There are so many different ways to market YTB, but there are essential steps that you, along with 99.7% of all RTA's miss or are never taught that you absolutely MUST know.
Before you do anything to move your YTB business forward, you first need to be set up with the right tools in order to run your home business successfully. I'm going to recommend ONLY what I personally use on a daily basis and that includes 8 Key items:
1- A High Quality Wireless Telephone: I personally recommend the Uniden CLX502. The batteries last a LONG time and you have some cool ring tones along with caller id and voicemail. Pretty simple, yet this is my favorite phone out there. This is after testing 4 or 5 different telephones over the years while growing my businesses from home. You can pick one up on eBay with 2 bases (very important) for about -60 delivered to your door.
2- A Headset (for your telephone): I recommend the Plantronics M175 hands down! You can pick one of these up on eBay for about (normal retail is about ).
3- An Unlimited Calling Plan: I personally have checked out and reviewed many calling plans and telephone services and I'm personally a fan of the service which most are familiar with by now called "Vonage". In my experience over the last 3 years of using the service, It's got to be the best service for the best price I've found, and I can call anywhere in the world with unlimited minutes for around per month. That's a STEAL in my opinion, considering just a couple years ago you would have had to pay an arm and a leg to call Canada or even New York for that matter. Things have really changed in this regard and Vonage has been flawless for me over the last 3 years.
4- The Right Lead Source: This is one of THE most important topics of growing a business and because of that I've written another article on this exact topic that covers the basics of leads and what you need to know to find the best targeted YTB lead for the cheapest price. You can check my other articles for info on that.
5- The Right Prospecting Script: I'm not talking about the type of script that goes something like this: "I see here that you had requested information on a home based business?" That is NOT an effective strategy and this is not what I'm talking about. In fact if your script has any of that wording in it, I can flat out tell you that you will never find success in your business that will last. Pretty powerful statement, but I speak from years of personal experience of doing things the wrong way, and I've consulted thousands who made the same mistake. Don't do it. Scripting is an ART and a SCIENCE and unless you are a money making expert yourself, you never want to lead with greed, and in truth even if you've made millions of dollars, your organization cannot leverage your story long enough and with enough authenticity to make it their own, which ultimately hurts them not helps them, so my hope is you'll begin teaching them how to lead with something they can become an expert in which is the product as the lead, and then teach them how to back end the opportunity.
6- The Right Presentation Script Hosted On A Conference Call: This is a topic that can get really confusing. First off most people are taught to use a multitude of different strategies to "promote" their YTB business opportunity. For example you might be taught to use a YTB sizzle call, home meetings, hotel meetings, passing out YTB branded promotional materials (CD's, DVD's, brochures, the promo magazines, business cards etc). These items are NOT the most ideal ways to present the YTB opportunity and I'll explain briefly why that is. The most powerful concept in business is a term called "Positioning". The way this works is you need to first put yourself in the mind of your prospect and not your company. Realize that when people are looking to "buy" something, they are ALWAYS ALWAYS ALWAYS looking for expertise and leadership. 99.9% of people in YTB are taught to just go out there and act as "employees" by passing out YTB branded materials (and the company actually gets you to pay them money to brand them... wow what a beautiful system for them eh?), INSTEAD of being shown how to think and act like a business owner.
So the right way to grow a massive YTB business would be to first view yourself as a "travel expert/consultant" and that you have access to special rates, vs. instead putting the company first allowing them to take on the "position" of being the expert in your prospects mind and demoting you to the rank of being just a cog in the wheel. Remember that you growing a massive business will always come down to how you are perceived by your prospect and by you understanding how to craft the right presentation that positions YOU as the expert and your company as the fulfiller of the service on the backside allows you to get the focus and attention, thereby more people will buy because they are always seeking that expertise and leadership which you absolutely should NOT give away to some other person (your upline for example or the guy doing the meeting at the front of the room) or the company. Create a presentation that positions YOU as the expert and host it on a conference line such as Simple Voice Box or Eagle Teleconferencing and take back control of your market position.
7- The Right Closing Script: Closing is where people get caught in thinking that this is where arms get twisted and people get convinced. There could be nothing further from the truth. In actuality if you do your marketing properly, you should have people begging you and even on a waiting list who want to speak to you and join your business. Closing is easy if you prospect the right people and you present a relevant message that is geared toward solving your prospects pain. At that point closing is just a matter of clarifying any remaining questions they might have, demonstrating confidence and leadership by helping them to select the option that will help them the most and ultimately helping them make a yes or no decision. If it's a yes decision, it's as simple as saying now how would you like to pay for that will we be using Visa or MasterCard? To recap, a closing script has 3 main sections:
1- A brief personal story about you and how you found and got involved in doing what you do,
2- Reviewing your package options, and
3- Helping them make a decision Yes/No if what you have is right for them or not and if so, then fill out the order form and get it done!
8- Tracking: The ability to track and analyze your progress day over day, week over week, and month over month. There are many different ways to do this. I started out in my first home business with a giant calendar and I would write by hand my daily expenditures and I would deduct that from my daily profits/revenue. That was before I got schooled on how to use Excel and Quickbooks. You can make this as simple or as complex a process as you want, and you can use anything from a piece of paper to such complex programs as Quickbooks, but the point is there are really 7 basic things you must track in order to pin point how your marketing sequence is working:
1- Total Connects: How many people per day are you prospecting?
2- Total Invites: How many people are you presenting to on a daily basis,
3- Total Confirms: How many people show up for the presentation?
4- Total Close attempts: How many of those whom you presented to were you able to dialogue with in order to answer questions and ultimately help them make a yes or no decision if what you have to offer is right for them?
5- Total Enrollments: How many people in reference to those who were invited and then actually confirmed and were presented to actually enrolled,
6- Total Prospecting Hours: How much time did you spend in total prospecting for the day?
7- Total Closing Time: How much time did you spend in each close with a prospect as well as how much over all time was spent closing for the day? By tracking these simple metrics to start out, you will empower yourself with the ability to take control of which steps are working and where you are loosing people.
That about sums up the basics components of what I use to grow my businesses on a daily basis. Pretty simple, but I can assure you these are truly the ONLY tools necessary to grow a wildly successful business with YTB or any other type of home based business. I know because just using these tools I generated over 0,000 in a 12 month time period with just these tools alone.
The 8 key items above (which are VERY cheap and won't cost you more than a combined 0 per month), along with tracking the proper metrics of your business, will save you thousands of dollars in wasted efforts, and years of trial and error. This basic model will allow you to get into profit cheaply and quickly and are the key ingredients for sustaining a legitimate business. Take the time to set up your business the right way from the start and you will find yourself developing into the leader that others want to follow.
Extra Credit: If you want to go the extra mile I highly recommend you make it a personal commitment to give back a % of your earnings and donate them to a charitable cause on a monthly basis. I personally donate to a number of different organizations, one of which is Kiva. Kiva is an incredible organization that does micro lending in developing nations, but whatever you choose to support, this is one of the most fundamental principles of wealth creation and business building that I've found pays back 10 to 1 and it feels great too!
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