Monthly Archives: August 2008

Targetting your ideal marketplace…

Hey guys,

The value and importance of choosing a target market that is aligned to the Law of Attraction, which put simply can be described as ‘‘Like attracts Like’ or Birds of a Feather Flock together’… This means that you should choose characteristics that are similar to your own and therefore you become aligned to the law and will achieve more success in attracting and approaching the chosen market…

Your target market will be in the area or areas your marketing and advertising will focus on. Is it going to be? single mums, business people, retirees, double income no kids, mum and dads, baby boomers, executives the choice is yours.

This is always your starting point, you must know exactly what you want before life can go about creating the circumstance for you to get it…

You must BE in order to DO in order to HAVE…

This is absolutely true of your target market…

You must become your target market, this is critical, if you are currently a single stay at home parent that has never worked in corporate earning over £100K don’t try to attract one until you have become one. Initially stick with who you are, then work into other markets as you become more able to shift your thinking to that of a wider range of prospects.

The easiest way I have been able to discover my target market in the past is to write a story about exactly who I am seeking, be sure to include the following three aspects.

Demographics – These are things like age, single or married, income, own house or rent, self-employed or employee, children or no children,

Psychographics – This is simply a reflection of “what are they thinking?”, “what are their concerns, interests, and motivators.” They may be paying off the mortgage, children’s education, looking after aging parents, completing education, travel and many other taxing issues.

Geographics – This is the geographic area, some suburbs are more appropriate than others from the financial aspect. You may like to segregate the target market by where they live, work or socialise.

Examples of Characteristics of your Target Client…

Likeability Loyal
Intelligent Leadership
$$ Cooperative
Commonality Ethical
Integrity Respect
Accessible Value me
Need Attitude
Potential (Vision) I Know
Honest Influential
Reliable of Person Professional
Communicator Educated
Caring Pay on time
Decision Maker Trust

Most importantly…

You need to create a picture of the experience you wish to have in dealing with this person… Think of your ideal client and then describe the relationship in detail, this will then form the basis for your target marketplace. Remember that if you choose a marketplace that is not aligned to who you are, you may find it harder to work this marketplace…

Some questions you could consider…

Are they intelligent?,
Do they have the $$ to spend,
Do I have a lot in common with them?,
Do they have Integrity?,
Are they Accessible?,
Do they have a Need?,
Do they have Potential for future growth or a Vision?,
Are they Honest?,
Are they Influential?,
Are they Reliable?,
Are they Professional in their approach?,
Can they Communicate well?,
Are they Educated?,
Are they Caring?,
Do they pay on time?,
Are they the Decision Maker?,
Do I trust them?,
Will I have Fun working with them?
What is the experience of dealing with the client?

Live with passion,

Brett Alegre-Wood

What is a lead?

Hey guys,

In the direct sales business, generating quality leads is vital. A lead is generally any person who has expressed an interest in the product or service. Lead generation and management is vital to the success of your business.

What kind of people are you looking for?

In your business you will want to contact two types of people — people you know and people you don’t know.

It is highly recommend that you contact people you know (Warm Market) first, since success rate will be higher. Work closely with your hardcore Sales Manager during your training period and they will support you to contact these people.

• Warm Market

Your warm market is the 200 or so people who you know. Be open minded about this group as it can be extended to anyone you can have a warm conversation with. Learn to build rapport wherever you are. This group has the potential to contain some of your strongest centres of influence and referrals.

Make a list of friends, neighbours, relatives and the people you do business with. Approach them, simply ask them if they have considered or know anyone that may be interested in your product or service, remember you don’t just sell x or y you are after a long term relationship, you are solving a problem they have. Do not let fear get in your way. You do not need to have lots of experience; you simply follow the system as part of this website and access your management team for support and guidance.

Create a list of people you have known. Do NOT otherwise prejudge anybody. Team up with your management team to make the phone calls with you.

Impotantly your warm market is a great place to start as you are likely to come up with a lot of objections, this will help you to learn to deal with them. They are important so be sure to learn from them.

Suggestions for Contact List

Who do you know….?

Who is dissatisfied with their job?
Who is unhappy with their income?
Wh is concerned about their future?
Who is money oriented or money motivated?
Who owns their own business?
Who enjoys being around high energy people?
Who quit their job or is out of work?
Who needs extra money?
Who works with you?
Who is retired?
Who works part-time”
Who was laid off?
Who you like the most?
Who bought a new home?
Who answers classified ads
Who runs personal ads?
Who gave you a business card?
Who works at night?
Who delivers to your home?
Who sells Avon or such products?
Who wants freedom?
Who likes team support?
Who is a fund raiser?
Who watches tv often?
Who works on cars?
Who likes political campaigns?
Who are social networkers?
Who is in the military?
Who is a mutual friend?
Who will help You?
Who works for the government?
Who is unemployed?
Who attends Self-Improvement seminars?
Who reads Self-Help books?
Who reads books on success?
Who is friends with your children ?
Who is friends with your parents?
Who was your boss?
Who you met whilst on vacation?
Who waits on you at restaurants?
Who cuts your hair?
Who does your nails?
Who does your taxes?
Who works at the bank?
Who is on your holiday list?
Who is in retail sales?
Who sells Real Estate?
Who are teachers?
Who services your car?
Who repairs your house?
Who manages your unit?
Who has children in Tertiary Education?
Who likes to dance?
Who sold you your car?
Who you met at a party?
Who likes to buy things?
Who you met on a plane?
Who does volunteer work?
Who you like the least?
Who needs a new car?
Who needs a vacation?
Who works too hard?
Who lives in our neighborhood?
Who is your boss?
Who delivers your mail?
Who phones you at home?
Who phones you at work?
Who delivers your paper?
Who handles your gardening?
Who watches your children?
Who attends your church?
Who you met on the street?
Who you meet through your friends?
Who taylors your clothes?
Who sells cosmetics?
Who packs your groceries?
Who wants a promotion?
Who is overweight?
Who is health conscious?
Who recycles?
Who buys bottled water? Who has allergies?
Who is wealthy?
Who has a lot of friends?
Who exercised regularly?
Who belongs to a Chamber of Commerce?

Will they be amongst your:
Sisters or brothers?
Aunts and Uncles?
Spouse’s relatives?
People you went to school with?
Your doctor?
Your dentist?
Your solicitor?

Live with passion,

Brett Alegre-Wood

Teach them to fish…

Hey guys,

There’s an old saying that if you give someone a fish, you feed them for a day –
but if you teach them to fish, you feed them for a lifetime.

When you give someone information and guide their understanding of this material, you can really change their life. Education and training provides information in a way that makes sense, is personally relevant, and allows a person’s understanding to grow so they feel comfortable with the decisions they have made.

As part of the sales team, a major part of the service you’ll receive from your Sales Managers will be educational, ensuring you make the best possible decisions about your future.

I guess we want to teach you to fish!

Live with passion,

Brett Alegre-Wood

Supporting Your Team’s Response – Ability…

Hey guys,

One of the most rewarding things about working with a good sales team is seeing how they thrive on taking responsibility for work.

A great team is generally composed of a powerfully motivated group of individuals who know that it is their efforts which can really make a difference.

To fully channel this positive energy, we ensure that all our systems and practices are designed to promote responsibility.

If we examine the word ‘responsibility’, we see that it’s made up of ‘response’ and ‘ability’, and means the ability to respond. Most people experienced in the field would agree that it is the ability to respond that is the most important factor in any sales situation.

Your Sales and Field Managers act as a coach – establishing the game plan, encouraging better performance, offering support, correcting technique where necessary – but most of all, developing ‘response – ability’ in their team.

It is essential that you understand these fundamental responsibilities so that you can assist them in the planing and execution of these responsibilities.

Live with passion,

Brett Alegre-Wood

Cross-pollination produces new and better hybrids…

Hey guys,

To keep any dynamic sales organisation at its peak, it is crucial to set time for creative interaction amongst your team.

Keeping the level of motivation high can be a real challenge for any team leader, but one particularly effective tool is cross pollination between teams within the same organisation. There is a natural and healthy competition that exists.

These can be both inside and outside your organisation, as some of the very best ideas come from sharing the experiences of members of your team at sales meetings.

It’s amazing to see an idea that works with one team that is then copied and changed to produce even better results in the other team only to then be adopted by the old team.

Live with passion,

Brett Alegre-Wood