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klaver tagged articles (0-20 of 176) ( 0.000 seconds )
- Should I Lead With The Business Or The Product? By: Kim Klaver
That's a popular question.
Some people insist you lead with the business (and they tell you to offer the product as a last resort only if the prospect says No to the business); others say they'd rather lead with the product.
However, there is NO best way for all. Just like there's no product for everyone.
Here are five questions to help you decide what YOU should do.
Remember, you're the one leading, so choose what suits YOU. And no, it might not be the same way y...
Tags: Kim Klaver, Klaver, Marketing, MLM
- Buzz Marketing - Is It Word Of Mouth (WOM)? By: Kim Klaver
Some people say that they're the same - word of mouth and network marketing.
Tom "Big Al" Schreiter, for example, has taught for years that recommending your product or business is like recommending a restaurant - only you don't get paid when you're recommending the restaurant.
While network marketers do speak to others about their wares, the 95% drop out rate in NM tells me that the "words of mouth" in NM are somehow not the same. People everywhere still recommend rest...
Tags: Kim Klaver, Klaver, Marketing, MLM
- How To Be Believed... When You're Selling It. By: Kim Klaver
We all know that savvy people don't believe us (marketers) like they used to...
That's very hard to accept when you are 1000% convinced you have the most remarkable product, that it's scientifically proven and, it's really helped you.
But that is not enough today, and anyone who has tried to market anything they love to anyone else knows it. (Except for Mom, who will try anything you offer.)
That's where the art of marketing comes in. Assuming you believe you have th...
Tags: Kim Klaver, Klaver, Marketing, MLM
- Should The P&G Moms Disclose They're "On The Take"? By: Kim Klaver
When a friend or co-worker tells you about a product she likes, as women do, and you then bought it too, how would you feel if you found out afterwards that she'd been paid to tell you?
Most private product talk among women is not commercial. Among men, either. Think TIVO, iPod, movies or restaurants - people refer those to each other because they love them, not because they get paid to do it.
If they did get compensated somehow, and you found out later, would you be as...
Tags: Kim Klaver, Klaver, Marketing, MLM
- Starbucks: How To Recruit For The Love And Meaning Of It. By: Kim Klaver
In the previous post, "What's love got to do with it?" I reported that most of today's aspiring entrepreneurs say they do NOT put money first when they think of launching something of their own.
Instead, they want something they love, something that matters to them, where they can be their own boss, and then, yes, also earn some money with it.
I suggested that if we are to take them at their word, we'd better think of ways and language to attract these kinds of people t...
Tags: Kim Klaver, Klaver, Marketing, MLM
- How Come I Can't Say My Product Is For Everybody When I Think It Is? By: Kim Klaver
That's a question networkers ask me a lot. And it seems so reasonable, especially when they really love their product. Three answers for you if you are wondering about this:
1. Has everyone bought your product?
If not, then everyone has spoken, haven't they? Sigh. And no, it's not necessarily that your presentation is bad. ( http://kimklaverblogs.blogspot.com/2006/04/are-you-trying-to-convert-heathen.html ) Even with the ideal show 'n tell, there might not be a match. N...
Tags: Kim Klaver, Klaver, Marketing, MLM
- What's Love Got To Do With It? By: Kim Klaver
When the network marketing business is offered to people, here's the number one attraction most recruiters offer:
#1. Make money. Big money. Part time money. Some kind of money.
Second most popular?
#2. Be your own boss.
So those who have come, responding to those calls, have done so to make money and be their own boss.
So far so good. We got who we asked for. And there's more good news:
According to a recent poll commissioned by Yahoo, Two-thirds of America...
Tags: Kim Klaver, Klaver, Marketing, MLM
- What's Bias Got To Do With It? By: Kim Klaver
Interesting people have opinions and beliefs that they they feel strongly about.
Let's call these biases, especially when talking about theirs. Hehe.
Bias: A preference or an inclination, especially one that inhibits impartial judgment.
What does this mean for you marketing a product you love?
1. Everyone doesn't have the same biases you do. And they like their biases just as much as you like yours.
2. If you continue to try to force everyone to convert to your...
Tags: Kim Klaver, Klaver, Marketing, MLM
- Conflicting World Views: Company Owner And His Potential Customers By: Kim Klaver
In a conversation I had the other day with the chairman of one of the top network marketing companies, he said (about his reps):
Why shouldn't they be able share the product and the opportunity?
Indeed. A totally understandable and necessary worldview from the owner of a network marketing company (and the sales reps in the company as well).
However, it runs smack into an opposing worldview of most consumers he's trying to reach, who have a different world view about ...
Tags: Kim Klaver, Klaver, marketing, MLM
- Mothers & Daughters, Sells & Buyers By: Kim Klaver
Who said language doesn't matter in making relationships work?
In an interview with Deborah Tannen, whose new book, You're Wearing That?
Understanding Mothers and Daughters in Conversation, has just hit the top sellers list, the New York Times and Tannen have this exchange:
"Q. Many of the women you've interviewed for your new book complain of mothers who criticize their appearance. Are they right to be annoyed?
A. "Right" and "wrong" aren't words a linguist uses. M...
Tags: Kim Klaver, Klaver, Marketing, MLM
- What P&G Can Learn From Network Marketing's Biggest Mistake By: Kim Klaver
As a fan of P&G and someone who's been educating the Network Marketing industry for 17 years, my heart sank when I read about P&G's latest marketing tactic - bribing women to use their friendships to sell soap.
NM has created an image of an industry whose people use and abuse their friends for personal gain. P&G has just created an army of 600,000 women who are using their friends in exchange for soap and coupons.
The NM recruiters' pitch: Make money doing what you do e...
Tags: Kim Klaver, Klaver, Marketing, MLM
- Do You Make This Mistake Recruiting Women? By: Kim Klaver
Women tell me that the biggest reason they contemplate quitting is because they don't think they can say and do what they're being taught to - even when their upline is a woman. Here's a stark example of something like that.
It's been a tradition in our industry to lead with recruiting, and then to emphasize the "big money, free time," the "big check" or the flashy cars, and "mansion on the hill."
Although not even ONE percent actually attains anything resembling a "big...
Tags: Kim Klaver, Klaver, MLM, Marketing, Network Marketing
- Can You See The False Promise In This Pitch? By: Kim Klaver
One of the guys on the "Call for Scripts" live phone call today offered up the business script below. He said was getting people to go look at his information. He prefaced it with "Kim, you'll probably hate it..."
Just before he spoke, I had read the opening paragraphs from the new book Your Call Is Important To Us by Laura Penny:
"Never in the history of mankind have so many people uttered statements that they know to be untrue. Presidents, priests, politicians, lawyer...
Tags: Kim Klaver, Klaver, marketing, direct marketing, networkmarketing, sales training, motivation, ML
- "Do You Make This Marketing Mistake?" Harvard Business Review... By: Kim Klaver
In a recent piece in the Harvard Business Review, the authors remind us what a normal person wants when they buy something. And no, it is NOT the thing they buy.
Harvard marketing professor Theodore Levitt, they write, used to tell his students,
"People don't want to buy a quarter-inch drill. They want a quarter-inch hole!" (Harvard Business Review, 12.05)
Think about your product. Are you selling its features, benefits, ingredients, or scientific validity? Or are yo...
Tags: Kim Klaver, Klaver, marketing, direct marketing, network marketing, sales training, motivation
- Sales Is Like Flirting: Open The Kimono Just A Little, Then... By: Kim Klaver
"Sales is like flirting: open the kimono just a little, then walk away. Let the ones who would, hanker for more." - Kim Klaver 1996
Do you agree with that?
What if you saw your initial customer approach as more like flirting than scoring - i.e. open the kimono just a little, then step back?
The right prospects don't need anything more than a peek at first - for anything. Isn't that true for you, too? It's thumbs up or down within seconds.
OK ladies, if you buy tha...
Tags: Kim Klaver, Klaver, marketing, direct marketing, network marketing, sales training, motivation
- Woman: Do You Make These Mistakes In Your Network Marketing Business? By: Kim Klaver
Here's from John Milton Fogg, one of network marketing's best known supporters and thinkers, about what we're doing here with this blog. He wrote this to his followers and subscribers around the world, today.
"Women: Do you make these mistakes in your network marketing business...?
- You've been trying to do the business LIKE A MAN.
- You're running around offering the business opportunity to your prospects LIKE A MAN.
- You tell people about all the technical and...
Tags: Kim Klaver, Klaver, marketing, direct marketing, network marketing, sales training, motivation
- Sales Pitch Relief Bill, Anyone? By: Kim Klaver
Sales pitch: Ranting and raving about the wonders of your product, and predicting what it will do for the other person, plus a little techno babble, like cellular level enzymatic functioning. Rattled off by the person selling it, non-stop, in a hyperventilated state.
Sales pitch relief: Relieving the consumer of the endless barrage of sales pitches about products and opportunities, which they can't stand to hear anymore (think Do Not Call List). Stamp out the sales pitch f...
Tags: Kim Klaver, Klaver, marketing, direct marketing, network marketing, sales training, motivation
- Kim Klaver First "Call For Scripts" By: Kim Klaver
"How do I market my product?" "What should I say so they say yes?"
Those seem to be everyone's favorite questions. I even have a 3-Day course and a book to help people answer it. And there are many more marketing professionals trying to help out.
Still they keep coming from all over with the same urgent question, "Why do they say 'no' when it's such a good product?"
Hmm. Since you ask, let's answer. Assuming the product being offered is making someone's life better s...
Tags: Kim Klaver, Klaver, marketing, direct marketing, network marketing, sales training, motivation
- On Language Women Hate... By: Kim Klaver
Even though the business of direct sales and network marketing is made up of 80% women, the language used in front of the room and on websites, in autoresponder emails and everything else from corporate and upline is basically male.
Business as the art of war.
Language such as "We're going to explode your downline" or "explode" or "ignite" your business. But men are the ones who explode things. Women don't. We tend to be the ones to pick up the pieces. We might for exam...
Tags: Kim Klaver, Klaver, marketing, direct marketing, network marketing, sales training, motivation
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