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.

Direct Response Marketing For Entrepreneurs

Direct response marketing is a type of advertising that is done in a way that solicits a response from the customer. Direct marketing, on the other hand, has no intermediary broadcast media involved, and is geared towards potential customers. Direct response marketing encourages feedback from the customers. How they elicit feedback is going to be tackled in this article as we move on.

One of the most notable advantages of direct response marketing is that the results can easily be tracked and quantified within a set time frame. The most popular and effective direct response marketing strategy is creating infomercials. Now I’m sure you have seen George Foreman doing a presentation on TV about the merits of his Lean Mean Grille Machine. After the presentation, numbers suddenly appear at the bottom of your screen, including the “one time” promotion that allows you to buy the product at a much cheaper price. Thoughts suddenly rumble into your mind, you think the product is neat, but quite unsure whether to make the purchase considering your very tight budget. But then, it is a limited offer, and you suddenly feel that you’ve been living an unhealthy lifestyle by eating fatty foods every single day. You peruse the contact numbers at the bottom of the screen, then head for the phone as if your life depended on it to make the purchase.

Based on this example, one can clearly point out why the customer felt a surging need to purchase the product immediately. Direct Response Marketing is a “call to action,” an alert to the customers to purchase the product while supplies last, or while the offer still stands. That’s why it’s inherent for direct response marketing adverts to inject an offer so that the customers will have the urgency to make the purchase.

Aside from eliciting an immediate response from customers, the company can be able to track and measure the quantity of response, and the amount of sales earned through the infomercial. The data collected from this can be utilized to assess future marketing strategies, which are not limited to direct response marketing. It is equally vital to present enough information to the customer to assist them in deciding whether to contact the advertiser or not. Not enough adequate information can result to a significant decrease in respondents. Injecting several contact options such as telephone number, website, and email address sends the idea that the advert is legitimate, and that the point of contact is reliable.

Direct response marketing is of course, not limited to infomercials. A DRS campaign can also be done on the radio, newspapers, and mail order. They do not produce the same results as infomercials, but they are viable avenues to maximize the effect of direct response marketing.

One compelling characteristic of direct response marketing is that it’s media-neutral. Every type of organization, regardless of size and prestige, can use direct marketing in the process of promoting and advertising their products and services.

Marketing is also about generating a buzz among the buying public. DRS creates that sense of urgency that gets the job done, so if you want to take big leaps in the business, this is a strategy that you can use to your advantage.

Start Your Home Based Business With a Turnkey Marketing System

If greater than 97% of new marketers who start an online home based business spend far more money than they ever make and fail miserably within their first year in business why in your right mind would you want to start a home based business?

The answer is easy actually but we’ll get to that later on.

The reasons the majority do not see success when they start their online home based businesses are many and they all start with if:

• If you cannot generate traffic to your web page, you’re dead in the water.

• If you do manage to generate some traffic but your web page sucks, the traffic will not convert to leads.

• If you manage to generate a few leads, you still have to pick up the phone and call them. Most new markers sound so nervous and needy on the phone that they scare the heck out of their prospects before they have a chance to even introduce their incredible opportunity.

• If you do manage to luck out and make the odd sale but your product cannot stand on its own two feet, you’ll be toast before you know it.

• Finally, if you can’t generate business, you become increasingly desperate and deplete your savings account or worse rack up your credit card with a variety of opportunistic advertising methods and run out of money long before you make enough sales to get you started.

Welcome to the 97% club.

The good news is it doesn’t have to be like this any longer. Online marketing has progressed into the 21 century to the point where you can access turnkey marketing systems that virtually eliminate all the problems we’ve talked about above.

Using the right turnkey marketing system exponentially increase your chances of success by allowing you to build sales momentum making your business successful before you run out of money. This buys you the time to learn the complicated business of online sales and what will make you successful in the long term.

Just stop and think. Wouldn’t you feel more comfortable starting a home based business if you could fall back on a marketing team and tangible products that will help you through the pitfalls of starting a new online business? The team can help you in:

• designing web pages that work

• generating traffic to that webpage and watch them convert into leads

• feeling great about the product your selling because it can stand of its own two feet with real value for the buyer

• most importantly, in not having to pick up the phone and call your prospects because someone with a wealth of experience will do that for you leaving you to educate yourself on what it takes to become successful as a savvy online marketer. This alone is an absolutely huge benefit to the new marketer.

The key is to do your homework and align yourself with industry leaders who will share the benefit of their experience and help you through the learning curves. If you’re new to online direct sales, why risk your future by setting out on your own when there are options available that give you a much greater chance of long-term success?

Keep in mind that you will have to pay a fee to join a system like this. It doesn’t happen for free. But while there will be a cost to having the majority of work done for you but benefits of using the correct turnkey system far out weigh the downside of the extra costs incurred. In other words you will actually have a much improved chance of making a fantastic income once you get up and running. It’s worth it.

Now, back to the question of why you would start your own online business in the first place? An online business in network marketing is a great choice for the budding entrepreneur because the start up costs are far lower than a regular bricks and mortar type of business. You do not have to pay huge franchise fees and with the right type of turnkey system in place you have the time to learn while you work.

Recognized financial giant Robert Kiyosaki has stated in a number of his books and presentations that the only way to accumulate true wealth is to either own a business or to invest wisely. Being an employee is sometimes a safe way to go through life but unless you take the time to invest your earnings (and few rarely do), you will never accumulate a healthy enough bank balance to live the life you want and pass on a legacy to your future generations. In addition, done correctly, operating a home based business can put you in an advantageous tax position allowing you to keep more of your income for yourself.

The opportunity offered by starting the right kind of online home based business with a turnkey marketing system combined with stand alone products is something that everyone should consider doing. The benefits are life changing and the lifestyle can be simply wonderful. I wish you the best of success.