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10.5.2002 New York (AP)
"In 'Hell on Heels: The Battle of Mary Kay,' Shirley MacLaine stars as the real-life, larger-than-life cosmetics queen Mary Kay Ash, who 40 Years ago brought a revivalist's zeal to direct marketing while giving her saleswomen a self-esteem makeover."'
The report goes on to say "Mary Kay is a role MacLaine seems (re)born for..." MacLaine herself says "Mary Kay is right up there with ...her Oscar-winning role in the 1983 hit 'Terms of Endearment.'"'
Yet, did you know that until she was approached to star in "Hell on Heels" MacLaine had never heard of Mary Kay Ash?
"Then," the report continues, "she read Mary Kay's motivational books And screened films of her rousing appearances at company seminars."
MacLaine: "'I thought: "I've got to play this woman!'"
The most intriguing thing to Ms MacLaine? Mary Kay's way of combining
spiritualism and materialism. Ms. MacLaine says:"She honestly believed...God was working through her...they would all Bow their heads in prayer in these seminars and she would say,'Lord, help us find our territory!'"'
"Lord, help us find our territory!"
READ: Help us find out audience! Our market! Those who are the right ones for us! NOT someone else's territory, but OUR territory!
Applause!!
to orderHOW TO FIND "OUR" territory? Ask for it.
There are many ways.1. Find what it is YOU LOVE or WHY you use your product or service. Learn how to get the specifics of your own reasons why. Then ASK FOR PEOPLE JUST LIKE THAT.
"I market a product for people who..."
To see lots of examples of how to do this, check out the new little book, "Do You Have a Plan B?" Chapter 172. Learn to find others who already market their services to people who are just like you, but where the services don't complete. So that you Can turn them into referral and reseller centers for your product or service and add to your customer base. We show you exactly how in the Dell Advantage class.
After all, what if you get your 97 regular customers that get you an override of say $10/each per month?
Then you could say to that hot business prospect:
"I make $970 per month from 97 regular customers I have so far. Since I have already gotten the customers, I now mostly stay in touch, and make them feel special. And of course get more. That's it. What do you do?"
What might someone 'really good' think to herself about now?
Here was my thought when someone told me that some years ago:
"Hmm. If you can get 97 customers, and make $970, I can probably get 970 of them and make $9700 per month. Or maybe 2000 customers and make $20,000 per month." Out loud I said:"Show me what you're selling and how it works."
This customer-based model is a known entity to experienced people of the world. Think Viacom, think MCI and other companies with tens of Thousands of customers who pay each month for their cable or phone service. Each gets the company a little bit of money each month. Do you have cable TV or pay a monthly mortgage?
Remember they all pay for the service EACH MONTH.
"But I can't make 'big money' with just 97 customers!"Some of my readers have written in to say they can't earn a living with just customers, like 10-100 of them. That they NEED builders. But sadly, they're not getting any.
One option: Focus on getting your 97 loyal monthly customers first.
THEN show THAT business model to someone with experience in the real business world.
What's the other option?
Keep trying to recruit people to build who, each time, ask you "How much do you make?" "How many people are in YOUR business?"
Recruiting is nearly impossible if the person being recruited can't see How the money is made legitimately. It is much easier if they can see a Small (97) customer base giving off regular monthly income, JUST LIKE cable TV does (Viacom) or MCI long distance. Then, what if you let THEM go: Geez, well, if you can get 97 customers, I can get 970.
Of course, if you have a giant sphere of influence, and people just naturally gravitate towards you and do what you want, then perhaps it doesn't matter as much.
But if that's not you, maybe it's time to consider a focus on getting yourself a good customer base first. Show THAT to a good business prospect.
How to do that FAST? How about getting your 97 customers in your next 90 days?
Here's how to build your 97 member customer base right off:In all of your reaching out activities, whether it's bump-intos the referral market or ad/flyer copy, learn to ask ONLY for people who are predisposed to what you market. (See the Truth book for 14 reaching out methods.) I.e. people who will love it for the same reasons you do.
Say you've met someone in line at Kinkos, or at a mixer. You've been introduced, and they ask: "So, what do you do?" Which of these sounds more interesting to you?
1. I market the cheapest telecommunications service and they have a special friends and family program.
OR
2. I market a phone service for people who want to talk to people they love as much as they want, whenever they want, as long as they want, and not have to pay extra for it. What do you do?
Which of these responses sounds more intriguing to you? Whom do you think the first pitch attracts?
Which one do you think gets the blank stares, along with "Oh, OK. Interesting. Say what's for lunch?"
In three weeks, you can learn how to ask for people who are just like you.
So they're more likely to say 'yes'.
Want to?Learn how in the3 Scripts class.
You coming?
"Lord, help us find our territory!"
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