All Entries in the "Learning Foundation" Category

MLM Training for Effective Presentations

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As a marketer, you are required to present your product, services or business opportunity to people. That is the fundaments of the industry. Your presentation may be for one person, or to a group of people.

You need to be able to articulate our thoughts and ideas across to the prospects. Here are a few guidelines to help you improve our presentation;

- Identify the main points for your presentation, and gather information for the points so that you can deliver you’re your point across, that is the benefits of the products or business to him.

- Key your topics to 3-4 at most, and expand them in sub-topics. But keep your presentation to as few topics as possible.

- Use a variety of tools in your presentation to break the monotony of the presentation. You can use tools like video, audio, and testimonials. You can use paper of PowerPoint presentation to present your idea.

- Avoid talking too much during the presentation without engaging your prospect. You could potentially bore your prospect if you go deep about introducing your company. Instead, engage them in the presentation by telling how the product and business opportunity can help him.

- Practice your presentation a few times until you get the hang of it. Rehearse with your upline before attempting to give an important presentation.

The quality of your presentation reflects on you and your business. So make sure you make the presentation as good as possible.

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Jane Quek | Apr 14, 2009 | Comments 2

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Prospecting For Your MLM Network Marketing Business

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Prospecting for your MLM network marketing business Many marketers do not make prospecting a regular activity, and they only do it when their prospect list is getting low. Unfortunately, this will cause peaks and valleys in results. With one month results being great and the next month with results slowing down.

Everyone prospects differently, some people prospect through cold calling, some through networking events, referrals, or even street prospecting. Other ways of prospecting are, sending of letters, emails and postcards.

All of the methods works, and you need to find which method suits you the best and polish your skills in it.

Prospecting should be part of your MLM Training program, and here are some strategies that you can apply to increase your prospect listing;

1. Telephone cold call a list of qualified leads

There are many companies that sell leads,you can specify the kind of leads you want, such a the age group, the occupation, gender, income group, etc. After you collected the leads, devise a script to that target group. Use a catchy opening to attract their attention. Make sure you call these leads.

2. Use the Internet

You can probably find many potential targets over the internet. Make sure you know how to position your product or business opportunity to suit them and their business. There are too many competition on the internet, you must differentiate your approach to stand out from the rest to obtain the sale.

3. Network

Networking can be a powerful prospect building list if you attend the right networking groups. Choose events that your prospective customers will attend. There is no point attending so many different events and yet not know any potential customer or recruit.

When you attend such events, you are exposed to different people of different trades and industries, learn something there, even when it is not directly related to your business.

Hand out your business cards and spend time talking and knowing a few people well instead of trying to know very person in the event.

4. Email List

Using Emails to get in touch with people is a very cost effective way of prospecting. Even thought he conversion rate may be rather low, but since it does not take too much time, this method is still highly recommended especially if your MLM Business is internet based. You can collect leads through a opt-in page.

An opt-in page is a web page that you state what you are offering and seek people who are interested to leave their email addresses. When they give you their email addresses, you can set an auto-responder to send emails to them.

Again, these methods only work if you practice and improve your skills in the chosen method. Allocate a specific time of the week or month to do prospecting. Prospecting should be done continuously, not only when your list runs low. This ensures continuity and predictability of your business.

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Jane Quek | Apr 03, 2009 | Comments 2

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The Power of Follow-Up For Your MLM Business

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It is normal that in sales, you take a few meet up sessions or contacts before you close the sale or recruit the person into your network.

But few sales people actually do the follow up for the next contact. If you don’t follow up, you risk losing the sale to another person.

Some reasons why sales people don’t follow up is;

They don’t want to appear as pushy

Many sales people don’t follow up because they re afraid to appear as being pushy in front of the prospects. But very few sales people come close to being pushy, it’s alright to contact the prospect to follow up and make sure if they want to do business with you.
But if you follow up with your prospect too often in a short period of time; like calling them everyday, it will appear pushy.

A weekly call may be enough to keep in touch and follow up with your prospect without making them feel that you are pushy.

When you call them, try to be short and precise, giving them useful information.

They forget

It’s the fact. Many sales people don’t follow up because they forget to do it. Because there are so many things to do in this line such as meetings, trainings, prospecting, unless you schedule a time to do your following up calls, you probably will forget to do it.

They make false assumptions

Some sales people make false assumptions; when the prospect doesn’t pick up the call, or reply the email, you assume they are not interested or are avoiding you. But the prospects may just be too busy to pick up your call or overlooked your email messages.

They think the prospect or customer will contact them

Some sales people think that they did a good job in the first appointment and feel that the prospect will contact them, automatically. It will never happen, or it happens very rarely. Even if you did a great job of presenting the opportunity or products, it is your job to follow up with the prospects.
Never believe when your prospect say they will call you back. It is more than often an excuse to go back to consider.
Therefore you must follow up with them, just in case they are genuine buyers but forgot to call you back.

They are afraid of rejection

Many sales people, experienced or new are afraid of being rejected. That is why they don’t follow up, they are afraid that the prospects will reject them.
But there is opportunity to address objections if you follow up rather than actually not do anything at all. The chances of closing a sale is definitely there, if you can address their objections and correct the situation.

Some of the ways you can follow up with your prospects or clients are;

By Email

Emails are convenient and it avoids the direct contact with prospects. But emails don’t deliver the message in the proper tone and manner for effective follow up. Some people may not check their emails often to reply you.

By card or letter

This method is seldom used by sales people, but the effectiveness is actually quite high. You can handwrite a card or letter to your prospect or client to thank her for the meet up or purchase.

By telephone

This method is the fastest and most effective to get a direct reply from your prospect or clients. You can use this as a follow up after you sent an email of letter to your prospect asking if they received your card.

Differentiate yourself by following up with your prospect and clients, be more proactive to secure your sales and built customer satisfaction.

Even if your prospect is not interested to make a purchase with you at the current point of time, make a note to follow up with them to see if there are any changes in situation, and this can be a form of relationship building with them.

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Jane Quek | Mar 15, 2009 | Comments 5

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Using Memory Jogger to Kickstart Your MLM Business

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Usinging memory jogger to kicstart your MLM business Have you experienced the confusion of how to get your network marketing business started when you first kick-off in your new MLM business? I did when I first started out.

I still remembered then, my mentor adviced me to use a “memory jogger” to help me list down prospects for my business.

Many people in the industry do not know what is a “Memory Jogger”, have not seen one or used one before either. Today let me explain what’s in a memory jogger.

1. People you pay regularly

Make a list of the names of the persons to whom you pay on a regular basis, such as every week or every month. for starters, list your grocer, milkman, service station owner, garage owner, cashier of electric gas or telephone companies.

2. People you pay occasionally

Today talk to your chemist, jeweler, painter, decorator, clothing store owner, shoe store owner, furniture dealer, and so on. Include anyone you buy from now and then.

3. Professional people

You deal with professional people frequently. Everyone has contacts with doctors and dentists. If you have children of school age, you are probably acquainted with a number of teachers. Other professional people may be lawyers, bankers, and clergy. Put their names down, go out and talk to them.

4. Organizations you belong

What about the church you go to, and clubs, loges, and association meetings you attend? Make a separate heading for each and list the names of your friends and acquaintances among the member. Then contact them.

5. Friends, neighbor and relatives

People you care for. This makes a huge list.

6. School classmates/ extra-curriculum activities mates

What about the people you went to school with? Use friendster, facebook, and other social networking websites to get connection. Use school yearbooks and alumni clubs.

7. Previous jobs

If you had another job in your present community before you entered your new position, you have a circle of friends and acquaintances with whom you work. Also you must know people whom you used to think of as a competitor, or who were in a competing business.

8. Recreation

Do you like playing golf or tennis, or have a hobby in which you are active? If so, you must have met a number of people through this sport or hobby.

9. Military/ National Service/ Regular Force

Who are your training mates? Who are your unit colleagues? Who are at your reservist units? Which friends are in the army, air force, navy, police, or civil defense

10. Business cards

11. Sales related, direct sales, networkers, property agents, financial planners

Make a list of people that have called you or are successful in this areas. Arrange special appointment with your carat club mentor.

The crux of using a memory jogger is to not prejudge anyone! Write down anyone that come to your mind NOW. You never know if the person needs an opportunity today.

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Nicholas Ho | Mar 15, 2009 | Comments 31

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Explode Any Business with the Power of Networking

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The Power of Networking

You need to meet more people to increase your prospecting activities and to get more referrals. Networking events gives you the opportunity to meet more people, establishing quality relationships, giving you an opportunity to make a sale of recruit.

Here are some tips on how you can make the most out of each networking activity:

1. Choose the right Networking event

You should focus on attending networking events that are relevant to your industry. Some events you can attend are seminars, exhibitions, associations, etc. Look at the potential of attendees to become your client or referral. E.g. If you are a marketer of health products, you should probably be interested in events such as health talks, Nurses’ association, Hospital events.

2. Focus on quality instead of quantity

Instead of trying to know every person in the room, you should focus on establishing quality relation and connection with a few people in the event. Knowing a few people well is much better than knowing many people briefly. They may not even remember you after the event. But if you make quality connections, they are more trusting, and are likely to remember you.

3. Make positive first impressions

First impressions are very important is networking events, everybody is eager to meet new friends, is you don’t create good impressions, you probably wont catch their attention for very long.

Give good firm handshakes and eye contacts and a genuine smile when you introduce yourself. Listen carefully and remember their names. Make a powerful impression by asking what they do before going on and on about your own company and business opportunity. Listen carefully about what they tell you, and once you show interest in them, they will normally be more interested in you.

4. Clearly convey what you do

When you introduce yourself, clearly say what you do and for which company. Your introduction should make people more curious about what you are doing, and ask more questions. Your introduction should be well rehearsed so that you can recite it anytime, in any circumstance. Be genuine and real in your introduction. You should also exchange business cards with each other.

5. Follow up

Once you manage to get contacts from the networking session, the most important thing you need to do after that is to follow-up. Send a handwritten card or email to them. State something interesting from your conversation and express interest to keep in contact with them. Remember to include your business card if you didn’t already give the in the event.

Contact them a few weeks after the networking event for lunch of coffee. This gives you an opportunity to meet them face to face to learn more about what they do. This first meet up should be a relationship building session, not a sales presentation session.

The more people you establish quality relationship with, the more chances of you doing business with them or have them to become your referrer.

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Nicholas Ho | Mar 10, 2009 | Comments 10

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10 Steps to Overcome Stage Fright

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Over the years, I have been asked many times by my downlines and distributors this question – “How do you manage to be able to stand in front of thousands of people and present so effectively?”

Boy with stage fright

I realized that there are too many people in our industry whom are afraid of speaking or presenting themselves in public. Stage fright is very common. In fact, I remembered someone ever told me that public speaking was even more frightening than death. Well, the key to overcome it is learn to mange it and turn it to your advantage. Having said that, I came up with this few pointers to help those in need for a solution.

These are the steps you can use the next time you are feeling the heat when on stage:

Step 1: Breathe Smoothly

It is common practice that when we are under stress, we halt our breathing for a few seconds. We will start take deep breath and hold it. That’s a wrong way to relieve stress as halting our breath greatly reduces the amount of oxygen to our brain and thus creating more anxiety and tension. The next time you are feeling the tension on stage, try to breath smoothly and slowly, and learn to establish control over your breathing.

Step 2: Smile

Research has shown that when you smile, it automatically increases the flow of blood to your brain which will prevent your nervous system from suffering from negative stress. So the next time you are on stage giving a presentation, smile more. Learning to smile in moments of stress can be great tactics to overcome challenging times.

Step 3: Maintain an Upright Posture

It is also common that when we are under stress, we tend to slouch, tighten or collapse our chest. That will significantly decrease blood flow and oxygen to our nervous system and we will not only react much slower, we will also get more tense and nervous. You should learn to stand up straight in an upright position and breath deeply and smoothly. It will relieve a great deal of stress. Try it now if you don’t believe.

Step 4: Sweep Away Tension

Sometimes, when you are feeling stress or nervous, you tend to feel that something is “hugging” you. You feel uneasy. You feel uncomfortable. What you can do is look into the mirror, scan yourself from head to toe quickly and tel yourself to remove all the tension. Close your eyes and imagine yourself standing under a huge waterfall and it washes the tension off from you.

Step 5: Face Reality

The last way to actually really make yourself a good presenter is to admit your problems. In order to avoid any form of mental paralysis, you must first acknowledge that you have a problem with public speaking and must learn to calmly accept it and face it with courage. Most good presenters started started off not knowing how to speak well too, but they have learnt how to handle stress, and have readily accept the things beyond their control. Good presenters focus on their own behaviors. In that case, what could possible be a negative stress can be transformed into a motivating and engaging experience.

Step 6: Dress Comfortably

One good way to overcome stage fright is to make sure you feel confident about yourself. Make sure when you are on stage presenting, wear your best. Wear what you are most comfortable with. You don’t have to squeeze into a tight-fit shirt just to look slim on stage, because all you are doing is making yourself feel uncomfortable and lack of confidence. Present to the audience with the real you.

Step 7: Know Your Story

Knowing your story from start to end, A-Z, is also another good way to eliminate stage fright. You will feel much more at ease when you know that you are well prepared to give the presentation. What most beginners did wrong is to not prepare sufficiently for the presentation, which makes them even more fearful of the stage. The important action here is to be prepared.

Step 8: Ensure that Everything Is Ready

One of the best way to make you feel good about the presentation and reduces your stage fright is when you know that everything is ready for your presentation. Whether it is the presentation slides, lightings, microphone, audiences or whatever, make sure that everything is in place and YOU KNOW IT. That will boost the confidence level in you and it will definitely reduce much tension from you.

Step 9: Talk to People Listening to You

When we speak on stage, there are bound to be people listening to you, and of course, people who are dosing or talking away. You have to learn how to focus on the people who are listening to you. When you scan through the audience, don’t be nervous just because a few people in the audience aren’t listening to you. Don’t be bothered about them. One way is to identify those people actively listening to you and deliver what you are presenting to them You will feel more confident and less tension on yourself. Never ever let a few black sheep amongst the audience to spoil the whole presentation.

Step 10: Talk Even Before You Take The Stage

Well, this is the most effective way for me. I recommend you to try it too. When I have any mass presentation, I will start talking the moment I see somebody. I will talk nonstop until the time of my presentation. This will greatly reduce my tension level. Most of the time, I will laugh and joke with fellow presenters and make myself feel at ease. When it comes to my turn to speak, I will feel when warmed up and ready to talk and the fear just gradually subsided. This has worked very well for me which I recommend you try it too.

I know that this 10 steps may not be all the ways, means and steps to help you overcome stage fright. But I am very sure that when you apply any of these steps, it will definitely help you in a small way or another. Just bear in mind that you can gain control of your stage fright. No one has ever died of stage fright so I am very sure that you won’t be the first. All you need is to practice, practice and practice and I am sure that with adequate preparation, you will be able to overcome your greatest fear.

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Nicholas Ho | Mar 04, 2009 | Comments 17

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Adapt Your Approach for Presentation Success

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Adapt your approach for presentation success Every person you meet to introduce your MLM Network Marketing business is different. Different people have different characteristics, you should therefore learn how to identify the different characteristics in people and tune your presentation approach to them.

Here are some of the different characteristics;
- Dominant / Driver
- Influencer / Expressive
- Steadiness / Amiable
- Compliant / Analytical

We will share with you on how to identify and adapt your approach to suit the different people to make your presentation more successful.

Dominant / Driver

This type of people is goal oriented and are more focused on achieving results. They hate to waste time and they are direct and straight with their answers. This type of people use more “I” in the conversations. They also sit forward and use their fore finger to point when they speak to take control and emphasize. They also have very firm handshake

Tip: When you do your presentation, focus on showing them how they can get results and achieve goals. Use “you” in the conversation; seek their opinion and what they think to express their ideas. Maintain confidence and don’t be intimidated by their directness.

Influencer / Expressive

This type of people is more people focused and have lots of energy. They are strong in promoting their ideas and persuade people to agree with them. They are also very concerned about rejection. They can be identified by their friendliness and optimistic nature.

Tip: Praise them and show them how your product can help them look better in front of their peers. Use more testimonials and stories of other people in your presentation.

Steadiness / Amiable

This type of people is concerned about helping other people and they work at a steady pace. They may not say anything if they disagree with you to minimize conflicts. They are good listeners , who prefer small group discussions.

Tip: In your presentation, demonstrate the benefit of your product to the team. Soften the tone of your voice in the presentation and slow down the speed of your presentation.

Compliant / Analytical

This people are more critical thinkers and tend to draw conclusions based on facts, figures and rules. They are not necessary shy but they can be difficult to read because they do not show their feelings. Analytical people prefer their information in writing, and they are more systematic. They use bullets in their writing and their speech.

Tip: When you presentation to them, give them time to make their decision and give them lots of information like facts, statistics, and figures. Give referrals and show them satisfied customers to reduce risks factor to them.

If you can match your presentation style to match your prospect’s character, you will most probably be able to gain rapport with them in a shorter amount of time.

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Jane Quek | Mar 03, 2009 | Comments 4

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MLM Training – The ABC Rule of Sales Presentation

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The ABC Rule of Sales Presentation MLM training is very important as a new comer to the industry. Without proper MLM training, the chances are that you will find a lot of difficulty succeeding in this business.

When you just start out in MLM/ Network marketing, your first source of prospect would very naturally be your friends or relatives. But, they will also be your most difficult customers if you don’t know how to handle them, thus blowing your chance of even recruiting them in to your network.

This is because friends tend to be more judgmental of you, and they view you as an equal, therefore it is not easy opening them up to listen to you.

They see your weakness and judge your presentation, and they may sometimes make jokes about you trying to recruit them.

Therefore, as a new comer to the industry, it is good to find an upline who is experienced and willing to give you some MLM training and help you in your first few appointments with your friends. They are the best people to leverage upon.

With a upline helping you and your prospect you wish to close, you need to practise the rule of ABC

A- Advisor (your upline)
B- Bridge (you)
C- Customer (your prospect/ friend)

It’s your job to bridge the gap between your friend and your upline. Give background about your friend to your upline, and let your friend know why you respect this upline so much.

Sit next to your prospect during the presentation, to give him moral support. The last thing you want to do is to leave your upline do the presentation to the prospect alone. This shows disrespect and insincerity to recruit your friend.

The most valuable MLM training you can get is when you see your upline demonstrate their presentations live. You should also observe some things during the presentation so as to increase your chances of recruiting your friend. Never try to help your upline by giving your own advice. That would be the last thing you would want to do. What you can do to help the situation is to agree with what your upline says.

You will be the one closing your friend to join you in the business, not your upline. Give moral support to your friend and assure him that joining you will be the right choice.

If he is still indecisive, you should find out his considerations and give advice as a friend, so that they won’t find you aggressive and pushy.

You may or may not be able to close them, but take it as your MLM training session, these opportunities are hard to come by, so treasure each session, and try to pick up as much from your upline as possible.

Practice and polish your MLM presentation skills, with time and conscientious efforts, your MLM business is sure to boom, and soon, you will also be able to conduct your own MLM training sessions with your network of downlines and lead them forward with proper MLM training programs conducted and designed by you!

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Jane Quek | Feb 20, 2009 | Comments 8

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How To Overcome Objections To Make More Successful Appointments

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MLM training on overcoming objections is the most fundamental training you should receive as a newcomer to the MLM Network Marketing business. But this aspect of MLM training is often neglected because most uplines only train you for prospecting people and conducting presentation.

Without proper mlm training on overcoming objections, you will not be able to successfully close sales, that is one this that is definite.

If you have experienced waiting for your prospects for 20 to 30 minutes at your network marketing business opportunity talk, only to receive a buzz from them on your mobile saying that “Sorry, I have something on. I can’t be there.”?

You probably didn’t do your objections handling correctly during your presentation. Read on and we will give you a short MLM training on handling and overcoming objections to get successful appointments.
We know it is very frustrating to experience such “Stood up”. It is perfectly normal that you will feel dejected. But you have to ask yourself, why are people not willing to listen to such talk? Why are people not opened up to such potentially good opportunity?

In fact it is very common to face such problems. The unfortunate thing is that your prospect will not tell you straight off that they are not interested to come or they will start avoiding you like a plague in the moment you invite them to such talk.
So how you counter such problem? We feel that the in order to increase your chances of them turning out, you have to first find out their objections, if they have any. You have to first know and what exactly is stopping them from wanting to attend your business opportunity talk. You have to be sincere in order to get their feedback and try to convince them to attend.

Even so, most people will not exactly tell you what they are thinking and will come up with a whole load of excuses so as not to offend you in any way. In this way, how do you find out their REAL underlying problem to their reluctance?

These are a few tips you can use to finding the cause.

You must first connect with them and make them feel like you are their friend. You have to stand on their end and think for them. in this case, they will lower their guard when they are talking t you and they will be more willing to confide their cause of their reluctance to you.

You should never try to tackle their objections straight away. Turning defensive and staying away from you will be the next thing they are going to do.

You should try to identify and agree with them that you have experience such problems before and you feel the same way then.

Share with them your experience. For example, if they feel that the product of the company is too expensive, then you should address their problems from different angles.

For instance you can let them you felt that the product was expensive too, but not until you found out that you are actually investing in a business franchise too. That turns the table around and it will seem cheaper in comparison with a business franchise.

If they are shying away from you because they thinking that it might be a scam, then you have to clarify with them and explain that you felt that initially, but after seeing and from careful researching on the company, you have found a great opportunity which is legitimate.

If you apply this few ways, you will be able to overcome their resistance to hear your business opportunity out and in turn increase your sign up ratio.

MLM training before you go out on the field is important to get you prepared for objections, but MLM training should be a continuous and on-going activity to enhance your selling skills, managing skills to improve your MLM Network Marketing business.

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Jane Quek | Feb 12, 2009 | Comments 5

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How to Build a MLM Business If You’ve NO Time

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I am busy now!

Some networker have a full time job and is doing Network Marketing/MLM on a part-time basis. So time gives them very little time to spend on network marketing. But this is not a big obstacle to success in Network Marketing/ MLM.

It is possible to build a big and thriving network even when you have a full time job. Follow by this 5 simple rules to manage your Network Marketing/MLM business to build your passive side income that it may even be bigger than what your full time job pays.

These 5 simple rules can help you build your Network Marketing/ MLM business in one hour each day.

1. Get Clear On Your Goal

Before you do anything, make sure that you have your goals set and set deep in your mind. Without a specific clear goal in mind, it is difficult to achieve anything in life. A good goal should be one that is SMART;

S – Specific
M – Measurable
A – Attainable
R – Realistic
T – Time frame given

2. Learn What Produces Results and What Does Not

Know what activities delivers you the results and which ones delivers the best results. Identify them and do these activities again and again and gain. Network Marketing/ MLM is all about repetition and duplication. Successful Marketers only do a few activities and they excel in those activities.

3. Work Your Business First Thing In The Morning

Set aside time for your business in the morning before your go to work. So that you know that your day is fruitful and fulfilling. Don’t leave it to the end of the day when you are tired from work. You have to be disciplined to do this in order to achieve success in the business.

4. Don’t Get Creative

Network Marketing /MLM have existed for a very long time. The ways of doing this business are proven, don’t try to be creative and think of new ways to do the business. Follow the ways that made people successful rather than trying to “reinvent the will”. Leave the creative ideas to people who have time.

5. Create System For Generating Leads

Since you will not have a lot of time to do the business, you should follow a tried and tested system to generate new leads for your business. This gives you more time to do other activities in your to do list. Some ways to generate leads offline are referrals, telemarketing, generating leads online takes less effort and is more dynamic. You can use article marketing, social networking, etc.. to generate your leads.

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Jane Quek | Jan 29, 2009 | Comments 13

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