Archive for May 2011

May/11

31

History Of Memorial Day

From History.com

Memorial Day, which falls on the last Monday of May, honors the men and women who died while serving in the American military. Originally known as Decoration Day, it originated in the years following the Civil War and became an official federal holiday in 1971. Many Americans observe Memorial Day by visiting cemeteries or memorials, holding family gatherings and participating in parades. Unofficially, at least, it marks the beginning of summer. In 2011, Memorial Day is observed on Monday, May 30.

Memorial Day was originally known as Decoration Day because it was a time set aside to honor the nation’s dead by decorating their graves. It was first widely observed on May 30, 1868, to honor the sacrifices of Civil War soldiers, by proclamation of General John A. Logan of the Grand Army of the Republic, an organization of former sailors and soldiers. On May 5, 1868, Logan declared in General Order No. 11 that:

The 30th of May, 1868, is designated for the purpose of strewing with flowers, or otherwise decorating the graves of comrades who died in defense of their country during the late rebellion, and whose bodies now lie in almost every city, village, and hamlet churchyard in the land. In this observance no form of ceremony is prescribed, but posts and comrades will in their own way arrange such fitting services and testimonials of respect as circumstances may permit.

During the first celebration of Decoration Day, General James Garfield made a speech at , after which 5,000 participants helped to decorate the graves of the more than 20,000 Union and Confederate soldiers buried in the cemetery.

This 1868 celebration was inspired by local observances of the day in several towns throughout America that had taken place in the three years since the . In fact, several Northern and Southern cities claim to be the birthplace of Memorial Day, including Columbus, Miss.; Macon, Ga.; Richmond, Va.; Boalsburg, Pa.; and Carbondale, Ill.

In 1966, the federal government, under the direction of President Lyndon Johnson, declared Waterloo, N.Y., the official birthplace of Memorial Day. They chose Waterloo—which had first celebrated the day on May 5, 1866—because the town had made Memorial Day an annual, community-wide event during which businesses closed and residents decorated the graves of soldiers with flowers and flags.

By the late 1800s, many communities across the country had begun to celebrate Memorial Day and, after World War I, observances also began to honor those who had died in all of America’s wars. In 1971, Congress declared Memorial Day a national holiday to be celebrated the last Monday in May. (Veterans Day, a day set aside to honor all veterans, living and dead, is celebrated each year on November 11.)

Today, Memorial Day is celebrated at Arlington National Cemetery with a ceremony in which a small American flag is placed on each grave. Also, it is customary for the president or vice-president to give a speech honoring the contributions of the dead and lay a wreath at the Tomb of the Unknown Soldier. About 5,000 people attend the ceremony annually.

Several Southern states continue to set aside a special day for honoring the Confederate dead, which is usually called Confederate Memorial Day.

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By Rod Nichols.

Here are 5 ways that you can use to contact your warm market without jeopardizing your relationships:

1. In-home Business Briefing

This is the quickest and most effective way to build a network marketing business. People have been building large networks using in-home briefings for over fifty years. To conduct an in-home, you will need a place in your home where you can comfortably seat the number of people you would like to attend.

You will also want to have a TV and DVD player, plus a place where you can display products (if your business is product-based). The key to an in-home is to make it appear duplicable. You want the people attending to see a way that they too can do the business. So, the best way to do an in-home is to tell your story (how you discovered your company and got involved). Next, play a DVD that tells about the company, products, and the compensation plan. If you have a product-based business you might add a demonstration or give your prospects samples. Take time to answer questions and then ask for those who want to order the products or become distributors to stay around to complete the paperwork.

The first step in setting up an in-home business presentation is to establish a day and time. Second, make up a list of people you want to invite. Third, practice inviting people until you feel comfortable making the calls (practice with your sponsor or an upline leader and get their feedback). Fourth, call your prospects and invite them. Invite twice as many as you would like to actually show-up, as 50% will say no when you call and 50% of those who swear they are coming will not.

It’s a very good idea to work with your sponsor or an upline leader on an inviting script. Also, practice dealing with possible comments like “What’s this all about?” or “Is this network marketing or multi-level marketing?” or “Is this like . . .?” or “I’m too busy to add anything else.” or “I’m busy that night.”

If you are not comfortable doing the business briefing, invite your sponsor or an upline leader to help out. If they are not available, just tell your story (how you got involved, why you are excited about the company, and what you are expecting as benefits), play a company video, and answer questions. If you have upline leaders who are long-distance to you, arrange to have one of them available toward the end of your briefing. Call the leader and put him/her on a speakerphone for all your guests to hear. Your leader will do the final close.

2. Information Approach

Many a new distributor has been concerned about contacting their warm market, because they didn’t want their friends and family feeling like they were selling them something. The information approach is a great answer.

Let¹s say you had opened a restaurant. Would you keep it a secret from your friends and family? Most likely you would call, tell them all about the restaurant, and invite them to come down and eat. Use this same approach with your network marketing business. Instead of calling them with the idea of sponsoring or selling them products, instead approach purely with the idea of informing them about your business.

Call up your warm market, tell them about your business, and invite them to take a look if they want. If they are not interested, don¹t pressure. Always let them know that it isn¹t important to you that they join or buy products, but rather that they take the time to look at the information and understand your business. If they are interested in getting more involved that’s great too, you would love to work with them.

3. Opinion Approach

If you have people in your warm market who are somewhat intimidating due to their level of success, then this is the approach to use. Everyone loves to give their opinion, so you will rarely find people in your warm market that will reject this approach.

Contact your warm market candidate and say something like this, “Hi John, this is Bill, how are things? (continue after a little natural chit-chat) The reason for my call is to ask your help. I have just started a new business that has me more excited than anything I have ever done. The potential is incredible, if I do this right. That’s where I need your help. I’ve always valued your business experience and knowledge. Would you be willing to take about an hour of your valuable time and review this business for me? I’d like to know how you would build the business, if it were yours. I’m also going to be looking for some strong partners, so as you are reviewing the business; I’d like you to think of anyone who might fit. Will you do that for me?”

If they say yes, get them an information packet including printed materials, a DVD, CD, web site address, teleconference or web conference, etc. In the packet, remind them that you would like them to give their opinion on how to do the business and who might make good partners. That way you won’t get a bunch of their negative misconceptions.

This is also a great approach for young network marketers to use with parents and older business contacts or for those people who are on your “chicken list”.

4. Introductory Letters

Many network marketers have large warm markets, numbering into the thousands. It would take far too long to call and arrange to meet each one. Particularly since many of them may be out of state. So, a good, quick answer is an introductory letter. The key here is that if you don’t let your warm market know that you are involved in network marketing with your company, someone else will and the next thing you know, you¹ll be getting an introductory letter or phone call from your best friend, mother, father, sister, or brother.

An introductory letter should be limited to one page. People are busy and they already get too much mail. Make it easy on them.

In the letter you want to let them know that you have started a new business with a network marketing company and give the name. Explain that you had some reservations about being involved in network marketing until you discovered the tremendous potential to develop long-term, walk-away, residual income. Let them know that you are working your business part-time (10 to 15 hours a week) and that your support team has supplied excellent training and marketing programs.

Inform them of the tremendous benefits ­ tax deductions, time freedom, control over their financial destiny, helping others improve their lives, self-improvement, etc. Let them know that the up-front investment is low, as is the risk. There is no need for an office (outside the home), inventory, employees, or sophisticated bookkeeping systems.

Tell them that you would enjoy working with them toward the ultimate goal of financial and time freedom. Explain that you do not want them to feel pressured, so you will not follow-up on this letter. If they would like to know more, they can call (a hotline, conference call, or your voice mailbox with a 2-minute informational message) or visit your web site and provide the URL.

5. Product Demonstration

If your company is product-based, another great way to build a business in your warm market is to do product demonstrations. This falls back to the old and very successful party-plan concept. Companies like Tupperware and Discovery Toys have built mammoth businesses using this approach.

First, arrange a day and time for the demonstration. Determine whom you are going to invite and send out invitations. Indicate that you will be serving light refreshments at the demonstration. I would suggest coffee, water, punch, and cookies or light finger pastries.

Remember to invite twice as many people as you want to come. If you want to improve your attendance, do a follow-up call a few days before the event.

Start your demonstration on time. Tell your story about how you found the company, why you are excited about the products, and a brief overview of the company. Next, give them some logical justification for why they would want to purchase the products from the company and you ­ superior products, convenience, monetary savings, etc.

Now, begin through the key products ­ describe them and their benefits to the attendees. If you can sample the products, do so during the demonstration. After covering each product ask if there are any questions. Answer those before moving on to the next product. Limit the number of products so you can keep the whole demonstration to an hour to an hour and a half. When you have completed all the products, again ask if there are any questions.

After answering questions, offer a special product package or special pricing on the products demonstrated, if they purchase or order at the demonstration. Take orders with payment.

Then indicate that there is also a way that they could make money, if interested, they should ask you after the demonstration (show them the business opportunity). Also, that they could earn free products by allowing you to come in and do a demonstration in their home (offer them 10% of the profits from the demonstration, in the form of products). Try to book at least one demonstration from each one that you do. Make sure that everyone walks away with literature.

Demonstrations are a soft way of building a business. It’s slower, so keep that in mind if you are anxious to replace your current income and gain more time freedom.

If you cultivate your warm market properly, you may never have to enter the cold market and will build a large and lucrative business with all of your friends and family members.


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Written by Miriam Buhr.

Sometimes people who want to build a business and incorporate online marketing strategies tend to get lost in the minutiae of technology.  Yet if you would just do what you already know how to do…you’ll get what you want!

The idea is to craft  A Message To Market Match!  First and foremost, you need to know who are the right people before you can promote to them.  Do you know who is your target audience? Who are the “right” people for you?  It’s about figuring out who is your best prospect and who you want on your team!  Learn essential business concepts and embrace philosophies that highlight bedrock business principles.

Below is a snapshot of the 4 Steps of A Marketing Process which consist of: 1. Collect, 2. Capture, 3. Communicate, and 4. Close…

1. Collect: You attract people by placing information in places where the “right” people that you are interested in can see it. In the internet world it equates to content material such as this blog post, or it can be a video, audio, press release, and for offline marketers it simply translates to having a conversation, putting up flyers or signs. Typically I suggest that people select between 3 to 5 collection methods.

2. Capture: You acquire the identify of people who are interested in your stuff, which in turn translates to a database. Therefore you simply get their name, telephone number, email… It can be a form (online or offline) where people put their contact information. Do you know those forms that you fill out at department stores to get their catalogs  or the forms on blogs which you fill out to get free stuff or e-books?…that’s it! So, these forms can be found on a blog, can be already captured info in the form of purchased leads, mailing lists or simple business cards.

3. Communicate: In this process, you are simply sending information to people. You are following-up with people using an “autoresponder, which sends out your messages automatically to your mailing list. When you communicate with the people that have given you permission to interact with them, you are giving them what you promised information, tips, resources. You also can promote things or products that your audience may find beneficial. You are letting your people know what’s going on via email or offline via postcards. What you use to communicate is not important, keeping a line of communication open is what’s essential to your business.

4. Close: It’s when your people, your client, finally decides to join you or buy from you. Oftentimes the person you’ve been communicating with closes themselves. Remember that it’s via the communication process that people get know you, like you, and trust you, which applies to that old but familiar adage in business that says “people do business with people they know, like, and trust.”

What is the philosophy behind these processes?…”Don’t Beg People For Their Money, Beg Them For Their Time!  People will stay with you until they hate you, are fed up with you or they pay you.

Follow the 4Cs to marketing which you can apply online and offline and see how you bring to life your message to market match.

Remember that the right message in front of the right market is what opens the vault because if you really open your eyes you would see money is all around you. The fact of the matter is that you just don’t see it yet!

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May/11

17

Communicate Effectively

Becoming self aware and communicating effectively is extremely important.  Have you had a conversation, where someone tells you  “I’m not fond of it”, “not the way I would do it”, “That concerns me…”, etc. Regardless of the tone they use, our human instinct is to immediately defend, fight or at least prove to the other person that you are “right” and he/she is wrong.  That is human nature, however we need to become self aware in our conversations.

Unfortunately, using this language of “right and wrong” is the mode many of us operate under “by default” – it’s a primal default.  Especially in our society where traditional values teach us from the very beginning about good and evil, what we should do and not do, (i.e. right and wrong).

Generally, all conflict arises from one side making the other side wrong in some way, and believing they are right.  The belief that you are right also implies that you believe that you have all the information you need (enough of the entire story) to cast your judgment on the other party, and do so without doubt.

Believing you are right is noble however, you should also come with the acceptance that you could be proven wrong, thus being willing to accept the consequences of being wrong.  And it is at this humbling thought, that I introduce the other alternative to the realm of “right and wrong” few in the world even know exists…

The Realm of What Works!

When you speak to someone with a mind set and language of peace and solutions, you are saying to them “My goal is to find what is going to work for both you and me”.  Don’t mistake this with compromise, because that still implies that there are things in the agreement you think are wrong.

When seeking what works, you are not looking to demonize, or make anyone wrong.  In fact, the concepts of “wrong or right” does not even exist any longer.

Like I said above, when you tell someone they are wrong or mistaken, it causes their guard to go up and on the most primal level feel threatened.  When you seek what works, you are telling them “the solution we arrive at is going to benefit you”, which will obviously invoke them to lean in closer to listen.

For Example:

“I read your report the other day.  I wanted to ask you about [blank] on page 4.  Given that our goal is [blank], how did you arrive on that and how do you think it will help us achieve our goals?”

vs.

“I read your report the other day.  I don’t think your recommendation on page 4 of about [blank] really contributes to achieving [blank] and will probably waste our time and money.  What I think we should do is this…”

The first is inviting the person to share more about what they are thinking, not making them wrong and reminding them about what the ultimate goal is – perhaps even leading them to finding a better solution (maybe one you agree with) by forcing them to think deeper about the situation.

The second is rejecting their recommendation, minimizing their ideas and thrusting your ideas on to them without collaboration.  You might want to find out what motivates this person, learn about their fears and desires and use that knowledge to craft your approach.

Becoming Self-Aware

My point with all this, is in most situations, it is possible to arrive at solutions that work for everyone if you are willing to take responsibility for the current situation by setting ego aside.

Most importantly, you MUST always be aware of the mode and language you are using.  You must ask yourself whether you are defaulting to your primal language of right/wrong or if you are truly seeking solutions.  Being self-aware and being really honest with yourself is the key and knowing what is appropriate to use in a particular situation.

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