Friday, March 6, 2009

The Purpose of Business Part III

Cold Market - People you don't know . . . yet
  • Always be looking for:
    • People with problems we can solve
      • Grocery - someone buying cat food
      • Nail salons - workers wearing face masks
      • Marketing director with an environmental company doing surveys
      • Ask questions to uncover a need
    • People who need supplemental income or a career change
  • Find people doing things well
    • Pay them a compliment
    • Ask them if they enjoy what they're doing
    • Ask them if they plan to retire from that job
  • Word of mouth, elevator speech, short infomercials
    • Step outside your comfort zone
    • Learn to relate to people and show interest in them
    • Be ready to give a short overview of what we do
  • Church or School Newsletters or Bulletins
  • Local Fundraisers
    • Scouts, Athletics, Civic
  • Neighborhood block parties
  • Send Business Announcement Letters to Businesses
    • Daycares, Nursing Homes
    • Follow up with Director, Manager or Administrator
  • Placement Referrals - always ask for Referrals to keep your contact list growing
    • Use testimonial letters in your presentation book when contacting referrals
4. DVD, CD, Magazine, Brochure, Business Card - keep on hand
  • Have some EcoQuest Tools on hand or in your car to pass out locally
  • No real presentation skills needed other than a friendly face
  • Make a plan and schedule time to hand out a tool every day to expose people to the products and possibly the business
    • Barry Durbin takes 3 DVDs out with him every day when he goes to lunch
    • Set a goal to get one appointment with a DVD or brochure every day
    • Be ready to converse with people about what you do
      • 'National Marketing Director looking to field test our Environmental technology and get some testimonials - who do you know . . .'
    • Use Indirect Approach to ask who they know who . . .
  • Use 3 feet rule - talk to anyone who comes within 3 feet of you
  • Place them in Doctor offices, nursing homes, daycares
  • Leave them laying around if you were a patient at an office
  • 250 Free Business cards available at www.vistaprint.com
5. Reverse Advertising - look for Professionals who may be open to another income revenue
  • Pick up business cards or names from other businesses and contact them to see if they might be interested in adding income to their current occupation
  • Find names of professionals on
    • Bulletin boards
    • Flyers
    • Classified Ads
    • Commercial trucks with business name on side
    • Direct mail sent to us
  • We are looking for professionals such as
    • HVAC Contractors
    • Electricians
    • Carpet Cleaners
    • House Cleaners
    • Painters
    • Telemarketers
    • Sales Solicitors
  • Leave voicemail messages at businesses after hours
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Monday, March 2, 2009

The Purpose of business - Part II

GET IN FRONT OF YOUR TARGET MARKET THROUGH:
1. Warm Market Approaches & Letters - People You Know
  • Business Announcement Letters - create your list from all databases
    • Christmas card list
    • Address books
    • Cell phone contacts
    • Professional contacts
    • Facebook
    • Myspace
    • Work contacts
    • People you would invite to child's wedding,
    • Local phone book - start in the A's and go thru the alphabet . . .
      • who do I know who is an Attorney, Banker, Child care provider, Doctor
  • Emails to Announce Business and Online Stores
  • Phone calls to Follow Up on letters and emails sent
  • Use Indirect Approach - who do you know . . .
    • Make contact and identify interest
    • Give information thru website or DVD
    • Schedule appointment with Sr. Partner
  • Offer Energy Coupons, Hawaii Vacation Coupon, Sanitization Certificates
  • Gift Certificates available for birthdays, weddings etc
  • HAVE FUN!
2. Meetings - to Announce Your Business or Introduce New Products
  • Grand Opening/Business Open House:
    • Most businesses have one to let the public know they're open
    • Opportunity for brand new business owners to showcase their products to people they are comfortable with
    • Liquidate a Success Pack and generate $1300+ in one night (or one week)
    • Invite 20-30 people, send invitations or call 2-3 wks in advance, ask for RSVP, give your phone number and directions, encourage people to bring a friend and offer a prize for whoever brought the most guests
    • Share your story - why you started a business
    • Give a short IAQ (indoor air quality talk)
    • Living Proof demo, ammonia and/or onion test, pudding test with Essentials
    • Door Prizes, Special Attendance Bonus - give Free 3 day Sanitization Certificates to all in attendance
    • Add every name to your Contact list & Follow Up!
  • Going Green Expo - introduce a new product such as Powerworx,
    • Focus on economy and saving money on energy, doctor bills
    • Display any other products in our 'Green' line you may have
  • Healthy Home Party - make it a potluck party
    • Get together with friends for any occasion at your home
    • Become a host of healthy home expos and offer a free Fresh Air as a booking gift with 5 FA sales ($1300/$800)
  • Presentations to Realtors, Property Managers, Home Business Asso.
    • "I'd like to set up a gourmet lunch or breakfast for your group and do a professional demonstration of a new environmental treatment system that applies to real estate. The demo takes about 20 minutes and we can talk while your group eats. Would you be interested?"
    • Expect 10-20 people, $100 for a simple breakfast or lunch
    • Same presentation and offer to clean up their most challenging listing
    • Have about 10 units in your car, secure with check or CC - not processed or cashed for 10 days
    • Follow up, asking what they've noticed, finalize the sales
  • Chamber of Commerce, Rotary Club, Lyons Club, Women's Clubs
  • Business Network Incorporated www.bni.com
    • Network with other professionals to share your business as you share theirs
    • Chapters will have a plumber, electrician, home builder, HVAC, banker, realtor, wedding planner, doctor, dentist, chiropractor etc. - all people we could share business clients with
    • You'll be in a rotation to give a 10 minute business presentation - Living Proof, ammonia or onion test; switch it up to present different products
    • Whole idea of a professional networking group is to give referrals and do business with them. Motto: "Givers Gain." You become connected to not just their current clientele but their warm market and cold market as well.
    • Zig Ziglar said it best, "Help enough people get what they want and you will get what you want." The best way to build trust & credibility with someone is to refer business to them.