Referral Marketing Archives

Tell The Truth

LETS TALK ABOUT BEING REALISTIC and and building a business. That means putting yourself on track to build. Always tell the truth.

If this was a TRADITIONAL brick and mortar business, you’d expect to spend hundreds of thousands in start up, and maybe not even break even for years. NETWORKING is NOT Traditional in that realm, but it DOES take work and effort, and you can NOT expect to be rich in a few months or even a year. It takes longer than that.

As you talk to people be sure to tell the truth, the whole truth and nothing but the truth. We have a GREAT industry, and a solid future. I believe fully in network marketing and feel those in now, are ahead of the shift to the future world. There is big money in this industry, however, it is NOT money without working or not something that happens over night.
When you talk to people, please tell them the truth. There is simply NO way to create massive tremendous incomes, without some good hard work. They really have 3 options

1. They can do this business part-time by focusing, staying with it and working steadily and eventually get there, but it will take much longer part time.

2. They can tighten their belt, and do this full time by living on savings and working hard and aggressive for 6 mo-1year, but I don’t recommend that for someone with NO experience. It takes a good year to fully UNDERSTAND the business.

3. They can sign up to be a wholesale customer, and just use the products or services and see what they think. If they like them, they can chose to build part time or full time later.

Those are realistic options.
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IF THEY DON’T SEE THIS DON’T – DRAG ANYONE ALONG!

Either people see the future or they won’t. Learn to SORT and not sell. When talking to people, you want to invite those that truly want a future to join you.

If they don’t, then you do NOT want them in your organization. You can NOT drag someone over the finish line. In this business , honesty is EVERYTHING.

There will be many times when you will be faced with situations that require moral decisions. You may find things that perhaps no one will know but you, yet I believe it is best to be honest and fair. We need to raise the standards in this industry and treat others right. Offer to support those you sponsor but NEVER offer to do the work for them.

I am VERY guilty sometimes of doing just that and have learned the hard way. I’ve found that those you do the MOST for will be the ones that hurt you the worst. People have to learn to grow on their own and build their own groups and take responsibility.

As you grow, you will barely have time to accomplish the things you need to do yourself. I think if you are totally honest with those you sign up, you’ll create a stronger team.

Teach people to be INDEPENDENT. Be there for them but teach them to work and grow.

NEEDED NUMBERS TO SUCCEED

One of the flaws I see is just unrealistic expectations. In order to succeed in a big way, you must continue sponsoring and personally sign up many people. No one ever made a 6 or 7 figure income by just sponsoring 2 or 3 people. Most of the HUGE $$$ earners have sponsored (over time) a minimum of 100 or more people personally. There are exceptions to the rule,but that is a realistic number, I’d say. NOW that does NOT happen OVERNIGHT, and it happens ONE person at a time. Success breeds success. With each person you sign up, it becomes easier, and you learn from trial and error.

PRACTICE PRACTICE PRACTICE – Practice makes perfect and you will bet better
and better.

Duplication is critical and key to your success. KEEP IT SIMPLE, the simpler the better. I learned the hard way that you do NOT need to mail out videos, audio’s and tons of material to prospects. I used to do that, NOT ANYMORE. You may think you’re doing a prospect a favor by sending them a huge box of stuff. NOT TRUE. I’ve had people send me a HUGE package on their opportunities, and been very impressed with what they sent. HOWEVER, in the back of my mind, I have thought, WOW this is AWESOME…gee that must have cost them $10 or $20 to send. If I did this with them, I’d have to do the same thing, and then I calculate the cost, and decide it’s too costly. So while impressive, it’s simply NOT duplicable.

These days, I work 90% online. I talk to people, and talk to people, and more people. It’s a sorting process. I’ve met people that tell me how great they are, and I say NEXT. I am looking for people that want to work, help others, and build with us, not people that have to brag and talk. Most of the time those types, are all talk. I say actions speak louder than words, SHOW ME, don’t tell me.

NO one in this industry at any time, has ever succeeded and made it to those big checks by sponsoring only 2 or 3 people personally. It simply does not happen. Be prepared to recruit and teach others how to do the same thing, and your group will grow. Also be prepared to build a customer base and service those customers. A business without customers is a dead business.

Network marketing offers a GREAT future and I fully believe in it. It’s the only business I’ve ever seen where you can take an average person, who invests less than $100 or $200, and their time, and they can rise to incomes only dreamed of. Unfortunately for many, they quit or give up just before they would have made it big. You never know who that next person you talk to may be, or how they may do.

When was the last time you met a millionaire who made it to the top in his spare time and only when he “felt” like working on it?

It usually does not happen…it takes work and effort.

Prosperity and success are a full-time venture. If you want to make your goals, you must plug forward and put forth the effort. If you want this to work, and you want it to succeed, commit to putting forth all your time and effort into this for a MINIMUM of 1-2 years before evaluating where you are.

Just be sure to tell the Truth!


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Relationship Marketing for Healthcare Professionals

Recent changes to US Healthcare Policy may threaten the stability and viability of independent healthcare practices of all disciplines. Increased paperwork, government mandates, and constantly changing regulations swamp individual providers, decreasing their available time to take care of patients.

The changes in healthcare policy have the potential to decrease access to healthcare, increase healthcare expenses, decrease consumer choice, and decrease consumer satisfaction. In addition, there’s a likely stumbling block for healthcare providers launching or running a healthcare practice. Most of them weren’t trained in business skills, including marketing.

If healthcare providers are unsuccessful at running and marketing their own practices, it may have devastating impact on consumer choice options, the economy, and even the health of our nation.

Written by a healthcare professional for healthcare professionals, Community Connections! is the first in a series of books designed to bridge the gap between what healthcare providers are taught in school and how to market a practice in the real world. Using this collection of easy and affordable marketing ideas, any independent healthcare provider can begin forging a strong and genuine connection with potential clients, regardless of previous marketing experience. Following the marketing advice in this concise book could help healthcare professionals build the practice – and life – of their dreams. Please visit www.drkelleypendleton.com to sign up for Dr. Kelley’s FREE healthcare marketing tip of the month or to buy the book.

 

FINAL-COMMUNITY_CONNECTIONS_2400

Click to order your copy!

ABOUT THE AUTHOR:

For more than ten years, Dr. Kelley Pendleton has worked in the healthcare industry in various capacities—as an employee, business owner, healthcare marketing consultant, mentor, professional speaker, and educator. Dr. Pendleton graduated from Logan College of Chiropractic in 2005 with a Doctorate in Chiropractic. She also holds Master’s degrees in Public Health and Alternative Dispute Resolution, as well as Bachelor’s degrees in Psychology, Sociology, and Human Biology. She currently lives in Mandeville, Louisiana with her fiancé, Michael and their two dogs.

Community Connections!
Relationship Marketing for Healthcare Professionals

By Kelley S. Pendleton, D.C., M.P.H.
CreateSpace Independent Publishing Platform
Publication Date: August 12, 2014
$24.99 Paperback / $9.99 eBook
ISBN: 1495923274 / ISBN 13: 9781495923272
E-ISBN 13: 9781625175601


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How to Use Relationship Marketing in Your MLM

I wrote another article about general relationship marketing for any business.  Here is an excerpt of the definition of relationship marketing and the article:

“What Is Relationship Marketing?”

Simply put, relationship marketing puts the word custom back in customer.  Thanking Customers With Greeting Cards It seems pretty simple , right? It seems to be a no brainer, but relationship marketing relatively rare in  business and marketing circles.  The focus now is on attracting customers rather than keeping them – a term referred to as offensive marketing.  It is absolutely crazy that businesses no longer have a focus of keeping existing customers, or even a balance between generating new customers and keeping current ones. Relationship marketing will make all the difference in the world, not to mention it can save you and your business money.

Relationship marketing evolved from direct response marketing in the 1960’s, emerging in the 80’s to become a system that places emphasis on building longer term relationships with  customers rather than simply a single transaction.  This marketing philosophy means that you understand the customer’s needs as they change and go through their buying life cycle.  Put another way, offering a range of products/services, as your customers need change and they actually need those products or services.

You can read the complete article here.

So how do you apply this in your MLM with your downline?

Some people might think that once you have signed up a new downline member your job is done.  We all know that is not true. But, maybe you help them get started, they have a couple sign ups and then you are done, right?

Absolutely not!

Whether your new team members take off fast or get cold feet and stand still, you need to continue to “market” to them.  Yes, even AFTER they have joined.  You do this by continuing to build a relationship through FB, email, newsletters, and most importantly, physical greeting cards to check in on them, encourage them, wish them a happy birthday, send condolences as needed, and more.

By utilizing greeting cards in your relationship marketing with your downline, you will keep them engaged, and eventually your sleepers may “wake up” and become incredible producers where you once thought they were dormant or not going to contribute.  More importantly, you are showing care and concern form them as a person, not just a business associate or potential income, and this type of attitude of caring and concern will make you more successful personally and business wise in the long run.  Click here to send a card to someone in your organization right now!


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Five Secret Tips for Sending Christmas Cards to Clients or Associates

When that time of year rolls around, and you see all the holiday gift catalogs hitting your desk or emails hitting your in box, you know its time to plan and send out greeting cards to your customers.  While some people are now advising companies not to send Christmas cards because there is too much going on and their message gets lost in the shuffle, that is the wrong way to think.  However, there are some innovative tips that will help you build better relationships when you send holiday cars out this year.

What are they?

Personalize the card!

Custom Holiday Cards

Custom Holiday Cards

Even if you get custom cards printed, you still need to write a brief message if you know something about that customer, even if it is only a couple sentences, and you NEED to SIGN the card.  Printed Business Names do not cut it!  Now, you can use printed signatures, and you can have your business information below your signature, but the card needs to be personalizes to have maximum effect.  This might sound time consuming, but at the end of this brief article, I am going to show you how  to do this very easily, right from your computer, and achieve a lot more results from your cards than every before!

DO NOT SELL

You are not sending a card to sell your customers.  You are sending the Christmas greeting card to build relationship and let them know they matter to you.  This is important.  Yes, it is okay to have your business information, subtly in the card, but do not sell them.  You can also have a discount offer or offer them a free gift if they drop in your location or call between a certain time frame.  However it needs to be legit and sincere, not a ploy.

Consider TWO Holiday Greeting Cards

Yes, consider sending two cards this season.  Send one that will get there in time for Christmas, and then send another card either for thanks giving, a giving thanks card, thanking them for being your customer, or a New Years Card, wishing them a prosperous new year. Be sure to include your contact information below your personalize signature.

Consider Sending a Gift

Depending on how large your list is, consider sending a nice gift to your customers or associates.  If your list is so large that it is not

Send a Gift!

Send a Gift!

feasible to so this financially, then choose your top three, five, or ten customers or associates, and send them a gift along with your card.  This is also easy to do online, and ads a special touch that will make sure you are noticed and build your relationship with the recipient.

Send a Photo Card

If you have a business where your clients or associates often come in contact with you or many of your staff, then consider taking a group picture of your employees, and possibly their families, and use this as a custom card to  your customers.  Have all the employees sign the card if possible, and perhaps have them write a little greeting.  This is not hard, have them all sign a piece of card stock paper, then scan it to turn it into a graphic, and have it printed in your cards so that they don’t have to sign all the cards individually if there are a large amount of Christmas cards to be sent out.

Okay, above you have five great tips on how to get the most out of the Christmas Cards your customers.  Now, how do you make it easier, especially if you have hundreds of cards to send?

First, check out this article on how to make you Business Christmas Card list.  Then, go to http://greetingcardlady.com and  send a custom card to someone, anyone, right now!  It will only take about 3 minutes.  Once you see how easy it is to create a card and send it, then you can talk to your account manager, or just sign up, create your card, and then upload your contact list and click send.  You can send 10 or 1,000 cards all at one time!   These are real cards that will be printed, stuffed, stamped, addressed, and mailed.

This system will allow you to ad custom photos, or use a stock holiday card.   It will also allow you to insert your personal signature, and if you wish to customize the message to the recipient.  If you have hundreds of holiday cards to send, then you can simply type in a message that will look like your handwriting, and the system will then use your contact list to merge the fields and send the cards out personalized to each recipient, but all in one click for you!

Finally, if you have some clients, partners, or associates that you would like to send a nice gift too, you can also attach anything from nice watches to gourmet goodies to your card, and have it send in  a nice gift box right to your customers address!

Take the stress out of sending cards today.  Click here.


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What is Relationship Marketing?

Simply put, relationship marketing puts the word custom back in customer.   It seems pretty simple , right? It seems to be a no brainer, but relationship marketing relatively rare in  business and marketing circles.  The focus now is on attracting customers rather than keeping them – a term referred to as offensive marketing.  It is absolutely crazy that businesses no longer have a focus of keeping existing customers, or even a balance between generating new customers and keeping current ones. Relationship marketing will make all the difference in the world, not to mention it can save you and your business money.

Relationship marketing evolved from direct response marketing in the 1960’s, emerging in the 80’s to become a system that places emphasis on building longer term relationships with  customers rather than simply a single transaction.  This marketing philosophy means that you understand the customer’s needs as they change and go through their buying life cycle.  Put another way, offering a range of products/services, as your customers need change and they actually need those products or services.

Why is focusing on your existing customers be more profitable?  Many reasons. If you’re constantly spending money and resources to land new clients, you aren’t paying attention to your loyal customers – the ones who are keeping you in business now.  This means you are losing out on their business, and the referrals they can send your way.

This is called churn and burn, or the customers who won’t come back to you if you alienate them.  Another term for trying to keep customers and increase their loyalty is called defensive marketing. Customers who have already bought something from you are your bread and butter, your key to continued profitability. Bottom line?  You NEED them and can’t afford to lose them.  They are your assets.  And you value assets and treat them accordingly. Customer loyalty is worth A LOT of  money to your business, since the cost of keeping an existing customer is only about 10 per cent of the cost of getting a new one.

The key here is to pay attention to your current customers, use greeting cards, post cards, Facebook updates, and more to do this.  It needs to be a mix of ALL of The Above, not just  FB, email , or something free.  Take the time to drop a card in the mail a few times a year.  You can do this very inexpensive, and it will get opened, and the results are fabulous.  I have many articles on using greeting cards to build your relationship marketing strategy and new business referrals.  Read them.  Implement them!


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What Should Be In the First Card You Send a Customer

While sending greeting cards is a super effective way to build relationships with your customers and make it easier to get referrals and repeat sales, it needs to be done correctly.  Your customers will know right away if you are not sincere in your communications with them.  Basically, this means treat them like the individual that they are and not like a number in your database.

So, what should be in the very first card you send your customer?  If you are just starting greeting card and relationship marketing, and already have a database of customers, your first card to them will be different than a card to a new customer.  For new customers,  the obvious first card should be a “thank you card”  letting them know that you appreciate their business.  What’s important in this card is that you or the sales person who handled the customer, put a personal note in the thank you card.  This does not have to be long, it can just be a line or two that is personal to the relationship with that customer.

For example, if they mentioned a vacation, something about their pet, and event their child was doing, or explained the story behind why they needed your  product or service,  make a quick mention such as

“Dear Crissy, I just wanted to drop a quick note and let you know hoe much I appreciate your business.  We could not be in business without the support of great customers like you.  I hope John had a great Tournament this weekend!  If you have any problems or questions with your widget, please let me know right away.  Sincerely, Steve”

It is this kind of personalization that builds a relationship and it also sets the stage for you to be able to send additional cards over time to ask for referrals, off discounts, inform of new items, etc.

If you already have customers that you have not started relationship marketing with, your first card will be a little different.  Your message will depend on how long it has been since they did business with you and when you last had contact.  In most cases if it is under three months, you can still do a thank you card/follow up card where you thank them for their business and ask to see if they have any questions or comments on the product or service you provided.

If you have not had contact for 6 months or more, the best way to start working with past customers via greeting cards, is to use one of the holidays to simply send them a holiday greeting card to re-establish your relationships.

It is not rocket science, put yourself in the place of your customers and think about what you would or would not want to hear, and remember no one wants to be sold or feel like they are being sold every time they see your name.  They want to feel like they mean something to you and you genuinely care, so make you message convey those feelings!


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Communicating With Your Customers in The Tech Age

It is a no brainer that good communications with your customers past and current, is essential for building relationships with your customers as well as finding out what you can do better to service them in the future.  For example, did you know that approximately 80% of businesses think they deliver SUPERIOR service, however only 8% of the customers of those companies say they received superior service.

As a business owner, how do you know if your customers actually think they are receiving  top of the line service as opposed to you just thinking you delivered it?  You talk to them, engage them, and ask them.  You keep communications open so that they can tell you what they think and then you do what it takes to improve.

So what are the most common and best ways to communicate with your customers today?

  1. Face to face
  2. Phone Call
  3. Email
  4. Face book
  5. Twitter
  6. Texting
  7. Direct mail
  8. Greeting Cards

Face to face communication is always the best way to talk to your customers as you can read their facial expressions and immediately ask follow up or clarification questions concerning their likes and dislikes.

Phone call follow ups are also a great way to communicate with your customers, as you can follow up with any questions or concerns that they may have.  Both of these methods are immediate two-way communications methods that should be employed as much as possible.

Now, what about all the “tech” ways, and social media ways to communicated? 

Email, Facebook and all social media for that matter, has its place in communicating with customers, but it should not be overused or used as the slow method of communication.  Email is great to send a follow up to a phone or in person conversion, or for a quick question or update, but not to really listen to your customers.

Facebook and twitter is great to keep in touch, post interesting things to customers, help educate them, announce special offers, etc.  Again, it should not replace other means of communicating.

Text messaging whether one on one or bulk needs to be used carefully.  If it is for something that expires and you need to let the people know asap, or they have requested you contact them via text, great, but otherwise be careful as text messaging in a business atmosphere is not though of as highly professional.

Greeting Card Marketing, is in my opinion the third best way to communicate with customers behind face to face and phone communications.  Sending greeting cards backs up and reiterated what is said on the phone and face to face, and allows you to do thinks like:

  • Thank your customer for their business
  • Wish them a Happy Birthday
  • Wish them a happy holiday
  • Congratulate them if applicable, and more

Greeting cards should be sent in the mail, with real stamps, and personalized to that customer for maximum effectiveness.

Combining traditional and techie was of communicating with your customers will allow you to keep a pulse on their feelings, result in more repeat sales and referrals, and build your relationships to new levels, so keep in mind to mix up the methods and delivery of your customer communications for the best success in your business.

 


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