Contents

Discover 3 steps to generating nearly unstoppable streams of qualified leads by creating referral business.

Referral Business: 3 Steps to Generating Unlimited Referrals

Referral Business: 3 Steps to Generating Unlimited ReferralsOf course, every sales person knows referral business is vitally important. But how do you generate enough referrals to triple your sales and commissions? Thats easy, keep reading and I will share three sure fire steps to creating massive referrals for your business:Step#1: Wow your clientsThe first step to generating referral business is to go out of your way to demonstrate a high level of service to EVERYONE who comes in contact with your business not just clients.Everyone who comes in contact with your business is a potential customer or referral source. As a mortgage lender, Ive had service people come into my office, see how we do business, and ask about refinancing. But how do you wow your clients and others to generate referral business?Basically, you will need to be honest, knowledgeable, friendly, professional, and deliver on your promises. Exceed their expectations. Set yourself up to succeed. If you think a task will be completed on Wednesday, tell your client it will completed on Friday. Then, when you call them on Wednesday to report that the task has been completed youll look like a superstar because you exceeded their expectation. In short, deliver ahead of schedule.Communicate proactively. Find out why your clients call and stop them from calling by answering all questions ahead of time. In the mortgage business, I found that clients and everyone else involved in the transaction would call for status updates. So I put a system in place to communicate updates to everyone automatically. Now, my phone doesnt ring because clients get regular scheduled updates. Give unexpected bonuses. Give your clients some kind of surprise bonus. Give them more than what they expected. Your bonus could relate to your product or it could be in the form of a gift. Here are a few gift giving ideas to help generate referral business:Before the sale Try to give your clients something right up front. Try giving clients a $5 gift card before they even agree to do business with you. During the sales process Send cookies to both spouses work with a thank you note and plenty of your business cards so they can give them to co-workers. This is a excellent technique for creating referral business.After the transaction is complete Send flowers to your clients home.Step #2: Collect testimonialsNow that you have wowed your clients, get a testimonial from them.In fact, it would be a great idea to survey your clients at the beginning, middle and end of the sales process immediately after they have received one of your gifts. Collect your surveys in writing by using short, quick answer questionnaires 10 questions or less. Here are sample questions for your questionnaire:1) Why did you choose to do business with us? 2) Was your transaction closed on time? YES / NO3) How would you rate our courtesy? EXCELLENT / GOOD / FAIR / POOR4) How would you rate our efficiency and speed?EXCELLENT / GOOD / FAIR / POOR5) How would you evaluate the competitiveness of the price you received on your product?EXCELLENT / GOOD / FAIR / POOR6) Overall, how would you rate the service you received during this transaction?EXCELLENT / GOOD / FAIR / POOR7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO8) If you answered YES to question #7, would you say we were:BETTER / SAME / WORSE9) Would you recommend us to a friend or relative? YES / NOThese questionnaires will serve as testimonials for the next step in the creation of your referral business. Step #3: Generate more referral businessUse your clients testimonial to target everyone in their center of influence. Send your testimonial to prospective clients and referral business partners along with an approach letter. More on the approach letter in a moment; first, here is a list of potential referral business partners that can be targeted after a mortgage transaction just to give you some ideas:* HR manager at their work* Listing real estate agent and that agents entire office* Selling real estate agents and that agents entire office* CPA* Financial planner* Insurance agent* The seller of the home on a purchase transaction* Title Company* Real estate appraiser* NeighborsNow, do you need some ideas for writing your cover letter? To download three approach letter samples visit: www.Mortgage-Leads-Generator.com/a/approachletter.htm In summary, incorporate these ideas into the way you conduct business and you will automatically deliver such a high level of service that your clients will jump at the chance to tell their family, friends, and co-workers about your service.Please feel free to reprint this article as long as the resource box is left intact and all links are hyperlinked.

Monetizing the Social Network

Monetizing the Social Network

A review of ways marketers can align with these consumer hot spots. Online social networks are hot. Those who participate in them belong to two, three, four, maybe even more than 10 or 20 different ones. They enjoy their features, upload photos, request business contacts and talk with friends. For now, consumers get to do this for free. For now.Although social networking in the offline world may be well-established -- monetized through conferences, venues, referral fees and headhunters -- the online world seems to just be examining the methods of monetization. The general principle still stands: if you have a large database of active users, you can make money -- right?Here is how it is being done today:Advertising -- A quick review of ad dollar expenditures in the U.S. reveals that only a small portion of the total is spent online -- but that is going to change fast. Online advertising is once again booming -- and just as public television and print media often can be sustained from pure advertising models, online is no different. The leading social networking sites (MySpace, Friendster and LinkedIN, along with many others) are primarily supported by advertising. Although their aggressive growth strategies mean that some may still be losing money, advertising represents a substantial amount of revenue. Revenue Share/Per Transaction Fees -- Someone clicks on her friends profile on Friendster and sees that he loves HBOs hit series "Deadwood." Clicking on the term Deadwood brings up all the other members who have the same interest -- and an easy-to-purchase link for the "Deadwood" Season One DVD through Amazon. Its essentially a focused advertising arrangement -- marketers now have precision targeting through social networking profiles, tapping into user interests -- and offering purchase options within very specific filters.Events -- Although revenue numbers generated from MySpace-style events are difficult to come by, these events are known to be well attended and a driving force behind MySpaces impressive growth. In general, while its unlikely that offline events account for more than 10 percent of any "social networks" revenue, events do make for great content and word-of-mouth advertising.Moving forward, compelling new ways to monetize social networks will continue to emerge. The downside, however, is that some of these methods may not be in the users best interest -- and they might end up taking the cool edge off these communities. The Buying Club/Affiliate Revenue Models -- With Buy.coms purchase of Metails, a major offline and online retailer has recognized the power of social networking and made a commitment to the space. Yub.com enables users to develop their own social network focused around products, product ratings and, more importantly, a point-based rewards system that lets members benefit from a friends purchases. While Yub.com feels like heavy retail -- with a full online mall that has grown rapidly in the last few months -- the site is building a large user base and enticing members to recommend products to friends.Although the buying club mentality might work only within certain types of social networks, the notion of a point system that rewards users for certain activities should be embraced more broadly. By developing a currency system, a social networking site can create very real incentives (promotions, giveaways, contests, fundraisers) for specific actions, from which everyone can benefit.Corporate Sponsorship -- Does being a fan of a brand mean that you want the owner of that brand to have all of your personal profile information? Practically speaking, the answer has to do with the type of brand and the reward the user receives for sharing that information. Corporations will take notice of these social networks and begin offering competitive services with products and (if they are smart) experience-based rewards. Just as Icelounge (described as a MySpace for skaters) was launched, larger brands will begin to do the same. Increased brand loyalty and sales opportunities will lead directly to monetization.Country Clubs/Membership Fees -- The SNS world can be a field of dreams -- albeit for a price. As social networking site ASmallWorld.com has recently demonstrated, if you build a great social network -- making it invite-only, with restrictions on activities -- well, everyone wants to join. Naseeb likewise has proven that a focused social network, aimed at a specific niche, can justify an admission charge. From where I sit, Id much rather be part of a social network with fewer members, no advertising, and no corporate sponsorship but that charges for entry. Overall, social networking sites are experiencing hockey stick growth and, in the process, influencing new types of two-way brand experiences and community building on the web. Although the approaches to monetization outlined here just scratch the surface, revenue models abound. Any repository of personal data and contact information on a large group of users (perhaps better to call them consumers) inevitably translates to profit opportunities. Lets just hope that all our email accounts and personal profiles dont end up in a spam database though a dot-com SNS auction.

The Ebb and Flow of Network Marketing

The Ebb and Flow of Network Marketing

And so I say to you: Ask, and you will receive; SEEK, and you will find; knock, and the door will be opened to you.For everyone who asks will receive, and he who SEEKS will find, and the door will be opened to anyone who knocks.- Luke 11: 9-10. [Good News Bible]No matter how long youve been in this business, you will have experienced what I call the Ebb and Flow of Network Marketing. Its simply the highs and lows you experience from dealing with people. We have all experienced it, even the top earners in the business. See if this has happened to you. Youve just made a great presentation to a prospect and, in spite of your being able to neutralize every objection they have put forward, they still dont sign up. You feel rejected, frustrated, and disappointed. You begin to wonder why you ever got into this business and what youre doing wrong. You go into a bit of a funk, and start to feel sorry for yourself.After a bit of a lull, you decide to try another presentation to another prospect. This time, theyre ready to sign up almost before you open your mouth. Youre on Cloud 9, you can move mountains, you are master of your domain!What has happened? Youve just experienced the Ebb and Flow of Network Marketing.Every MLM distributor goes through it. This emotional ebb and flow is often what stops many network marketers from achieving the financial freedom and security they desire. They let their emotions control how much work they put into the business, and a few nos cause their efforts to diminish. Consequently, their business grinds to a halt.Successful networkers, however, adopt a posture of emotional equilibrium, not getting too high with each success or too low with each failure. In his CD series, Key to the Vault (which I highly recommend to any network marketer), Bob Schmidt tells the story of John Wooden, the legendary coach of the UCLA basketball program, who won 10 national championships in a 12-year span. Wooden wanted his players to achieve a level of emotional maturity, or equilibrium, regarding their performance on the court. He wanted his players to behave in such a way that, after a game, a locker room observer would not be able to tell whether the team had won or lost. Wooden stressed to his players that if they had simply gone out and done their best, the outcome was not the issue. Therefore, being high on victory or low on defeat never entered into the equation. Thats what he meant by emotional equilibrium.Remember the acronym S.E.E.K. Seek Emotional Equilibrium KnowinglyLearn to control your emotions; dont let them control you. If a prospects failure to sign up with you causes you to go into an emotional tailspin, you have lost control of the situation. Because your business depends on you, you are letting your prospect control your business. This is equally true for a prospect that does sign up. If you get too high on that success, and base you next actions on what the prospect has done, you have again let them take control of your business.Dont let your mood, your emotional state, control your efforts. S.E.E.K., and you will find the path to achieving the success you desire.Bruce Bailey, Ph.D.

Introduction to Trade Show Displays

Introduction to Trade Show Displays

When it comes to displaying items at a trade show, you have many options from banner stands, literature stands and pop-up displays. You may choose to use more than one type of "trade show" display unit since each one can be used together to give a more full effect and useful information. Banner Stands Banner stands come in an array of sizes and designs. the majority of "banner stands" are portable are designed to be set up in very quickly and have a practical existence for several trade shows as long as they are treated properly. Deciding on which type of banner stand is best for you is to decide among the varieties available. The main types are retractable, spring back and telescopic. Rollable banner stands are great for creating a floor standing photo mural. This type has hardware that allows the graphic image to be seen from the floor to the top of the image. The main selling point for this type is that from the front of the stand all your potential customers will see is the image. All of the hardware is either hidden or a small portion is at the top or the bottom of the stand. Therefore, the hardware is not what is noticed by visitors to your display. The rollable display can also be attached side by side with other rollable banner stands to create a much longer imager that can be as long as ten feet or more. Retractable banner stands may be better if you are seeking durability. The graphic in this unit is rolled in and out of a metal housing, which is at the bottom of the display. With retractable banner stands, the lamination is on both sides this will aid in preserving and protecting the image from any type of damage.Literature RacksLiterature racks also come in many different styles, designs and sizes that will enable you to fit all of the literature that you would like to offer to potential customers. Most of the time trade show literature racks are silver or black and have 3 to 5 pockets. A few larger ones are similar to a magazine rack that you commonly see at the grocery store holding comic books.The most popular literature rack is probably the Zed Up. This great literature rack has a shelf system that can be folded down and put into its own bag for transporting. The main reason this type of literature rack is popular is that you do not have to remove the literature when you are ready to pack up. There are two sizes of the Zed Up, one with 3 pockets that will hold single brochures and another that will hold larger quantities of literature in each pocket.You may desire a more sleek and modern design which would be the Slope literature rack. It is also very easy to transport by just folding the rack flat. It has 3 pockets that will hold literature 10 inches wide by 57 inches high and 16 inches deep. The slope has its own carrying bag as well for easier transport.Pop-up displaysThere are quite a few different types of pop-up displays that you can enjoy using for your trade show needs. There are five fashionable types that most people prefer which include the Standard Pop-up Displays, the Photo Mural Pop-up Displays, the Fabric Mural Pop-up Displays, the Commercial Pop-up Displays, and the 3-D Style Pop-up Displays. Each one has their own unique qualities and style to enhance your trade show experience.The commonest is the standard pop-up. These are normally around 10 feet wide with a curved design. They are usually made with lightweight aluminum frame, PVC or steel channel bars, individual aluminum, or Velcro fabric panels. The photo mural pop-up displays are pretty much like the standard pop-up displays except they use photo mural panels instead of the Velcro fabric panels. The photo mural pop-ups draw more attention because of the large format graphics that they use.With the fabric mural pop-up display, you do not have to worry about set up as much. The mural is attached to the frame, which makes setting up faster and easier than with the standard or the photo mural style. This type also weighs less than most standard pop-ups on the market today. You can choose from a curved or non-curved design and most come with their own carrying bag.Commercial Pop up displays may be what you need, but they are a bit more expensive. This type is sturdy and can take a bit more mistreatment or mishandling than other units can. One of the newest pop up displays on the market today is the 3-D Style Pop-up Display. These are similar to the fabric mural displays in that the fabric image is attached to the frame, but you can choose from different shapes such as square or round. Set up is easy and quick.Everything Displays, Inc. is the publisher of this article and is a leading provider of trade show displays, exhibits, booths and accessories, with one of the largest product selections on the web in the industry. Permission is granted to reprint this article, either online or in written publications, as long as this resource box and the link to www.EverythingDisplays.com are attached at the end of the article.

Computer Consulting: Spread the Word

Make sure your current computer consulting clients, friends, and family know what types of companies you work with, the types of things you do, and how much you would appreciate referrals from them.A lot of times, by asking the right kind of open-ended questions, you can be very pleasantly surprised when your "computer consulting" contacts start discussing something that evolves into a $10,000 or $15,000 services opportunity because they all of a sudden had a lightening bolt moment.What You May HearWe have this woman in Accounting who is typing the same thing in three times over and over and over again. I wonder if theres some way that you could set up links or do something in Access that that would eliminate that? or We have this crazy process where were still using this DOS-based 19.2 modem but weve heard theres a web-based way to do this. Can you look into it and help us implement it? This is a golden opportunity to get more computer consulting business. Open Ended Questions are Best Get your customers talking. Instead of asking, "Are we doing a good job?" Which gives you a "yes" or "no" answer, you can ask questions that give you more opportunities to serve your customers. Ask them questions like:"How are we doing?""What else can we help you with?""What do you like about how were helping?""What do you like about how were servicing the account?""What do you think we can improve on?" Now take this information and suggest new ways of working together to benefit both of you. Copyright MMI-MMVI, PC Support Tips .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

What You Need to Know about Commercial Printing

Perhaps you need to produce brochures to launch your new products. Maybe you need to print posters to use in a trade show. Maybe you need postcards to be mailed to your customers. Whatever you need to get printed, commercial printing can perhaps help you create the print job that you want as promotional, marketing and advertising materials have become inevitable today for most businesses. Most businesses now spend a considerable amount of money for their marketing materials as it has proven to be a great way to reach the customers. Commercial printing, basically, help your business attract attention at an affordable price. You need not spend a considerable amount of money just to get your customers pay attention to what you have to offer. Generally, commercial printing includes digital printing and offset lithography. Although digital printing is now beginning to be in use more often, offset lithography still continue to be the foremost printing technique used in color printing. Commercial offset printing makes use of the four basic ink colors CMYK. That is, dots of cyan, magenta, yellow and black. These colors are placed side by side giving certain patterns that gives us the illusion of seeing millions of colors. However, the printing of each color of ink in commercial printing is applied separately. The letterpress is probably the oldest printing process used in commercial printing. However, before you can use this technique physical plates have to be created to represent the image. Hence, they are not useful if you have images that are not found in the typical typewriter keys. Lithography, on the other hand, is probably the most common commercial printing process especially used in book printing. Lithography uses an offset process for indirect printing. This means that the image and the substrate do not come in contact. This printing technique is inexpensive and fast, thus, providing commercial printing companies the ability to store and print different images in large quantities on demand. However, when you are considering printing copies of catalogs, brochures or newsletters you may want to consider purchasing it in bulk as bulk purchasing is always inexpensive than purchasing in small quantities. Understand that buying more reduces the overall cost by hundreds if not thousands of dollars. You would be surprised with the opportunities that commercial printing can offer. Thus, when you need materials to be printed consider doing it through commercial printing.

Summary

Discover 3 steps to generating nearly unstoppable streams of qualified leads by creating referral business.