Archive for: May, 2023

Network Marketing History – From Sales to Relationships Business

May 27 2023 Published by admin under Uncategorized

The history of Network Marketing is just fascinating to me. When network marketing began in the 1950′s it was very much a direct sales business. Back then, MLMers would literally go door to door getting customers for laundry detergents and multipurpose cleaners.

There was much less emphasis was placed on sponsoring. Independent reps would buy their products from “direct” distributors who had achieved a level where they could deal directly with the company. Direct distributors would have a truck load of products shipped to their home!

Thankfully, MLM has made much progress since then. Every independent distributor deals directly with their own company and there’s no need for huge inventories.

The great thing about the Network Marketing profession is that it is constantly evolving with advances in technology. It is a very fluid and flexible business model.

As the business evolved, and distributors no longer need to go to their Direct Upline for products, the appeal of building a sales force to create a long term residual income stream overtook the direct sales model.

Today, the big promise of Network Marketing is passive residual income. This makes it a much more desirable business to be involved in, because the business is now not a sales business, but a vehicle for time and money freedom.

And because of that, it’s now overwhelmingly about sponsoring people into the business before the direct sales of products and services.

Building a business for passive income introduces many more dynamics into the system than if one was to just focus on product sales. It introduces to the business the dynamics of leadership and relationships.

Creating relationships is what you’ll need to get good at if you want earn the big money this business!

If you ask the most successful non-Network Marketing entrepreneurs and business people what is the single biggest factor in their success, they’ll tell you 95% of it comes from the relationships they’ve created over time.

Relationships are the most powerful asset of commerce, and yet you won’t find them anywhere on a balance sheet because relationships are intangible.

Relationships are especially important in Network Marketing. They are the foundation of the business.

Wealth and prosperity is literally stored in the relationships you build with your personally sponsored people. If you can create solid life long friendships, you’ll never have to worry about money again.

But it’s not just about making friends. It’s about forming a winning team.

Every 7 figure earner in this profession will tell you most of their income comes from just 3 or 4 key people who have gone out and built incredible groups.

That is the power of creating a synergistic mastermind with just a handful of people who have the same vision as you.

Comments are off for this post

Direct Mail Marketing is a Good Investment

May 26 2023 Published by admin under Uncategorized

Direct mail marketing takes many forms: postcards, magazines, brochures, flyers or letters. Before the last decade, unless you perused ads in newspapers, listened to the news or talked to friends and family, receiving direct mail in your mailbox was a common marketing forum. The popularity of the internet has changed all that.

I like receiving mail, whether at work or at home. To me it shows that someone is thinking about me. Of course I could do without those darn bills, but that is a subject for another time.

According to the US Industry Report from IBISWorld on Direct Mail Advertising:

“Direct mail companies are sitting pretty as a cheaper, more targeted form of advertising than traditional mainstream media… In fact, they often benefit in economic downturns from a redirection of advertising budgets away from expensive main media… Technology continues to impact this industry with advancement such as data matching, mailing list compilation and printing technology.”

Sounds pretty good doesn’t it? Then why are more businesses not using direct mail as part of a comprehensive marketing campaign?

A personalized piece of direct mail sent to the recipient’s place of business or home is one on one contact. As with any other type of relationship, speaking directly to someone is an important ingredient to that relationship. Direct mail marketing can be used to introduce yourself, offer an existing client a special offer or thank a client for their interest or business.

Research shows that many professionals in a B2B situation prefer their vendors and service providers follow up by mail to apprise them of new developments. It is simpler than checking multiple web sites for updates. When targeting a message to new companies about your product or service, include a Business Reply Mail card to start a dialogue. This gives the recipients the option to respond at their convenience.

If your business is geared more to B2C (Business to Consumer) than B2B (Business to Business), think about this: a number of independent research groups has found that consumers continue to look at mail as a highly relevant and meaningful part of their lives. This is true of even heavy Internet users. Direct mail provides a physical and concrete quality consumers do not receive in electronic communications.

Both B2B and B2C businesses have found that using direct mail marketing side by side with digital media has a considerable impact on the use of commercial websites. People readily flow from a message in the mail to a company website for more information.

One of the best values in direct mail marketing is brand recognition. Whether the brand is a company logo or an individual’s photograph, allowing the end user to associate a business with certain products or services is an important facet of marketing and business growth. Quality, service, honesty and dependability are by-words associated with brands whether the brand is from a local real estate agent or a Fortune 500 company. Direct mail marketing helps keep any business (and their brand) in the mind of the consumer.

The upside of all this is that with a relevant message in the mail, a business can drive web traffic, encourage response and build customer relationships. That is a good investment.

Comments are off for this post

Pakistan Business: A Direct Approach

May 25 2023 Published by admin under Uncategorized

How is business in Pakistan these days? Could it be better? What strategies can be adopted to make it better? What does 2011 hold for its economy and your business?

Have a majority of Pakistan’s small to medium sized enterprises (SMEs) considered expanding directly into global markets in North America, EU, Asia? Either by finding distributors/wholesalers in these regions or by soliciting business directly from the end-user whether this is a company or individual consumer? Can these companies utilize direct and interactive marketing (DM) to expand beyond their borders? How can they do this and what are the most effective and affordable ways to do so? If they are already in global markets, how can DM be used to support and improve their efforts and results? Can DM be used to increase market share in their home market?

Pakistan SMEs are fortunate to have organizations like the Small and Medium Enterprises Development Authority (SMEDA) and the SME Bank. These organizations recognize the importance and the vast potential of SMEs. Working in conjunction with private and public agencies and associations and armed with the knowledge that they can expand their business themselves, should propel a percentage of Pakistan’s SMEs into the global arena.

In Pakistan, 93% of all business enterprises are listed as SMEs. That’s 93% of nearly 3.2 million businesses. Pakistan’s SMEs contribute +30% to the overall GDP and 25% to the country’s total export earnings.

Even if only 1% of Pakistan’s SMEs take the global direct approach, that’s almost 30,000 companies entering the global market. Perhaps a more realistic goal would be for 1/10 of 1 percent (0.001). That would still be nearly 3,000 companies! That’s good news for Pakistan’s economy and employment picture and to build Pakistan further as a global brand.

Can this be done effectively, efficiently and at low risk? Yes it can. Is there sufficient opportunity for solid return on investment (ROI)? For those businesses that can provide their goods/services overseas, Yes!

As a market example, the U.S. is the most “business and import-friendly” country in the world. US import value exceeds 95% of the GDP for all countries of the world combined. The U.S. makes it easy for non-residents to establish businesses here. There are highly targeted databases available on over 23 million businesses and on every household in the U.S. One U.S. data company offers over 300 demographic and lifestyle selections on every household in the U.S. Total US import values in 2009 were US$1.7 trillion dollars even with overall imports declining in that year. This resulted in generating US$30 billion in import duties and fees which makes the US Customs Bureau the third largest generator of revenue in the U.S. after the International Revenue Service (taxes) and the Social Security Administration (retirement/pension fund).

Let’s look at one market segment: textiles and apparel imports into the U.S. With only one exception- when textile and apparel imports fell by 2.0% in 2001, these imports have risen steadily since 1989-culminating in a total value growth of 249%. While imports declined in 2009 by 9%, a double digit increase occurred in 2010.

And to make it even more inviting, there are excellent companies within Pakistan that can provide the creative, marketing and tech services needed for a company to expand globally by going direct to the end-user.

Pakistan’s businesses should ask, “Are we taking a passive or active approach to our businesses?” Pakistan is not alone in the need to ask this. The global economic downturn has affected all markets. Advances in technology and reliance on the internet have both assisted business and threatened the very foundations of how many businesses function. Many, by necessity, are experimenting with new methods, diversifying, trying new things, adapting to new realities.

How do individual businesses maintain market share and increase their export business? What methods are used to ensure business increases? If the traditional models are functioning efficiently, that is excellent news. But in these difficult times, is this enough? Are there other methods to test? The global economic reality is that all businesses have to do more.

Should each SME in Pakistan consider taking a more direct approach to both global and domestic sales?

Consider, yes. Act upon it? Not always. Every SME’s business model and circumstances will differ. To increase domestic market share it will depend on if the goods/services offered lend themselves to a direct approach. Will DM prove responsive and be worth the investment, however small? If the goods/services can be marketed outside of one’s borders, and if management has the comfort level to implement a direct strategy and if the ROI is there, then a global direct strategy needs to be seriously considered. Staffing need not be an issue as much can be overseen by one or two people.

What is a direct approach and how can it be utilized and maximized to find more customers.

The direct approach involves determining as precisely as possible the target market-your potential customers and clients. This can be a direct sale to a customer-either an individual consumer (B2C) or a company (B2B). Or it can involve using DM to finding local agents/distributors or wholesalers abroad who will purchase your products and then sell them through their existing networks. The next step is choosing the best message and methods to reach the prospects directly. Can a direct sale take place with little introduction or is it imperative to introduce your company and educate the potential target as to the benefits of doing business with you? Usually an introduction is needed and credibility needs to be established. How to start: Begin by mining databases for best prospects, refining these lists and determining the best method(s) of contact.

How can this be accomplished?

o What is you desired result? Immediate sales, encouraging any type of contact with your company, asking the prospect respond to a survey or specific questions, securing a meeting for a presentation, promoting and raising the awareness of your company or brand within an industry sector, directing responders to your website or signing up for a newsletter/e-letter?

o Start with a review of your target market. Then find sources that can not only find the best databases but fully refine the search so nothing is wasted. One pays a certain amount per thousand records so refining the target universe saves money immediately and can further save on printing, lettershop, and postage costs if the preferred contact method is a postal campaign.

o If present, incorporate your internal house file of customers into the data mix. Use this information and transaction history to better identify and isolate like customers and clients from commercially available databases.

o Decide how your company needs to be positioned. What image best projects and promotes your brand or corporate identity? Is it price, quality, service, speed of delivery, reliability, industry reputation? Do any of these separate your company from your competition?

o What is the optimal contact strategy to secure the response desired? Is a single contact sufficient? Will it require a series of contacts? Is contact via one form of communication the best option? Or is an integrated campaign of two or more of the following a better option (postal + email + telephone+ social media)?

Due Diligence

Due diligence may be required for any and all of the following to clarify: best markets, market size, revenue potential, competitive analysis, vendor sourcing, free and fee-based research and market entry assistance. Depending upon the target country, there may be a variety of free services available for market entry applicants, usually provided by local or national governmental agencies. These can be identified and navigated by local on-ground sources the SME knows or retains. Due diligence can be undertaken either by in-house resources or by contracting and retaining an appropriate consulting entity or by a combination of both.

What would be the initial investment in time, personnel and money?

Again, this depends upon the type of campaign and how much is possible to be undertaken by existing employees. Retaining outside expertise and consultancies is fully negotiable and based upon time/effort involved. Upfront fees may be able to be mitigated (but not eliminated) by including a commission on future sales. Renting and broadcasting an email campaign can be inexpensive as there are no postage, printing and paper costs. Whether it works will depend upon the offer and if the email is opened by the targeted recipient. How to differentiate your solicitation from the many junk and spam emails received is an important consideration. If it is opened, is the message one that conveys credibility and value enough to gain interest? Relying on website visibility is another possibility but this may require some investment in search engine optimization (SEO) to ensure that your company comes up in an online search.

What are the basic costs?

Costs depend upon the campaign and which geography one is targeting. Basic list prices for instance vary widely by region. U.S. data is by far the least expensive due to the large number of lists available, the highly competitive marketplace for brokering these lists and the sophistication of the technology involved which has made data a commodity. Examples: U.S. lists may have a range of US$50-$100/M (per one thousand names). European lists = $150-$250/M, Asian lists: $200-$350/M. Highly specialized lists will run higher in all markets. Postal campaigns need to factor-in printing and mailing costs. A tele-marketing campaign will have the long-distance phone charges to consider although there are many low-cost methods to utilize. Creative costs are to be considered for creating a mailing piece or any collateral material used to support the campaign. Much can be done electronically (paperless) and downloaded from a website.

Risks?

Taking a direct approach requires faith in your product or service and seeing a potential market beyond one’s own borders. Market research should be conducted to confirm that there is a market. Prepare to be both patient and systematic. Success may come but perhaps not right away. The one true and unchanging tenet of direct marketing is to test. Then test some more. Even when successful, keep testing to improve both the response and the marketing materials being sent. Take the successful “control” package and test it against others. Test price points where applicable. The testing and refinement is ongoing and pays dividends. It is common in the U.S. for a company to receive a return $8 for every $1 invested in DM.

Timeframe

This is entirely dependent upon the type of strategy and subsequent acquisition campaign selected and how much collateral sales and marketing material must be created. It can be achieved in a relatively short period of time, perhaps 60-90 days at a basic level. ROI will be dependent upon how effective the campaign is and what the typical sales cycle is for a particular product or service.

What are the consequences of not experimenting with new sales methodologies-of continuing business as usual versus taking an aggressive direct approach?

Gradual loss of market share and slow or static growth. Factors for this can include: market saturation, attrition of customers/clients, competitors underselling and thus forcing your pricing (and profit margin) lower, losing market share to new firms implementing new technologies and marketing methods.

Utilizing a direct sales strategy for both domestic and global sales

Employing new sales acquisition methodologies is not limited to global campaigns but can and should be used to improve domestic sales as well. A successful domestic strategy within Pakistan can often be adapted for a global campaign. Conversely, a global campaign that proves responsive can be adjusted (tweaked) for use as a domestic campaign. Finding the trigger that generates a response is the key.

Building a personal network of contacts

Rent/license databases or using Business social media platforms for starters. Attend trade shows or conferences or acquiring attendee lists to these. Word-of mouth. Ask within your network of associates. Compile contacts from websites and Trade publications.

Developing a brand presence in a target country or region

A campaign to build brand awareness and acceptance through traditional (advertising) methods can be very costly. Using DM gives added exposure, familiarity and can educated prospects about your company and its services. Cost will depend upon which methods and media are used and what is required for each individual business model. The advantage to a direct approach is that it can be done inexpensively.

Creating a real or virtual office overseas

Either is possible. A virtual office can be a Post Office Box or a local telephone number that transfers directly to your office telephone or a dedicated line within your office in Pakistan. A real office need not involve signing a lease, furnishing an office suite and hiring staff. There are firms that rent office space and/or provide all necessary sales and office support services for a monthly fee. These are available in all major cities.

How a Pakistani citizen can form a business abroad

This will differ by country or region. Let’s take the U.S. again as an example:

A foreign national can form a US corporation. The corporation will be formed by an ‘incorporator’ which is often a company or a lawyer, who will then resign in favor of the shareholders (owners) of the corporation. The shareholders (owners) need not be identified or registered. The corporation will be registered with the Secretary of State, Division of Corporations of whatever state is chosen. Often the state chosen is one with favorable tax legislation. The shareholders can be individuals or other corporations, including foreign corporations. One person or a number of people can hold all corporate positions and titles: director, president, secretary and treasurer. That person or persons need not be residents of the United States and can conduct business from outside of the United States. It is required that the corporation always identify a “registered office” in the U.S. and a “registered agent” who must be a resident of that State.

o What are the types of corporations?

“C” corporation is responsible for the debts of the corporation, but not the individual shareholders. The net profits are taxed and the dividends are paid to the shareholders who may have to report the dividends as income.

“S” corporations have the same functions and benefits as “C” corporations, except that they can have no more than 35 shareholders. To qualify if not a U.S. citizen, have an E-2 investor visa, L-1 visa and B-2 tourist visa, and pay taxes in the U.S. “S” corporation profits are passed on to the shareholders and are not taxable to the corporation.

A Limited Liability Company (LLC) is a corporation with limited liability, similar to a “S” corporation, yet with several significant differences. One major difference is that it requires at least two persons to form an LLC. The owners need not be U.S. citizens or U.S. taxpayers. This is the easiest way to form a company.

o How much capital is required?

The minimum requirement is US$100.00 (one hundred dollars).This would work out for example, $1 value per share for 100 shares. The capital requirement may depend upon the type of company and its circumstances.

o Must the owner live in the United States?

No. A person can ask an incorporator to form the corporation without being in the U.S. The incorporator can sign the articles of incorporation. The president and secretary must sign the shares giving ownership to the shareholders. Later the shareholder can sign documents at the required annual meeting.

o Identification and tax registration

Social Security numbers are available only to U.S. citizens, Green Card holders or people holding a U.S. visa which allows them to legally work in the US. Others may apply for a Taxpayer ID Number from the Internal Revenue Service if they must file a U.S. tax return. The application must be signed by an officer of the new corporation. If that person does not have a Social Security Number, then a copy of the foreign passport must be attached to the application. If the corporation will sell products to the general public, it must also apply for a Sales Tax Number from the State Department of Revenue and collect sales tax. Businesses are also required to register with the city or town where the business is located and may be subject to local taxes.

Maximizing the Internet

Everyone with a website is a potential global player and can and should build an international brand and use the site to attract more customers. Creating a new website or adapting an existing one tailored to the eyes and customs of a global audience is essential. It can be created in Pakistan by one of the many talented design firms. But it will need a “local eye” from the target market or a global expert to add the visual comfort touches that will make it, and therefore your company, credible and impressive. Copy changes will be needed. Text written in paragraph form may have to be shortened to bullet points. Translation may be required, depending upon the target market(s). Even English may have to be adapted if being viewed by an American audience.

Using social networking to your advantage

Companies are still experimenting with ways to take advantage of the huge number of people using social networking sites to build brand awareness, establish acceptance of the product/service and spread the word via word-of-mouth marketing. Social networking for businesses goes beyond Facebook and Twitter to include the business sites such as Linked-in and Plaxo. Creating your own news or e-letter communication can also be considered.

Finding the best vendors/suppliers

The same methods one uses in one’s home market will often apply. Local trade associations, chambers of commerce, even governmental agencies can all assist. Word-of-mouth recommendations from individuals who have done this for their own businesses or offer consulting services are valuable.

In conclusion, companies and individual business owners everywhere need to take their sales directly to their existing and prospective customers. They need to expand their market to find new customers. This does not mean abandoning their tried and true models or supplanting these with new priorities. But it does mean adding and integrating new methodologies into their existing model. While it sounds like a contradiction, one can build upon the basic model while diversifying. It doesn’t have to be the foundation of your business. But it should become an integral part of it.

Comments are off for this post

The Surprising Maxim that Maximises Your Marketing Results

May 24 2023 Published by admin under Uncategorized

Who was it that said, “Modesty is a virtue”? Whoever it was, I’m sure they weren’t referring to the field of sales and marketing, where self-promotion is the name of the game … or were they?

Take a good look at anyone who is a roaring success in sales, in copywriting or in marketing and you’ll see that one of the secrets of their success is in being able to really connect with people one-on-one, on their level. Sure, that means developing a great rapport with them, being a great listener and being a great communicator and more. But there’s one factor that separates these greats from the wannabes.

It’s called the “Modesty Maxim”. The people who master this element of rapport, achieve mastery.

Here’s how it works in copywriting. It can be used in a very similar way in sales too.

When you’re writing to (or speaking with) a prospect who has a certain problem that they want to solve, chances are they are feeling a little insecure about a certain aspect of who they are.

With that, it’s important that your copy starts by coming down to their level, where they are now at emotionally and then bring them up to the level where they want to be.

Here’s a story of Mary Bryant. Mary is a 42 year old mother of four from Atlanta, Georgia. She was 25kgs overweight and had been that way since her youngest child was born about 10 years ago.

Mary looked in the mirror everyday and hated the image that stared back at her. She felt ugly. She hated those extra rolls of fat around her waist. She hated her double chin. She hated the saddle bags under her arms.

She desperately wanted to lose weight. She wanted to be able to look in the mirror and like what she saw.

One day Mary decided to visit a weight loss centre. The weight loss consultant was friendly and asked her questions about herself, but as she did that, Mary felt about an inch tall.
Mary was embarrassed by her weight. What made it worse was the weight loss consultant was reed-thin and looked like she had never had an inch of fat on her bones in her entire life.

‘She thinks she’s better than me,’ Mary muttered to herself. ‘She is probably thinking to herself, “That fat slob. How could she let herself go like that?”

On and on went Mary’s mind chatter then after about 15 minutes, Mary was fed up with the “high and mighty attitude” of the weight loss consultant, so she left.

Because Mary was so entrenched in her own problem, she was in a very emotional and not very rational state. In fact, her emotions were clouding her judgment.

After Mary left she recognized just how irrational she was being, so she decided to visit another weight loss clinic and try again.

Again, she was greeted by a ‘reed-thin’ weight loss consultant with a smile. Again, she was asked about her goals and her personal situation.

But what happened this time was that this weight loss consultant told Mary her own story of how she was a mother of five and just 18 months ago she was more than 30 kilograms overweight … and how she had tried diet after diet and nothing was working … how she hated looking in the mirror everyday … how she just didn’t want to get out of bed at all.

Mary’s eyes lit up. Mary looked at this blonde, waifish woman and finally realized that just maybe she really could be like that too – that maybe if that weight loss consultant could lose 30 kilograms, maybe she could lose 20 kilograms.

See the difference?

The weight loss consultant in the second example shared her story with her and doing that achieved two things:

First – Mary no longer felt inferior to the weight loss consultant because the weight loss consultant had once been in the same situation that she is in now.

Second – Mary felt that getting results was now achievable because she was talking with someone who had been in her situation and won.

Here are some other situations where the Modesty Maxim applies …

If you’re a multi-millionaire who wants to teach the “Average Joe” how to get rich, it’s important to show how rich you are now, but it’s also vital that you tell them how you were like them once. For instance:

“How a lazy high-school dropout went from dead broke to $10 million in assets in 7 years”

Some Classic Headlines that Employ the Modesty Maxim:

“The Man with the Grasshopper Mind”

Anyone who has loads of mind-chatter can instantly relate to this headline and subsequently the man mentioned in the ad.

They want to know …

How much is his situation like theirs?

What did this man do to fix the problem?

What is his life like now?

“How a new discovery made a plain girl beautiful”

Again, a great example of “before and after”.

Most women want to look more beautiful but many feel that it’s something you need to be born with. This headline promises that beauty is available to even “plain girls”.

“They laughed when I sat down at the piano but when I started to play”

Many people who want to play the piano don’t learn for fear of looking ridiculous. This headline resonates with those people.
See how these examples connect with the reader?

What other examples can you think of?

How can you apply the Modesty Maxim in your marketing efforts?

Comments are off for this post

Do You Know How To Make Direct Marketing Work For You?

May 23 2023 Published by admin under Uncategorized

It’s tough for any business to do without direct mailing these days. You might mail prospective customers using the Internet or maybe you prefer to rely on the postal system. Maybe you use a combination of both. Whatever your preference, the writing on the wall for any business is clear: you need direct mail. Used effectively, this is your trigger to sales.

How do you go about it? You need lists. Maybe you already have one. Use it as a first phase to tell your customers about what you have for them that’s new. If you don’t have anything new, set about correcting that. Whatever it is – a promotion, free offer, discount, – use direct mail to make sure your customer knows about it. Your product, your company name, must be top of mind for him. This will only happen with reminders.

Are emails effective for direct mail? Not always. Thanks to the huge amount of spam mail pouring into people’s email boxes every day, chances are your promotion email might also get relegated into the junk folder. Yes, it’s a cheap method of mailing but is it effective? The problem is, you never know for sure. It could get deleted without reading or it could get read right through.

Mailing works better. Once you have a customer’s postal address, you can cross-check to see if there is a spurt in sales soon after you mailed to that particular area. Or you could work the other way around. If you find that one area has more people buying, send more mail there with offers and special schemes. You cannot do this with just an email address.

If you do have a response form that has to be sent or given back, don’t tire the customer out, or worse still bore him with long forms to fill out. Just his name, address, phone number and email address should do. Information gathering should be quick, easy and pleasant, not seen as a chore. You can always fill in another form if you need more information. Here, too, do it bit by bit so it does not seem like some kind of cross-questioning which puts most people off. It sometimes even intimidates them. Don’t ever ask for anything too personal.

Like we said, inform your customers about new promotions or offers or products through direct mail. Don’t waste his time if there is nothing to say. It might just rebound on you if you waste his time on what he considers unimportant and uninteresting.

If you are doing a cold mailing exercise to companies, do remember to put a name on it – not something impersonal as ‘Supervisor’ or ‘Manager’. Find out from the web or from a directory what the relevant person’s name is and address the mail accordingly. If you have huge mailings, a business directory could be just the thing you need. Get one that has all the companies you deal with listed. Having it all in one place is time-saving even though business directories can cost a bit. This would probably take you ages if you were to compile it from the Internet. Unless of course you get lucky and an online directory that suits your line of business happens to be listed!

Comments are off for this post

Business to Business Direct Marketing Secrets Revealed

May 22 2023 Published by admin under Uncategorized

One of the great things about utilising Business to business direct marketing strategies is the money. You make more of it, it’s that simple. And you get to track every single cent so you know exactly how much each new customer is costing you and how much money you’ll eventually make. So it’s all good.

But there’s something else about this kind of marketing that’s really cool. And that is, you get to choose who you do business with.

Yes, you have a choice.

You can get highly qualified leads seeking you out, instead of rushing around trying to drum up business. And when prospects are attracted to you like this, it positions you and your product or service in a powerful way. Your marketing positions you as the best and your leads are pre-disposed to doing business with you. Done right, your prospects sell themselves on you. This gives you the freedom of doing business on your own terms with your own agenda.

And I’ll talk more about this attraction marketing in coming months.

But understand one thing. It’s your business. You get to make the rules. And you get to choose who you do business with.

These days, I set up strict guidelines with my clients so they know from day one how I do business. Those who do not wish to play by my rules are replaced with better clients.

The point is, people treat you how you treat yourself. I demand respect from my clients and in return they get my very best work. It’s not a democracy, it’s Pete’s world, no one else’s, and I make the rules.

It should be the same in your business. Don’t put up with tight-fisted customers, go out and attract those customers who are happy to give you the money. There are plenty out there. And by using our kinda marketing they’re easy to find. Life is far too short to put up with poisonous people… get rid of them and move on.

Comments are off for this post

Considering Direct Sales or Network Marketing?

May 21 2023 Published by admin under Uncategorized

For decades now, Direct Sales and Network Marketing industry have continuously increased its potential in our economy. There are about 60 Million people in the U.S. and Canada who believe in the future of this business, making it their full-time career or investment.

But Before You Dive In – Here Are Some Pros & Cons To Keep In Mind:

The Pros

Minimal Investment:

Keep in mind that Direct Sales and or Network Marketing is a business, so it requires some form of investment. But what is great about it is that your investment is usually smaller compared to starting a brick and mortar business. With direct sales, you can get started for as little as $100 to pay for your start-up business materials and product samples.

Freedom and Control over your TIME:

In this business, you own your time. You can sell your products to your relatives or friends through social functions or you can just sell products online; interact with your customers anytime you want. Basically work when you want to work.

Residual Income Potential:

Residual income means that you are levering the efforts of others. By building a team of leaders who can help you sell more products and recruit more team members, you are building a business that can eventually support you when you decide to work less. Direct sales and networking companies have also instituted what the industry refer to as automatic purchase or “auto-ship, allowing consumers to receive more discounts by making automatic monthly purchase. The company then automatically ship the products of their choice on a regular basis. This system produces income residual for individuals who enroll people to this program.

Control over your income:

In Direct Sales and Network Marketing, you control how much you earn. It all boils down to how skillful you are in building relationships-consistently, because it’s a people business. The more people you can influence, the more money you could potentially make.

The Cons

It Takes Passion To Succeed

From my own experience, having been in both Direct Sales and Network Marketing, it is important to love the product. Don’t just decide on the promise of “income potential”. It is an actual business that requires persistence and work.

Your passion will shine through and your message will be strong in convincing anyone that the product is the best for them if you are a user and an advocate of the product.

Your excitement will lead to higher sales. So before you spend money and effort on any business, I recommend being a customer first and try their products.

When people tell you that the product “sells itself”, they are lying. There is no product that sells itself. It takes someone with passion and confidence to sell even the best product.

Making Real Money

Often times, our love for the product combined with the pushy consultant make us forget to calculate how to actually make money with the business. So before you hand over your hard earned money, do this basic calculation:

1. Let us say you get 5 customers spending $100 each on products, how much commission would you get?

2. What is the requirement to get that commission? Some companies require that you meet certain sales target or “level” before you receive the commission.

3. If you recruit 5 people in your team and they each sell $500 worth of products, how much would you make? And what are the requirements to get paid?

Your commission should be at least 15% or it’s not worth it.

What Happens If You Decide The Business Is Not For You?

To prevent having a garage (or closet) full of unused products, consider what will happen if you decide direct selling isn’t for you after all. Most companies will buy back your unsold inventory but make sure it is the company’s policy. Don’t just take the recruiter’s assurance.

Still considering Direct Sales or Network Marketing?

There’s no easy way up but through persistence and dedication. In the end, it’s you who decide if this is right for you and it is you who make will it work.

Comments are off for this post

Why Brand Your Self – Understanding Brand Marketing

May 19 2023 Published by admin under Uncategorized

What Is The Purpose Of Personal Branding

Why should you personally brand yourself in the market place? Why not just sell various products, and not get branded to your brand or products? Anonymity in the market place will result in less than favorable results. You are missing out on a huge potential of targeted leads and revenue. Branding yourself is one of the first steps in marketing 101. In layman’s terms think of the word “brand” and apply it with the word “trust.”When building strong brands, understand this process will take time, it does not happen overnight. To build your brand, will require:

  • a loyal, trusted customer base who are sharing with the world about your brand
  • top-notch service
  • a great product

The Power Of Personal Branding In Business

  • Building strong brands can take years if not orchestrated perfectly. You can incorporate some steps to help speed up this process:
  • begin to build a loyal customer base utilizing opt-in forms on your blog and/or websites
  • start creating an online presence through article marketing to create a brand within the search engines

Creating and developing a strong customer “list”, opens the opportunity for you to begin marketing directly to these targeted leads. An initial introduction to your website or blog offers something unique. The word “free” is a real attention getter. This can be a newsletter, an e-book, video series, etc the possibilities are open.

Why It Makes Sense To Brand Yourself As An Expert

Once you choose to brand yourself make sure you stick with one thing and one thing only. Do not try and be the article creator, HTML coder, Website Designer, and computer specialist. All the top companies who have worked on building strong brands for themselves all started with one concept, or product.

The Steps To Success In Personal Branding

There are some key steps in creating a strong brand:

  • purchase a good keyword driven domain name
  • an official website or blog set up
  • good content thoroughly Search Engine Optimization (SEO)

As your brand begins to grow it is certainly the ultimate goal for all business owners, to be the one and only company someone thinks about when they need a service. So, as you examine what it takes for building strong brands, choose your niche. As you begin research to find a niche, research the competition.

Research the sub niches, which may have, a lower competition base. Once you’ve determined your niche, begin keyword analysis, Google keyword tool is quite useful. Begin creating content to share and syndicate in an effort to be listed within the search engines. Through proper keyword research and SEO content, this will help ensure your listings within the first few pages, the first step in your lead generation process of reaching targeted leads.

Comments are off for this post

Access Valuable Business Expertise Through Outsource Marketing

May 17 2023 Published by admin under Uncategorized

People’s knowledge of marketing varies greatly, mainly because of education, instilled beliefs or trend following which causes people to take their focus own from principles that are proven to generate results.

When companies select members of staff they typically pick them because of the their experience in a given industry, however they rarely consider the downsides to this approach in that people will have become set in their ways or picked up bad habits.

An outsourced partner who’s business is marketing should be an expert in generating business using the methods they use for their customers. The sad fact is that many don’t.

Whether you are fully aware of the skills and capabilities of an outsourced marketing professional you can access top level skills without having to be concerned with recruiting staff by choosing a marketing professional that develops a business of their own using proven know how.

Accessing multi-faceted marketing skills

Today’s marketing is a blend of many skills, encompassing copy writing, customer relationship marketing, direct marketing, PPC marketing, internet and mobile marketing, email and article marketing, video and podcasting marketing, promotional marketing, event marketing and much more.

Learning how to make effective use of all these potential options as well as the technicalities of getting them right is no mean feat and for most business owners its time they just don’t have available. By outsourcing marketing, businesses can access valuable expertise that has taken years to build up and get things moving much quicker.

As well as enabling the business to focus on its core competences having an external partner brings with it not only knowledge but fresh insights and an external perspective which may uncover hidden opportunities and new perspectives.

Outsourcing your marketing can also be an effective way of creating or developing your strategy as well as implementing the key steps to deliver it.

Determining your path to profit

You should really start by giving serious consideration as to whether outsourcing is right for you and your business. It all starts with that you are trying to achieve, where you currently are and what results its generating and the missing parts that may be stopping you from reaching your goals.

It could be that you are already doing marketing and sales but its not working as effectively for you and needs improving, maybe its taking up too much of your time or you need freeing up to concentrate and what your best at or you’ve got ideas but don’t know where to start, outsourcing can help you get traction.

It goes without saying that outsourcing is going to cost you money, but it should be an investment with a pay off in two ways. Firstly allowing you to focus on what you do best and deliver more of what your customers want and secondly allowing you to access more prospects, more cost effectively.

Comments are off for this post

How to Navigate the New Push-Pull Marketing

May 16 2023 Published by admin under Uncategorized

Online/digital promotion has completely changed the definition of Push-Pull Marketing. Marketing strategies – such as emotional appeals – that have been sound for decades are now obsolete.

The textbook Push-Pull definitions are roughly this:

• Push marketing refers to marketing through the supply chain – specifically by incentivizing wholesalers and distributors – rather than marketing directly to consumers.
• Pull marketing is marketing directly to the consumer.

But marketers have broadly been referring to Push marketing as what happens when the company seeks out the consumer and Pull as what happens when the consumer seeks out the company.

It used to be that successful marketers tried to strike a balance between Push and Pull marketing, but online the Push is all but gone. Online, the main function of Push is to ignite the Pull – it’s a small, but very important role. And the difference between the old Pull and the new Pull is that successful online Pull is completely devoid of any marketing message.

Online, the Push strategy creates a following and buzz, while the Pull strategy creates awareness and – hopefully – demand. For example, websites and blogs are Pull – they create awareness and keep the company brand in front of consumers without aggressive marketing. But without the promotion of Push, websites and blogs would never get off the ground. Consumers need to find out that the blog exists and they need to have some reason to participate.

Companies typically launch a big Push campaign to announce the medium and then, once participation becomes viral, they focus on the Pull – enhancing the site with consumer-friendly features and offers that they hope visitors can’t resist.
The Sharp Decline of Overt Marketing

Most consumers will reject overt marketing online and most companies know this. They know this, but few can resist spinning facts their way or squeezing in a 2 x 2 ad on their blog’s landing page. They don’t know when it’s time to stop pushing.

There’s this definition of insanity: doing the same thing over and over and expecting a different result. Sane people do that, though, because they don’t know what else to do – especially when they’re in a bind. If you’ve ever been stuck in sub-freezing weather with a dying car battery, you know what I mean. Even though you’re fairly sure the car isn’t going to start, you keep pumping the gas pedal and turning the key in the ignition because you don’t know what else to do – and there is that faint hope that it might work. But you keep doing it until the battery is completely dead.

That’s about where marketing is right now.

Companies continue with the heavy pitch online because they don’t know what else to do. They can’t really believe that the way marketing, advertising, and PR have worked for the last 50 years is over – online at least.

As a consultant, it’s difficult to make clients understand why I can’t squeeze a few subtle promotions into online posts and articles. They don’t see the harm and they don’t see the point of creating marketing materials that don’t market the way they know and love. But research results are very clear about what consumers respond to online.

So what do consumers want? They want to learn – it’s really that simple.

The drive to learn and grow – to be a better person – is a basic building block of psychological health. Online consumers gravitate toward sites and tools that help them do that. They inherently know the difference between truth and spin, between altruism and self-interest.

Some Examples

Online Push marketing often involves short-term strategies for specific event or time-based campaigns while Pull marketing develops trust and demonstrates value. There are many more Pull than Push opportunities online – even email and Twitter require consumers to opt in – meaning they both have Pull components. Twitter is especially interesting because it’s the only widely used social media tool that was originally designed to directly access consumers – and it’s this direct company-to-consumer access that makes it a Push rather than Pull medium.

When is it OK to Push?

Consumers understand that some Push marketing is essential at the beginning of a campaign. You won’t turn off most people by sending out a regular email blast announcing and promoting a new blog and you won’t turn off most people by sending out email and Tweet promotions that those people will predictably be interested in – a sale preview announcement to opt-in email customers.

In other words, online the main purposes of Push marketing are to promote Pull marketing efforts and reach consumers who have asked to be notified of events and promotions.

Push and the Undisciplined Spin

Spin – which some call looking on the bright side (the spin on spin) – doesn’t work online. But industries have been spinning for so long that they can’t separate spin from fact.

I did some PR work for the funeral industry and was astonished to realize that they truly believe that the amount of money families spend on funerals is directly proportional to their love for the deceased. They’d been spinning this tale in their heads for so long that they actually believed it was true. It’s not just the funeral industry – all industries do this. They mistake the spin for the truth. The mistake is believing that if you repeat a lie long enough it becomes true. But consumers can smell self-interest a mile away – they see the Push and they don’t like it.

The Push-based professions are perennial favorites on the consumer mistrust list:

• Car salespeople
• Real estate agents
• Attorneys
• Politicians
• Televangelists

Nurses, farmers, and teachers are never on the list. Why? Because consumers know that they don’t aggressively market their products and services – they aren’t salespeople.

So what do consumers do when they see something they don’t like? The same thing you do – they click away instantly. A company can post an extremely compelling article about how to shop for a home alarm system and then kill the whole piece by finishing with; Someone may be breaking into your home right now.

Choose where you want to Push selectively and Push wisely.

What Does the Online Pull Look Like?

It looks like you’re helping consumers, because you actually are.

In online Pull marketing, the recipients of the message are in control of the message. Pull marketing requires information to be available on consumers’ terms, when and where they want it, rather than when and where it’s convenient for the resource providers to deliver it. Pull marketing involves the development of a visible brand that consumers trust.

Online, Pull marketing is likely to be much more fruitful than Push marketing attempts only as long as the Pull message is not contaminated with Push. A consumer who comes to a company online through Pull marketing and is impressed by the content, generally becomes a loyal fan and a great source of word-of-mouth advertising.

So What Does all This Mean in the Offline World?

What offline world? Most print and digital marketing materials will eventually appear online. Someone will post a brochure to a website, salespeople will email sell sheets, managers will use informational videos for podcasts, etc.

When you plan offline marketing materials, you have to assume that they will find their way into the digital world. This means be sparing with the Push and pay careful attention to the Pull both online and offline.

Social media is creating small groups of demographically identifiable traffic. This presents marketers with a chance to introduce and demonstrate brand value to a precise group of core prospects. It’s an excellent opportunity that no one should waste.

Comments are off for this post