From the best seller Ways To Build Your Business

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1 First of all, let me explain what voice (phone) broadcasting is and what it is not. Phone broadcasting is where you set up an automated recording to go out on your behalf to a select group, or list of people, which will give all of them your message over a set period of hours, or even days. It is an extremely effective use of your time. Having said that, please refer to your local, state and federal laws about using this type of marketing as the laws are changing all the time. There are different ways to target your end prospect, but it all starts with the list you are using. There are different types of leads you can call. There are gifting leads, network marketing and genealogy leads, bulk leads, list scraping leads, genealogy lists, packaged leads.there are a lot of ways you can go with this type of system. So that is the first part; getting the right leads to put into the actual system itself. The key to success is to put in decent quality leads, but not too expensive, because you must do mass quantity. You don t want to use what are called co-registration leads that are bottom rung opt-in leads that would be at total waste of your money. You certainly don t want to take leads out of the phone book due to phone broadcasting laws! The technique many marketers use these days is called Reverse Marketing. We covered it in the previous Marketing Method (#17) in a general way, but let s now get more specific. Let s say you have a lead that you know is from a specific company. Let s call it ABC company. What you are going to be doing in this prospecting method is contacting them and letting them know that you know that they are in, or were, or perhaps still are in ABC company. Most of the time you won t know if they are still in or not, but you know that at one time they either were in, or are in now, that company. So when you contact them, if you are recording a message to go out in a phone broadcast message, you would start by saying something like this: Attention all ABC distributors. You are giving them factual information that you have already obtained, and doing so shows them you have already obtained information that is correct on them. This gives you credibility. It puts you in a stronger position. People admire strength and are more likely to do business with someone who has admirable qualities. Many people sell marketing tools that will help them do better in their chosen business. Doing so is much less threatening than other sales approaches to people in marketing and sales

2 because now you are the person riding in on the white horse and giving them the tool they have been looking for to increase their business. On the other hand, if you are looking to pitch them on something other than a product that will enhance their business, such as a nutritional program for example, then you have to come up with a special script. When you use it, your goal is to eventually get them to listen to whatever you have to show them without them really knowing that you are actually doing that in the first place. This takes a lot more technique and practice but is still very effective. We ve established that, with reverse marketing, the first step is to contact them and let them know you know what they are doing or have done, what company they are in, that you consider it is a fantastic company. Then, your next step is to let them know you have thousands of ABC distributors using this tool to double or triple their income. You then let them know about a great multimedia video on the internet that the person you are talking with might want to take a look at to learn more. Reverse marketing involves establishing credibility as soon as possible. This shows them that you know what you re talking about, and your call is not so much a cold call; it s more like you are responding to their business opportunity that they are doing on the internet. You are referring to what they have on the internet about their business and, essentially, in a nonoffensive way, offering to help them do it better It s different than if you are doing a broadcast about your business and you re just pitching them right away. That would be like a cold call. This, instead, is giving them factual information, which they can confirm, about them having their business, and you are contacting them about their business, and then flipping them on to something else that is relevant to their business but makes you the sale, not them (this time). Sample Reverse Marketing Live-Call Script Hi. My name is <name here>. I am giving you a personal call today because I see you are a member of (company name). Is that still the case? ******************* If no "Are you doing a home based business currently?" If yes, ask what is the name of the company? Answer: That's a great company or that sounds like an interesting product/service. ******************* I realize that you don't know me at all and this is a total shot in the dark, but the reason for my call is to make (company name) distributors aware of a tool that many of your

3 fellow distributors are using to drastically increase their income in (company name) very quickly. Are you using any automated tools now to generate leads to grow your business? Answer No. That's OK. It's an all too common answer. If you have access to a computer I'd like to send you some information so you can view an eye-opening video on how you can double or triple your income in (company name) in 30 days or less. All I need is your name and and I will send it over in a few minutes. It will have your name in the subject line. Once you get it, click on the link to view the overview video. You are going to love it. ******************* What if they ask what it is? Tell them this: Well, the video will do a much better job than I can do in 30 seconds, but I am sure you are wondering how I got your number. It's so simple. I pressed one button on my computer and the software found you. It's that easy. Just watch the video. It will show you everything in detail. With phone broadcasting, you have various types of techniques you can use. So let s get into the Press 1 broadcast. Press 1 refers to what the recipient of the call would do after they hear your message and are instructed to do something. This is usually Press 1 to be transferred to our 24 hour hotline, or Press 9 to be removed, or something to that effect. Calling Mechanics There are a few things to understand when setting up a phone broadcast campaign. Here are some questions to ask yourself Is your campaign geared to target live people or mainly answering machines? Do you want to get live persons to pick up, or a machine, or both?

4 Let me give you some things to think about as you ponder these questions. If you want to target answering machines, then call when people are most likely to NOT be home, which is during daytime working hours. Then instruct the system to hang up if someone picks up, if your auto-dialer system can do that. If you want live people, then you should do the opposite and call at night, when people usually are home. Of course, you can also leave a message if not home, and also target live people at the same time. It s your decision. Most auto-dialing marketers do both, since they are paying for the call anyway. Here, in detail, are your main options (a few of which we just covered, but bear with me because things can be more complex than they seem at first): Play a message to a live answering machine but hang up after the answering machine is detected. That means you only want to get people live and do not want to leave an answering machine message. I figure, hey, I m paying for the call anyway, so why not leave an answering machine message? That s how I see it. Play a message to an answering machine but hang up after a live answer is detected. Now that is an interesting way to do it. Maybe you don t want to have somebody live on the phone; well then you most likely want to do your broadcast during the day when most people are at work and not home, and you will get a higher number of answering machines. If you are at all concerned about any of the phone broadcasting laws, then this is the one you want to use. Now some marketers will have the system just hang up when there is somebody live on the phone because they want only to leave messages on a machine. However, if a person picks up the phone and says hello and the system just disconnects, that person might be curious and wonder who called and hung up on them. Such a person might check their caller ID and then start a whole process that the marketer might wish to avoid. To prevent this from happening, the marketer can record a totally separate voice mail message that plays when a live person picks up the phone instead of an answering machine. The outbound message for a live respondent could simply say, Sorry, wrong number, before the disconnect, and the potential problems will be avoided. Yes, these autodialers can be this sophisticated! But generally this system will hang up when somebody live picks up the phone and it will only go to answering machine. Let me here reiterate that phone dialing laws change often and I am simply explaining in these pages a few of the methods used by some marketers. They are somewhat in a grey area as far as what any of your local calling laws will allow, so before you begin, and periodically thereafter (at least once a year) please refer to current dialing laws in your area and keep up-to-date. What time of day is best?

5 I have found that Tuesday, Wednesday and Thursday are best followed by Monday and Saturday. Friday morning is average but not great. You can forget about calling Friday evening, Saturday evening or Sunday during the day. Sunday nights are tricky with church and family time as well as sports etc. You also want your calls to land away from any special events or highly popular television shows during the times your system is dialing which will affect response. How fast should I send out? One of my major rules is to always send out slowly at first, to test your message and the system mechanics. You can blow through a ton of money fast only to find out that your message is not effective, or the list is no good, or you set up the dialer wrong. Make sure that doesn t happen to you. Do at least one test run. Once you are confident that the system is working, speed up the dialer. What caller ID will I be using? The caller ID is what your recipients will see on their phone when you call them. You can use a toll free number, but I usually don t do that because once people see a toll free number on their caller ID, they immediately think Sales call! They either don t pick up, or set up a defensive wall before they even listen to your message. You can use the same phone number that your press 1 message is going to, or the best option is to get a second voice mail and put a specific message for people that call back to it as the caller ID number. I am sure you have gotten a call from someone, or even made a call to the number on your caller ID. Did someone at this number just call me? You have not even listened to the message, yet you call. That is normal and happens frequently. What you do in that case is have a tailored message geared to those types of calls on a different voice mail system. Thanks for calling me. I am not available right now. I am probably on the phone with someone at the moment. If you are calling regarding my phone message, then you probably have rung me up from your caller ID. I d love to speak to you. Please leave your name, number and best time to call you back and I will do so right away. If you want to get into what your offer is about then you can do so as well. Do I need a voice mail? You will probably need a voice mail or two as I touched on above. There are plenty of companies out there offering services. The main things to look out for is call quality, no extension number, length of message available, how many inbound messages can it hold and can it you the voice file when a message is left.

6 You can usually get something like that for $5-$15 a month. How fast to send out? You can send out from just a few lines or a few calls per minute to hundreds. This is your decision, but for quality s sake, slower is better at first. Do you want to screen your list against the do not call list when you upload your list? If you have a personal list that you know are your customers, then that might be an option you can take or leave however you think might be best. If you do want to NOT scrub the list against the Do Not Call (DNC) list, then make sure you know your list well. Most marketers will scrub the list regardless. Some systems do not require you to have a SANS number, while some require it. It only takes a few minutes to get. SANS essentially means that you register for free with the federal Do Not Call Registry as a telemarketer and get a code number. Some dialers also scrub all of the members databases who have had people press to be removed using the system. Thus, when you upload your list, it too will be scrubbed against the DNC and the internal removes as well. This is a great feature to have because you don t want people being dialed over and over from common lists other users of the system may be using. Anybody who has pressed 9 since using the system goes on a local do not call list. The national do not call list is what we call a global list, but what you have been producing in the course of your marketing efforts is a local do not call list so it also scrubs against that list. This is done to protect all users and get anyone off the list that does not want to be on it. So when you upload your list, you might wonder why 25% is gone. It could be bad numbers, it could be scrubbing against the local or national do not call lists, and it s probably a combination of all the above. Do I need to call before 9 AM or after 9 PM? Normally your dialer will block calls at these times. Some systems have an over-ride. Is this an emergency call? What does that mean? Some systems can be set to not call before 9am and after 9pm. The emergency call option overrides that function and, with it, you can call before or after those times. So, if you have something that simply has to go out, and it is time sensitive, no matter what time of day it is, you can use this function to broadcast it. What lists will I use? You can buy lists from online brokers or use list scrapers. There are various types of lists and the one you choose will have a large impact on your results. MLM genealogy lists are highly targeted, but the quantity and lists are limited so they tend to get worked over quite allot. You can use survey leads, which are leads that have multiple answered questions, or biz opportunity leads (which is short for business opportunity leads). These two types, I have used quite a bit. I generally use 30 day old leads because the price has dropped enough to make it more cost effective.

7 I would not use co-registration leads for phone blasting as they are not targeted. En vogue right now is lead scraper software. These types of software are simple in nature. You type in the keyword to search, select the sites, search engines or directory web sites to search, and press start. What comes out is a list of targeted leads. Many will put the name of an industry or niche or MLM company and search for distributors for that company, then custom record their outbound message to those people. I go over this later. Will I record my own message or use a professional? This is a personal choice, but many people hate their voice or have no confidence or posture in their messages. Perhaps they have an accent. Whatever the issue, you can choose to have a professional do it for you for roughly $40-$60 for a 30 second message. If you decide to record your own message, make sure you do some tests and run the recording by a few people first to get their feedback. Give them an audio recording; not just the script. They need to actually hear it. Get their honest opinion. Repeat as necessary. Do many script drafts and recording takes. When you are satisfied, then choose the best one and go with it. You can record the audio over the phone, or you can upload them from your computer or digital audio recorder you just need to clearly designate to the autodialer system what is your live message, and what is your answering machine message. You can also send yourself a test call if you would like to do that to give it a dry run. Let s go over the outbound message. The only thing you are looking to do with your initial message is to find out if they are in the time in their lives to find out about or look at something. That s it. Don t try to explain your business in seconds. It generally doesn t work. Just sort and sift. Remember that and it will save you a lot of money. I recommend keeping your message to 30 seconds or less if you can. Here are some samples. Generally you need to stay below 80 words to keep the pace normal and stay within 30 seconds. I generally like to make a message that is a little on the surprised side; meaning that I was surprised to get them. Like this Oh, hey I got you on the phone. Fantastic. Then start your message or if getting a machine, I would say, Oh hello, I got your machine so let me leave a quick message. I will keep these messages basic...

8 Travel Hello, your name came across my desk today as someone very motivated to work from home doing something lucrative, exciting and fun. It's time to take control of your income. We have thousands of members earning $500 the same day and many earning 5 figures their first month in the travel industry. We show people how to travel the world for pennies on a dollar. Press 1 now to learn more, or press 9 to be removed. ************************* Nutrition Hello - Your name came across my desk as someone interested in making a serious second income from home in your spare time. Do you know how hard it is to find an opportunity that has all the right ingredients? Well, I have exactly what you've been waiting for. We are a company with truly some of the most impressive whole food/antioxidant ingredients in the history of nutrition. For more info press 1 now, or press 9 to be removed. ************************* Gas Program Hello! Are you sick and tired of the price of gas these days? How about a product that saves you up to 30% and more in gas savings. We are also looking for motivated people who want to make a fortune sharing this with the other 200 million people in desperate need of what we have to offer. You re in the right place and right time now to save and prosper. For more info press 1 now, or press 9 to be removed. ************************ Tool Message Are you currently working a home based business? Would you like to put your business into over-drive and get the kind of results that can change your life? I can show you an automated system that can have your phone ringing with interested people in about 1 hour. This is not MLM. If you would like to find out how I can be out with my family watching the Indiana Jones movie and still generate more leads than I can handle, please press 1 on your phone now, or press 9 to be removed. ************************* Mortgage Program Hello! If there were a way to totally pay off your mortgage in 1/3rd the time, thus saving you huge sums of interest you would otherwise pay to the bank, would you take a few minutes to hear about it? We are also looking for motivated people who want to make a fortune sharing this with the other 200 million people that desperately need what we have. For more info press 1 now, or press 9 to be removed. The intro message that you would have people listen to is going to sort and sift them out or in. Again, I need to emphasize this, so read it carefully All you re interested in at this point is finding out if they are interested in finding out more or not. You re sorting out people you re not trying to bring them all the way to the finish line at this point.

9 The same thing holds true with marketing. marketing is not looking to sell people at that point, but simply to sort and separate and to get them to the website or video or something like that. So that is all you are doing with your 30 second message. It you sift out 98% of the people with your 30 second message. You want to spend as little money as possible doing it, right? So maybe you are spending 1-2 cents per call depending on the plan you are on. At that point, if you have them press one at the end of your message, you can instruct the system to transfer them wherever you d like. In this case it can be to you live where you can be waiting on the phone and answer the phone call. If you want to do this, then I would set the speed on the dialer to very slow so you can handle the calls as they come in. You don t want it to do it too fast as you want to be able to answer the calls. The other way is to instruct the system to send them to a 24/7 voice mail that will in turn give them a one minute, two minute or three minute message. The length of the message all depends on how much you want to sort, sift and separate, which will further qualify the leads. Remember that the more hoops you put in place, the less quantity, but better quality you will get with your leads. The longer the message on the voice mail, the more you are going to sort people out, and the less leads you are going to get. Do you want more quality or higher quantity? There is no right or wrong answer. Sometimes you have to play with it a little bit less info more leads and you can talk to them. If you get too many leads or the leads are not the quality leads you want, then you might want to tell them a little bit more about what you are doing, which will sort and sift them out a little more and get you better quality leads. Play around with it a bit to adjust your settings. My favorite way to do it is to have them go straight to the voice mail and, at that point, you will have people leaving their name and phone number at the end. There are two different methods with using a voice mail system. You can explain what you want with the voice mail and have them leave a message, as I mentioned earlier, or you can lead them to a website by leaving your URL on the voice mail over and over again. The repetition gives the people listening a chance to write it down. If, on the initial outbound 30 second message, you are only going to give the website, you can expect a lot fewer responses. The more hoops you have people jump through, the more you have to compensate by doing more volume acquiring more leads. So it is your choice. Do you want to send them right to a website without going to the voic or send them to a voice mail and explain more detail there? I like sending them to the voice mail first, where I can then give the website name in the

10 voice several times in the voice mail so they have plenty of time to write it down while they are listening. Sample Machine Message Oh! Hi! I see I got your machine, so let me leave a quick message. I am calling because someone at this number indicated that they may be open to making some serious money from home in their spare time without jeopardizing what they are currently doing. Now I know that this is a shot in the dark, but we have trained thousands of people just like you how to make hundreds, even thousands of dollars in cash sent right to their door on a daily basis. As a matter of fact, one of my students received over 60,000 dollars last month. Yes, that's right - last month. Don't worry, this is not some cash gifting scam. We have helped over 400,000 people just like you globally over the last 12 years. If this sounds intriguing and you are serious in taking a few minutes to find out more, go to my site, Thanks and I wish you the best of luck. **************************** Sample Live Message Oh, hi! Thanks for accepting my call! [or] (I was hoping to catch you on the phone.) My name is <name here>. I am calling because someone at this number indicated they may be open to making some serious money from home in their spare time without jeopardizing what they are currently doing. Now I know this is a shot in the dark, but we have trained thousands of people just like you how to make hundreds even thousands of dollars in cash sent right to their door on a daily basis. As a matter of fact, one of my students received over 60,000 dollars last month. Yes, that's right - last month. Don't worry, this is not <enter whatever here>. We have helped over 400,000 people just like you globally over the last 12 years. This is not hype, but fact. If this sounds intriguing, and you are serious in taking a few minutes to find out more, simply press 2 on your touch tone phone and you will be instantly transferred to a 24 hour recorded message where you can get more details. You can of course press 9 to be removed from my list as well. Best of luck to you and yours. The other thing you can do while giving them the website is tell them to leave a message and you will have someone personally contact them back. I like to tell them at the end of the message that this is not a sales call. It is a two step process just to see if they are interested in looking at more information. I say, I m not here to sell you on anything. I just want to answer some questions for you. If you will leave your name and number, I will be more than happy to do that. Please leave your name, number and best time to call you back and please speak slowly so I can understand what you are saying, and I will get back with you as soon as possible to give you the information you want, so you can make an intelligent, well informed decision.

11 As I mentioned above, you want to keep it short and sweet with your outbound message. Many people only wish to target the contact answering machine and do NOT want them to pick up and answer live. One way to avoid live pick ups is to get in touch with the local phone company and contract with them for you to send a voice mail message to the thousands of inboxes of their customers whose invisible answering machines in their system are open to commercial solicitations. Ask your local telephone company if they keep demographic statistics on their subscribers which might be of assistance to you in narrowing down those voice mail recipients you might target (e.g. two parent families with lots of kids with one adult working outside the home are ripe for getting into home based business, if they have not done so already.) In Phone Blasting with Voice Mail, the mechanics are pretty close to being the same, with some minor adjustments. Try and keep the messages 45 seconds or less because many voice mail systems will cut your message off if you go longer. The messages would look something like the ones below. Travel Oh, I see you are not home, so let me leave a quick message. Your name came across my desk today as someone very motivated to work from home doing something lucrative, exciting and fun. It's time to take control of your income. We have thousands of members earning $500 the same day and many that are earning 5 figures their first month in the travel industry. We show people how to travel the world for pennies on a dollar. Press 1 now to learn more, or press 9 to be removed. ************************* Nutrition Oh, I see you are not home, so let me leave a quick message. Hello! Your name came across my desk as someone interested in making a serious second income from home in your spare time. Do you know how hard it is to find an opportunity that has all the right ingredients? Well, I have exactly what you've been waiting for. We are a company with truly some of the most impressive whole food/antioxidant ingredients in the history of nutrition. For more info go to or call our 24/7 hotine at (999) Thanks and have a great day. ************************* Gas Program Oh, I see you are not home, so let me leave a quick message. Hello! Are you sick and tired of the price of gas these days? How about a product that saves you up to 30% and more in gas savings? We are also looking for motivated people who want to make a fortune sharing this with the other 200 million people that desperately need what we have. Ever want to be in the right place at the right time to save and prosper? For more info go to or call our 24/7 hotine at (999) Thanks and have a great day.

12 Tool Message Oh, I see you are not home, so let me leave a quick message. Are you currently working a home based business? Would you like to put your business into over-drive and get the kind of results that can change your life? I can show you an automated system which will have your phone ringing with interested people in about 1 hour. This is not MLM. If you would like to find out how I can be out with my family watching the (name of currently popular movie here) movie and still generate more leads than I can handle, go to my site for more info or call our 24/7 hotine at (999) Thanks and have a great day. ************************* Mortgage Program Oh, I see you are not home, so let me leave a quick message. Hello! If there were a way to totally pay off your mortgage in 1/3rd the time, thus saving you huge sums of interest you would otherwise pay to the bank, would you take a few minutes to hear about it? We are also looking for motivated people that want to make a fortune sharing this with the other 200 million people who desperately need what we offer. For more info, go to or call our 24/7 hotine at (999) Thanks and have a great day.