Just turn up your speakers and click this link to hear me discuss how Prospecting Mastery can help your business.
http://www.successway.com/pm7060404.mp3
Then, to secure your seat in the next class click here.
There are Six reasons why "Virtual" beats the "Face to Face" approach to marketing.
1. Convenience
2. Direct access to more people
3. People are easier to approach
4. Rejection is eliminated
5. Targeting is easier
6. It's more fun
1. Convenience.
Anytime it's convenient, you can sit down at your computer and find someone to talk to online. You have access to 150 million people that are online at the same time you are, and you're free to contact any of them when you know where to find them and how to use Instant Messaging.
2. Direct access to more people.
Long distance doesn't exist online. You can meet people virtually that live across town from you, that you would never meet otherwise and send them to your website or invite them to your next business briefing or home party. From the comfort of your home, you can connect with people in the city your company holds regional or national conventions and meet them when you travel to the event. You can even establish relationships with people in other countries where your company does business and you won't need a passport to do it.
3. People are easier to approach.
Sending an Instant Message to someone is an easy way to connect with a stranger online. On the Internet, you can use a "Screen Name" and "Profile" that gives you instant credibility and positions you to be immediately liked by everyone you contact. Let's face it, people like talking to people that like the same things they do or that are in the same line of work. Don't you?
4. Avoid rejection.
Rejection disappears on the Internet because you know about a person prior to contacting them. The Internet profiles of other people help you identify the people that are ambitious or lazy, positive or negative.
If you can pick the "Green" M&M's out of a bowl of candy, you can easily identify the best people online to talk to based on their screen name and the contents of their Internet profile
Instead of going through 100 "No's" to get a "Yes" when you're prospecting in person, you can get eight out of ten people you contact via Instant Messaging to look at your business because you've read their Internet "Profile" which tells you all about them.
5. Targeting is easier.
If you prefer talking to doctors, teachers, stay at home mom's, retired people or any type of profession about your business, it's a simple process to find them online. There are online Member Directories that let you search for people that have specific words in their Internet profile, so you can target the best people to talk to. You can actually talk to a physician online easier than you could by trying to make an appointment to see him in his office. With the click of your mouse you can find people that share your passion for a hobby and make a new friend by sending a simple Instant Message.
6. It's more fun.
Let's face it, the reason most people fail in network marketing is that they run out of their warm market and stop building their business. On the Internet, the world is your warm market. You'll be amazed at the thousands of wonderful people that are online that share your interests, values and experiences that are waiting to hear from you. You can make a new friend in minutes.
The old "Three Foot Rule" has been replaced with a new one. "When you're sitting in front of your computer, you're within three feet of the entire online world. Once a virtual relationship has been made, it's easy to move it to the phone and then to a face to face meeting.
Savy network marketers have learned that they can use the virtual world to contact a stranger online and then establish a relationship with them. Millions of people are doing it right now as you're reading this.
The sparkling south Florida waters and perfect sailing conditions attract the fastest sailboats and the best sailors from around the world for Acura Race Week in Miami. The weather is picture perfect for sailboat racing.
At the end of the week everyone would know which boat is 'the best of the best' in her class.
Race headquarters is at the Miami Beach Marina where my sailboat, Cash Flow is docked, so I had the opportunity to meet many of the sailors and check out the latest equipment and technology used on many of the participating boats.
As I was watching the boats returning from a day of racing, I reminisced about my sailboat racing days on Cash Flow. I thought about the tremendous similarities between winning a sailboat race and being successful in any type of business.
For example, you can't expect to win a sailboat race without having the right equipment on your boat. It's the same in business. You can't expect to be successful in any business for long without using every possible tool and technology available that can give you an edge
over your competition.
The best of the best in any field always takes advantage of technology. On the race course as well as in the office, using the most up to date tools saves time and increases efficiency. And, time is a 1st place trophy in sailing and money in business.
When I first started to race Cash Flow in 1986, I painfully learned that I couldn't expect to compete on the race course without having the right equipment. My boat was built for comfortable coastal cruising and didn't have the same equipment you find on sailboats designed for racing. Many racing sailboats lack creature comforts like heads (toilets), showers with hot water, galley's (kitchens), and comfortable places to eat and sleep when the race is over.
I've always been ahead of the curve in business when it comes to using the latest technology and it was the same on the race course.
I knew Cash Flow was fast under certain conditions so I opted to keep her instead of trading for a racing boat. After finishing my first few races in last place, I made a heavy investment and put all the latest and appropriate
racing equipment on my boat so I could compete with the other racing boats in my class.
Once I had all the right equipment on Cash Flow, I learned that equipment alone wasn't enough to win races. You see, I didn't know how to use the
equipment properly. So while the boat continued to lose the rest of the year, at least we were doing it in style.
As soon as I learned how to use the equipment, Cash Flow began to win races. Two years later, in 1998, Cash Flow was named the "Boat of the Year" for winning the most races in her class. Cash Flow would remain the best of the best for five more years until I retired from racing.
So what does this have to do with you and your business?
Are you striving to be the best of the best in your business?
Do you want to be?
If your business requires prospecting, recruiting and selling to be successful, and you expect to be successful, you must take advantage of the latest Internet technology available. You must use
Instant Messaging.
You need it.....to stay in constant touch with your family and friends.
You want it.......so you're accessible to everyone you work with.
You must have it........if you want to be competitive in your business.
You must use it........if you want to be the best of the best in your field.
The three reasons you must use Instant Messaging are............
- It's the latest technology that millions of others are using! - It's used more than email and instantly connects you to others! - Your competition is using it!
You've heard the ole saying,
"There are only two things certain in life.. death and taxes."
Well, I've got a new one... "There are only three things certain in life...
... death, taxes, and technological change."
I've experienced the exhilarating feeling of crossing the finish line ahead of the fleet, and the rush of pride that comes from being recognized by my peers for being successful in business.
Using the latest technology made it possible for me, and I promise, using Instant Messaging can do the same for you. A young postal worker used Instant Messaging to add over 1,000 people into her business in four months.
Instant Messaging can "supercharge" your efforts and make you the best of the best in your business.
Isn't it time to apply to yourself that same networking cliche you're using on your prospects to convince them to make a positive change in their lives, do something different and take a serious look at your business?
"The definition of insanity is to continue to keep doing the same things over and over again and expect a different result."
Take the next 10 minutes and listen to the impromptu comments of a student after just 5 of 6 weeks in my current Prospecting Mastery Class and ask yourself, "Am I ready to step out of my comfort zone and learn once-and-for-all how to harness Instant Messaging and the Internet?"
If you want to be my next success story, then join my Prospecting Mastery class by clicking here.
Two weeks after I started my network marketing business, Frank, the person that introduced the business to me, came to my home to explain how network marketing worked. Frank asked me to make a list of all the people that I knew and all the people I had a relationship with.
I was to list my family, friends, neighbors, and the people that I worked with and did business with. He called this list my “Warm Market.”
I had never heard the term before even though I was familiar with the concept.
Trying to do business with people that know you has always been easier than trying to do business with strangers. When Frank handed me a phone script and told me to call everyone on my Warm Market list and tell them about our new business he was following a procedure that has been the mainstay for success in network marketing. Word of mouth recommendations can be very effective.
Traditionally, that’s the way network marketing works - you tell the people that you know, they tell the people that they know, and so on and so on.
Why you want to go to your Warm Market:
Potentially, your Warm Market would appear to be the first place to go when you’re looking for new customers or starting a business. But sometimes, it isn’t so.
Why you don't want to go to your Warm Market.
If you CAN’T or WON’T talk about your business to the people that you know, you have to talk to strangers.
Like a lot of network marketers, I didn’t want to talk about my new business with the people that I knew until I became successful. I found it easier talking to strangers about my business than talking to the people that I knew. So I ignored my Warm Market completely and looked for new people to talk to.
The “Three Foot Rule” in network marketing is, "If there is a person that’s breathing within three feet of you, they’re a prospect for your business."
The first seven months of my new career, like anyone in network marketing without a prospect list , I lived the Three Foot Rule. I would talk to strangers wherever I would find them. I would meet people at Chamber of Commerce functions, at social events, at the mall, standing in line at the supermarket, at art shows, and at the marina where I kept my sailboat.
I would sit in the center seat of an airplane whenever I flew so I would have two people to talk to during the flight. For seven months, I even networked “Happy Hour” at two upscale bars on Palm Beach and signed up a large group of dysfunctional customers.
I ran ads in newspapers for five months to get customers. I spent thousands of dollars advertising, with minimal results.
At the end of my first year in business I had one hundred and fifty customers.
This number would grow to over seven thousand people in the second and third year of my business, as a direct result of the Internet and the example set by my friend Karla. She demonstrated that success is based on the number of people you talk to and who those people know.
Karla told me she was purchasing a computer to meet people to talk to about our business and products. I was skeptical. I laughed at her and suggested that she get psychiatric help. “It’s easy to meet people,” I told her.
It was easy for me to meet people when I was out and about, but it wasn’t easy for her.
Two weeks after she went Online to meet people, Karla called me.
She said, “Tomorrow, I’m going to the home of someone I met on the Internet to talk about our business and products.”
I was concerned about Karla’s safety.
I cautioned her about the potential dangers of meeting strange people Online. She agreed to call me fifteen minutes after arriving at her new Online friend’s home. If I didn’t hear from her, I promised to call out the National Guard.
When my phone rang the day of the meeting, the man on the other end of the line was Karla’s new Internet friend, Doug. He wanted to assure me that Karla had arrived and was perfectly safe. Doug told me that he was very interested in getting involved with our business.
Doug turned out to be an amazing and accomplished individual. He had been very successful in the automotive industry and had retired to a large riverfront estate. He had two computers connected to the Internet all the time. Doug told me, “I’ve made many great friends on the Internet. After all, I met you two. Didn’t I?”
Doug knew a great deal about network marketing. Unlike me, he was quite comfortable talking to his friends about it. After filling out his application form, Doug told some of his friends about his newest venture on the telephone. He signed up eighteen people. For Doug, going to his Warm Market was easy.
I was so impressed that Karla could meet someone like Doug on the Internet that I went out and purchased my own computer. I figured if she could do it, I could do it too. Who wouldn’t want to meet someone like Doug?
In the following 21 months my customer base would grow to over seven thousand people as a result of the people I met online and who those people knew.
I never did go to my Warm Market. I let the Internet replace my Warm Market.
More and more of my students feel like they know more than the leadership and top sales producers in their companies. The truth is, they do.
There is a growing group of ambitious entrepreneurs in the Direct Sales Industry that know more than their leadership or the owners of their companies when it comes to effectively using the Internet. They know how to Instant Message with their eyes closed and use it to connect with everyone they work with. They know how to search Internet browsers to find timely information on any subject. They can access Member Directories to find, prospect and recruit new clients and customers into their business with the click of their mouse.
More and more successful network marketing veterans are beginning to look to this new and growing group of Internet savvy distributors to help them understand the workings of the world wide web.
The process called "Reverse Mentoring" isn't the exclusive domain of the corporate world any longer. It is starting to be embraced by old time veterans of the Direct Sales Industry.
The concept was originally introduced by Jack Welsh former CEO of General Electric. He ordered his top 600 managers to meet regularly with young workers and learn how to use emerging technology. He wanted them to reach down into their ranks for Internet junkies and become their students. It’s a situation where the ‘old fogies’ in an organization realize that by the time they're in their forties and fifties, they're not in touch with the future the same way the young twenty-something’s are. They come with fresh eyes, open minds, and instant links to the technology of our future.
Reverse mentoring is the informal discussion between the old school veteran and the Internet savvy up and comer where ideas are shared and information about Instant Messaging is exchanged. Many forty, fifty and sixty year old network marketing super stars are using reverse mentoring to glean new skills or advice from their Internet savvy colleagues. It's about bouncing around ideas and being in touch. It is about learning how a different generation does things.
In my Internet Prospecting Mastery Course, I encourage my students, many of whom are Baby Boomers that have mastered all the uses of Instant Messaging to seek out the most successful people in their company and offer to mentor them in the use of Instant Messaging. Most of the company veterans they're approaching admit to having limited Internet knowledge or none at all. While many are resistant to hearing about Instant Messaging or anything else that involves the Internet, progressive veterans appreciative that mentoring can work both ways.
The benefits in reverse mentoring flow to both parties -- the 58-year-old six figure income earner passes on historical knowledge, leadership techniques and sales tips to the rising recruiting star that shows them how to set up a buddy list. While Reverse Mentoring relationships are developed to gain technical expertise and a different perspective, they aren't always a younger to older person thing. Many times it's more a peer-to-peer relationship where both people have a lot to teach and lot to learn. The Gen Xer or an Internet savvy Baby Boomer can help his veteran Boomer counterpart discover how Instant Messaging will rejuvenate a stagnant organization, reduce attrition and increase the enthusiasm and productivity of a sales team.
''Reverse Mentoring is about staying fresh and current on all trends relevant to your work,'' says Tom Kelley, author of The Art of Innovation.
Kelley asked two of his younger employees for the chance to chat with them regularly. From one, he learned how to use Instant Messaging. From the other, he learned why many young people don't wear wristwatches (they use their cell phones).
Kelley says he realizes he must go outside his circle if he is going to keep up with technology and stay innovative.
``If I just talk to my pals in their suburban homes, I might think everyone still watches TV. They don't. Now I know I'd better figure out a way to make a product live in cyberspace somewhere.''
With skilled-labor shortages looming, many corporate employers are keeping their older employees up-to-date and on the job with reverse mentoring programs. Proctor & Gamble, Deloitte & Touche and the Seattle Public School System have made formal reverse mentoring a success. These employers found role reversal can reduce training costs, too. It also keeps a small business competitive.
The biggest obstacle to reverse mentoring is pride.
Status sometimes gets in the way. When you're in a powerful position it takes courage to say you need to know something or you don't know anything about a particular subject. To get past that, leaders should think of it as extracting information from whomever has the most knowledge. People often get caught up in hierarchy and years of experience instead of who has insights to offer.
What makes each Generation tick:
• Veterans -- 61 and up: work comes first, highly dedicated, follow the rules, very resistant to change
• Baby Boomers -- 42 to 60; optimistic, political at work, value teamwork, slow to accept change
• Generation X -- 24 to 42; self-reliant, work is just a job, seek immediate feedback, open to change
• Generation Y -- 6 to 23: highly multi-tasking, multiple careers, globally oriented, eager for the next change
In the corporate world, older workers are often forced to look to someone younger when they get assigned additional responsibilities and must learn how to get the new job done.
Learning about Instant Messaging doesn't mean the old school veteran has to master it's use. Once familiar with the new tool, the progressive leader or company head spreads their new found Instant Messaging knowledge around the rest of the organization making it available to everyone anxious to improve and the entire organization or company benefits.
Ambitious and progressive networking veterans are eager to find an Instant Messaging mentor. They're aware that the younger generation is using Instant Messaging to look for potential clients and customers. They've watched their children use it for daily communication with their friends.
It's important to be specific about what you want to learn from your mentor. For some, going outside your organization may be more appealing than asking someone close. You may want to check with a professional in the field or you may want to tap into the bevy of bright Generation X or Y'ers that surround you. Even your children can be an invaluable source of information about Instant Messaging.
More and more networking veterans are learning that tapping into the knowledge of their Instant Messaging savvy downlines is just what they need to excel.
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Instant Messaging and the Internet are the technology
of the future that's available to use today.
To order Max Steingart's NEW Internet Marketing system
go to http://www.successway.com/max
If you purchased Max's Internet Power Pack since
October 1st, 2005 you will receive, via e-mail, a
printable transcript of the NEW Success Online 6th
Edition and all the downloadable files contained in the
new Internet Tool Box of extras, before the end of
March. There is no need to contact us; it will be sent
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