Motivation and Marketing

posted in: motivation | 0
[caption id="attachment_321" align="alignright" width="300"]Motivation and Marketing People are not horses that are motivated by a carrot dangled in front of them.[/caption]

I recently came across a video of a speech about motivation that has important implications for network marketers.

The speech was by Dan Pink, author of Drive. The speech to the RSA was called “The Surprising Truth about What Motivates Us.”

Here’s the video, which has more than 9.5 million views on YouTube. I will discuss his main points and their implications for network marketing below, but it’s worth 10 minutes to give the video a look.

Pink cites research that calls into question the belief that performance increases if people are offered money for doing better. The theory behind the belief is that if you dangle a carrot of money in front of someone, they will strive to get it.

The studies showed that the reward incentive worked for simple mechanical skills, but the opposite occurred for complex cognitive skills. Higher incentives actually led to poorer performance for complex tasks that required creative thinking.

The best use of money as a motivator is to pay people enough to take the issue off the table, Pink said. In other words, people will be motivated by the thought of having enough money so they don’t have to worry about money anymore.

Think about the implications for network marketers, specifically how you present your business opportunity. All the Powerpoint slides or bullet points about making loads of cash might very well be useless.

Instead, perhaps our business presentations should show how network marketing can end all worries about money. Maybe people will be motivated more by having enough to pay their bills than by having enough to buy a luxury car.

Pink doesn’t stop there. He goes on to talk about the three factors that lead to better performance once people have enough money: autonomy, mastery and purpose. All three are perfect incentives for network marketing

Autonomy is the desire to be self-directed. Pink mentions an Australian company that allows its employees to work on whatever they want one day every three months. That one day of autonomy has led to a number of successful software fixes and ideas.

Network marketing allows people to have tremendous autonomy in their business and ultimately in their lives. If you’re a self-directed person, you have a great opportunity to succeed in this business.

Mastery is the urge to get better at something, Pink said. One example is people playing instruments on the weekend because it’s fun and they want to get better at it. Another is people who do sophisticated work on a volunteer basis because they want to be challenged.

Imagine the opportunities for mastery that successful network marketers enjoy. I once met a network marketer who told me that one of the greatest benefits of his success was that it gave him time to learn to play the piano, which is something he had wanted to do since he was a kid.

Purpose is making a contribution to the world. Profit, Pink said, should be connected to purpose.

The best recruiters in network marketing lead their prospects to find their purpose and see how the business can help them achieve that purpose. Making the world a better place is a much worthier goal than making a million dollars.

Organizations that flourish are animated by their purpose, Pink said. The takeaway, he said, is to treat people like people.

That, I believe, is excellent advice for networkers. Don’t turn your business into a numbers game. Help people see how network marketing can end their money worries, become self-directed, master their goals and find their purpose. Do this, and you shall have success.

The Waitress is Waiting … for You

posted in: opportunity | 0

Counting the Days, Waiting for Real Life to ArriveSeveral months ago a friend of mine gave me a CD with some songs that he thought I would like. He was right on the money with every selection because I liked them all.

One of the songs was especially meaningful to me. It is called “Waitress,” by the band BOY.

A phrase in the lyrics, “She’s counting the days,” initially made me think of my daughter who was working a summer job out of state at the time and was looking forward to coming back home.

As I listened to the song even closer, it reminded me of how so many people feel these days. They are counting the days, too. Have a listen to the song in the video below.

These lyrics really made me think:

The waitress is waiting
for a thing to explode
for a light to go on
for some sign to show
her time is yet to come.
She’s the counting the days
until real life arrives

Imagine how many people feel exactly like that. They know somewhere deep in their being that there has to be more to life. They are stuck in a dead-end job. They know there’s a way out, but they can’t find it.

Think about all those people you come in contact with every day who have a crappy attitude about life. Perhaps it’s because they have a crappy life and have no idea how to escape from it.

These words from the song also caused me to think.

Every minute feels
just like the one before
no surprise no twists
she wants so much more

I once heard a network marketing trainer say that the people we are looking for are looking for us. I think there are more of those people than ever before.

For many people, every minute feels the same. They want more, but don’t know how to get it. Our job is to show them.

We can only hope that those people realize that real life can actually arrive. If we present our opportunity with no pressure, it can be the thing that explodes for them. It can be the light that comes on at just the right time, the sign that shows their time, their best time, has come.

If you think about those people when you are presenting your network marketing opportunity, your whole attitude will change.

This is not just about business. It’s more than just making money. It’s about life.

It’s not just about making a living. It’s about living.

How To Make Life Better Without Lifting A Finger

posted in: dreams, life lessons | 1

how to make life betterDon’t you want to know how to make life better? Doesn’t everyone?

Most people, sooner or later, start asking what I like to call “ultimate questions.” They tend to ask them in a number of ways, but nearly all of them focus on the quest for a better life.

Unfortunately, many people don’t give those questions much attention. They’ve got too many messages in their outbox to consider issues with no deadline, no matter how important they seem.

I’m not talking about just better living — making a few extra bucks or driving a nicer car. I’m talking about the quality of your life. Something that gets your juice flowing. Something worth living for.

I had a professor once, who would often say about various philosophers, “I’m not sure if I agree with his answers, but I sure like the questions.” In a sense, the questions are more important than the answers. Or perhaps the search for the answers is more important than the answers themselves.

You learn how to make life better but starting with a close look at yourself.

Many people just do what they’ve always done. Somewhere along the way, their dreams got pushed aside so many times that they don’t even notice they’re gone.

Good news: those hopes, dreams and aspirations can be called back. The first step is to actually recall them. Remember them. Bring them back to mind. Give them new life.

You have that power. Consider what it would take to make those dreams a reality. If that task seems too daunting, start with just a portion of a dream.

What one thing could you do that would help you learn how to make life better? What’s a small accomplishment that would get positive momentum building in your favor?

What would you have to do? How could you do it?

Take at least a few moments every day to consider these questions. You’ll notice a difference almost immediately.

Once you start focusing on how to make life better, the means of making life better will start to reveal themselves. Life will be better simply because you’re looking for ways to make life better.

Have confidence in music and in life

posted in: life lessons | 1

The other day, I learned a valuable lesson about the need to have confidence in music and in life.

have confidenceThe band I play  in had just went through a tough rehearsal. We were supposed to play the next day, and to say we were struggling would be kind. We’d tried to learn a few new songs, and all but one were bad. Real bad.

We finally replaced a few of the harder songs with easier tunes, but our music was still pretty rough. When we started playing, I thought about some advice a piano teacher gave me years ago. I was nervous just before a recital and she said, “Steve, if you mess up, just keep going and no one will notice.”

I’m not sure she was being completely truthful, but her suggestion helped calm me down and helped me play better, I’m sure. Since then I’ve thought of her words many times.

So when we started playing the other day, I decided to play with confidence. I knew that if I played tentatively I would almost certainly mess up.

I don’t know if the other band members picked up on it, but I do know that we played better than we had at any time during practice.

I thought later how the music lesson also applies to life. Confidence is often the difference between success and failure. It’s like someone once said, “If you think you’re going to fail, or if you think you’re going to succeed, you’re right.”

So next time you get nervous about something, get in harmony with your optimistic side. Have confidence in music and in life. Even if you make a mistake, keep going. No one will notice.

Persistence, Patience and Power

posted in: goals, life lessons | 0

I’m constantly amazed at the places that potential learning opportunities pop-up. I often drive down a country road near a Civil War battlefield. I usually find the rural scenery relatively relaxing.

persistence, patience and powerOne day, I happened to notice something that I had somehow missed on all my previous trips by the fields along the road. Right in the middle of one of the fields stood a tree. It was only about 25 or 30 feet tall, but I was nevertheless taken somewhat aback that a tree had somehow managed to grow right in the middle of the field.

When I took a closer look, I saw the secret to the tree’s survival. It had sprouted in the edge of a ditch, out of reach from plows, tractors and other equipment that would have ended it’s life if it was anywhere else.

It reminded me that there are times in life when we have to find a spot away from harmful distractions that keep us from growing and accomplishing our goals. If we’re where we supposed to be, we should develop an attitude of persistence while avoiding the people and things that would hold us back.

While the tree is not very big, I can tell that it has been around for at least 10 years of so. It grew nearly sideways early in it’s life but later headed skyward as it was meant to do.

Sometimes, we have to take a different route than originally planned, but if we keep trying, we’ll find a way to where we need to be. In time, our patience will be rewarded.

I’m not sure what kind of tree it is, but I know that it has made it through thunderstorms, drought and snow showers. It wouldn’t stand out in a forest, but it certainly stands out in the middle of the field.

If we find our mission in life, we’ll have the strength to carry it out. Power comes to those who know where they’re going.

Next time you feel a little pressure, remember that persistence, patience and power can help you grow despite your circumstances.

Lessons learned while watching Wambach

posted in: life lessons, persistence, teamwork | 0

I just finished watching the USA women move into the semi-finals of the World Cup soccer tournament. In case you missed it, the United States team was behind until Abby Wambach scored a goal just before the game ended.

Earlier, it seemed like everything was going against the team, including several questionable calls. But the U.S. players ended up winning on penalty kicks when goalie Hope Solo made a great save and Ali Krieger made the winning kick.

I took away a few lessons from the game. I learned similar lessons from Landon Donavan last year.

The first is, as Jim Valvano often said, “Never, give up!” ESPN’s Jeff Carlisle says the game was a triumph of self-belief over skill.

The U.S. players kept playing even when it seemed like they were surely going to lose. Abby Wambach’s header into the goal came in time that was added to the end of the game because injuries earlier.

The second lesson is that sometimes you need to keep trying even if you fail the first few times.

U.S. player Megan Rapinoe had made a number of passes that had not found their mark, but her pass to Wambach was a thing of beauty. Rapinoe kicked it to the absolutely best spot for Wambach to score.

The third lesson was something I almost missed, have confidence.

I watched the replay about 10 times. On about the third, I noticed that Wambach raised her hand just before Rapinoe kicked the ball toward her.

Wambach wanted the ball to come to her, even though several players from Brazil were around. She wanted it, she got it and she tied the game because of it.

The next time you face an obstacle in your business or in life, have confidence, keep trying and never give up.

Network marketing success: Service with a smile

posted in: success, success in business | 2

Those who find network marketing success have learned the importance of serving other people.

The other day my wife had an experience with a local business which reminded me of the importance of customer service for any business, including network marketing. A few weeks ago, my wife was cleaning the carpet when our vacuum cleaner stopped working.
254_tile_Carpet
Creative Commons License photo credit: reitveld

We have an older model Rainbow vacuum cleaner, which usually does a great job getting the dirt out of the carpets. But that day it stopped picking up anything.

My wife asked me to look at it. Since I know next to nothing about vacuum cleaners, I wasn’t surprised when I couldn’t figure out what was wrong.

It was in the evening
so we decided to wait until later to figure out what to do. We didn’t think about it again until the middle of the afternoon last Friday. After I took another look at it, reaffirming my lack of expertise in the matter, I suggested we take it to a repair shop in a nearby town.

My wife called the shop to find out how late they were open. A short while later she left with the vacuum cleaner.

In my mind, I was thinking we’d have to borrow or rent a replacement so we could get the carpet cleaned for a dinner party we’re having at our house next weekend. But about an hour later, my wife was back home with the repaired vacuum cleaner.

She said the folks at the shop looked at the vacuum cleaner immediately. After a few minutes, they figured out what was wrong and fixed it for a reasonable rate. They also sold her a new hose that we needed at a decent price.

All in all
, they were nice, prompt and professional.

Guess who will be getting all our vacuum cleaner business from now on. And guess where we’ll suggest our friends go when they have similar needs.

Network marketers can learn a lesson from this experience. Too often we pounce on anyone we consider a prospect. And if we don’t think they’re a prospect we pay little or no attention to them.

Here’s the better plan: treat everyone the same way you’d want to be treated. Do this and the prospecting will take care of itself.

Steve DeVane

This mentoring program taught me to help everyone succeed.

Social network marketing: Show you care at every opportunity

posted in: Social network marketing | 0

NOTE — This is the fifth in a series on social network marketing. Earlier posts gave an overview and focused on how to relate to people, figuring out why you’re in business, and how to help people.

If I could give people using social network marketing just two words of advice, they’d be, “Don’t sell.”

The reason for this is simple: 90 percent of people don’t like it when someone tries to sell them something. Everyone has a “salesman” detector of sorts. When they sense that they’re being sold, they put up a nearly impenetrable wall.

In social network marketing, the reaction is even more pronounced. Sales tactics will get you blocked on Twitter, banned on Facebook and ignored on blogs.

So, if you can’t sell, what do you do? You care for people. Show your concern. Participate in conversations. Be honest. Let people know you and your business.

One way to understand this is to think of what one of my mentors calls the four boxes of marketing.

The first box is where they don’t know your or your product. This is known as the “box of death.” It’s all but impossible to make a sale from this position.

In the second box, they know your product, but don’t know you.

The third box is where they know you, but don’t know your product.

In the fourth box, your prospects know you and they know your product or service.
Think of it like a baseball game. When a prospect doesn’t know you or your product, it’s like you’re standing in the batter’s box. The only way to score is to hit a home run.
Babe Ruth
Creative Commons License photo credit: majorvols
Babe Ruth, one of the greatest home run hitters of all time, had 11.76 at bats per home run. In other words he hit a home run about every 12 times he came to bat.

Many networkers in social network marketing try to hit a home run the minute they meet someone. Many swing for the fences without even taking the time to know anything about the other person.

When the person knows your product or service but doesn’t know you, think of yourself on first base. Someone on first base is still a long way from home, but they could still score on a home run, a triple or perhaps even a double. This is better than being in the batter’s box, but still not a great situation.

In network marketing, this is rare, because most MLM products are not well-known in the marketplace. It’s even worse if you think of the business opportunity as the service offered by network marketing.

The network marketing profession has developed a poor reputation due to many aggressive, pushy distributors who hassle their friends and family. It’s like trying to get a hit when you’re sitting in the dugout.

If the person knows you but not your product, that’s similar to being on second base. Many runners on second will score with a solid base hit. A double or better is sure to score them.

In social network marketing, it takes time for people to get to know you. You have to show a genuine interest in them and their lives. If you’re blog is done well, they’ll learn more about you with every visit.

When the prospect knows you and your product, it’s like being on third base. You’re almost home. There’s multiple ways to score from third. You’re sure to score on a single or better. You could score on a walk if the bases are loaded. Scoring on a passed ball or wild pitch is possible. A fly ball deep to the outfield will score you if there’s less than two outs. You might even score on a well-placed bunt.

When people know you and your product or service, they’re much more likely to join your business.

The best situation is to find people who understand network marketing and are committed to it. This is like starting out with a stand-up double. When they get to know you, they’ll join you if they’re looking for an opportunity.

If you care for people and allow they to get to know, like and trust you, MLM will stand for Major League Marketer.

Steve DeVane

Social network marketing: Why most fail; how you can succeed

posted in: Social network marketing | 16

(NOTE — This is the first post in a series on social network marketing.)

working
Creative Commons License photo credit: jcestnik

Many network marketers (and marketers in general) have tried to use social networking to market their products. And they failed. Failed miserably.

As a result, many in MLM have written off social networking. Given up. Not worth the time, they say.

Good news. They’re wrong.

They’re wrong mostly because they tried to take traditional marketing methods and somehow graft them onto social networking. Even worse, some took traditional network marketing methods that don’t work and transplanted them into social networking.

Charles Heflin, the founder and CEO of SEO 20/20, has expertly pointed out how many businesses mistake social media networking initiatives for social media marketing campaigns. These businesses try to market their products and services in places better suited to social networking.

Heflin says he starts social media marketing campaigns from his blog. He syndicates the content, which greatly enhances its visibility, and then networks with prospects that come to the blog.

Instead of trying to network with hundreds, maybe even thousands, of people who may or may not be prospects, Heflin spends his time networking with people who have responded to his marketing campaign.

It’s like fishing in a small lake with only the fish you want rather than fishing in a huge lake filled with all kinds of fish.

Network marketers would do well to take note of Heflin’s strategy and his success.

Many in MLM cast too wide a net. They dive into Facebook, Twitter, LinkedIn, MySpace, YouTube and other sites looking for prospects. These network marketers are under the mistaken impression that the more people they market to, the better off they are.

In this and other ways, the missteps in social network marketing mirror errors made in traditional MLM efforts. Many network marketers are still taught to think of  “anyone who breaths” as a prospect. They are taught the infamous “three-foot rule” — to present their business opportunity to anybody within three feet of them.

Many network marketers wrongly think the busyness of all their social networking efforts will pay off in their business. Then they wonder why hundreds of Facebook friends and thousands of Twitter followers don’t translate to a growing downline.

The reason is simple. MLM is at its heart a relationship business. People tend to get into business with people they know, like and trust. Sending “join my business” invitations to thousands of people does not communicate your openness, likeability or trustworthiness.

Others in MLM take a different approach, marketing their products or services on social networks largely populated by family members and close friends.

Old friends who want to know how you’ve been and family members looking forward to the next reunion don’t want to hear a sales pitch or even a low-key business presentation.

Networkers who prey on friends and family members are a big reason MLM has such bad reputation. When they meet someone new, they automatically think of them as a prospect, not a friend.

Hitting up friends and family doesn’t work despite the general inclination to join people you know, like and trust. This is because friends and family members see the business pitches as an abuse of the trust you had with them.

So sending marketing messages to friends on social networks is a wrong strategy poorly implemented.

OK, we know what doesn’t work. So what does work?

Glad you asked. Here are 10 social network marketing strategies that work. They will be further explored in future posts.

1. Build relationships. You can’t do that everywhere. You can meet people in various places, but it’s important for them to be where you can get to know each other better. That place is your blog.

2. Find the reason you’re in business and share it with others. Share what makes you do what you do. Tell people what’s important to you. Then help other people discover what’s important to them. Make your blog about you, not about your business. Provide valuable content.

3. Help people. Earn their trust. Show them the path to success. People should learn their own way. Interact with them on your blog. When you see they have a need, offer to help.

4. Don’t sell. Care about people. There’s an old saying that’s true here — people don’t care how much you know until they know how much you care. Don’t make your blog or your other relationships about selling. Nine out of 10 people will be immediately turned off if you try to sell them.

5. Approach people where they are. Learn about different personalities. Look at their profiles. Learn about them. Pay attention to the way they interact with you. Then help them get what they want. Don’t try to manipulate them. Just help them.

6. Be up front about your business. Don’t hide what you’re doing. When they ask what you do, tell them. Consider what they’re thinking. Let them get to know you. Let them know, like and trust you. If they’re interested in joining you, help them believe they can do it.

7. Once they join, be sure you have a simple system for them to follow. Show them what you do and teach them how to do it.

8. Take advantage of the advantages you have. These days everyone is looking for ways to “monetize” their blog. They want to know how they can make money on the Internet. You know how. Show them. They’ll join you.

9. Don’t just show people how to make money. Show them how to live. Teach people how to think, not what to think. If you’re opportunity is right for them, they’ll join you. Build a community made up of people who are your business partners and others who just like your blog.

10. Stay focused on your business. Concentrate on your blog — the place where you can network with people. Don’t get sidetracked by money-making schemes that come along. Don’t fall for the myth of multiple streams of income. You’re in this for the long haul. It’s your business. That provides your income. Specialize in it.

Those who are truly great at what they do have a die-hard commitment to it. Find your thing. Commit to it. Blog about it. Make it your business.

Steve DeVane

How to be a great leader in one easy step

posted in: Uncategorized | 41

The other night I listened to a business training call about making decisions. It got me thinking about how great leaders are good at making decisions. They decide what to do and do it.

If you want to make money in network marketing, you have to be a leader. That might sound scary, but once you understand how to be a leader, you just have to do it.

Leaders get to be leaders by making decisions. If you want to be a leader, start making decisions. When you start making decisions, people will notice you. Some will follow, and you’ll be a leader.

The act of making a decision is more important than the decision itself. In fact, making a bad decision is better than making no decision. If it’s the wrong decision, you can change it. You can revise it. There’s no rule locking you into your initial choice. Change course if needed, but get on the road.
061808 1790
Creative Commons License photo credit: dougtone
There’s an old saying that the only person who never made a mistake is the person who never did anything. Truth is, not doing anything was his first mistake.

Doing something is the most critical element of reaching your goals. As one of mentors says, you have a lot better chance to be successful by acting without thinking than you do by thinking and not acting.