The Difficulty in Selling to Older People
May 22nd, 2023
I’m often asked the following question on my coaching calls: “Why are older people so difficult to sell to?” Communicating with older people can be very frustrating. The fact is that the earth as it was in the 1940s and 50s is different from today. It was back then that these people developed most of […]
Read Article →
3 Underrated Tools to Grow Your Downline and Create More Sales
May 16th, 2023
Many of you emailed me this past week asking me to explain the “Puppy Dog Close” I wrote about recently. What I plan on doing this week is to give you a few Sales Tools that you can use to close the sale. In my coaching program, I’ve received many email messages and faxes, which […]
Read Article →
Bringing in More Customers through Direct Mail
May 2nd, 2023
If you are currently advertising using TV, radio, or an ad in the newspaper, you can bring in more customers by also using Direct Mail. Direct mail puts your message right in front of your prospect in their own home or business. If you send the right mailing to the right list at the right […]
Read Article →
No. 1 Way to Communicate With Your Customers
April 17th, 2023
When a prospect becomes a customer by purchasing from you, that person should be in your database and contacted repeatedly over time. Unless they ask you to stop contacting them. If the way you contact them is right, then they won’t ask you to stop contacting them. Send them coupons, deals for past customers only, […]
Read Article →
Influencing with Integrity (Part 3)
April 5th, 2023
Here’s the process for listening through objections. Step # 1: Embrace The Objection. Love it. Be excited about it. Look forward to it. Embrace it. If you come from “I don’t want to hear this” or defensiveness, you are thrown into being argumentative. And you don’t want to be in this element. If you […]
Read Article →
Influencing with Integrity (Part 2)
March 20th, 2023
“The objection will dissolve only when through your listening, the emotion has exhausted itself. “ Now that I’ve said that I now want to show you “How To Lose By Winning”. You may win the “BATTLE OF WORDS” when you overcome an objection, but you will never change the other person’s point of view. As […]
Read Article →
Influencing with Integrity (Part 1)
March 8th, 2023
Over the next few articles that I’m going to write about, I want to stress the importance of influencing with integrity. We often go through the motions of trying to sell only to be thwarted by various reasons and objections from the customer on why they shouldn’t purchase. Every salesperson, whether you are selling […]
Read Article →
Seeing Into The Future
February 22nd, 2023
Many of you have asked me what I think future markets would be. Here’s my answer. I feel that children in school, twenty-somethings, and seniors… Your marketing messages should be targeting these groups. Children: There are over 83 million children aged 19 and under in the US. The opportunities are many when it comes […]
Read Article →
Doing A Live Event Soon? (Try this)
February 2nd, 2023
Here is an idea I have worked on in the past to great success. It is something everyone can do. Organize a live event in your local market, with half a dozen speakers, each of whom invites guests. They can send out an email to their clients/customers to attend. The stress in the message should […]
Read Article →
How to Ask, Add, and Multiply Added Value to Your Downline
January 10th, 2023
What exactly is “added value”? Well, added value or “upsell” or anything you want to call it… To me, it is adding onto a sale after a person purchases. Here are a few examples: In retail, it could be when a purchase is made for suede upholstery. You could ask, without hard selling and […]
Read Article →
#1 Secret to Customer Loyalty
December 27th, 2022
You probably know the book and movie adaptation of “Hunger Games”. Well, my daughter gave me the book to read, and one of the thoughts that occurred while reading it, was that this is a great example of customer loyalty and how to get your customer to be passionate about referring everyone they know to […]
Read Article →
Turning Prospects Into Customers
December 5th, 2022
Every multi-level marketing (MLM) networker has that desire to turn prospects into customers. Here’s a way to network without leaving your place of business or office. You can utilize social media to do this but I’m going to talk about using the phone to accomplish this. Create a list of prospects you want as your […]
Read Article →
Putting Your MLM Business in Warp Speed Through Reversed Risk (Part 2)
October 12th, 2022
Let’s continue on this very important topic of risk reversal. In the last issue, I gave you the first method of reversing risk. The Total Monetary Risk Reversal method. The next one is the “Better than total risk reversal”. In this approach, you, the seller, not only guarantees a complete refund if the buyer is […]
Read Article →
Putting Your MLM Business in Warp Speed Through Reversed Risk (Part 1)
September 14th, 2022
Many of you have asked me to write more about reversing the perceived risk that your customers have, so I’m going to do that over the next two blogs. In my coaching program, I’ve received many email messages and faxes, where my subscribers asked me to address and write about some of the problems they […]
Read Article →
Best 2 Ways to Communicate and Build Relationship With Your Customers
September 1st, 2022
When a prospect becomes a customer by purchasing from you, that person should be in your database and contacted repeatedly over time. Unless they ask you to stop contacting them. If the way you contact them is right, then they won’t ask you to stop contacting them. Send them coupons, deals for past customers only, […]
Read Article →
Why should someone do business with you and not your competitor?
August 19th, 2022
What is it that will motivate a prospect to contact you for networking? It’s called your competitive edge. How does one create a competitive edge? It is a process where you sit down and over a period of time, normally a month, you go back to the question, then write down what makes you […]
Read Article →
Words That Sell: Killer Classified Ad Copy
August 10th, 2022
If you do any type of advertising, you should brush up on “Selling Words”, the words that sell (whether we know it consciously or not). Is your customer intrigued by your ad? Or is it just another long line of boring ads? A poorly written, unedited ad is as bad as no ad at […]
Read Article →
Would You Like More Referrals?
July 28th, 2022
I just have to share this experience with all of you. My wife Barbara decided that we needed our Great Room repainted. She said the white paint wasn’t looking so good. So I decided to contact a few painters. I literally went into the Yellow Pages and called over 30 painters who had […]
Read Article →
Be likable, be consistent, be above the crowd!
July 21st, 2022
1. On being likable… When people like you, they naturally want to interact with you. Many want to connect with you and support you and are willing to give you their time in order for you to convince them to become your customer. Likability is driven in part by familiarity. This means that the more […]
Read Article →
Give it Away for Free?
July 1st, 2022
I often times have written of a marketing technique where, if it’s possible, that you give your product away free. Today I want to share with you an experience I had at my local jewelry store. There are actually two lessons I want to share with you. I just got back home after […]
Read Article →
7 Other Ways to Grow Your Email List
May 31st, 2022
Here are some ideas for growing your email list so that you can be in constant communication with your prospects and customers. Email, when used properly, is really a great way to increase your sales and profits. A single email sent to a list of people who have asked to be on your mailing list […]
Read Article →
How Not to Do Business
May 17th, 2022
Last week I had a very bad restaurant experience. I’ve known the owner of this restaurant since he was a kid helping his parents in their Deli. Six weeks ago he opened his restaurant. I’ve been there 9 times already with at least 6 people in our party. I’ve also recommended this restaurant to […]
Read Article →
How to Lose a Prospect [7 Deadly Marketing Sins]
May 4th, 2022
There is a very short window of time that you have when you initially contact a new prospect by telephone or in a face-to-face meeting. If you fail to make an impression quickly, you have tuned them out. Here are some of the things I’ve experienced that the prospect lost my attention quickly… Opening […]
Read Article →
How to Make Business Want to Come to You
April 13th, 2022
At many seminars, I’ve heard the statement, “ Your marketing’s most important function is to promote your product or service.” I disagree. I feel that the most important function of your marketing should be to establish that you are knowledgeable and can be trusted. Do you do business with someone you don’t trust? Even if […]
Read Article →
Why I Love This Bad Economy
March 30th, 2022
I heard this statement made by a very astute entrepreneur whom I respect a lot. When he made this statement I wondered what he meant. In a simple sentence, he said, “Say Goodbye to Former Competitors.” A bad economy causes a lot of pain. A lot of people and industries are suffering as never before, […]
Read Article →
How to Increase Profits by Getting Rid of Bad Customers
March 8th, 2022
We have all heard the saying, “The Customer is Always Right.” Well, I disagree with that statement. Customers are not always right. Great customers are the ones who contribute to the bottom line of your company. A great percentage of your customers occupy a great part of your time, but little to your bottom […]
Read Article →
5 Ways to Keep Your MLM Business Afloat in a Recession
February 23rd, 2022
We’ve all been reading over the last few weeks how the bottom is falling out of the stock market and individuals are losing over 30% or more in their 401K or pensions. You might deal with others, as customers, who are now attempting to get you to lower your prices, or when you call one […]
Read Article →
Know What Your Customer Expects Before You Advertise
February 9th, 2022
Most MLM networkers know the demographic information about their customers, but this is only half of the battle. To me, the most important item is to determine how your customer typically learns about your product or service and what motivates them to buy. Once you have identified who your likely prospects are, you must […]
Read Article →
How to Leverage Technology for MLM 2022
January 14th, 2022
At my last meeting, I was asked about the new Social Media websites and whether attendees should sign up and how to use the media to enhance their business. With all of the online marketing and social media tools that are available to you today, there is no reason you have for not promoting […]
Read Article →
Marketing VS. Selling
December 14th, 2021
Whenever I do a seminar, or when you look at the questions I receive from my subscribers, there’s most often the question of what is more important, selling or marketing? I receive statements such as, “I’ve been going to various seminars, reading many books, and as a result, I’ve been collecting marketing ideas over the […]
Read Article →
How to Make Your Competition Irrelevant (and leave them in the dust)
November 27th, 2021
Here are a few ways I’ve used to make my competition irrelevant… Focus on the moment of truth, the place or position that your products or services will be offered to the customer. For example, if you have a retail establishment, this may be a wall display or a counter display. On the internet, […]
Read Article →
How to Make Doing Business with Your Company Fun
September 29th, 2021
It always surprises me that most companies never put themselves in their customers’ or prospects’ positions. I say this because I see so many companies that make doing business with them so hard. For example, if someone calls your company and a telephone operator is their first contact, can that customer support operator make a […]
Read Article →
5 Reasons Why Prospects Stop Reading Your Ad Before They Buy
September 8th, 2021
Probably 99.9 out of 100 prospects will not spend the time to read your unsolicited ad or direct mail piece. The reason is that you are “interrupting their lives.” The simple act of having an ad or sales letter before a prospect will bring them to the proverbial “fork in the road” and forces […]
Read Article →
Building Your Brand: How to (Efficiently) Introduce Yourself
August 25th, 2021
It’s been a while since I blogged about building your brand. Since then, I have received many private emails from members, mentioning their occupation and asking me to come up with a phrase to brand themselves. This is so very important to anyone who networks or meets prospects that they want as customers. So […]
Read Article →
4 Ways To Grow Your Local MLM Business for FREE
August 6th, 2021
Create a Company Facebook Page Put up a sign at your location asking patrons to “like” your business on Facebook for a free service or other giveaway. Have a great database software system and email out at least once-a-month special offers. Send anything that will keep your business in your customers’ minds. Find nearby businesses […]
Read Article →
What to learn from the Coke fiasco
July 16th, 2021
I was just thinking about why Coke made the decisions they made when they took the old Coke off the market and instead created New Coke, and it turned out to be a disaster. I googled Coke and found out some interesting information that I feel pertains to all of us that are in business. […]
Read Article →
Are Your Employees Your Ambassadors?
June 23rd, 2021
I recently read an article where Herb Kelleher, the individual who made Southwest Airlines famous, said the following. “Southwest’s communication, its message, is its people.” That means that they have trained their employees to be the ambassadors of their company. If any of you have flown on Southwest, you know what I mean. Whenever […]
Read Article →
A secret for getting known on LinkedIn
May 10th, 2021
If you are on LinkedIn, you joined to use this social media venue to create potential customers. The greatest stumbling block has been that many of you think that it’s wrong to self-promote yourself and/or your company. I have to agree with you. I also found it difficult. So, I didn’t pursue self-promotion. Instead, […]
Read Article →
How to Grow & Sustain Your Network Marketing Business During the Pandemic
April 30th, 2021
In this Question and Answer Session, Ken Varga discusses key ways to grow and sustain your Network Marketing Business during the COVID-19 pandemic. Ken Varga, has built 35 successful, profitable businesses in his career of 38 years. • One of Ken’s off-line businesses had over 460,000 ongoing customers. He has also developed and sold multiple […]
Read Article →
Why Stories Sell More Products than Marketing
April 27th, 2021
“All Marketers Tell Stories.” I was recently reminded of Seth Godin’s book with the same title the other day when I was looking at new cars… The salesman was very polite and talkative. Which isn’t bad. He started telling all kinds of stories, and when I asked him for further information and where I can […]
Read Article →
An Unknown Secret of Customer Service
April 12th, 2021
I hate it when things go wrong. I’m always positive and when something goes wrong it totally throws me off. This could always happen when you have an angry customer, who has been let down by some part of your product or service. Don’t panic. This could be an opportunity to show them how good […]
Read Article →
Don’t Do These 3 Things if You Want to Profit from Your Social Networking Profile
March 3rd, 2021
In prior blog posts on social networking, I mention how to use it for marketing. Today, I want to go over three things that I found people are doing, that you shouldn’t be doing. Sharing too many personal details.If you wouldn’t be comfortable sharing something at a networking event, then you probably shouldn’t be sharing […]
Read Article →
Becoming a Fearless MLM Business in Uncertain Times
January 11th, 2021
Today is very uncertain. We recently heard of the new strain of the COVID virus. Then there’s the unfortunate crash of the Sriwijaya Air jet about 12 minutes after take-off from Indonesia. And the crazy thing is, it’s only half of the first month of 2021! Nobody knows what happens next, that’s for sure. And […]
Read Article →
10 of My Best (and Proven) Tips for Growing MLM Business on a Budget
December 9th, 2020
Behold… my ten most kept, most widely used, and most proven tips for ANY network marketer – regardless of niche – to grow your downline or MLM business even on a tight budget. Make a journal. If you don’t have a journal, I would suggest that you purchase one at your local store. If not, […]
Read Article →
Are They Buying or What? 4 Steps to Convincing “Almost Customers” To Do Business With You
November 10th, 2020
All of us have a hoard of prospects that were initially attracted to us for some reason or another. It could have been your ad that attracted them. A direct mail piece. Or any other method you might have used to attract that prospect. Once you have attracted that prospect to look at you, they […]
Read Article →
How to Create A Customer Before Your Competition
October 26th, 2020
When I had my 35 companies, I created ways to be in touch with them constantly. At least once a month. With the advent of the Internet, I was able to communicate with them on a weekly basis simply by pushing a button. One of the companies I had insured over 600,000 nurses for […]
Read Article →
Top 4 Techniques to Get Critical Customer Feedback
September 21st, 2020
If you can get accurate and worthwhile information from your customers, you will put yourself way ahead of your competition. There’s an old saying, “Information is King.” Here are a few ways to get this valuable information: 1. Ask them. The easiest and simplest way to find out what your customers want from your service […]
Read Article →
The Most Important Element in Any MLM Business (It’s Not About Making Profit)
September 7th, 2020
Stop for a moment and ask yourself this question… “What is the purpose of my networking business?” Most individuals would say, “To make a profit.” Personally, I feel that is the wrong answer. It’s part of the answer, but not the answer. Profits are a result or an outcome of what we do and they […]
Read Article →
How to Get Your Customers to Always Like You (And Always Buy From You)
August 25th, 2020
Two weeks ago I had to fly to Salt Lake City and since I arrived at the airport early, I decided to go to the Airlines Club in the Concourse. I sat down and opened my computer to write another article for you. When all of a sudden, something caught my eye. There were three […]
Read Article →
How to Get More Sales Using a Marketing Funnel (And What Sequence to Use)
August 11th, 2020
A systematic approach is the way you should market your networking business. You might ask yourself, “ Why should I use a Marketing Funnel?” The most important reason is that it results in more sales. And more sales means more profitability. That should be reason enough, but the real question is why do you get […]
Read Article →
Why Having a Subject Line in Your Email is 2000% More Effective
July 24th, 2020
“Email is a powerful sales tool for any network marketer. And just like any powerful tool, if it isn’t used properly, bad things will happen.” When it comes to learning what works in getting more prospects to open your email, you don’t have to do very much research before you find that most people will […]
Read Article →
How to Quickly Bring in a Bunch of New Customers (Without Breaking a Sweat)
July 14th, 2020
I’ve been teaching the value of this “technique” for many many, years because it is an incredibly effective way to put people in your business and increase your customer base. I put “technique” in quotes because it’s not a technique so much as common sense. You don’t have to study or practice it. You don’t […]
Read Article →
A Secret to Convince Everyone to Connect with You
June 29th, 2020
I’m often asked on my coaching calls, “Why do people who are visiting my various social media platforms aren’t communicating with me after that first visit?” This is a problem many network marketers have. It’s just not enough to just say “Follow us on Twitter” or Like our Facebook Page”. You have to give a […]
Read Article →
Blogging for riches
June 16th, 2020
Have you ever heard of a “Fatkini?” I never did before but I heard of a woman named Gabi Gregg. Blogging in a fatkini has made her very wealthy. She is a plus-sized woman who specializes in blogging about the plus-size fashion industry. Gabi was blogging for quite a while when she had an epiphany. […]
Read Article →
3 Areas to Automate Your Profits In (#3 is critical to grow your downline)
April 29th, 2020
I’ve always been a firm believer in fully automating my website and so should you. You can then focus on the marketing side of things and not the maintenance side. That is the main reason why I believe in automation. The internet provides three very powerful elements in the marketing world that no other marketing […]
Read Article →
Are You Better than the Competition?
April 13th, 2020
In my last coaching program, I asked the audience how they knew that they were better than their competition. Many responded positively. Then one member asked me, “Ken if you were opening up a hamburger place, and you had to make it successful, what would you do, since on each corner, within 10 blocks there […]
Read Article →
A Secret Very Few Network Marketers Use
March 25th, 2020
When I was building my companies, I often would ask myself the question, “Why would someone want to do business with me?” I surprised myself with the many answers I came up with. But the one that always resulted in customers was the “Attraction I set up for them to become my customer.” It doesn’t […]
Read Article →
Are You Available to Your Customers When They Need You?
February 26th, 2020
24.7.365 That is the minimum acceptable availability time you should offer.Ever order anything on the internet after 10 o’clock at night? Of course, you have. Everyone has. Could you have gone out to the store at 11 o’clock at night? Or bought that toy at midnight? People buy automobiles nowadays at 1am and think nothing […]
Read Article →
3 Essential Elements To Making A Sale
February 12th, 2020
If you are a relationship-oriented business owner, there are three essential elements to making a sale. If you are missing one element, you either won’t make the sale or possibly wish you hadn’t made the sale at some point in the future. The three elements are Chemistry, Timing, and Money. Chemistry is a rapport or […]
Read Article →
Got satisfied customers? No, you got “vulnerable” customers
January 28th, 2020
One of the main reasons “customer satisfaction” is a meaningless statistic is that it is not predictable, let alone measurable, as related to business growth. Right about all customer satisfaction people, from marketing to award companies, are saying to me that I am a “know-nothing” human who has no concept of business. “You must have […]
Read Article →What Will Keep You From “Getting to The Feeling” Level?
February 10th, 2019
In my experience, I have found that in order to have a 90% closing ratio on my sales, I have to get the customers to verbalize what is important to them and why it is important. If you don’t get your prospective clients/customers to discover and verbalize these critical elements, your closing ration is going […]
Read Article →
Virtual Assistant Talent
Recent Comments