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Your palms are sweating and your heart is racing. You have that uneasy feeling in the pit of your stomach. Never has there been a tool that has caused more fear in the hearts of marketers than the telephone! These tips will help you not only surmount your fear, but empower you to use the phone as a powerful part of your marketing strategy.Rule #1: Always "sell" value before price. Prospect will almost always ask "how much does it cost?" - This can be a buying signal but before you tell them how much it will cost be sure you have sold the value. If not it could be the end of the conversation. Tip: Before you send additional information, try this qualifying question, "When people request our free CD, I often discover that they are really not interested about making more money from home but are just curious about the CD. Is that the case here?" They will often respond with, "No, I'm really interested." Chances are that they will act consistently with their response. This way you can spend your time and marketing dollars on those most interested in your offer. You might want to have some online backup material to provide to those who are just curious.Rule #2: The majority of the time prospects will not call you. Some prospects will call you, but most won't. If you want to become a member of those who carry a sign reading, "will work for food" wait for your prospects to call you! In MLM this applies especially to follow-up but also to step one prospecting. The bottom line is that if you don't use the phone at some point in your marketing, either up front or after the prospect has shown interest, you simply won't be able to build a long-term business. The reason most people fear the phone is because they fear the personal rejection that prospects can inflict. Everybody says not to take it personal.Rule #3: When they don't return your call, it doesn't mean they aren't interested. Veteran marketers know that lack of a call-back does not mean the prospect isn't interested. It most often indicates a lack of time or attention. Marketers all too often assume that when a prospect doesn't respond that they are not interested. But in the majority of cases it doesn't mean that at all. What a lack of response most often means is that you haven't made a connection to the prospect yet. The prospect simply does not yet understand or realize how your offer will make their life better. The art of marketing is of course, figuring this out. This does not mean that you should simply bombard your prospect with calls or any other marketing until you get a response. Use a little common sense and think about how you like to be sold. Yes, I said sold! MLM is selling no matter what the storybooks say. You are always selling yourself and your ideas so start to think about what attracts you to certain products and services and incorporate what you learn into your own marketing.If a prospect says, "It's best if I call you," ask a couple of qualifying questions to see if you can call them on a specific date about their decision. If they still prefer to call you realize they have just told you "No" and let it go. People with certain personality styles avoid confrontation and rarely tell others no. They just hope to wear you down (most marketers give up by the third call) which is usually rather easy. Sometimes you just need to know when to stop wasting your time and move on. Never show your frustration or disappointment when prospects tell you "No", either directly or indirectly. Keep them in your long-term follow-up with no more than two e-mails messagesRule #4: If you dial a number and get voicemail, you WILL leave a message. You already dialed the number, don't hang up when you get a machine! The message you leave should be a prepared "commercial" which will address one 'pain' your offer can resolve and one 'gain' it will provide. (Sample pain: lack of success in business. Sample gain: a continually growing source of income.) Leave your message in a clear voice and at a pace that makes it easy to understand. Request that the prospect return your call. (be sure to leave a number - toll-free if possible)Rule #5: Know the purpose of your call. Our responsibility as marketers is to know our prospects. We should research our prospects needs and triggers. As part of this we also need to know the benefits of our offer and how they relate to the prospects needs. How you relate to the prospects is determined by the purpose of the call. Decide ahead of time if the purpose of your call is establish rapport, set a follow-up interview or to close a sale. This will help you keep on track with your objective. Tip: Understand your Pain-and-Gain position. How much have you researched your prospects? The more specific the 'pain' is to your prospect the more powerful the 'gain' will be. Identify what is hurting your prospect by not using your product/service or participating in the opportunity. Identify what the prospect will gain by using your product/service or participating in the opportunity. Try using a message template of "You know how� Well, what I do is�" Example: You know how you sometimes wish you didn't have to go to work to make a good living? Well, what I do is help people build profitable businesses from their own homes that can in many cases replace a full-time income within 2 years working just around 10 hours a week. Example: You know how you feel like making 6 figures a year is out of your reach? Well, what I do is work with average people and teach them how to create an above average income. We have a unique system in place that can turn a few hours a week into an $8,000 to $10,000 per month income in just a couple of years.Rule #6: Offer something for free in your message or first call. Offering your prospect something of value on the phone can be more effective than radio, magazine or direct-mail advertising with the same offer. A call can be as simple as, "Hello, I'm calling to see if your interested in earning $100,000 or more working from home and would like to receive a free tape that will explain in detail how you can do it. Call Robin at 1-800-555-5555. Thank you very much.Rule #7: Leave three different messages at 3 to 7 day intervals. Don't leave the same message more than once (you're not a machine). Respect their time and give them a chance to respond.Rule #8: A call is a performance. You're an actor. You're not boring or overbearing. Both can have serious consequences to your results.Rule #9: Keep your energy high, your speed low. Fast does not equal energy. Some people talk fast because they are nervous, others because they feel it makes them sound excited. In reality it does neither. The only thing it does do is give your prospect the opportunity to miss something. Take two or three deep breaths before you call and stand up if you are feeling low. Use a mirror to watch your facial expressions and body language. Our mood is often expressed in our body language and is often transmitted in our voice by our volume and intonation. Even subtle aspects can be picked up by your prospect even if it's subconsciously. Become aware of yourself and learn how to get into the right frame of mind for calling prospects.Rule #10: Be prepared to talk to your prospect. Be prepared to deliver your full script in case you get to talk to the person. Voicemail is more common today and it's harder to get a hold of prospects today than it was ten or fifteen years ago but sometimes you'll have the opportunity to deliver your message. Be prepared for when you do.Rule #11: Be consistent. Make calls every day on a regular schedule. This will help you develop the habit of calling. Getting the habit started is the hardest. Once you're going, your own momentum will help motivate you to stay in action. If you're cold calling shoot for two hours of calling per day. Schedule your time and make sure you stick to your schedule. This will help you build your consistency.Final tip: Self-Talk, personal goals and a love of your product or service will motivate you to be successful in network marketing and in life.Copyright (c) 2007 Robin Rushlo
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10 Ways to Use Articles to Attract Clients
10 Diet & Nutrition Myths Debunked1. Sugar Causes DiabetesThe most common nutrition myth is probably that sugar causes diabetes. If you have diabetes, you do need to watch your sugar and carbohydrate intake, with the help of your Registered Dietitian, to properly manage your blood sugar level. However, if you do not have diabetes, sugar intake will not cause you to develop the disease. The main risk factors for Type 2 diabetes are a diet high in calories, being overweight, and an inactive lifestyle.2. All Fats are badIt's a long-held nutrition myth that all fats are bad. But the fact is, we all need fat. Fats aid nutrient absorption and nerve transmission, and they help to maintain cell membrane integrity - to name just a few of their useful purposes. However, when consumed in excessive amounts, fats contribute to weight gain, heart disease and certain types of cancers.3.Brown Sugar is better than White SugarThe brown sugar sold at grocery stores is actually white granulated sugar with added molasses. Yes, brown sugar contains minute amounts of minerals. But unless you eat a gigantic portion of brown sugar every day, the mineral content difference between brown sugar and white sugar is absolutely insignificant. The idea that brown and white sugar have big differences is another common nutrition myth.4.Brown Eggs are more nutritious than White EggsContrary to a widely believed nutrition myth, eggshell color has nothing to do with the quality, flavor, nutritive value, cooking characteristics, or shell thickness of an egg. The eggshell color only depends upon the breed of the hen.5. Avoid seafood to lower blood cholesterolI still can't believe it, but I heard this nutrition myth from my own doctor! In fact, the dietary cholesterol found in seafood and other meats has little effect on blood cholesterol in most people. Saturated fats and trans fatty acids are the most important factors that raise blood cholesterol.6.Avoid carbohydrate to lose weightThe key message that many low-carb diets convey is that carbohydrates promote insulin production, which in turn results in weight gain. Therefore by reducing carbohydrate intake, you can lose weight. Unfortunately, this is just another nutrition myth.7. Avoid nuts as they are fatteningYes, it's true that nuts are quite calorically dense. Fifteen cashews, for instance, deliver 180 kilocaleries! On top of that, it is very tough not to overeat these tasty snacks. But if you can restrain yourself from overeating them, nuts can be a part of a healthy diet.8. Eating for 2 is necessary during pregnancyEnergy requirements vary among individuals. Unfortunately, the idea that pregnancy is an ice cream free-for-all is a nutrition myth. It is generally recommended that pregnant women increase their daily intake by 100 kcal in the first trimester and 300 kcal in the second and third trimesters. An extra snack before bedtime consisting of a fruit, a serving of milk or yogurt, and a few biscuits is often enough.9. Skipping meals can help lose weightMany people think that by skipping a meal, they will be eating less food and therefore lose weight. As we now know, this is a nutrition myth. People who think skipping meals means weight loss do not understand how our bodies work.If you skip a meal, your body will think that you are in starvation mode and therefore slow down the metabolism to compensate. You then tend to overeat at the next meal. Often, skipping a meal and then eating too much at the next one means that you have a higher total caloric intake than if you just ate more frequently throughout the day. A better approach is to eat smaller frequent healthy meals and snacks to keep your blood sugar balanced.10. Red meat is bad for healthI often hear people saying that they do not eat red meat. When I ask why they don't, or even what they consider to be red meat, the answers vary dramatically.It is a nutrition myth, however, that red meat is altogether bad for your health. Instead of excluding red meats, choose leaner cuts of beef and pork. For beef, choose eye of round, top round roast, top sirloin and flank; for pork, choose tenderloin and loin chops.
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"i Know You Love Me": The Seductiveness Of Incredible Audacity
One of your biggest fears of retirement may not be giving up the hustle and bustle of the working world but remaining socially connected. After all, with your coworkers, you have likely made some close personal friendships. You likely treasure them and consider them as closer (if not closer) than your family members and other friends outside the work force.Well, we’re here to tell you that you don’t need to feel this way. You can still maintain these friendships and develop new friendships as well. You can stay socially connected during retirement and don’t have to alienate yourself. To do so, you simply have to be willing to put forth the effort. In this article, we’ll discuss 10 proven ways to stay connected during retirement.• Stay in touch with ex-colleagues – There’s no getting around it, your coworkers are important to you and therefore you should stay connected to them. Make sure that you contact them by phone or meet your friends for lunch dates. Not only will this keep your connection strong but it will also ensure that you remain up to date on past work happenings and keep your friends from work.• Create meaningful relationships – Besides ex colleagues, now is the time to create new meaningful relationships. To do this, you should connect with family, friends and neighbors too. Perhaps you can engage in after-retirement activities that will enable you to improve these relationships.• Foster relationship with your spouse – Now that you’re retired, you should have more time to spend with your spouse. Take some time to get romantic with them. See if the two of you can re-spark a flame or perhaps develop mutual interests.• Build a strong social network – This can be accomplished by volunteering at your favorite non profit organization, enrolling in a class, or joining a group.• Join clubs – You can connect with like-minded people by joining a club or a social group. Just make sure that it is an actitivy that you would enjoy and will get excited about.• Participate in community service – You can remain connected to people of various dimensions by assisting with some community service projects. For instance, perhaps you can arrange to clean up the parks on Earth Day or participate in the Why Me Cancer Walk.• Participate in volunteer work – Join a worthy cause to be in touch with people. Try to help the deprived and lesser privileged. Alternatively, you can spread awareness about the burning issues that concern people around you. It will be an enriching experience for you too.• Explore a hobby – In exploring this hobby, join a group of people who also have this interest such as a knitting club or ski club. This will increase your interaction with people with similar interests.• Re-educate yourself – Participate in classes that you can learn something new with other people. Make sure that you keep a positive and friendly attitude and you’ll meet new people all the time.• Connect with family– This is a wonderful way to remain connected with your children, and your grand children, with whom you may not have fostered a close relationship during your working life. You can’t start any sooner, so cease the moment right now and you’ll be happy that you took the time.In conclusion, you can remain connected during retirement. You simply have to be willing to connect with family, re-educate yourself, join a hobby, participate in community service activities, volunteer, join clubs, build a new network, stay in touch with ex-colleagues, foster relationships with your spouse, connect with family, and create meaningful relationships.
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