Material Monster

Charisma. It’s good for business. Some people have it naturally, but anyone can develop charisma. The value of your charisma in terms of a business asset has to do with how well you influence others by connecting with them.

Charisma as defined by Webster’s Dictionary: “A personal magic of leadership arousing special popular loyalty or enthusiasm.” Makes sense, doesn’t it, that inspiring loyalty and enthusiasm in your clients and colleagues is good for business?

These components of charisma can be learned and improved:
1. Silent messages
2. Communication skills
3. Persuasiveness
4. Adaptability

1. Silent Messages: when someone meets you for the first time, most of their reception of you has to do with non-verbal aspects of you that include and go beyond mere body language.

There is also your energy level or your vibe, your body fitness, the tone of voice more than the actual words you say, etc. These transmit information about your level of caring. The person you’re meeting gets an impression of whether and how you value them.

To increase your charisma (magnetic personality), be aware of your silent messages and practice and attitude of service. Treat others as important, and you will attract and empower your clients and colleagues.

2. Communications skills: while this component includes speaking, an equally important part of communication is listening - a fact which many people forget when they are “communicating.”

To increase your charisma, practice the art of speaking succinctly and clearly. Since people would generally rather talk than listen, most of your business contacts will appreciate you for being direct and to the point.

Spend plenty of focused attention on developing your listening skills. Here are some behaviors to remember: make eye contact, smile, nod your head or make uh-huh sounds, lean toward rather than away. These seem like simple things, but if you look around you might notice that many people fail to do them.

Also, ask yourself, are you really listening, or just waiting for your turn to talk? When you really pay attention, you can learn valuable things about the person with whom you’re dealing. So, if you’re tempted to interrupt, take a deep breath. Always seek to understand the other person’s point of view.

3. Persuasiveness. Surprisingly, this is best accomplished by shifting the focus to the other person. Explore the problems you could help them solve or the opportunities you could help them seize. Ask questions that allow the other person to come up with the answers.

To increase your charisma, keep this in mind regarding persuasiveness: you get what you want by helping others get what they want.

4. Adaptability. Appreciate diversity rather than merely tolerating that others don’t always do or want things the same way you do. The more you can get into the flow of someone else’s agenda (while remaining authentic), the more appeal you have to them.

To increase your charisma, forget the golden rule, “Treat others the way you would like to be treated.” Instead, figure out how to treat them the way *they* would like to be treated.

Lila Norden is a business and financial consultant. Lila offers valuable information to help you make decisions about your business growth and financial development. Visit Lila’s web site Fyne Business Additional articles by Lila are also at Yes Investing and F-Com Finances.

What if you could network while you sleep or at work? Linked In allows you to network online, complementing your existing online presence.

Word of mouth alone is ineffective unless you give it a push through such means as effective promotional materials, testimonials and access to a large group of your potential customers. All of these items can be provided through Linked In and they’re all free.

Tatsuya Nakagawa of Atomica Creative Group is a strong advocate of LinkedIn and was the one who got me excited about it. Here are his top five reasons to use LinkedIn:

• Networking presence 24 hours per day.

• You build relationships faster.

• Using the “six degrees of separation” theory, you could theoretically have access to hundreds of thousands of people through your existing contacts.

• You only get contacts from trusted sources.

• Linked in is also an effective contact management tool. (Contact info, business description and brief bio in an online database.)

There are 60+ social networking sites out there. He tried 11 of them and narrowed it down to 3, and he is currently using 1. “Bottom line: most of the sites are too social and not business. There are however some special interest group sites that are doing well.” With a free tool called “LinkedIn” (www.linkedin.com) you can market yourself and network 24/7. You may also get in touch with Mr. Nakagawa at www.atomicacreative.com.

I joined this organization which we are promoting since 8 months ago. I never really thought the power of this business tool. Until recently I read Mark Victor Hansen’s and Robert Allen’s Cracking the Millionaire Code book. They talked about codes and one of these codes is “Angel Code.” It talked about people who are able to help us achieve our vision and mission. They also discussed about the “small world phenomenon” and instead of using 6 degrees of separation, they reclassify the term to 6 degrees of connection.

This means that we’re only 6 degrees away from anyone in the world. This is the concept behind these online social networking tools. Although, one of my friends told me, that in one of their workshops, there were only 50 participants and their discovery was that most of them are only 2 degrees away from either Bill Gates or Ophrah! Amazing isn’t it?!? She also told me that when you do the 6 degrees mathematics it will exceed the population of the world….hmnn…..mind blowing information. All I want to say is, isn’t it amazing how technology work? Lastly, your network equals your net worth.

Lourdes is an Infopreneur and has been using LinkedIn for almost a year now. You may view her web presence at these sites:

http://www.speakingwithlourdes.com

Trade shows are fast paced, noisy with high energy and
expectations. Rather than just wandering the aisles and
collecting stuff, as a Prospect for any exhibiting company,
you should take your time at the show seriously. Those who
attend are better prepared than ever before, partly because
of internet research and partly because trade shows are
serious business.

These 7 Tips will make life easier.

1.) NOT EVERY PROSPECT IS A LEAD –

If you define a lead as a person or company unknown to the
exhibitor, that is probably 90% of the attendance at a large
show, as an average of only 10% of the visitors to a show
have an interest in a particular segment of an industry. So,
as a prospect, don’t feel guilty bypassing companies with
no remote affiliation for your business. On the other hand, in
today’s competitive world, you must look for trends, which
means looking quickly at all exhibiting companies to see
what’s new.

2.) BUT - I AM A CLIENT –

One of the sad facts about trade shows is that clients are
often taken for granted by exhibiting companies. You may
work with Mike in Miami and he’s not at the show in
Chicago. Step up to the booth and introduce yourself as a
client. Consider yourself a partner with the exhibiting
company - and they should treat you accordingly. If they
don’t, complain to Mike when you return home. No firm
wants to lose a client, and not every person knows each
client individually or as a company.

3.) WATCH YOUR LANGUAGE –

Review the questions you need answered by exhibitors.
Make them short and be very clear in your statements.
Industry jargon may confuse people. Acronyms may not be
universal - ABC may mean Absolute Better Control in one
segment, and Attitudinal Beaver Cages in another.

4.) USE YOUR EARS –

Listening skills are critical on both sides of the aisle. When
you are clear in your questioning, you should receive clear
answers to your comments and questions. Keep asking
until you are satisfied they understand your concerns. If you
believe you are talking to a brick wall - well, it’s just not a
company you want to do business with, so walk away.

5.) TAKE AN RFP –

You can take a simple RFP (Request for Proposal, or RFQ -
Request for Quote) to selected exhibitors. If you don’t get a
response within your required time period, call the company
and explain why they didn’t get the bid. This is a simple way
to test prospective companies, but be certain it is a real
project, not just a test.

6.) MAKE APPOINTMENTS –

If you’re closing a deal, a trade show is face-to-face time to
complete negotiations and sign papers. If you have serious
interest in a company, ask for a specific time to talk about
specific concerns. The appointment may be in a conference
room at the exhibit or off-floor in a more casual atmosphere.
No matter where, make certain you show up on time and
are prepared to deal.

7.) BUIILD RELATIONSHIPS –

Can you build a lasting business relationship in 20 minutes
or less? Yes, if you consider your businesses to be a
partnership. Skills are necessary, but a successful
business relationship requires more then that. Try
humanity, ethics and morality. Good prospects learn to size
up the exhibiting company quickly.

Trade shows can be intimidating when you’re walking the
aisles. These tips will help.

Julia O’Connor - Speaker, Author, Consultant - writes
about practical aspects of trade shows. As president of
Trade Show Training, inc,, now celebrating its 10th
year, she works with companies in a variety of
industries to improve their bottom line and marketing
opportunities at trade shows.

Julia is an expert in the psychology of the trade show
environment and uses this expertise in sales training
and management seminars. Contact her at
804-355-7800 or check the site
http://www.TradeShowTraining.com

By now, you’d have to have lived in a cave in Afghanistan for the last decade not to know the importance of networking. Whether you’re job-hunting, or growing your business, or just striding into the exciting world of networking, you need to know how to talk. And listen. But beyond “how did you hear about this event?” how do you start a worthwhile networking conversation? It’s not so hard - you just have to focus on the OTHER person.

The first and biggest rule of making networking conversation is that it’s a conversation, not an audio broadcast. Don’t deliver an aural business card, in other words! What’s more annoying than a conversation like this:

YOU: (Spotting the nametag that says SALLY JONES on a nearby woman’s lapel) So, Sally, what do you do in your business?

SHE: Oh, we’re a full-service marketing firm, delivering great results for clients across a wide range of industries. We do branding, marketing, advertising solutions, web design, collateral materials, annual reports, and full-color printing. We work closely with our clients to find breakthrough solutions to tough problems. We value every client as a friend. We…

YOU: Got it - I’m afraid I forgot to feed the meter. (Exit stage left.)

See? Just because you’re face-to-face with a person at a networking event doesn’t mean that you’re willing to listen to a non-stop marketing spiel. You shouldn’t have to. And neither should anyone else. Just like in the sales arena (and networking has something in common with sales, in that you’re selling a person on the value of knowing you), you should spend more time listening than talking.

Let’s try that conversation again.

YOU: Hello Sally, what does your business do?

SHE: Oh, we’re a really wonderful small marketing firm. I’d love to tell you more about us. But — let’s start with you. What do YOU do?

YOU: Well, I’m a technical search consultant.

SHE: Terrific! What sorts of assignments do you specialize in?

See what’s happening now? It’s a conversation. No one feels the need to jump out there with an uninvited commercial message. You will each learn interesting things about the other in a two-way exchange. Now you have a base for networking, and for finding ways to help one another.

The second big rule for creating networking conversation is this: find out as much about the person behind the business card as you do about the business. After all, we are more than our professional selves. The world is full of real estate people, for example. Some of them are worldly and insightful. Some of them are pretty dull and uncreative. How can you tell who’s who? Ask them!

Here are five questions for networking conversations, that get beyond the obvious “what do you do for a living?” arena. If I’m meeting you at a networking function, I want to know what drives you. I want to know what you do when you’re NOT working, and why you choose to do that thing. I want to to know what you think about. Are you my kind of person? Am I yours? That’s what builds relationships - mutual interests.

Let’s face it, most of the people we randomly meet at networking get-togethers aren’t in a position to buy our services (or find us a job, or help us with our goals) this very minute. What’s important is that these folks remember you, and like you, and will stay connected to you over time. It’s a person-to-person connection you’re after - not a business-card-meets-business card one!

So, here are the five questions:

1) How did you wend your way into the [technical search] business?

Stories are the spice of life, and the key to a person’s character. It’s fascinating to hear how people make their ways through careers - much more interesting, often, than a simple description of what they do every day. Dig in to the story!

2) So, where do you think the [technical search]industry is going? What trends do you see shaping up?

Want to understand the quality of a person’s thinking? Ask him or her for an analysis of the current industry scene.

3) Where are you from?

This little question is my all-time favorite. If the answer is “Pittsburgh,” of course, you don’t let it sit there - you find out about your new friend’s early life in Pittsburgh, and where he went after that, and how he ended up here in your city. Probe! The fun of meeting new people is mostly in learning about the different choices (different from your own, that is) that people make in their lives.

4) What’s your favorite thing to do outside of work?

Here again, the key is that when your new acquaintance says, “Herpetology,” you don’t say, “Cool.” You ask questions! Think of your brief conversation as a mini-interview. Why herpetology? What is herpetology again, anyway? Lizards? What kinds of lizards do you like? Don’t they get mites? Ask, and listen! That’s how relationships are created.

Here’s the bottom line, when it comes to networking: people do business with people they feel connected to. It’s more important to make a true connection - by learning that, say, we both have sets of twins and love the opera - than to make a flimsy one, based on the fact that we’re both in the printing business (and have absolutely no other shared interest or conversational ’spark’). Business, thank goodness, is populated by people. It’s human connections that make things happen.

Practice asking questions and then practice something else: clapping your mouth shut and listening. For some of us, that’s a new business skill. The benefit? Priceless.

Liz Ryan is a workplace expert, former Fortune 500 HR executive and founder of the global online network WorldWIT (http://www.worldwit.org). She is a popular speaker on workplace topics. Liz lives in Boulder, Colorado.

We’re all aware of how difficult it is to find business builders.

This can be tough…Even with the best recruiting techniques.

For me one of the better ways to find business builders is to Retail to Recruit.

Personally I think your MLM business should be made up of 75% retail customers and 25% business builders.

Why?

Having more retail customers ordering from you week after week, month after month, year after year creates that residual income we all want. Plus you now have an army of customers that are spreading the word about your products. People will talk more freely about products that are doing well for them, then they will about a business opportunity.

In one case people feel they are sharing, in the other they feel like they are selling (guess which one?).

When people talk about products they’re sharing an experience, when they’re talking about a business opportunity they feel like they’re selling.

In my company we make great money with retail sales and business builders. Personally It’s easier to find retail customers than business builders, plus your income is generated faster. (of course that depends on your pay plan, for example I get paid every week with ours).

Let me ask you a question.

Do you think it’s easier to introduce the idea to someone who is in love with your product/service they can have their own business or to someone who has never tried your product or service?

Kinda of a dumb question, because I know you know the answer.

Once someone has been using you product for about 30 days or so. And before I go on I trust you have been in contact with your customer to see how he/she likes using your product. More importantly have they used your product at all.

You would be surprised at how many people will buy a product and not use it.

If you do come across someone who has not used your product don’t say “WHY NOT”.

Tell a story.

For example, lets say you sell product XYZ and you called a customer and they have not use it yet.

Me.. “Hi Bob, this is Duffy how do you like XYZ?”

Bob.. “Oh I have not tried it yet it’s still in the box, no time to busy”

Me.. “I can relate to that Bob. When I first started taking XYZ I started noticing a difference after only 3 days, I could fall asleep faster and I woke up more refreshed and with more energy and I am getting the same feedback from my other customers as well. I’ll give you a call in few days and see how you’re doing. Talk to you then, have a great night.”

I did not challenge him, I accepted his excuse and I went on to tell him a story of how XYZ has helped me. Do you think he is going to leave your product in the box for one more day…I doubt it.

But even if he does, just keep telling stories of the things XYZ is doing for you and others

However, if your customer has not tried your product after 2 or 3 phone calls (5 or 7 days). Personally I would offer them a refund. With that the customer will either say no and try your product, or they will accept your offer. If so, great, either way it’s a win-win.

If this person lived in my city I would go over and pick up the product. It’s not doing him or you any good just sitting there. It might as well be given to someone who will use the product.

Ok, it’s been 30 days or so since your customer has been using your product and they love it, what now?

The next time you talk to a customer you can say something like this:

According to my records, it’s time for you to reorder. How would you like to save up to $10 off your next purchase? For every name you give me of someone I can send a brochure to, I’ll give you $1 off up to $10. Is that fair?

Or

If they are internet customers you would be offering them a $10 rebate after they place their next order. Simply tell them after you get the contact names and confirmation of their next order you will send them a check in the amount owing. The above is for local customers that you are personally delivering your product to.

This is a great way to get warm leads.

Then you take a flyer or brochure about your product. Put a yellow sticky note on it and say Hi “Sally” Mary Jones has been taking this product and feels great and thought you might be interested. Your name, your address your phone number.

Then, after you mail the info to the referrals, you call them in a few days. And say:

Hi Sally. This is (your Name), You don’t know me but Mary Jones asked that I send you a brochure. Did you get that brochure? Listen, our product is helping a lot of people around the country–it’s helped Mary.

The product is less than a dollar and a half a day and it’s got 100% money back guarantee. Would you like to try it or do you know anyone who’d like to try it?

(I used what it costs to use my product each day for the above example, replace that with the break down of your products cost per day).

Now it’s been about 2 months after your original customers first purchase. Depending on your products user rate you may have talked to them as little as 2 times, but that’s ok.

Now say something like this:

Hello _______ How are you doing?

Have you experienced any additional positive results with your product?

Listen, I can’t offer you a discount this time. “4″ of the people of the “10″ names you gave me are on the product and they’re loving the product. They’re going to reorder the product. Would you like to supply them and make the profit or would you rather I supply them?

If they say they would like to earn the profit, they have just given you permission to show them your presentation.

You’re now retailing to recruit.

Until next time.

To Your MLM Success
Duffy Rogan

Duffy Rogan is a network marketing coach, and provides free mentoring to anyone in any network marketing company. Save yourself years of failure and frustration and learn the TRUTH about succeeding in Network Marketing. FREE ebook mlmsuccess.bigmlmlies.com