Staying In Touch -

I was asked to write a blog entry for Professional Building Network (PBN) Group and I wanted to share the content with you too.  Enjoy!  To your success - Danielle

Staying In Touch by Danielle Mohr

Are you one of the 40% of sales people that do NOT follow-up with a prospect?  If yes, stay tuned for a future blog. However, if you are one of those that do follow-up, how do you keep in contact with those you have networked with or met?  How do you set yourself apart from others?

The best advice I could share would be to stay in touch and with this staying in touch efforts, make sure you are giving to give… and not necessarily gain business immediately.  The referrals and business are the goal, but with kindness and appreciation you will achieve that success. You will quickly learn that appreciation will “win” over self-promotion every time.

The first idea someone has to stay in touch is using e-mails.  While it is convenient to send emails, you need to make these attempts personal. Write and send a personal e-mails asking how the customer/client is and and briefly share a couple sentences what you have been doing. This isn’t a sales solicitation.  And yes, the phone still works… pick it up, dial and say “Hello!”

The goal is to try to stay in touch with your customers, clients and prospects on a regular basis. Eighty percent of sales are made between the 5^th- 12^th contact or interaction.  A hand-written note is a great way to show you care and stand out from the crowd. Send the card to your customer/client on special occasions and send them “just because” for fun & a positive contact with your recipient.  Send out seasonal cards – I have a client who swears by sending Thanksgiving cards for his business. It is his moment to express his gratitude for their relationship and business. By sending Thanksgiving cards, he believes he is standing out among the traditional holiday card. 

While holidays are a great time to send out cards, you can get pretty creative when to send other cards to have an opportunity to make those customer/client contacts.  Try sending recipe postcards or themed cards: “Spring Ahead – Set Your Clocks Forward” or notes of appreciation: “Thanks for your business or Thanks for the Referral” with a gift card to a coffee shop or such. Send notes about career changes, marriage, new houses, babies and sympathy cards. The gesture goes a long way.  These handwritten notes carry a great return on the networking you began. You may look at your contacts in business or with other businesses and think how will I be able to write all those cards?  There again, is another blog entry or you can contact me for the how-tos or try it out for FREE!.

The underlying key no matter what form you use to stay in touch is to build the relationship. Keep connected and nuture the friendships so they don’t disappear. These relationships are with people who you support and will support you. The first step is up to you.

And remember, "a card a day - keeps the competition away."

Advice for Grads & Reminders for the Rest of Us

The past month we’ve been helping families create and send numerous graduation cards.  I think the unique ability to create their own cards with as many photos as they desired set their invitations apart.  As we celebrate the 2011 graduates, I have flashbacks to my own commencements… high school, college and graduate school.  It sounds cliché, but the statements of “Live your dreams” or “You are in control of your destiny” are pretty prominent and very true as we have the future in our hands. We make our own decisions.

There was a commencement address of from Federal Reserve Chairman Ben Bernanke, who told the graduates of the Boston College School of Law, “My advice to you is to stay optimistic. Things usually have a way of working out.”  Again, it’s cliché to say; however, it is very true - the future is not like it used to be.  No longer do you need to work 40 hours a week for forty years… I really enjoyed the book, “The Business of the 21^st Century” by Rich Dad Poor Dad author, Robert T. Kiyosaki.  He makes great statements and questions – and sums it up by saying ‘you need to take charge of your future by taking control of your income source – today! You need your own business.”

If you’re like us, you might think “Oh, really?” How am I going to have my own business?  Well, Mr. Kiyosaki, our family and numerous others would tell you to look at Direct Sales or Network Marketing.  As we’ve blogged (see archive), you need to research the businesses you are interested in and consider – their history and their future… including their competition.  We have our story and so do many other entrepreneurs in other business; it’s finding what is best for you… for your family.

If I could add other nuggets, it would be:

(1) It’s going to take work. Just like any j-o-b, you will have to work for your goals; however, in direct sales (network marketing) there is no ceiling.  You can achieve more than the one who sponsored you… you don’t have to wait for someone to retire to advance in this business.
(2) Don’t be afraid of failure. I wish I could immediately put my hands on the quote about Edison and the numerous times he failed with the light bulb or Michael Jordan and the missed shots.  It basically said, “I succeed because I failed.”  [I’m sure one of you will find the full quotes for me.]
(3) Don’t hesitate to take a leap of faith… if you’ve heard a “WHAT IF” whisper – maybe you take it.  You don’t have to leave your j-o-b while you start a direct sales position… and sometimes it fits well with your current position.  But if you have goals to leave your j-o-b, then make goals… perhaps you start off to make $X/month to equal your current salary and then your next goal is to double that… and so forth. 

I will tell you after being in direct sales for nine years and only one year with SendOutCards, this is the best opportunity I have ever been part of.  I am blessed to be home with our three boys and be present for all their school, sports and extra-curricular events.  I add to our budget with a real income and save for splurges like vacations and weekend fun.  We have a team of men and women who I am empower and providing opportunities that they never thought possible.  And if you know Tim or I personally, then you know how our CardsAndMohr team’s success means more than any personal success we attain.  Seeing others obtain freedom – time, money and stress warms my heart. It's like our proud parent moments in regards to sponsoring. 

Maybe you’ve heard the “WHAT IF” whisper… maybe you had a fleeting thought for an idea… there is no better time to try it than right now. If you are inspired by an idea, follow it.  As my dear biology teacher, coach and mentor used to say “should of, could of, would of never won a ball game.  Don’t wait – your time is now.  Always here to help and cheering you on - Danielle

Don't Allow Fear Stop Your Success

FEAR – It’s a little word, but somehow has big power.  I noticed that today with my 6-year old and the trip to the dentist to have a cavity filled.  It was more his anxiety and fear going into the office than the procedure itself. Of course, rationalizing with adults and their business fears is easier than calming a 6-year old… most of the time anyway.

I once read some tips from Romanus Wolter, who is author of Kick Start Your Success and Kick Start Your Dream Business.  And what helped the business owners Wolter talked to did to overcome their business fears included the following:

1.      Taking baby steps with everything you do.  By taking baby steps with any new action you make it is easier to make changes or edit your plan.  This goes for goal setting too – have your end goal and break it into smaller tasks (goals) to achieve along the way.

2.      If you are in a direct sales business, ask yourself if the business can be duplicated to those you sponsor?  It should.  You should never feel like you have to recreate the wheel to be successful. What tools & education/training does your company provide?

3.      Surround yourself with people willing to help.  This is your team… your upline(s), your sidelines, your support network.  Join various business network groups or simply hang out with great business people – especially in other areas. You may find synergy partners or someone to give you insight on your business from another perspective.

4.      Live in the NOW.  You hear me share this in regards to your family and the events you want to do; that tomorrow isn’t promised.  This is my also a great method to overcome my business fears. I do focus on the future and make goals, but I put a lot of focus on the NOW and all the great things that happen to my business and my family every day.

How about you?

How do you battle your business fears? What do you do to overcome them and focus on going forward? Let me know in the comments or answer this as a rhetorical question. To vanquish these fears and devise an appropriate course of action, we must trust our instincts.

1. Be honest about the cause of your fear. Personal beliefs are extremely powerful. They form the basis for how we react in fearful situations.

2. Maintain a positive attitude. Don't let fear cloud your outlook. Get creative and turn the fear into an opportunity for growth.

3. Don't let what people say or do bring on self-doubt before you take action. Accept that rejection happens to all of us, but it will only impair your progress if you allow it to. You can use this to overcome obstacles in starting your business or overcoming your first ‘no.’

4. Anticipate bumps in the road. Acknowledge that you'll sometimes feel disheartened.   One of the best books I’ve read in my nine years of direct sales is “Stay the Course” by Adam Packard.  “Stay the Course” is a quick read by a great friend, mentor and leader in my business with Send Out Cards and contains many nuggets to improve your business. 

      If Tim & I can help you duplicate this business for you and your family, please let us know. We stumbled upon SOC as a business and definitely count our SOC family, income and adventures as a blessing.  We are here for you – we are cheering you on as you shoot for the moon. --Danielle

Success for Business: Three Steps

aka: Sending Out Cards in Your Business Makes a Difference

Success in your business is not about some elaborate, crazy plan, but something simple.  Did you teacher, parent or anyone else teach you the K.I.S.S. acronym – Keep It Simple Sweetie! J

This lesson is targeted to business sending cards to increase name recognition, customer retention, and increased sales by returning to the basics of card sending and showing appreciation.  Our CardsAndMohr team shoots for their initial goals in 90 days – there is a deadline for their goals, it is long enough to attain them and short enough to surpass them.  But despite your business – direct sales or small business owner, set your goals & intentions, your due date and shoot for the moon.

Set Your Intentions – You may wonder why I said “Intentions” and not “Goals.”  The two are very similar, and yet they are different because Intentions are all about what you can control. If you will set your intentions around action steps that you commit to taking, you will get results!  For our SOC team (and you personalize, revise the following for your business), here are some ideas of intentions you might set:

• Call X number of people each day to introduce your business – you don’t need to ask them to buy or try, just let them know you have a business in case they might know of anyone who could use your service/products or who might be looking for a second income. Then as they desire more, find out how to best get information to them. For SOC distributors, allow your contact to send a card - walk them through sending a card. (Did you know 1 in every 4 people who send a card sign up? What if you showed the card system to 10 people a week?
• Follow up with those who you introduced your business to, and get some feedback. Send them a thank you card for trying the service.  As their gift accounts expire, follow-up to let them know and see where they are with using the system; offer to extend the gift account’s life.
• I go back & forth whether to tell you to do the following… And I’m writing it, so it is important.  Attend one Networking event each week or every other week.  Networking is great and has it role, but don’t over-due it.  Networking is about the relationships! I’m going to do business or refer business when I have trust with the other party.  You do NOT need to network to have a successful Send Out Cards business – look at how many people you already know that may not know about your new business.  Share the service with other business owners who need to keep in touch with their customers. Send Out Cards IS appreciation marketing! 

Do you know your WHY? Make it clear and review it – As SOC’s CEO Kody Bateman asks, “What is your WHY that makes you cry?”  Your WHY (reason(s) you are doing the business) must be your motivator so you follow through on your set intentions… especially if the last few people you talked to told you “no.” We’ve have heard “no” many times regarding our business and it doesn’t matter; it doesn’t knock us down because we are focused on our WHY.

Take action! Rome was not built in a day – and the only difference between you and the leaders in your business is time… and it is probably a difference in years.  We loved reading Adam Packard’s book, Stay the Course and recommend it to each of our new distributors.  Adam’s lessons may seems basic and things that we *should* know, but just needed to be reminded.  You’ll have to read it (or I’ll try & do a review another time), but one take away lesson is to take some kind of action in your business daily.  It needs to be a “pay” event (I know another blog entry). A “pay” event is an income producing action – it is not making copies. Share SOC’s service for sending cards & gifts; talk to new customers and introduce your opportunity and products/services.  SOC has action steps and plan – it’s called our Daily 8. J I use it and Jordan, Adam, Jules, David, and all the distributors climbing the ladder follow it.  If you give me a plan, AND give me something I can duplicate, I will be successful. 

DeMarr Zimmerman talked about it best when he share that (I’m paraphrasing) ‘Obstacles are sure to show up along your journey, and these are only there to make you stronger and separate the serious from the tire kickers. Which are you?”  Or we shared that nobody crossed the mountain without stepping over the stones.

Shoot for the moon – we are your biggest cheerleader.  --Danielle

The Impact of Staying in Touch with Your Customers

Not my original blog post, but wanted to share this great article.

 
Services Have Opened to Help Businesses Customize Yet Automate Their Card-Sending Processes
By JAN NORMAN - The Orange County Register (August 28, 2010)

When Cap Poore was a salesman, he started sending cards to prospects and clients.

"There were a hundred of us selling the same stuff. I had to figure out how to stand out in the crowd," said Poore, who lives in Laguna Hills.

Poore found that customers needed continual reminders of his existence. Just as important, he discovered that sending cards for birthdays, anniversaries, Christmas or even Columbus Day made the recipients feel special. And positive relationship building always benefited his business.

Former independent book publisher Diane Fallon of Irvine said, "I love sending cards. It's fun. But I'm amazed how many businesses don't stay in touch with their customers."

A recent survey by Hallmark Business Expressions, the business-to-business subsidiary of the greeting card giant, found that 69 percent of respondents had received a birthday card from a company and of those people, 47 percent said the card made them more likely to do business with that company.

"Customers notice and appreciate when a company sends them good wishes around their birthday….Cards make a lasting impression and encourage repeat business," said Hallmark spokesman Marc Wagenheim.

The impact isn't limited to birthday cards, said Jane Saeman, owner of Aim High Tutors in Dana Point. "I periodically send out unexpected thank yous for their business," she said. "I think receiving a card without reason is more heartfelt and better received than the expected birthday card from a business."

While birthday cards are big sellers, many companies buy cards to send employees on the anniversary of their hiring date, said Glenn Richards of Intergreet.com, an Anaheim Internet wholesale distributor for American Greeting cards.

The core of Intergreet's business is gift shops and florists. It doesn't sell to the public. However, it has a corporate division for companies that buy in quantity. "We don't promote it, but people find us, and they buy cards for 50 percent off the retail price," Richard said.

"They have various reasons to send cards.Macy's just placed an order for sympathy cards," he said. "Real estate companies buy 'welcome to your new home' cards. Not so much now; we're affected by the housing downturn."

Other types of businesses that buy large quantities of greeting cards for customers or employees include insurance agents and car dealers, he added.

"The majority want a card that looks like one that you'd find in a store rather than a bulk item printed with the company logo," Richards said.

The hardest part about sending cards is, well, sending cards.

Poore, who sends out about 700 cards a month plus 4,000 Christmas cards in December, used a New Mexico service called CardSendersthat automated the process for him. When the owners wanted to retire in 2003, he bought the company and is changing the name to CardSenders/Client Touch.

One reason for the name change is to avoid confustion with a fast-growing direct marketing company is named Send Out Cards.Also, Poore emphasizes a client appreciation program that is broader than just sending greeting cards.

"Communicating with people is important in business," Poore explained. "You should 'touch' your clients every month and you want to do that in different ways: newsletters and phone calls as well as cards."

He still sends out large numbers of greeting cards to set a good example for his clients.

Send Out Cards exemplifies the growing business value of staying in touch. It is now the nation's third largest greeting care company behind American Greetings and Hallmark.

Users of Send Out Cards services "are aware how important it is to remember people in ways other than 'hey, your bill is due,'" said Barry of Anaheim Hills.

Fidel helps individuals and companies set up automated reminder and card sending programs, and cards are important marketing tools. They can merely be card senders who like the discount – cards average $1 each – or become distributors.

He practices what he pitches sending about 2,000 a year. "If I hear somebody got a new job, I send a card. I send lots to friends and family."

Like CardSenders/Client Touch, Send Out Cards has recognized the importance of having a huge selection, Fidel said. "When I started with them three years ago, they had only 1,000 card choices. Now they have 14,000 images in eight super categories and 80 subcategories. Plus I can send motivational books, brownies, gift cards."

Former book publisher Fallon has also jumped on the Send Out Cards bandwagon, but mostly for fun.

"I do help businesses keep their name out there with customers," she said. "Many of them send a bulk mailing once a year and it's thrown away. If they send a card with a heartfelt message, people tend to hang onto it and they remember you."

Fallon personalizes her own cards with photos she has taken of the recipient and uses software that captures her handwriting when composing the message. "What I love is personalizing my cards. A business can do it too. A caterer can put a recipe in the card. A Realtor can take a picture of a client in front of the house he just bought and put that in the card."

Poore recommends personalizing the card as much as possible, from the message written specifically for the recipient, to commemorative stamps, not just standard American flag postage stamps and definitely not a postage meter imprint.

"All this says to the person, 'You're important to me,'" he said.

It sounds biased if I say, great article... but it really gives you great advice on taking care of your business and your customers.  And for those of you who want to use Send Out Cards for personal reasons, think of the impact you have on someone's day for celebrating even the litle things.  We are always here to answer questions, get you started and provide support along the way. 

Shoot for the moon! --Danielle

What Are You Afraid of Before Starting Your Business?

Today’s blog was inspired by watching the Blue Angels fly at an airshow this weekend. These pilot fly their planes in formation and are only 18 inches (yes, eighteen inches) apart.  I'm not afraid to fly, but if I was that close to another plane, I'm pretty sure I'd be afraid. However, I am not afraid to succeed... and I'm not afraid to fail... and that is why we took our life in our own hands with our own busines.

I’ve heard from many of you wanting to start a home business; however, that statement was followed by “I’m afraid to get started.”  I, in no way, want to downplay the fear you have expressed, but I’m asking you to dig deep and find out what you are afraid of? What is the risk? What is the obstacle in your way… holding you back?

You know what, you are not alone? It is hard for me to think of a business owner I know who doesn’t fear something and I am pretty sure you would have problems finding one too.  (I’ll write another day about a great leadership activity we did yesterday regarding goals & obstacles.) Yes, business owners may have fear; however, we use resources around us to achieve our success.

I would encourage you to look at the business you have or are considering.  For example, with anyone we sponsor with Send Out Cards, this is how we get we approach it.  We usually ask three non-threatening questions.  “Do you send cards & gifts? Do you know others who send cards & gifts? Do you want to make money on the cards & gifts you and others send?  Once we get past these initial questions, then we look at the business.   And these are the questions I would tell you to ask yourself regarding the business you are considering: 

• What is the start up cost?

• What is the risk?

• How fast do you get your initial investment back?

• Is there inventory?

• Is there a need for your business (product)?

• How long has the business been around?

• And where is the future?

Once you walk thru these questions, you’ll provide clarity for yourself and your family regarding the business you choose and the why.  (The WHY – we’ll save that too for another blog entry. J )  For us and SOC, we answered our questions and made our choice with no regrets. The ‘risk’ was minimal and we got our investment back in the first 30 days.  We knew lots of friends who sent cards and gifts – and lots of friends who wanted to save money in sending those cards and make money sending those cards.

There is always a lot to consider, but do not be led by fear. Get rid of that obstacle.  Find a business, find a responsible sponsor who will help lead you to success, ask these questions and make a decision as a family.  And you’ll find that while you have your own business, you are not in business by yourself. Shoot for the moon!  --Danielle

Just Keep Pedaling

Can you believe my 2 ½ year old son Landon inspired today’s blog entry?  Tonight, my son was a good reminder to us, our team and the countless other friends and fans who are trying something new for the first time.  You might be trying something new like a new aerobics class, a new business or something even scarier.   Tonight, our son was trying out a new bicycle.  Although Landon has had experience with tricycles and big wheels, tonight’s challenge was still different.  We put our son on a two-wheel bike (it did have training wheels), but although it was bike – it in no way was similar to a tricycle.

Trying to start this bicycle was a lot more difficult than when he first climbed on.  The seat was smaller, the ground was further away if he fell, and he was going slower than he did the last time. Sometimes that is how a new entrepreneur feels as s/he begins a new business.  As my mentor in Send Out Cards, Adam Packard says and put so well in a book with the same title, “Stay the Course.”  Landon literally spun his wheels and didn’t move with his first attempt, but he didn’t give up and continued to press ahead.  The same analogy can be used for anyone with a business… it doesn’t just happen overnight and you have to realize all the effort you  are doing in the beginning will pay off – maybe just not in the first week. J 

Just as it will take Landon numerous times on his bike to master riding it, you will need to put the time and effort into your business.  Early in my direct sales career I was told “if you work your business like a hobby, then you will be paid like a hobbyist.”  Send Out Cards IS my business and I work it like any other job  I’ve had in the past with the exception that now I am my own boss, make my own hours, take vacation whenever I want and have no ceiling to my success.  I look at my datebook, compare calendars with my husband for the week and make a plan – who do I want to have coffee with, when can I do follow-up calls, attend a City Chamber event or a local networking (Meet-Up) group.

In conclusion, think of Landon and how he kept pushing forward and trying to pedal and move his bicycle.  If he can do it, you can do it.  You need to keep pushing forward in your business - every day provides a new start, new opportunities for you and those you meet.  The sky is the limit in direct sales; there is nobody in your way of your success.  So give it your all, keep pedaling and shoot for the moon.

My best to you, Danielle