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Joan Smith

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Attitude is Everything

Is competition something that you are concerned about? If so, then this is an attitude that will hold you back. Instead of focusing on the number of direct selling representatives, put your efforts into collaboration and networking for the purpose of leveraging your results. When your business has a competitive-based fear, you are always working by yourself and for yourself.

When you are creating collaboration opportunities within your field with other like-minded people, you will leverage yourself and those you collaborate with to the top of your industry. Many sales representatives that I coach allow the fear of competition to hold them back and sabotage their business efforts. When your attitude is a fear of competition, you are allowing your fears to prevent you from focusing on the positive things that are going on in your business.

Meetings are one of the best forms of collaboration!  Our next meeting is {ENTER YOUR MEETING DATE}. Leverage your results, get support and collaborate with like- minded professionals! Hope to see you there! 

The “Sliced Bread” list of emotionally-charged statements is your tool box.  Take it with you everywhere you go and pull a tool out every time you get a chance.  Memorize your lines, and then each time you use, one modify it for the person standing in front of you and just sprinkle, sprinkle, sprinkle everywhere you go! 

What Is Marketing?

Marketing is the art, science and skill of creating more and more desire in the market place for our products, opportunity and services.  Let’s look at that a little bit more closely.

Art is emotions.  Science is systems and skill in practice.  We all know what the market place is in direct sales…. Everywhere we go! So that is pretty simple! 

Art is emotions: When people say you are artistic, they are saying you are using the emotional side of your brain.  Art is emotions and creativity.  People buy emotionally so it is important to connect with your customers on an emotional level. 

Science is systems: People never fail, only systems fail.  All successful businesses have systems.  Examples of business systems are using a business plan to achieve success, the system of manufacturing, a system for generating leads, etc. 

Skills mean practice: As we said before, you can always make up in numbers what you lack in skill and the numbers will give you the skills.  Are you practicing enough? Are you asking enough people?

When you put them all together, you create a successful business.  Connect with your customers on an emotional level, and have systems in place to generate leads and improve your results and practice every day and you WILL always have plenty of business!

 Are you practicing good marketing?  Or are you always trying to convince people to do business with you? When you understand what marketing is, and use the funnel concept you will have an unlimited supply of business. How will it feel to never have to worry about where to find business again?

How to Create Desire for Your Business

Have you been working on your list of the top 20 reasons why your business is the best thing since sliced bread?  I hope that you have at least 20 for our SERVICES and another 20 for the ACME SERVICES business opportunity.

That list is the features of your business. I am sure you have some of the regular things, free trips, stay home with the kids, work your own hours, etc.  Those are all features. 

Features do not “sell”. Benefits and advantages “sell”.   Now that you have 20 features, let’s figure out the benefits of the top 20 list.  Features are great but they don’t sell!  For example, non-stick cookware is great and the benefit is that it is easy to clean.  Petroleu- free lotion is ok too and the benefit is that it is hypo-allergenic and doesn’t dry out your lips.

The ACME SERVICES product ABC SERVICES has the feature of GREAT FEATURE GOES HERE. The benefit is GREAT FEATURE GOES HERE and that is why people really buy it, not because of the feature. In the ACME SERVICES business opportunity, one of the features is a free trip.  The benefit is an all-expense-paid vacation.  Do you see the difference? So, now let’s take those two lists that you made and turn all those features into benefits. 

After you turn your two lists into benefits, the next step is to turn each benefit into an emotionally-charged statement.  Emotions sell!  A great benefit won’t sell unless you can connect it emotionally to your customer.  Here is how you turn a feature into an emotionally-charged statement that creates desire:

• Feature: Free Trips
• Benefit: I get to take my hubby on a free vacation.
• Emotionally Charged Picture and Parable: Last year I took my husband, Jake, on an all-expense-paid vacation. We had a second honeymoon lying on the white sandy beaches of Cancun for a week… it was heaven!

Art is emotions.  Science is systems and skill is practice.

This is a system to create desire for your product and connect emotionally with your guests.  Are you using art, science, and skill in your marketing approach? Read more about the “Sliced Bread” list and how to create desire with features, benefits and emotions here.