Direct Sales Recruiting – Listen With the Intent to Understand

I recently sat at my desk listening to a recorded conference call by Dr. Ellie Drake, another network marketing professional. It was an effective teleconference about developing listening skills and learning to connect to people with ease. The crux of the training call was the art of empathic listening.

Empathic listening requires you to ask a question and WAIT for the answer. But while you’re waiting, you’re LISTENING with the intent to understand, not with the intention of replying. Did you catch that? Listen with the intent to understand. Don’t listen with the intent to reply. This means not thinking about what you want to say while your prospect is talking. It means to really focus on the words they are saying and what is going on in their mind. Without judging. Listen to their words, watch their body language, and focus on the speaker completely.

It’s easier said than done. It takes practice and it doesn’t always happen. Drake suggests to observe the speaker’s feelings, emotions and inflections. Without judging, without trying to Fix or solve anything. Just listen with your intuition and pick up on their feelings. Then state your observations about their emotions, without judgment and a tool belt in hand ready to solve their problems.

The idea, particularly in network marketing, is to stop pulling people into our business, to meet them where they are, without judging. Then, by meeting them where they are (emotionally), and validating their experiences with empathic listening, you open the door for them to make the choice to follow you into your opportunity. Once you understand your prospect – or more to the point, they feel like you understand them – then you can attract them to where you are by using empathy to connect to them to what you have to offer.

Drake suggests using a pattern of “ask, listen, ask, listen, speak” to direct you efficiently to the root of their “pain” which may indicate a need for an affirmative buying decision. This isn’t just a recruiting idea. It’s a sales concept that applies to any attempt to earn an affirmative buying decision. Stop trying to make decisions about what to say when you should be listening.

Take mental notes when the speaker is speaking. When the speaker is finished, make observations about the emotional issues laid before you. Drake states, “The degree that a person will cooperate with change is exactly dependent upon their clarity on what their pain is.” It’s not about the degree of pain, but the clarity on their pain in their situation.

Asking the right questions makes a difference. Ask questions with a focus to understand their situation and their pain. Then listen. Ask another question about your observations. Seek to understand the speaker. Only after you’ve asked valuable questions that elicit emotional responses from the speaker, and sought to understand the person behind the emotions, then you can move them from where they are to where you are.

People are looking for opportunities year round. It becomes easier to recruit them when you seek to understand their needs first. Then – and only then – should you attempt to attract them to your opportunity. Once they feel understood, they look to you as a source of pleasure and an expert that can help them resolve their issues.

What is Email Marketing – How Spam Plays it Role and Direct Opt in Email Marketing

Email marketing is how to reach your target market in the most professional, efficient and successful way. It is not only a great way to send out newsletters, promotions, and eCards, but on the other hand it’s an excellent way to expand the reach of business announcements. For example, if you’re sending out a press release, you might only think about using a press release distribution site to do so. Which makes it a great and essential way to developing a great online presence.

Email marketing is where you broadcast your goods or services to prospective users/customers (including current ones) via the medium of email. Most companies seem to outsource their email marketing to “specialists” who will perform the work for you; broadcasting to your chosen/provided/purchased mailing list and providing the relevant statistics back to you.

It can also be used to improve the relationship between a business and its customers or to gain new customers. But just like any other form of communication, it was great until it was used and abused and now has to be approached in an entire different fashion. Anybody having a bad day can go ahead and click on the spam button and submit that complaint, but your chances are much lower if that recipient is not blinded by an email forcing an ad down their throat how you increase your brain size.

Spam and Email Marketing

Spamming is stupid and annoying, and companies engaged in the practice don’t have a clue about doing business online. There’s a gray area of spam too is where you’re automatically “opted-in” to receive sales messages when you reserve a hotel, rent a car, or make a purchase. Spam mailings are sent to internet-users without their permission on it. The email addresses often are collected illegally form different forums, guest books, and on-line billboards with a low protection quality.

So before you can use email marketing, make sure that the person you are marketing to is your qualified subscriber. And one way to know this is that you should send a confirmation email that the subscriber will click on a link to confirm that they want to receive emails from you. This way you won’t be reported as a spammer.

So basically permission in email marketing occurs when recipients have taken action to explicitly request you add them to your email address list. For example, your favorite restaurant is sending you permission email marketing messages after you give them your email address.

Direct Email Marketing

Direct email involves sending a promotional message in the form of an email. It might be an announcement of a special offer, for example. It can also be described as the process of sending targeted opt-in emails to your permission mailing list. With our direct email marketing software you can reach out and communicate with your customers using an easy, affordable and effective platform.

Email marketing is an inexpensive and easy way to communicate with your customers. It is also terribly ineffective for most organizations and easy to measure. You should know how to master email marketing communications with a comprehensive look at best practices and winning strategies for getting and keeping quality subscribers, increasing deliverability and open rates, writing good headlines and content, saving time, getting readers to take action and it will work wonders for you.

Postcard Marketing – Top 10 Advantages of Using Postcards

Whether you sell lemonade or build skyscrapers, in order to be successful in business, you need customers. You can get customers through a variety of marketing programs, but we think that postcard marketing is one of the best kept secrets to growing your company.

Check out our 10 advantages below…

1. Postcard marketing is affordable and scalable. Even for the smallest of businesses. Did you know it would only cost you less than $3 in postage to communicate directly to your customer once a month for a whole year! If you get on a consistent mailing schedule, they’ll expect to hear from you and you’ll be at the top of their mind.

2. When you’re marketing with postcards the only people who see it is you and your prospects. This is important, because you can test special promotions without your competition knowing. Do you have a special that’s creating a lot of interest? If you advertise it publicly, your competition knows exactly what you are up to and may copy it.

3. Postcards are trackable. Make multiple postcard promotions and see which one generates the most interest. Make your postcard worth something so your customers will bring the postcard back into your store. They may even save it on the fridge and use it when they are ready. With trackable codes, you may notice that you’re still getting business from a postcard mailed months prior!

4. Postcards are versatile. During a single mailing you can both farm new prospects and remind prior customers that you’re still in business. With digital printing, your postcards messages can vary from card to card and market to market.

5. Your printed postcards can “brand” you and your business in ways that most marketing materials cannot. You don’t have to print postcards just to mail them. You can use your postcard as flyer, product brochure, RSVP card, or use it as a newsletter. You can use it for a variety of promotions AND still mail it. Printed postcards really are a multi-faceted marketing tool.

6. Testing an offer with postcards is easy. Just send your card to a small group of people and see how many respond. Tweak the offer or the price, and try again. Once you’re satisfied with the results, it’s time to roll out a bigger mailing! You can’t do that with a newspaper insert, or a magazine ad.

7. Postcards get read even if they get thrown away. How many times have you received a letter from a company you don’t recognize and just toss it into the garbage? A postcard will stand out in the mail with bright colors and get read by the recipient even if they aren’t interested in what you are offering. Did you know that USPS has shown that, on average, only 14 percent of letters get read? On the other hand, postcards have a 94 percent read-through ratio.

8. Postcards are easy to use and cost less than other direct mail programs. When preparing a mailing, the only costs are printing and mailing services. When mailing a letter, there are additional costs to fold and insert the letter. For postcard direct mail you get a superior product mailed for less money!

9. Postcards are a tangible piece of your brand. Unlike Online marketing your customers can determine the quality of your company by the quality of your marketing piece. What does your print materials say about you?

10. With postcard direct mail you can save as much as 70% off of the cost of a stamp. By bar coding addressed mail (which we can do for you) we can reduce postage costs down to as low as 13.9 cents saving you over 30 cents off the cost of a stamp. With those kinds of savings, you are able to design, print and mail and still have money left over. When using direct mail postcards in quantities of over 200, don’t ever pay retail for postage again!

Whether you are mailing 200 postcards or 200,000 we think that postcard marketing is a no brainer.