The vision of the future for computer based business sales:
By John Davin
Mynewoffice.com

 

Dear Internet Marketer:

How would you like it if you could have meeting "Where a qualified representative of your company will make a professional, live presentation about our products or services for you. Then they will answer questions on your behalf. Then they will ask the prospects to meet with whoever invited them to the presentation to answer any questions, or if they are ready to sign up, they can take them right to the sign up page on the web site and help close the sale for you!" If that does not motivate them, they need some help.

This is reality today. Welcome to my report on "How to use the new Internet based 3 way call for successful WBM's (web based meeting) to increase sales for your product or service. By you and your sales team."

"Never before have we had such a powerful tool as web conferencing... to easily meet, recruit, train and motivate a professional sales team for our respective companies. It's like having an unfair advantage!"

John Davin
2002

If you already make sales, recruit, train and motivate people with 3 way calls, you realize the power, effectiveness and cost savings of the most powerful tool ever invented for the Internet marketer and affiliate or associate based marketing.

I am sure most of you already use 3 way calls, but what I want to tell you about now is the 3 way calls on steroids! I guarantee that you'll need to start educating your team about this new tool and how to start using it.


I also assume that you are either in charge of a sales force or working with a company that does offer commissions or referrals for building a team of like minded people who will all sell this product or service as a team. Even if they are independent contractors. If this is you, get ready to take the next step to the next paradigm in effective marketing.


Here's how it works:


- Start with a meeting with all of the members on your sales team. I would certainly try to do it using the web conferencing technology once you are sure everyone has a microphone and speakers and knows how to use the web conference room.

Express to the team how important it is to realize that this new technology is providing them a unique opportunity for every team player to have a meeting "Where a qualified representative will make a professional, live presentation about our products or services. Then they will answer questions on your behalf. Then they will ask the prospects to meet with whoever invited them to the presentation to answer any questions, or if they are ready to sign up, they can take them right to the sign up page on the web site and help close the sale for you!" If that does not motivate them, they need some help.

- Provide scripts and e-mail examples of how to invite people to the meetings.
(See your corporate web site for examples you can use for your company.)

Script #1 (call - can also convert to an e-mail with some modifications)

Dear (Insert Name)

            I have something I want to show you that I think will be of interest to you. You may or may not be interested. You don't have to leave your home or office for me to tell you about it, and it will only take 15 minutes. 

I do thank you for agreeing to meet, now which would be better, to meet with me in my web based conference room at 9:00 AM Monday or 7:00 PM Wednesday?" (Wait for reply). If not, ask them when would be a good time. If yes, say "Great! I'll send you an e-mail first thing that morning as a friendly reminder. Thank you, see you then. Good-bye."



Getting over obstacles:


Now, if the prospect says they don't have a computer, then you may have to use an alternative way of giving your presentation. At this point, either do a 3 way with an upline, send them a cd or give the presentation over the phone, etc.

Or you could ask them if they have access to a computer (at work or at the library) or if a friend has a computer they can use, but don't get your hopes too high on these options. Just go to your next best option and do your usual best.

If they say they do not have a microphone, you can simply do one of the following.

(a) Say "That's not a problem. Actually, this is terrific. I'm just happy you have a computer! I'm glad you'll be able to see and hear the presentation. The only difference between having a microphone or not is that if you have a question during the presentation, is that you will simply type in questions to me instead of typing it in live. And of course we can get on the phone together before, during or after the presentation to answer any questions you have."

- If at all possible, ask every person who is invited to the WBM to meet in the conference room a day or two before your scheduled meeting to make sure their speakers and microphones work in the web based conference room. To save time and effort for everyone, be sure to set a time aside where you can teach more than one person how to use the conference rooms. You can also send them this link to understand how the technology works and let them view it at their leisure.

http://mynewoffice.com/intro_tc_aug2004_files/frame.htm

- Invite your guests to be in the conference room 10 minutes early before the presentation. This will help make sure they can get in the room without any problems. This also gives you a chance to call the prospect before the meeting starts if they do not arrive on time.

- Start the meeting promptly at the scheduled time.


- Make the introduction for the company and service.

- Introduce the guest speaker. Explain how lucky we are to have this person giving the presentation. Outline their title, successes in the company, and what they plan to talk about.

- Start the meeting and the presentation. Make sure that you have the moderator set the Synchronized browser on so that the web pages are pushed to each client.

- Ask if everyone can hear the speaker and see the web site or Power Point (TM) slides.

- Be sure to show everyone else how to record the session in case they want to share it with others or review the presentation to learn from it.

- Be sure to record the presentation yourself to share with your team later for:
            - Review of the presentation.
            - Review and critique of the presenter.
            - Review and critique of the material presented.
            - Motivation and training for members who could not attend.

There are a variety of ways to get this information to your team:
            - Send it out on CD or DVD.
            - Post it on your web site for viewing.
            - Attach it in an e-mail message. Just remember, some team members will not want to fill up their e-mail boxes, so it may be best to send a link to the presentation on  your server.

(Note: the files are relatively small for the recordings - a 10 minute seminar will be around 1 MB, depending on the amount of typing, talking and web pages presented.


Tips for successful meetings:


- Give the presentation a personal touch, by asking the visitors questions that will:

            - Make them feel comfortable.
            - Allow them to know you better.
            - Allow you to get to know them better.
            - Allow you to get to know their needs better.
            - Allow them to think of ways they need your product or service.
            - Allow you to discover reasons they need your product or service.
            - Allow you to explain and show them your product or service can help them.

Examples:

If you were selling Pre-Paid legal services that included will preparation, you might ask questions like:

"Mr. or Mrs. (guest), do you have children? (Wait for answer). If yes, ask how many. If not, just ask who the money would go to if they were to pass away today. If they do have children, you can talk about them a bit, but be sure to ask them "Do you have a will?" If they do not have a will, explain to them how disastrous that could be to have their money not go to their loved ones. If they do, ask "Great. When was the last time you updated the will? Have you moved recently? Or do you need to update any legal documents?"

This is so important for you because it provides a foot in the door for you to show them reasons why they really need your product or service.

Here is an example of how this can help a client see the value of your product and to sell your service. I was in a presentation with Mr. Bill Walker, Senior Regional Vice President of Pre Paid Legal. I was getting to know more about the company, and when he asked me the following questions, my chin about hit the floor.

Question # 1. John, do you have any children?
Answer: Yes, 1 daughter, who is 5.

Question # 1. John, do you have a will for you and your wife?
Answer: Yes. My wife is an accountant and a very astute book keeper and
business manager. We have had a will for a number of years.


Question # 1. That's great John. And John, you live in Missouri. Have you always lived there?
Answer: No we just moved here 4 years ago from Iowa City, Iowa.

Question # 1. Did you have your will looked at again, or rewritten there in Missouri? A will made in Iowa may not be legal if you live in Missouri.

Answer: Bill, my chin just about hit the floor. I never thought about that. Perhaps we better get my kit out to me right away. You did say that was included in the basic membership, right?

- At the end of the presentation, tell the visitors to get with the person who asked them to attend the computer based reception and ask any questions they may have. Then ask the visitors if they have any questions for the presenter.  If there are questions, answer them.

- At this point, if things have gone well, the visitors are being taken via the Internet to the sign-up page for the person who invited them to the CBR, and they are signing up for the program at this time. You have just earned a commission. Perhaps even a recurring commission for many years in the future.
That's basically how it works.


TOP benefits of working with clients through a CBR:

With CBR's, you still earn while you learn.

A CBR is like having a 3 way call with the following:

- Power Point (TM) Slides.
- Pictures/Product literature.
- The ability to record for review.
- The ability to record to share with other prospects.
- The ability to record to share with your downline for training.
- The ability to record to share with your downline for motivation.
- More than one upline team player with you on the call to support you. 
- No long distance charges (unless they pay for long distance to connect to the Internet.
- No geographical limits for sales or recruiting - you can support your people anywhere.
- No postage for sending CDs', fliers or other marketing materials to prospects.
- No delays for you waiting for expensive product literature to reach prospects.
- Ability to sign-up prospects online while you are there to answer any and all questions.
- No cooling down for prospects waiting for brochures to arrive in the mail.
- Ability to show testimonials from other clients or fellow team players.
- Ability to let the "Professional" give the presentation for you.
- You still learn while you earn.

Now, is there a best time for scheduling these sales and business opportunity meetings?
Sales and Business Opportunity Presentations should be scheduled as:

9:00 AM Monday mornings
7:00 PM Wednesday nights
7:00 PM Friday nights
10:00 Saturday mornings


The vision: Building excitement and unity with your team with WBMs.

We've just covered the best way to use Web Conference Rooms to
make sales or recruit new members to your team.

But Web Based Meetings are also a great tool for meeting to train and motivate your team.


Again, "Never before have we had such a powerful tool as web conferencing... to easily meet, recruit, train and motivate a professional sales team for our respective companies. It's like having an unfair advantage!"

John Davin
Business and Marketing Coach
http://www.mynewoffice.com

Let's assume because you are reading this report that you've decided to work with a company that rewards you for recruiting associates into the company to sell products and services and earn commission. Commissions on your efforts and the efforts of the people you bring into the company, as employees or associates or affiliates (independent contractors).

Your most important decision is to implement Web Based Conference Rooms to train and motivate your new team. If you do follow this suggestion and do use the web based conference rooms to meet, recruit, train and motivate team players in ways that have never been done before, you will see many things happen.


1. Your team will become more educated about your company and your services and products.

2. A more educated sales person or team builder will be a much more successful member of your team. With increased sales or team building, or both.

3. A more educated sales person or team builder will be a much more successful member of your team and will stay with your company longer.

4. Your team will become more cohesive and ready, willing and able to commit to working the business and helping each other.

That's the kind of team you want, right? Right. Here's how to get started.


How to get started, what to cover in a meeting:

First of all, set the meeting times so that the most people can attend.

Here are a few suggested times for Business Opportunity Training:


8:00 AM Monday Mornings
8:00 AM Wednesday Mornings
8:00 AM Friday  Mornings
11:00 AM Friday  Mornings

With this schedule, everyone can make it to at least one meeting per week.

Best of all, all meetings are online in a web conference room so that people across the country can attend a meeting at least one meeting no matter where they live. Nobody will get lost on the way to the meeting or have car trouble and they'll attend more meetings because they'll be saving hours of driving and the cost of travel, motels and all the other related expenses.

You may have to have more than one meeting time per week depending on your team. Some may work during the day at other jobs and others work your business full-time during the day and spend the evenings with their families. You may want to send out a questionnaire to your team to discover the best times for your meetings.

Meetings on Saturday allow everyone to sleep in, while weekday meetings allow everyone to start their day early with direction, feedback and motivation before the business day starts. This is especially important for those who have regular jobs or family to be with at night.

During the meetings, you will want to cover the following items:

- Any good news since the previous meeting.
- Any good news about sales, new recruits since the last meeting.
- Any changes in the product, service or pay plan since the last meeting.
- Introduction of new members to the team.
- New fliers and other product literature.
- New company web sites or web pages.

Of course you'll want to show the fliers and brochures through your conference room browser for review and feedback.

- New marketing ideas to share with the team.

Talk about ways to get in the chamber of commerce, or a networking group, or submitting a press release or handing out CD roms or whatever works. Tell success stories.

But whatever you do, make it a participatory event, not a lecture. Everyone must participate to get the most out of the meetings. Training is important, but brainstorming can also be a huge part of any business. One simple idea can turn an entire team or company around or take it to the next level. So everyone must feel their input is important and want to participate.

If you would like more information on how to give successful business meetings on the Internet, contact Mr. John Davin.

John Davin
Business Coach
MyNewOffice.com