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May

Want More Sales? Stop Asking for Them!

Posted by Cenay Nailor | Published in Training

Yes, I realize this flies in the face of what your upline has been drilling into your head for weeks (months/years), but it’s true. It also has the additional benefit of increasing trust with your potential customers, reducing stress, and making direct sales more fun. Oh, and you get to keep your friends. Sweet!

Let me explain.

When you started in network marketing, you were probably told something along these lines… “It’s not sales, you’re just sharing the products” (Yeah, right). Or perhaps you were told… “It’s like recommending a movie or restaurant” (Does the movie industry pay you to recommend their products? How about the local restaurant?) Or my personal favorite…”Everyone wants these products, they just don’t know it yet!” (Again, yeah…right).

So, you are all fired up about your new home based business… you bought business cards and read all the product literature. You spent the extra money because your upline told you it was a good idea, and you bought motivational tapes/CDs/DVDs. You are fired up and READY! You made your list, just like your upline said, and you have checked phone numbers for your 3rd grade teacher, the lawn-guy who did your yard 3 years ago and the mailman. You pick up the phone and make the first call. You decided to start easy so you called your best friend, invite them to lunch. Just after the drinks were served, you start in on this really great product. They listen with rapt attention. You are, after all, someone they trust. All throughout lunch, you extol the virtues of this amazing (fill in the blank) product. Then comes the time to close them. You say “Oh, I love these products so much, I decided to sell them“. You just started down the path of the NFL club (No Friends Left). You blew it, because you let them believe you were recommending a product just because you liked it. Now, everything you said is suspect. You lied to them (by omission, but they will view it as a lie just the same).

If you had been a little more transparent with them, told them up front, they still might not buy, but at least they won’t avoid you. Let me give you a better idea.

Don’t ask for the sale, ask for a referral.

You could try something like … “I am now promoting XYZ Diet Pills, because I finally found something that works for me“… pause, give them a minute to absorb that. They might be secretly trying to think of a way to bail on you before lunch is served. Then hit them with your best shot… “Do you know anyone who might be interested in losing weight?” Pause again. Give their brains a chance to catch up. You didn’t just ask them to buy something. They won’t have to turn you down. They can exhale. And when they resume chewing the bread stick, they might actually try to think of someone who would be interested. And if they are, they will tell you so. No pressure.

Best part? (Aside from the referral) You still have a friend. You didn’t lie to them, you didn’t pressure them and you gave them a way to help you (they are your friend after all) without committing to anything more strenuous than the name of someone they know who was venting to them just last week about how hard it is to lose weight.

So, if you want more sales, stop asking for them. Ask for referrals instead. A referral also gives you more leverage when you are speaking with that prospect on the phone. “Hey Jill, Jane here… I was talking to Deb yesterday, and she mentioned you wanted to lose some weight and recommended I call you. Have you lost the weight you wanted to, or are you still looking for a solution?”

It’s a powerful concept. Give it try.

Cenay Nailor spends her days working on business applications as a custom software designer and her evenings exploring the world of Network and Internet Marketing.

You can contact me here : http://www.NowYouAreTalking.com

And get more articles like this one: http://www.CenayNailor.com/mlm/

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Aug

3 Ways To Avoid Information Overload

Posted by Cenay Nailor | Published in Training

by Cenay Nailor

Do you ever feel like if you learn/see/hear one more thing, you brain will start leaking out of your ears? Welcome to Information Overload .

I feel your pain.

I keep hearing from all the trainers, coaches and guru’s that it’s simple . And they each list “everything” you should do to be successful.

And guess what? Their lists don’t match!

Each trainer/coach/guru lists 5-9 things you MUST do to be successful online. How do you know which is really the one that you need to do?

Well, frankly, it’s gonna depend on you. I know that wasn’t what you wanted to hear, but dang-it, it’s the truth and I promised you truth above all, right from the beginning. It’s going to depend on your goals, the results you are expecting and the method you choose to give you those results.

But I digress. We are talking about how to avoid information overload.

It’s a matter of mindset, discipline and habits. When you are first starting out with a new “prospecting” method like using the Internet, you need to do some research, explore your options and then pick one .

Notice I didn’t say buy every book or product out there to teach yourself, nor did I say read only one . You do need an overview of what’s possible. And you need to know who is doing it successfully. But in the end, you need to choose one thing and then master it. Test it. Track it. Apply it. Study it. Don’t move onto the next “method” or “process”, until you have the first one “down pat”.

Trust me, I know it will be tempting to spend all your time researching, buying books that promise you 3 simple steps to financial freedom or listening to training calls from marketing guru’s morning, noon and night. But do you know why it will be tempting? Because if you are still researching and studying, you aren’t doing .

If you aren’t doing, you aren’t failing. Can you say “comfort zone”?

Listen, the number ONE reason you will succeed in this (or any) business, isn’t the marketing method, or the capture page, or the autoresponder (although these are all important pieces of the puzzle). No, the number one reason you will succeed, is because you took action. Massive action. Focused action. And you can’t do that if you are still chasing the hype.

There are thousands, no – tens of thousands of people on the Internet today, all hawking their “get rich quick” products, books and training courses. Each one promises you that you can quit your day job, fire your boss and retire in 1 year.

Tell me . . . in your heart . . . do you really think that is possible?

Nope, me either.

Success requires work. Anyone who tells you they have a system you just have to join to be massively wealthy overnight is flat out lying to you. But, I digress again. Sorry for the rant.

To Avoid Information Overload

1. (Focus ) Train yourself to look at one thing at a time. For example, if you are building a list using free traffic techniques, focus on that. All your efforts should be on that one thing until you can do it in your sleep.

2. (Consistency ) Train yourself to be consistent. You can’t succeed doing something only when you have extra time , or when everything else “pressing” is done. Allocate [X] minutes/hours per day for that task, and do it. No matter what.

Not doing it is only hurting you.

Don’t let obligations to others short-change you . If you are spending all your time doing something for someone else, who is growing your business? Short Answer? No one .

3. (Action ) Train yourself to be action oriented. If you are lying awake at night and an idea about how to do (better) what you are trying to do flitters across your brain, do it. The very next day. Take action. Even if it’s wrong action, it’s still got value to you, especially if you are tracking and testing like you should be. It is teaching you what doesn’t work .

You should have noticed that all three things I listed involved the word “Train “. That’s not an accident. You control your success or failure. No one else. Do you want it? Then train for it.

Alright, this post turned into a kind of a rant, and I am sorry about that. I just get so frustrated when I start mentoring someone and they come to the “table” with 43 eBooks, 14 DVD’s and 29 CD’s but not one single “action” under their belts.

I blame it on Information Overload.

Cenay Nailor is an Expert Internet/Affiliate/Network Marketer who hates rejection and chasing dead-end leads. To learn more about how she completely stopped having hotel meetings, home parties and *bump into’s* and still grew a lead database of over 400 prospects while generating over $3,000 in less than 30 days, even though no one joined her business, click this link ==> Cenay Nailor – Online Success Coach

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Aug

Helping Other Nussentials Rep’s

Posted by Cenay Nailor | Published in Branding Yourself, Training

Hey, it’s all a part of the service!

See, I talk about branding yourself, getting blogs and websites that help raise your credibility, and the importance of *putting yourself out there*. But most new Nussentails rep’s don’t know where to start.

That’s where I come in. Let me give you an example. Sallie Roberts is in my organization. Actually, she is my upline! But Sallie got the message when I talked about personal branding and the importance of your *prospects* being able to find you on Google. So, Sallie wanted a blog.

I helped her set one up. In fact, I helped her set up two!

One, is a personal/business blog called Sallie Roberts Explains and is a push button place to publish her thoughts and ideas.

The second is a Soy Candle specific blog, where she shares her experiences with making Soy Candles with the Candle Making Kits offered by Nussentials.

As I said before… all a part of the service. Are you considering Nussentials as a way to earn extra income? Ready or willing to quit your day job and devote yourself to a new business? Or just want to get started part time and help fund the vacations?

Either way, I can help.

Since I spend so much time training and working with my downline, I can only take on 10 new representatives this month, but if you want to be one of them, use the Contact Me button at the top of the page and let me know why I should consider you.

Each new representative I agree to work with, will get access to all my online training, blog setup, instructional videos and personally branded materials designed to help with your prospecting.

Ready to do something for yourself that will have long lasting and profound effects? Contact me today.

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Jul

Exclusive Look At The Secrets Of Recruiting

Posted by Cenay Nailor | Published in Free Resources, Training

If you’ve ever wanted to know what a "definitive" course on recruiting looks like, and what it contains, then check out the description I put together for you below.

Believe it or not, ALL of this and more will be covered IN DETAIL within Black Belt Recruiting, which is why it got such great reviews during it’s limited release a few months ago.

You’ll learn…

How six and seven figure network marketers close prospects on the phone without doing any "selling." (In fact, with Mark’s methods, the LESS you sell, the MORE people you sponsor!)
A sneaky way to get your competition to help you sponsor people into your business… without them even knowing it.
How to sponsor people who have already decided NOT to join your business!
My "wrong number" secret that lets you sponsor FAR more prospects than you are now… and with a LOT less effort.
Four words that will destroy your chances of sponsoring new reps — even the ones who already want to sign up! (When I stopped saying these four words — that 99% of networkers say during calls — my sponsoring rate shot through the roof.)
The secret of getting your prospects so "fired up" about your business you can literally sponsor them without even saying what company you’re in or what product you sell! (You may even have people call you a couple days later asking, "Ummm, what am I selling again?")
How to instantly "de-fang" loud and obnoxious prospects — and actually have them apologizing and pleading with you to show them the plan. (This secret works even if they were dead set against networking before!)
Startling facts you MUST know about sales people before you talk to them about your business. (Sales pros can be your best reps — but there’s a "trick" to talking to them if you want to sponsor them into your business.)
How to "position" yourself as a network marketing expert before you even sponsor your first distributor!
A weird (but effective) way to make money when distributors quit your team.
Why the best time to talk to a lead is AFTER they’ve talked to other network marketers! (If you do things "Mark’s way", you will never again worry if other networker talk to your leads — in fact, you’ll actually prefer they do.)
A little talked about fear every human being has… and how to use it to sponsor even the most skeptical prospects. (This tactic is often used by car salesmen, jewelers and other people who sell high ticket items. And it works even better for networkers.)
A brand new breakthrough (recently discovered by social scientists) that makes even total "newbies" irresistibly attractive to almost any prospect. (This incredible little secret is how some new distributors are able to sponsor dozens of people right off the bat. Here’s how they do it.)
How to get your prospects to ask YOU to make their decision to join your team FOR them. (This advanced recruiting technique makes sponsoring as easy as taking candy from a baby. And you will probably never hear about this anywhere else.)
How to get people at parties and other social gatherings to approach you and ask about your business… Without you having to say a single word!

In Black Belt Recruiting we’ll show you how to give yourself this "success aura" that instantly attracts new prospects to you and your business — even if you’re shy, introverted or have the personality of a toad now.

How to sponsor people in your local community… even if nobody likes you and everyone hates your guts.
Nine words that let you instantly control ANY prospecting call. (These nine words are like magic. Your prospects will feel "lucky" you even took the time to call them.)
Why you should almost never sponsor people who say they are "interested" in your opportunity. (I admit it — this was W-E-I-R-D when I first heard it, too. But believe it or not, when you stop sponsoring interested people, you will automatically see your sponsoring rates skyrocket.)
How to use an ordinary sheet of paper and a ball point pen to sponsor successful people, professionals and other business "authorities." (This has nothing to do with drawing circles or using the infamous "Benjamin Franklin close." It’s much easier than that, requires no effort whatsoever, and you will be astonished by how well it works on people used to being "in control" of conversations.)
How hanging up on a prospect can dramatically increase your chances of sponsoring him! (This technique works so well it’s almost spooky. Just be careful: You need to know how and when to hang up, and you can only do this with certain prospects.)
The one deadly mistake even experienced networkers make during three way calls that will destroy your sponsoring efforts.
How to talk to people you are sitting next to on a plane about your business without scaring them away. (And one simple "counter intuitive" thing you can do to get them almost begging you to show them the plan!)
How to get even your busiest up-line leaders to 3-way call your prospects at ANY time of the day or night. (Even if it’s 2 a.m. in the morning!)
When you should NOT send your prospects to a website presentation. (Even if they ask to see one!)
How to "recruit" your mailman to help you sponsor new prospects. (One guy recently built a huge downline in 30 days with this one secret alone. Here’s how he did it, and why you can, too.)
A secret way to almost guarantee your prospects don’t blow off your meetings and appointments. (This will virtually eliminate no-shows and late comers forever.)
How to mentally "turn the tables" on your prospects so they sell themselves on YOU… instead of you selling to them! (This amazing secret is used by every 7-figure networker on the planet. Here’s how to use it in YOUR business — no matter how experienced you are now.)
How to get the best and brightest prospects seeking YOU out — without spending any money on advertising. (Just use this technique Mark teaches and you’ll have people coming out of the woodwork asking about your business.)
The single most important thing you must do (and say) if you are talking to a highly analytical prospect.
The single most important thing you must do (and say) if you are talking to a highly skeptical prospect.
An "almost magic" way to s ponsor hundreds of international reps
before your company officially opens in their countries.

Black Belt will finally be available to the public on Tuesday, July 22nd, but in the mean time, you can actually go watch an hour long training video interview Mike Dillard did with Mark last month at his home – for free – right now on this page…

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Jun

Finding Your Nussentials Product Niche

Posted by Cenay Nailor | Published in Branding Yourself, Training

Or, finding out who you want to “talk” to.

Customers are the lifeblood of your business, despite what you may have heard to the contrary.

Having retail customers means you don’t have to “go out of pocket” for your product points. Not having to go out of pocket means you can take some time to build up your business, without pressure. If you can’t get paid because you can’t afford to buy your product requirements each month, how likely are you going to be out there recruiting? How long do you think you will last? Gather customers early and often. Remember, this is where your “residual” income comes from. Since customers are so important to your success, we will cover a capture system for product customers first.

Before you can build an effective “capture system”, you need to know whom you are trying to reach. To help you with determining your “who”, ask yourself these questions:

What is it about Nussentials that first grabbed you?
What was your first product?
How did it make you feel?
How do you feel about it now?
How long have you used it?
What results do you have that someone else might be interested in?
What can you speak about with passion and credibility?
What worked for you?

If you build your capture system based on what captivated you, you speak with more authority, more believability, and much more persuasion. People who are seeking these same results will perk up their ears and listen to what you have to say.

Let me give you an example from my personal experience:

My Mom is diabetic and has been for 35 years. Her blood sugar fluctuates wildly and all efforts to get it stabilized have met with failure, despite changing insulin types.

Blood sugar that gets too high or too low causes serious damage to her internal organs, decreasing her “longevity”.

There have been several times she went into a coma in her sleep! We would be unable to wake her and had to call 911 to have her taken to the hospital to get it back under control.

Sitting in the waiting room waiting to hear if they were able to bring her out of the coma were some of the worst memories I have. She has to draw blood and take her sugar levels about 10 times a day. Her poor fingers are like a pincushion and remain sore from all the sticks to get her blood. She has to wear socks to bed because the circulation in her feet is so poor. Danger of losing toes is a real threat she had to deal with every single day.

About 4 months ago, she started taking MORE! daily. Her next trip into the doctor surprised both her doctor and us. Her sugar levels were stabilizing. The high’s previous to taking MORE! were 600+ and she was experiencing that several times a month. The highs after starting MORE! didn’t top 350 and weren’t happening nearly as often. She has continued to take her sugar several times a day to monitor it, but the results so far are very encouraging.

The result she is happiest with?

The feeling in her feet has returned and circulation is back. She doesn’t have to wear socks to bed anymore! Her doctor told her she had never in all her years treating diabetics, ever seen that before!

Now, do you think if I addressed that niche, spoke from that experience, that I could get people having a similar problem to listen? And if I was careful and didn’t offer a cure, but rather an experience and the possibility that it could work the same way for them, do you think they would take the next step with me? Of course they would if they are diabetic or know someone that is.

Here is why… have you even been to an event or party, and run into someone with the same name? Isn’t there a bond immediately? Do you talk with that person? In the example about MORE and my Mom, I am calling a name. All those with the same name will perk up and listen. So, who’s name are you going to call?

Another example from my personal experience to help make the point:

I am single Mom, Grandmother of two toddlers (ages 3 and 1), entrepreneur and building my Nussentials business in my spare time. In other words, I am burning the candle at both ends. I work late into the night (3:00am), but the grandkids get up pretty early (5:00am some mornings).

In order to stay awake, I drink a lot of caffeine daily. Each morning, I would also have a RedBull. Sometimes again in the afternoon. Because of all the caffeine in my system, I would wake up repeatedly during the night, robbing me of the much-needed rest when I would allow myself to lay down. Without the proper rest, I needed caffeine to get through the day. See the vicious cycle?

I started drinking one ounce of Nussentials ALERT! in the morning and another at lunch time. I have energy all day long but come bed time, that’s when it got really good for me. I fell asleep faster, slept deeper and got more healing and rejuvenating rest. Even though I am only sleeping about 6 hours a night (on a good night), I feel better, more mentally clear than I have since I was in my twenties. So, I call the name of everyone who is burning the candle at both ends, who has trouble sleeping because of all the caffeine they drink during the day to stay awake.

You aren’t going to be able to address all the needs of all the people, don’t try. Nine out of ten people you speak to won’t be interested, get over it. Figure out what name you are, what name you want to call, and then research that market. Then, you are talking to the 1 of 10 that want to hear what you have to say.

Assignment:
Make a list of the things that Nussentials products have done for you or someone close to you. Figure out what name that is. Google words that you would search for if you were looking for that product. Keep a list of those words and we will compare it to the actual research step later.

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Apr

Capture Page Basics

Posted by Cenay Nailor | Published in Training

Okay, you have a hosting account, you bought a really cool domain name and now it’s time to put up a capture page and start building your list. What’s first?

Capture page sample screen shot This article will cover some capture page basics. It’s not meant to be the be-all-end-all reference, but should be enough to get you started. Please note that like ANYTHING you do online, you need to test and track how it works. Only if you are testing and tracking your results will you know if it is working, and what needs improvement.

First, let’s discuss the “elements” that make up a successful capture page. While there are some exceptions to these rules, for the most part, a good capture page contains all of these elements.

The Pre-Head

This is the smallish text at the very top of the capture page. It is used to help identify your target market. For example, if you are promoting a weight loss product, a sample pre-head might be “Have you tried everything and nothing works?” or “Looking for an easy way to lose weight while you sleep”?

The pre-head is often called the pre-qualifier. If someone lands on your web page who ISN’T looking for a weight loss product, the pre-head quickly “qualifies” them, or rather UN qualifies them. They can move on in other words.

The Headline

Also called the “Ad” for your page, this should show them in easy to understand language the exact benefit they can expect if they continue reading and purchase your product or download your ebook/whitepaper — whatever your offer is.

Please note I said benefit, not feature. They didn’t surf to your page to find out about features, they are surfing because they have a “pain”, a problem they want to solve. They aren’t looking to spend $40 a month, they are looking for a solution. They will pay $40 a month to get that, but you have to sell them on the benefit of your product first.

I think it was Perry Marshall who said it best. (I am paraphrasing here…)

People searching for a drill, aren’t really looking for a drill, they are looking for a way to make a hole. The drill doesn’t matter, it’s the hole they care about. So, don’t advertise the horse power, amps and length of the cord, show them exactly how it will make the hole they want in less time with less effort.

The headline is the short answer to that. If the headline grabs them, and shows them a possible solution to their problem might be found if they would only continue reading, then they will.

The Sub-Head

A continuation of the Headline, the Sub-head allows you to add detail, ask a question, suggest an answer or just expand on what the headline is saying. This one is optional, but works well if the message supports the headline.

The Body

The body is where the benefits are listed (usually in “bullet” form), the call to action is located and a story is told. I say a story, because if you engage them in a story then they are more likely to get emotionally involved in the outcome. A story also “slips past” the automatic defense most people have when surfing the web… I call this the “Ad Blindness Defense”. If the story is good, and the reader can related to it, then you move from a “salesman” to an “advisor” in short order.

The body should ALSO contain bullet points. These are the short, easy to understand benefits they can expect if they buy your product/service or download your free ebook. These should also be benefits, not features. Remember, a feature is something that excites you as a business owner but does nothing for the reader.

Let me give you an example.

Let’s say your company is 12 years old and debt free. These are “features”. Why should the surfer care? He won’t, unless you can show him the benefit that a 12 year old company offers him, such as being there for years more to come so he can continue to get said wonder-product.

The Opt-In Box

Clearly, the most important element on a capture page. This element should be “above the fold” and clearly visible. By Above the Fold, I mean in the first 700 to 800 “pixels” of the web page. You don’t want the surfer to have to scroll to see this element, ever.

The Opt-In box should recap the reason for them to provide their name and email address. This should be a compelling reason. Privacy is a major concern for everyone these days and our “inboxes” are stuffed full daily by spam, offers and junk. No one wants more junk, including your reader.

So, the “offer” should be compelling. A reason for them to give up their name and email address.

I have read many “guru’s” on the subject of the “voice” to use on the opt-in box, and I think that most agree that while the web page itself is written in your voice, the opt-in box should be written in the readers voice.

In other words, something like “Yes Cenay, please send me this free report on how I can protect myself from the danger side effect of drugs used to treat my arthritis pain. Here’s my name and email address, please send that right away”.

The idea here is that the opt-in box is a way for your reader to acknowledge the benefits, “buy into” you sending him info and saying that he trusts you enough to handle that simple task.

The Submit Button

The last element we are going to talk about today is the submit button. This is the button they click to say “Let’s Go”. Again, this should be in the “voice” of the reader, not yours. For example, it should say something like “Send My Free Report Now”, or “Give Me Instant Access!”.

Most web surfers recognize a web button on sight, so don’t make it look exceptionally different, you don’t want them to miss it. The only thing you should be changing in the text.

Remember, you have to provide a compelling reason for each step of your reader going through your capture page. In the event of a long capture page (you shouldn’t but if you do…) be sure to use “sub-headlines” throughout your text. Most readers will quickly scan these large font “subheads” to see if the information warrants their time. They will scan first, and if you convince them, then read the content.

One last thing. Don’t expect them to read every word. It’s a rare web surfer that has that much time and it’s a rare capture page that is that well written. Put the important elements into bolded or headlined areas for the “scanners”.

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