Glenn Murray

Youกve identified the benefits you offer your customers, but how do you turn a list of benefits into engaging web copy which converts visitors into customers?
Recently I wrote an article explaining how to identify the benefits you offer your customers (http://www.divinewrite.com/benefits.htm). That article challenged business owners and marketing managers to think in terms of benefits rather than features when writing their web copy.
What the article didn’t discuss was how to actually write the web copy once they had identified their benefits. That’s what this article is about. (It even gives you a couple of templates you can use to make your job a whole lot easier!)
As a website copywriter, many of the projects I undertake are completely new websites. The client has some general ideas about what they’d like to convey, but they need someone who can finetune their message, and create web copy (and a web structure) which engages their readers. As a result, over the years I’ve developed a process for doing this effectively. There are four main steps:

Identify benefits
Identify how you deliver these benefits
Prioritise your benefits
Write the content

Although this article touches on step 1, it’s mostly about steps 2, 3, and 4.
STEP 1 – IDENTIFY YOUR BENEFITS
Branding aside, most websites are about selling. Customers don’t want to know what you can do; they want to know what you can do for THEM. That means the first question you should ask is, ขWhat benefits do I offer my customers?ข This is usually the first step toward identifying the key message to be conveyed.
That’s not to say that your website shouldn’t describe your products and services. You just need to make sure it describes them in terms of benefits to your customer.
But benefits identification is outside the scope of this article. If you’d like to find out more about how to engage your customer with benefits, go to http://www.divinewrite.com/benefits.htm.
STEP 2 – IDENTIFY HOW YOU DELIVER THESE BENEFITS
Of course, you can’t just claim to deliver benefits and stop at that. You need to support that claim. On your website, you’re going to need to convince your audience that you actually do deliver these benefits. Anyone can say they deliver benefits, but few can say it persuasively.
From step 1 you’ll have a list of benefits. Now you need to think about how you deliver each benefit in that list. This is where you start talking about features – price, product highlights, distribution channel, competitor weaknesses, external factors, USPs, etc. It’s helpful if you draw up a table with one column for benefits and one for the features which deliver those benefits. (Click http://www.divinewrite.com/downloads/benefitsfeatures.doc to download an example BenefitsFeatures table – 20KB.)
You’ll probably find this process much easier than identifying benefits. In fact, you’ve probably got most of this information written down already… somewhere. If not, chances are you uncovered a good portion of it when you were brainstorming for benefits.
TIP: If you’re having trouble identifying supporting features, before filling out the table, try listing everything you can think of which relates to what you do and how you do it. Don’t worry about the order. Just braindump onto a piece of paper, a whiteboard, a Word document, anywhere… Don’t leave anything out, even if it seems unimportant. (You’d be surprised how important even the most insignificant details can become once you start assigning them to benefits.) If you start getting lost, think back to the question you’re trying to answer: How do you deliver your list of benefits to your customer? Once you’ve done your braindump, read through it and decide which specific benefit each feature delivers.
STEP 3 – PRIORITISE YOUR BENEFITS
Now that you’ve identified all the things you COULD say, it’s time to figure out what you SHOULD say and where you should say it. This is where your benefitsfeatures table comes into play. Read through your list of benefits and prioritise them according to how compelling they will be to your reader.
The reason for this? Priority determines prominence. The most compelling benefits will need to be prominent on your site.
TIP: Be aware that your list may include some benefits which everyone in your business category could claim. In other words, they’re not just specific to your company, but apply to the type of service you offer. For example, if you sell a Content Management System (CMS) for website creation, you may list ขGreater control for marketing managersข and ขLess expense updating contentข as benefits. Every CMS vendor could claim these benefits, so you’ll need to question their importance. Will they differentiate you from your competitors. Generic benefits can be useful if none of your competitors are using them, or if you feel you need to educate your market a bit before launching into companyspecific benefits.
STEP 4 – WRITE YOUR CONTENT
So now you know what you’d like to say, it’s time to decide how to say it. This is about three things:

Subject – What is the subject of your site; features or benefits?
Structure – How do you structure your site such that your customers will read your most compelling benefits?
Words – What words should you use to best engage your audience (and the search engines)?

The remainder of this article is dedicated to Subject and Structure. For further discussion of Words, see http://www.divinewrite.com/webwriting.htm and http://www.divinewrite.com/seocopy.htm).
Subject
What is the subject of your site; features or benefits? The answer to this question lies in audience identification. If your audience knows a bit about the type of product or service you’re selling, lead with features (e.g. processor speed, turnaround time, uptime, expertise, educational qualifications, wide product range, etc.). But make sure you talk about their benefits, and make sure the features offering the most important benefits are the most prominent.
Here’s a simplified example…
ขCool Widgets offers:

Standard Operating Environment – Significantly reducing the complexity of your IT infrastructure
System upgrades which are less expensive to license – Providing excellent TCO reductionsข

In cases where you’re selling to an audience who knows very little about your product or service, lead with benefits (e.g. if you’re selling something technical to a nontechnical audience).
Here’s the same simplified example, reversed for a novice audience…
ขCool Widgets offers:

Reduced complexity of IT infrastructure – We can implement a Standard Operating Environment for your organisation
Reduced TCO – We can upgrade your IT to systems which are less expensive to licenseข

Structure
How do you structure your site such that your customers will be sure to read your most compelling benefits? The answer is, keep it short ‘n sweet. And make it scannable. This doesn’t mean you have to cut features or benefits. You just have to structure your site to accommodate your message.
While every site is different, as a rule of thumb it’s a good idea to introduce your main features and benefits on your home page. Summarise them – preferably using bullet points, but at the very least, clearly highlight them so that your audience can scanread (e.g. bold, underline, colour, link).
Then link from each summarised feature or benefit to a detailed description. Try to keep each page to approximately 200400 words. You may need several pages to detail all your features and benefits. (Click http://www.divinewrite.com/downloads/pagestructure.doc to download a page structure template – 29KB.)
TIP: In cases where you need to introduce features and benefits which are generic to your field (rather than specific to your offering), your home page is generally the best place to do it. From there, you can lead to a second page summarising the specific features and benefits of your offering.
Conclusion
Web copy is about far more than just clever words. It’s essential that you identify the benefits you offer your customer, and that you can convince your customer you actually deliver those benefits.
I hope that the guidance and tools provided in this article will help you on your way to engaging web copy which converts to sales.
Happy writing!

About The Author

Glenn Murray heads advertising copywriting studio Divine Write. He can be contacted on Sydney +612 4334 6222 or at [email protected]. Visit http://www.divinewrite.com for further details or more FREE articles.

This article was posted on July 28, 2004

by Glenn Murray

Why Autoresponders are an Absolute Must

Why Autoresponders are an Absolute Must

by: Glen Hopkins

With autoresponders, you never have to lose money advertising again! Thatกs right, every ad you place from now on can be a winner even when you lose money!

I know, I know, you’re thinking, กOkay, now youกve lost it Glen.ก But I haven’t. Let me explain.

Letกs say you place an ezine ad, which costs you $200. and you make $20 for every sale made. If you make 8 sales with the ad you will earn $160.

Gosh, you just lost $40. Thatกs a bad ad right? The answer to that depends on how you wrote your ad. Let me show you how losing $40 can actually be a win.

When you create your ad, don’t advertise directly for your product. Advertise something that will กbring them in the doorก. Freebies like this minicourse, sweepstakes or items at exceptionably low prices work well.

The job of your advertisement is to create leads. That is, to get the readers email address with permission to follow up Yes, thatกs that one to one marketing thing happening again.

Using autoresponders that automatically followup will give you the ability to set up a completely automated followup system for your product or service. You can use three, eight, or even thirty email followup messages to generate sales for your product.

Instead of only having one chance to sell your prospect, you can have thirty opportunities to sell them all for the price of one ad. Which do you think will make more sales?

Marketing guru Jay Levinson figures the average person needs to see an ad twentyseven times before it has the desired impact. Twenty seven times! Now you know why you see CocaCola everywhere you look.

Okay, so letกs do the math again. You paid $200 to run your ad with a link to your automatic followup system. Letกs say you send seven followups. You made $160 on the first ad. Don’t forget what the guru says the more a person sees an ad, the more likely they will buy. But for argument sake, letกs say your conversion rate stays at $160 per followup. $160 times seven followups equals $1120. Now youกve made a profit of $920! Pretty cool isn’t it?

Try to use some element of viral marketing in your offer. I give this minicourse away for free to people who sign up for my ListOpt List Builder Program and I allow you to give it to your friends and even offer it to your prospects in your ezine or on your website as something to กget them in your doorก.

Yes, thatกs right, you can offer this minicourse to your prospects for free when they sign up for your ezine. All you have to do is give them this link (mailto:[email protected]) in your welcome message that you send out when they subscribe to your ezine. You could say something like:

‘thanks for subscribing to MyEzineName. You will receive your first issue shortly… blah, blah, blah…

As our gift to you for subscribing, please send a blank email to mailto:[email protected] Within seconds, you will receive for free, the marketing minicourse, ‘the 7 Secrets of Making Money with Ezinesก.

Best regards,

Your Nameก

This is a winwin situation.

You Win because:

You offer people this minicourse which will increase the number of people who sign up for your ezine and will drive traffic to your site.

Your Subscribers Win because:

You gave your subscribers this minicourse which will not only teach them how to make money with their ezine, but also they can use it to produce more traffic and sales at their web site. This my friends will please your customers and create loyalty (which is another win for you).

And I Win because:

A traffic virus is being created with this minicourse! Wow! A winwinwin situation. Everyone is happy.

To sum it up, using an autoresponder followup system with an element of viral marketing will reduce your advertising risk. If you have a traffic virus in place, then your ad will continue to work for you for many years to come.

You have permission to reprint this article provided you include the following resource box:

About The Author

Glen Hopkins is the director of ListOpt Publications Inc. If you’re looking to build your newsletter subscriber base quickly, easily and inexpensively, visit Glen at: http://www.listopt.com and learn what hundreds of other publishers are saying about ListOptกs amazing List Builder service.

This article was posted on October 14, 2004

by Glen Hopkins

Negotiating Technology Contracts

Negotiating Technology Contracts

by: Andy Quick

Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the best deal for you. And even worse, most of us computer folk (like myself) have never been trained in the art of negotiation, so it can be difficult to spot a snake in the grass. Before you begin negotiating a technology deal, know what you’re getting in to.

Solicit, Don’t Be Solicited

I receive at least three calls each day from technology vendors interested in selling something: hardware equipment, software tools, consulting services, etc. Usually, these calls are กcoldก. My name somehow landed on a telemarketing list in the hands of some vendor who is calling me out of the clear blue sky hoping that what they sell somehow matches what I need. You can waste hours on the phone letting some nontechnical, scriptreading, telemarketer or sales representative chew your ear off about their latest and greatest gizmo. Very rarely do these types of calls ever translate into a real business opportunity.

The most popular cold call opening is กGood morning. This is Joe from the XYZ software company. We offer break through whatever solutions to help you reduce your total cost of ownership for whatever. Let me ask you, are your responsible for managing your companies whatever investment?ก I get so many of these calls that I can answer them in my sleep. Years ago, I used to engage in some level of discussion with these people and it always went nowhere. Unless you really think theyกve got something you might want to buy, cut them off immediately. And just like any telemarketer, they have a scripted response for anything. If you answer the above question with กNo. I am notก. The immediate response will be กCould you direct me to someone in the company that is responsible for whateverก. If you hand out a name and number, you’re just passing the buck to some other poor soul in your organization. My favorite response is กNo. We don’t respond to phone solicitations.ก Nine times out of ten, they will give up. Sometimes, the cold caller will make another run at it and restate their purpose or as they close the call, sneak in another sales pitch. กYes sir. I understand. We offer something really great for your company and would love to send you a free trial version at absolutely no cost. Its free to try.ก You could be tempted to say กFree? Tell me more.ก Again, this type of response will just open up the sales speech flood gates and you will be wasting your time trying to get a word in edgewise. Stick to your guns: กAs I said. We don’t respond to phone solicitations.ก is the proper response. If they make yet one more run at it, the final blow would be กNot sure if you’re deaf, but I said we don’t respond to phone solicitations. Tell me your name and transfer me to your supervisor.ก You will either hear apologies or a dial tone. Either way, youกve just gotten yourself off of a call list and will never be bothered again.

If you’re interested in buying something, you do the calling, not the other way around.

Put The Horse Before The Cart

Never begin looking for technology solutions without knowing what you’re looking for. Know the business problem you’re trying to solve. If you know you need a software package that automates statistical analysis, flush out a more detailed set of statistics requirements (types of model, sample sizes, etc.) before you begin to shop around. Usually, software products have bells and whistles that, although look cool, are not absolutely needed. Before you begin comparison shopping, define your basic technology and business requirements. Knowing what you really need will give you confidence and leverage in a negotiation.

Always Comparison Shop

No matter what, always evaluate multiple options. If you’re looking for software, don’t get excited and latch on to the first package that looks good. And certainly don’t give a sales rep. the impression that you’re overly interested in their solution. They will be less likely to move during a negotiation. The IT market is over abundant with hardware, software and services solutions. Probably, you will have many options to choose from. Be picky!

Create Your Game Plan

Before you begin negotiating a deal with any technology vendor, plan your negotiation carefully. I have included some general planning questions that you should answer in preparation for a negotiation. The questions I have listed below may not make sense for your negotiation, so feel free to modify them for the occasion. The point here is to prepare in advance. You don’t want to figure out the answers to these types of questions in the middle of a negotiation as it may give an inch to the sales person. I would even recommend writing the questions and answers on a sheet of paper for reference.

(Price) How much do you think you should pay for this software or service? What is the market rate or street price? What are you prepared to spend? What is the highest price you would be willing to pay?

(Features) What key features and capabilities are you looking for? Force rank the features. What does the prioritized list look like? Of the features you need, categorize them into two categories: กmust haveก and กnice to haveก.

(Service Levels) Do you expect some level of performance from the equipment, software, or service? Are there uptime requirements? Do you need 24×7 technical support? Do you expect the vendor to incur a penalty if they don’t perform up to your service levels?

(Trades) What is most important to you: price, features, or service level? Force rank these in order of importance. Would you be willing to trade items between categories? For example, would you be willing to give up a certain service level for a lower price?

(Suppliers) Which vendors offer something that you think could meet your needs? How long have these companies been in business? Are you doing business with them already? Do you have a good business relationship with them?

(Gravy) If you had your druthers, what extras would you like the vendor to throw in for free? Would you like training or extra manuals? Would you like special reporting?

You will probably have more questions in addition to the ones listed above. Take the time to write them down and create the answers. Once you have established your position, you will save a great deal of time evaluating your potential vendors and negotiations will be less painful.

Lead The Dance

When you are ready to face off with a vendor, do your best to drive the discussion. Get as much information about the vendor and their product and service before price enters into the discussion. Just like car buying, pick out your car (or choice of cars) before you negotiate a price. If you find that the discussion is prematurely heading toward pricing, bring the conversation back to understanding the product or service itself. If you’re not ready to talk price, say something like กRight now, I am just evaluating your product (or service). Unless I think thereกs a real opportunity, Iกm not prepared to negotiate price right now.ก

Pricing for hardware, software, and services follow very different models. Hardware prices are fairly standard unless the product is new. Usually, the markup on hardware is very small (115%). On the flip side, the markup for software is huge (100%+). Software is priced based on value, not the cost to the vendor so you can usually negotiate software prices down substantially. Services are usually based on labor rates and are marked up based on the demand for those skills (1550%).

When you are ready to discuss pricing, take the lead in the dance. Here are the steps to follow (in this order):

Make the vendor throw out the first offer. Never be the first one to suggest a price. Although rare, you could hear the question กhow much would you be willing to pay for our product?ก A good response would be กAs little as possible. Whatกs your offer?ก This response puts the ball firmly in the vendorกs court. Remember, if youกve done your planning, you really do have the answer to this question, but your job is get a price far below your maximum, so don’t tell the vendor up front!

Express concern. Never get excited about the first offer no matter what. If you’re considering other alternatives, you may be able to get a better price. My favorite tactic is to say nothing and simply make a nonverbal expression of concern. Usually, the vendor will come back with either กbut Iกm sure we could sharpen our pencilก, or กwe could probably come down lower if that price is too highก, or the ever popular กbut we’re willing to work with youก. You may also be prodded with กYou don’t seem to like that price. I seem to be out of the ball park. What price would you be comfortable with?ก Hereกs where the dance gets interesting.

Make the vendor throw out the second offer. This can be difficult, but by making the vendor throw out more prices, you are lowering the ceiling of the negotiation going forward. If, in step 2, the vendor says กwe could probably come down lower if that price is too high.ก, immediately respond with กHow much could you come down?ก or กIt seems you didn’t give me your best price to begin with. Whatกs your best price?ก. Latch on to what a vendor is saying and keep asking questions. Stay on this step as long as possible and try and keep the vendor to continue to provide better pricing.

Counter offer. Propose a different price than whatกs on the table. Be reasonable. If youกve done your homework and checked the going price for the product or service, you know what the range is. If you throw out a price that you know is ridiculous, it will look like you don’t know what you’re doing. However, if you counter with a price that demonstrates that youกve done your homework, the vendor will know you are serious. Justify for your counter offer. For example, you may want to reveal that youกve done some market analysis by saying กIกve researched the market a little and think my offer is more in line with market prices.ก Obviously, the vendor may disagree, but at least you’re backing up your counter price.

Trade. Unless you can land on a price outright, there will likely be gives and takes on both sides. Go back to your to plan and begin proposing trades. Always make trades that bring you little to no value but may be perceived as valuable by the vendor. This can be very difficult, but can pay huge dividends. Here is a perfect example. Letกs say you want a service contract to outsource your help desk (technical support phone service). Letกs say you really want the help desk to answer your calls within 1 minute (youกve already figured out this requirement in your plan) but the vendorกs first offer is to answer your calls within 30 seconds. Letกs also assume that price is more important to you than having your calls answered 30 seconds faster (remember the vendor doesn’t know this). And letกs say the offer on the table is $5 per call. A great trade proposal would be กYour price is too high for me. I can recognize that you need enough people to answer those calls within 30 seconds and that has value. I would be willing to sacrifice an extra 30 seconds on each call if you could bring your price down.ก If the vendor responds with a counteroffer, circle back to steps 4 and 5. Try and keep the counter offer / trade cycle going as long as possible.

Nibble. Just as you and the vendor are about to agree to terms and everyone starts smiling and shaking hands, start asking for the gravy. Letกs say youกve just negotiated a software deal and you would really like some training. Just when you think the vendor believes the negotiation is at its very end, you could say กI am really glad we could work this out. Iกm looking forward to using your software. One more thing would you mind spending a couple days showing me how to use your product. A little training could be useful. Is that ok with you?ก You run the risk of opening up the negotiation, but you stand a better chance of getting a few extras free of charge.

Walk The Talk. If youกve set your maximum price and you can’t seem to negotiate what you want even with trades, walk away. Be firm and truly be prepared to walk away. Be blunt. กIt seems we’re not getting anywhere. I think Iกll take my business elsewhere. Thanks for your time.ก Shutting the discussion down can sometimes break the log jam. If a vendor really thinks they’re going to loose the business, they may suddenly move.

Patience is a Virtue. Negotiations take time. Before you begin, know what your timeframe to make a decision is. Never act hurried or anxious. Come across to the vendor as relaxed and confident (but not cocky). The message you want to send to the vendor is กIกve got all the time in the world.ก

Never Lie. Although this happens in many negotiations, telling lies will hurt your reputation and could poison vendor relationships. I am not a proponent of outright fibbing. Be honest but don’t give away your hand.

Follow these steps, and you will strike better deals and build confidence in your ability to negotiate. What I have left out in the steps above are standard questions that vendors love to ask. Let me leave you with these questions, their underlying motive, and what you should say. The trick is to always put the ball back in the vendorกs court to better your position:

Question: กWhatกs your budget for this project?ก

Motive: Setting the price floor

Answer: ‘thatกs confidential. Why do you need to know that?ก

Question: กWhatกs most important to you? Price or service levels?ก

Motive : Prioritizing your trades

Answer : ‘they’re both important to me. Iกm looking for the best packageก

Question: กHow soon do you need to make a decision?ก

Motive: Setting the timeframe

Answer : กI will make a decision when I can get the overall best dealก

Question: กCan you make decision quickly. Iกve got to make my sales quota and our quarter is ending soon. I can’t guarantee I give you the same discountก

Motive : Apply pressure

Answer : กIกm not going to rush my decision because of your companyกs business calendar. We may need to rethink things…ก

There are others, but always maintain your control, patience and poise and always take the lead in the negotiating dance!

About The Author

Andy Quick is cofounder of Findmyhosting.com (http://www.findmyhosting.com), a free web hosting directory offering businesses and consumers a hassle free way to find the right hosting plan for their needs. Feel free to contact Andy at [email protected] in case you have any questions or comments regarding this article.

This article was posted on May 9, 2002

by Andy Quick

Build Relationships

Build Relationships

by: George Torok

Personal marketing makes it easier to sell, by building relationships nurtured on awareness, value and trust. Make your relationships more fruitful by making them personal. Use these powerful yet simple tips from the book, Secrets of Power Marketing; Canadaกs first guide to personal marketing for nonmarketers.
Say thank you
Everyone wants to hear ‘thank youก. The easiest way to say thank you is verbally but the most powerful and memorable is with a hand written note. We receive so few hand written notes that we read them first and value them because we know you took the time to write it personally. Say thank you to your clients for the opportunity to work with them. Say thank you for considering you even if they did not hire you. There are so many opportunities to say thank you; thanks for the lead, information, invitation, advice, idea, introduction, publishing your article,…
Say Congratulations
The cousin to ‘thank youก is กcongratulationsก. Congrats on becoming president of the association, getting the new job, appearing in the paper, completing a successful project, volunteering for a charity, winning the award, being nominated, expanding the business, opening a new office,.. This is a great way to make first contact with a prospect or key influencer.
Send postcards
Open your mail. What do you find? bills, junk, flyers, post card. What do you read first? I read the post card to see whom it is from? When you travel, (on business or vacation), send post cards to your important clients and prospects. Keep your message simple and sign your full name clearly. Even when you don’t travel use post cards to stay in touch, say thank you or congratulations. You could use postcards of a local attraction or print your own customized cards. I keep a supply of Canadian flag post cards handy.
Send books
Most receive and throw away a lot of business cards. But when we receive a book we keep it and put in on a shelf. We might even read it or at least glance at it. If you wrote a book give it away it is your best brochure. If you have not yet written a book you can still give books as a gift. Give a book that supports your message or one that you know your prospect will love. Check with the authors they might give you a deal if you buy a bunch.
Build relationships with your clients and prospects.

About The Author

© George Torok is coauthor of the national bestseller, Secrets of Power Marketing Canadaกs first guide to personal marketing for nonmarketers. To arrange for George Torok to work with your organizations visit www.Torok.com or call 8003041861

[email protected]

This article was posted on May 14, 2004

by George Torok

25 Proven Strategies For Improving Your Telephone

25 Proven Strategies For Improving Your Telephone Results To Build Your MLM Dowline

by: Jason Clark

1. Reap what you sow! What does that mean? It’s vital you keep prospecting to keep the funnel full. The prospecting funnel is the lifeblood of your network marketing business. It’s the heartbeat of your business.

2. You must use your product or service no matter what you recommend. If you don’t use your product you are going to have a tough time convincing your prospects to use it. What is your personal story?

3. Ask yourself what are your prospects most fundamental concerns are. Become a problem solver match your business opportunity or product to their primary wants.

4. If you don’t succeed totally on a prospecting call, qualify them for the future. Follow up again in 6 months to check if your prospects circumstances have changed.

5. Go back to high potential prospects that didn’t join or purchase your product. You have a much better chance when you go back because you have developed your skills over a period of time.

6. When leaving a message with a machine or person identify yourself. Identify yourself with your title and where you’re calling from because it adds credibility.

7. When leaving a message on voicemail speak slowly and clearly. It gives your listener time to take notes. Always repeat important details.

8. Prepare your voicemail strategy before making your call. Prepare what you’re actually going to say. You will sound more confident and more competent.

9. Every time you leave a voicemail message be certain to insert something of value and interest. Your prospect needs a reason to take action.

10. Don’t be too concerned with the best time to call a prospect. The best time to call is when you’re available. If you’re not on the phone you don’t have any chance reaching anyone.

11. Have call objectives for your day and stick to! When you have your day planned you will be more focused and likely to take action. Take prospects from first contact to a scheduled interview.

12. Take each call, as far it will possible go. Have an objective and reason for your call. If you have an objective of making first contact to then interviewing your prospect take your call through this process. Don’t have a limited notion it takes X number of dials to achieve this and make a sale.

13. Do a little more each day. Challenge yourself and you will grow… beat your results anyway you can and it will do wonders for your business. MLM is a personal development program with a pay plan attached.

14. Your opening statement must always address your prospects primary wants. What is it your prospect wants? What’s in it for your prospect?

15. Begin follow up calls with proactive phrases like: I’m calling to review, I’m calling to discuss, I’m calling to analyse, I’m calling to go over what we talked about on out last call or I’m calling to continue our conversation from last time.

16. Opening statements should be scripted, but never read. Your opening statement should come across naturally and conversational. Write your opening statement the same way as you speak. Roleplay with your upline or coach. Learn it word for word and memorise it. It helps to establish the opening rapport and learn about your prospects primary wants.

17. Go back to your inactive down line and call them. ขWe had the opportunity to work together last yearข… Situations change! See where they’re at and if you can work together again.

18. Pause after you have asked a question for two to three seconds (golden silence). Give prospects time to respond. Don’t answer for them. It applies when they ask you a question. Show you’re concerned about responding to them. Think through what you’re going to say back to them. Adds credibility. Take notes about your conversations and use keywords your prospect has used.

19. Listen for tones and feelings behind your prospects words. There is hidden meaning in what we say, by how we say it. Facetoface it’s called body language. It shows you’ve been educated on how to do things properly. How we say something is as important as we say it.

20. Don’t get frustrated when someone answers your call and are in a rush. Accept people can be occupied with others things. Gage your response, initial questions or call back at a more convenient time.

21. Practice listening on the phone and off. Most of us are guilty of selective hearing. Learn not to be judgemental or biased…listen to information and then process it.

22. If you have done everything right your prospect will volunteer to join or purchase your product…don’t count on it. Close your prospects. Simply ask them what their next step is. What is their plan? When? Follow up and follow through.

23. Use questions to strike with prospects convictions. Their conviction may not be strong enough yet. Strengthen their convictions by asking questions… What do you suggest we do from here? They will tell you.

24. Ask for a commitment with conviction. Is there any reason why you won’t join XYZ Company today? Is that your plan? Are going to join today? Talk in a positive way.

25. Get people to visualise using your product or service. Help people visualise the success they can have with your business opportunity. What does it means to them. It comes back down to your prospects primary wants. What will $4,000 a month allow your prospect to do? Ask them!

To Your Success,

Jason Clark

About The Author

Jason Clark is a Leaders Club independent marketer who shows networkmarketing professionals how to build happy, productive, moneymaking, and duplicating downlines! Get a FREE MLM Training Tape and Discover the 4 Major Pitfalls that Cause 97% of Network Marketers to Fail! Visit http://www.BeAMLMHeavyHitter.com

ขHave a web site or newsletter? Feel free to use this article to add valuable content for your business. I only ask the author BYLINE stay inact and unchanged.ข

This article was posted on October 31, 2004

by Jason Clark