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How to Craft Your Why

If you have enough reasons, you can do the.jpgThis is the first in a series of articles on the foundational skills needed to succeed in Network Marketing or Direct Sales. Each week I will cover in detail one of the basic skills you need to master over time in this profession.

I am going to start with one that is used more often than any other. Telling the story of your WHY.

What Is Your Why

Imagine that you are at a party and someone asks you what you do. Most of us fumble over that or we say a short answer that is what our job is. I’m an accountant or I’m a mechanic or I’m a salesperson or I work for Acme company.  Even if you own your own company, it’s a job description that most of us give. I’m a contractor. I’m in dog grooming. I own a UPS Store.

In the network marketing profession, we need to have an answer ready that tells the story of why we LEFT doing a J.O.B. and started down an entrepreneurial path.

 

How To Craft Your Why

Not your why in terms of your goals or vision. Your why in terms of why you decided to get started in the network marketing profession.
When someone asks you what you do, you need to answer with a short and compelling story that answers not just what you do, but why you do it.
You are also going to use this story every time you do a presentation, every time you step on a stage and every time you talk about what you do.
1) Start with a short answer like those everyone uses. One that describes your industry without being salesy and that tells people that you have recently changed what you do.
I recently started in the Health and Wellness Industry
I recently started in the … industry
I recently started as an executive recruiter…
I recently started my own business…
2) Your background/what you used to do
I had been a …
For me this is:
For 30 years, I had been in marketing for home improvement & solar contractors.
3) Things you didn’t like about that job or situation
I loved …, but …
For me its:
I loved helping small & startup contractors grow from zero to making more than $1 million in sales in their first year, but back in 2008 the real estate market crashed and the entire industry I was in crashed along with it. If you have no equity in your home, you don’t have money to do any home improvements. Everything I had been working towards for more than 30 years went away in a few months.
4) And then I found
(How did you find network marketing. How your company came to the rescue)
For me its:
I spent years looking for a way to make the money I was used to again and have more control over my time and my health. I used to work 60-80 hours a week and my health had suffered. In 2011, I weighed 290 lbs and would huff and puff walking up a flight of stairs.
And then I found the industry I am in now. Now I get to help people make more money, just like I did for contractors all those years and I get to help them be healthier too.
5) Your results OR how you feel about your future
It has been fantastic! I’ve … and
 OR
For me its:
I have never felt better physically, I’ve lost 80 lbs, and I have never felt better about my future. Just by doing what I have been doing on a part-time basis for the past 3 years, I should have enough residual income coming in every month to be able to retire from my current full-time job in a year.
Bringing it all together
Put those 5 statements together into a short story that tells them what you do and why.
This WHY should take less than a minute to tell and convey the emotions of why you are in network marketing.
Your WHY story will convey what you have overcome and how bright your future has become because of what you are doing. Facts tell and stories sell. This one minute story will have a great impact on whether or not people can see themselves doing what you are doing.
Practice Makes Perfect
Practice this in a tape recorder or the voice recorder on your phone until you can tell this story in a conversational tone.  People will be interested in your story because it’s compelling as long as it doesn’t sound like a sales pitch. You don’t have to mention the company or even the products you sell. In fact, I seldom do.
Let them ask about your products or company and then use a takeaway. Something like – “I would love to tell you more about what I do, but this is probably not the best time to go into that. Let me give you a call and we can sit down over coffee and talk about it some more.”
If you are giving a presentation, whether that is one-on-one or in front of a group, start the presentation with your story.
This is one of the foundational skills of the Network Marketing profession. Master it and watch your business take off.
Come back next week for the next article in my series on
The Foundational Skills of Network Marketing.

 

I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please contact us about the life changing products or business opportunity or simply to tell us your thoughts on what you have seen and read on this website.
We love to hear from you and appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

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I Am Blessed

I just realized something today. I was listening to a podcast and it hit me.
What I do changes lives.
People get tremendous, life changing health benefits. They lose astounding amounts of weight and keep it off. They have other truly wondrous health benefits that turn how they experience their day around 180 degrees.
As I thought about how awesome it is that I get to do that, it hit me how few people there are in the world that trudge through their corporate or blue-collar or whatever job and at the end of their day can say with certainty that what they do for a living changes peoples lives for the better.
Whether I ever become one of the top income earners that are making the money I dream of making or I just find a level of time freedom and financial security that will let me retire without stress, I am blessed to be sharing something with people I know and care about that will absolutely and positively change their life just by using it.
Please understand that this venture is not just an altruistic one for me. I am on the path to giving myself some real time freedom within a year by completely replacing my income from consulting in SEO and Content Marketing with what I make in network marketing. What I feel most blessed about is that I am partnered with a company and positioned in an industry where WHEN I make money, it means I absolutely changed someone’s life. I CAN’T make money unless what I did had a positive impact on their life. That is incredible to say and to understand.
It’s a powerful paradigm shift for me and I really want others to be able to comprehend the difference I am talking about.
My history can illustrate the change a little better. I worked 60-80 hours a week for decades helping companies sell everything from home improvements to real estate seminars and from solar to DIRECTV. All great products that people liked and, for the most part, needed at the time. The difference is I was not making money BECAUSE I was changing their lives for the better. I was making money because we generated leads through marketing and followed a sales process that led to a predictable percentage of people purchasing the products we were selling.
Now I ONLY make money if I am changing people’s lives for the better.
Blessed. That is how I am feeling right now. Blessed.

I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please contact us about the life changing USANA products or business opportunity or simply to tell us your thoughts on what you have seen and read on this website.
We love to hear from you and appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

What One Sales Skill Should Network Marketers Learn

Rule #1 of Selling is to be crystal clear on your value proposition. Unless you can clearly articulate the outcomes a customer gets from using your product or service, it’s nearly impossible to get them to change from the status quo.
~Jill Konrath

This quote from one of my favorite authors on sales struck me and it got me thinking about how to apply the fundamental principles of sales to an industry filled with non-salespeople.

What one sales skill should every person in Network Marketing learn in order to be successful

People buy because of emotions and rationalize with logic
~author unknown

Network Marketing is also called the direct selling industry. Our profession may be filled with non-sales types, but if no sales are made, then no one makes any money.

To be successful you will have to learn some basic principles of sales. Now it’s not as scary as it sounds. Sales success is about telling stories and storytelling can be very fun. In this case, it’s true stories that are both fun and help people buy from you.

Why People Buy

People don’t buy because of features of products. They are not buying your product because of the studies or the ingredients or the purity or the science or any other fact. They are buying because something about the results your product produces struck an emotional cord with them.

People don’t join your business as associates because of the products or the pay plan or any other feature of the opportunity. They join you because you or someone else struck an emotional cord with a story about a result. A story about an outcome that caused an emotion in them.

The True Stories You Need to Learn to Tell

What are the outcomes your customers get from using your product or service? Not the features, the benefits or outcomes.

What are the outcomes your customers get from using your product or service? Not the features. What are the benefits, the results, the outcomes? What third party testimonials do you have?

What emotions have those outcomes produced in your customers? When you listen to your customers or other testimonials about your product or service, what emotions come up again and again?

How can you best express those outcomes and emotions to your customers?

Those are the keys to selling any product successfully and that is the one sales skill you absolutely must work on mastering to be successful in your company.

#sales #success #networkmarketing

How Would You Answer?

How Would You Answer?

Question-Mark-HD

We were sent this list of questions in an email recently and it seems like a great thing to pass on to you. The answers are both enlightening and powerful motivators. So, how would you answer? Take a couple of minutes and honestly answer these 6 questions

How would you answer these questions?

  • If someone offered to pay you $50,000USD in cash if you could find and sponsor just 6 new motivated Associates in the next 30 days, would you?

 

  • Could you?

 

  • How about 60 days?

 

  • How about 90 days?

 

  • Did you know that sponsoring just 6 new motivated Associates will likely be worth far more that a one-time payment of $50,000?

 

  • What are you waiting for?

 

Now that you have answered those questions, I have one more. What action can you take right now that will move you closer to sponsoring those 6 new associates? Not tomorrow. Not later. Right now.

So why are you still on this page. Go do it.

 

What is the Marketing Budget for your Network Marketing Business

What is the Marketing Budget for your Network Marketing Business?

Business Plan for your Network Marketing Business

There are 3 things every successful business must have:

  • A vision
  • A business plan
  • A marketing budget

Typically in a small business, marketing accounts for 15% or more of projected gross sales revenues. Not profits, sales revenue.

So what is your projected sales volume?

Ahhh, the catch-22 for most in our profession. In network marketing its almost unheard of to find someone who has an actual written business plan with all the items that are found in business plans for other businesses – Your product or service, the overall market for your product or services, your target market, the competition, your projected sales, Your projected revenue and earnings, your sales and marketing methodology, a budget for your marketing.

Do you have a business plan? If not, why not? Is it that you have not taken your network marketing business seriously? That you are not treating it like a business, you are treating it like a hobby?

Well, it’s time you started treating it like a business, so it can pay you like a business.

Let’s Take a Look at an Outline of My Business Plan for the Next 3 Months:

Industry(s) – Health and Wellness

Products –     Customized Nutritional Supplements/Sports Nutrition – $37 billion in the US

Products –     Weight Loss/Weight Management – $65 billion in the US

Products –     Energy Drinks – $60 billion in the US

Products –     Anti-Aging Skin Care/Personal Care – $11 billion in the US

Target Market – Baby Boomers; Professionals – Insurance, Real Estate, Executives and Management, and small business owners; Working Moms

Competition – Grocery Store vitamins; Monster, 5 Hour Energy and Red Bull; Herbalife, Nutrisystems, and 1 million diets on the bookshelf; I’m not sure but I will find out if I start focusing on skin care, I know we are much better and less expensive than most I see advertised.

Projected sales – Q1 2016 – 120,000  SVP (In USANA, we see sales in terms of sales volume points that are then converted to dollars depending on the market you are in)

Projected sales revenue – $12,000.00

Sales/Marketing Methodology – Go Pro Recruiting Mastery Techniques, Facebook, Twitter, Blogging, Video Blogging/Periscope

Marketing Budget – $1800.00

What Do I spend My Marketing Budget On

There are many things you can be spending your marketing budget on. Samples are the number one expenditure in Network Marketing. If you are not putting your products in the hands of potential customers regularly you are not selling much. Event costs are another area to budget for. Not just the rental of a room, but AV needs, samples, decorations, and prizes. Business cards are another marketing cost. How about flyers to advertise your events?

So now that you know what one looks like, its time to take your Network Marketing business seriously and treat it as a business by writing out a business plan and a marketing plan today.

Cheers!,

Richard


 

I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please feel free to contact us about USANA products or the USANA business opportunity or simply to tell us your thoughts on what you have seen and read on this website. We appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

Don’t Fake It ’til You Make It

“Don’t fake it ’til you make it. Fake it til you become it.”  – Amy Cuddy

That’s what this life is about — incrementally nudging yourself to become the best version of yourself. Being present during these challenging moments.It’s not about fooling other people to get the things you desire, then having to continue with the charade. It’s about fooling yourself, just a bit, until you feel more powerful, more present — and it’s about keeping up the practice, even if it takes time to get there.

Those profound words stuck me like a ton of bricks. Truth plainly spoken often does.

In this profession that I have chosen, personal development is paramount to success. It’s a precursor to getting what I want in life. The more I grow, the more love and good I share, the more comes back to me. I can’t fake until I make it, I have to fake it until I become it.

To be successful in network marketing, I am forced to be constantly nudging myself towards becoming the best version of myself if I want to be successful in the business. The more I grow, the more I am able to give, and the more I attract people that are looking to become more themselves. Those people are the ones that want share the products and the opportunity with others and we grow our businesses together.

In each moment that I am present in the moment, I am telling myself that I am a light. That by doing what I do in this profession, I am serving others in a way that they and I need. I am spreading joy and greater fulfillment in life. That I am learning to be more and serve more.

By serving more, I become more successful in my network marketing business.

Thank you Amy Cuddy! For that piece of truth you shared that clarified why and how  to be successful in life and in the network marketing profession.


I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please feel free to contact us about USANA products or the USANA business opportunity or simply to tell us your thoughts on what you have seen and read on this website. We appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

Dietary supplements, meal replacements help ensure nutritional adequacy during weight loss

 

January 13, 2015

Dietary supplements and fortified meal replacements help ensure nutritional adequacy during energy-restricted diets for weight loss

 At a Glance

Weight control strategies that are both safe and effective are needed to reduce
the rate of the current obesity epidemic. People incorporating fortified meal replacements are more likely to have adequate essential nutrient intakes compared to a group following a more traditional food group diet.

Read more about this research below.

Weight control strategies that are both safe and effective are needed to reduce the rate of the current obesity epidemic. A study published in theNutrition Journal compared the macronutrient and micronutrient levels in the foods chosen by women following two different weight reduction programs.

Ninety-six generally healthy overweight or obese women randomly placed into two treatment groups: Traditional Food Group (TFG) or a Meal Replacement Group (MRG).  The MRG included the use of 1-2 meal replacement drinks or bars per day. Both groups aimed to restrict energy levels to approximately 1,300 calories per day. After one year, weight loss was not significantly different between the groups, and both groups had macronutrient (Carbohydrate:Protein:Fat) ratios that were within the ranges recommended. Both groups experienced an improved dietary pattern with respect to decreased saturated fat, cholesterol, and sodium, with increased total servings/day of fruits and vegetables. However, the TFG had a significantly lower dietary intake of
several vitamins and minerals compared to the MRG and was at greater risk for
inadequate intake.

Although both groups successfully lost weight while improving overall dietary adequacy, the group incorporating fortified meal replacements tended to have a more adequate essential nutrient intake compared to the group following a more traditional food group diet. This study supports the need to incorporate fortified foods and/or dietary supplements while following an energy-restricted diet for weight loss.

Ashley JM et al. Nutrient adequacy during weight-loss interventions: a randomized study in women comparing the dietary intake in a meal replacement group with a traditional food group. Nutr J. 2007 Jun 25;6:12