| If you look at the greatest leaders in entrepreneurial | | | | customers" |
| sectors they are normally the entrepreneurs and | | | | Abraham suggests being so deeply concerned about |
| businesses who engineeer the maximum quantity, | | | | your customers that you establish a concern for their |
| quality and consistency of breakthroughs in | | | | final outcome, not just the sale of the moment. At |
| marketing, strategy, innovation and management. - | | | | the core of this is passion for your cause. Don't just |
| Jay Abraham | | | | say you care. Mean it. And prove it by going beyond |
| As Rich Schefren's StrategicProfits Live event comes | | | | the transaction - even beyond the relationship - to |
| to a close, the internet marketing community is abuzz | | | | the ultimate outcome of the relationship. |
| with the testimonials pouring in from the attendees. | | | | I turn away recruits on a daily basis because I don't |
| As part of Rich's marketing strategy, he's opened | | | | believe that their best interests (or mine) are being |
| the doors for a sneak peek at a few of the | | | | served by signing them into my organization. I tell |
| comments from the presenters at the event. One | | | | everyone that I want them to be successful on their |
| such peek was marketing maven Jay Abraham's | | | | terms, not mine. And if I'm not convinced that the |
| Q&A session. | | | | timing is right, or that there's a good fit, I'm honest. I |
| In the video, Abraham divulges the top three "must | | | | can't count the number of times people actually |
| do's" for anyone to become the maven in their | | | | thank me for turning them down. It all comes down |
| marketplace, regardless of industry, product line, or | | | | to being concerned about their ultimate outcome and |
| any other factor. Knowing these items is important, | | | | helping them make an affirmative buying decision |
| but effectively implementing them is critical if one is | | | | that's in their best interests. Don't be fooled. Booking |
| to build a reputation of expert status in your market | | | | and recruiting are just as much a buying decision as |
| niche. In Direct Sales, there are specific examples of | | | | the sale itself. |
| how to implement these three tips. | | | | Tip 3: "Commit yourself constantly" to innovation. |
| Tip 1: "See things that no one else sees and articulate | | | | Abraham points out that "innovation is a misnomer... it |
| them" | | | | can be just bringing greater value to the marketplace |
| It sounds complex, and on the surface it may be, but | | | | that they perceive and desire." Which, in Direct Sales, |
| in conjunction with #2, this becomes easy. This isn't | | | | means being their consultant for life - but being |
| about predicting the future as much as it is about | | | | unique enough to draw them to you, rather than |
| being able to identify customer concerns that may | | | | chasing after them. |
| not be apparent in the short term. For example, a | | | | It's also about continually improving every aspect of |
| customer may only want to order a trial size of a | | | | who you are as a business person and what it means |
| product that garners much repeat business. You | | | | to build your personal brand. Abraham points out that |
| would be remiss not to share the potential savings of | | | | no one could possibly learn everything there is to |
| an autoship program for that product. | | | | know about every possible topic. He suggests using |
| But it's a deeper issue than that, as well. Pay | | | | the power, knowledge and influence of like-minded |
| attention to your company's trend reports. Prepare | | | | individuals to further your development. |
| your customers when their favorites are being | | | | "We believe very ardently in creative collaboration. |
| discontinued or replaced. Advise them of transitions | | | | You need mentors, you need mastermind groups. |
| so they can be ready. Customers will look to you as | | | | You need brain trusts." |
| an expert in your market if you can guide them | | | | In direct sales, that can be as simple as attending |
| through changes in ways that bring them farther | | | | team training meetings, or as complex as a series of |
| ahead on the other side of the transition. Have a | | | | training courses or seminars designed to build your |
| method of articulating that message to your clients - | | | | skills in a particular area. Some of the more successful |
| an ezine, newsletter, phone service, personal or video | | | | direct sales consultants have even studied at Harvard |
| messaging, etc. Be consistent in the use of that | | | | Business School. Wherever your education comes |
| method. For example, as an author, I use articles as | | | | from, it's clear that continuous improvement is a key |
| my primary method of articulation to my clients. | | | | component to successfully establishing your authority |
| People expect to see my articles, and if I were to | | | | in your market. |
| phone them, that might throw them completely. | | | | It's as if you're saying, "I'm at the top of my game, |
| Having a consistent message delivered in a consistent | | | | because I keep learning about what's new, what |
| way makes it easier for people to establish trust | | | | works, and what's the best choice for my business. - |
| because of a level of predictability. | | | | and implementing it. |
| Tip 2: "Be genuinely concerned about your | | | | |