Kindle Edition Amazon Lin Wilder Category:  Business/Investing Publisher: Create Space ISBN-10:  1494464381 Type: Non-Fiction Pages: 87 Copyright: Jan 4, 2014 ISBN-13: 9781494464387 Price: $0.99 (eBook) Wondering if you should attempt an on-line business? Or whether your brother-in-law is right when he insists that these are all scams, that no one can make money working from home on their computer? Wondering if you should attempt an on-line business? Or whether your brother-in-law is right when he insists that these are all scams, that no one can make money working from home on their computer? Or perhaps you are wondering just what kind of business you should join? Lin Wilder is an experienced network marketer who learned the basics of sales through trial and error and became extremely effective at distinguishing between tire kickers and serious prospects. Her advice on closing your prospects is packed with practical, simple information you will not find elsewhere. This book is a primer and will cover the basics of just what it takes to start a virtual franchise or an affiliate marketing business. You'll receive helpful information about the mechanics of an on-line business to writing advertising copy through tips on how to deal with unhappy customers. This is not a book promising success to everyone; Wilder knows first hand that succeeding in business is hard work. But though out her 15 chapters you can feel her commitment to the joys of working for yourself, from home, and her desire to help you do so too. CHAPTER ONE - WHY DO YOU WANT TO DO AN ON-LINE BUSINESS? CHAPTER TWO - MECHANICS OF RUNNING A SMALL BUSINESS FROM HOME CHAPTER THREE - SELECTING THE RIGHT BUSINESS CHAPTER FOUR - GETTING STARTED CHAPTER FIVE - AIM TO BE AN ENTREPRENEUR NOT A ONETREPRENEUR CHAPTER SIX - ESSENTIALS FOR YOUR TOOLBOX CHAPTER SEVEN - LEADS CHAPTER EIGHT - BASICS OF TALKING WITH PROSPECTS CHAPTER NINE - HANDLING OBJECTIONS AKA THE CLOSE CHAPTER TEN –A WORD OR THREE ABOUT UNHAPPY CUSTOMERS CHAPTER ELEVEN - FUNDAMENTALS OF WRITING GOOD COPY CHAPTER TWELVE - HOW TO SOUND PROFESSIONAL IN YOUR EMAILS CHAPTER THIRTEEN - DRIVING TRAFFIC TO YOUR SITE CHAPTER FOURTEEN - CONVERTING TRAFFIC TO CUSTOMERS CHAPTER FIFTEEN - SUMMARY Excerpt CHAPTER NINE HANDLING OBJECTIONS AKA THE CLOSE After working with hundreds of recruits in three different businesses, I learned that most people cannot close. And I think there are three very simple answers to why that is a fact. And it is a fact. The average network marketer recruits two to three people (often family members recruited by their up-line). And when they quit they do it because they are not making the money they expected to make or they are spending too much money or...But in reality, most never start. It doesn’t have to be this way. Here are the three reasons why: 1. We overcomplicate the whole process 2. We think we’re not selling 3. Because we think we don’t sell, we don’t learn how Making the Process Complicated Let’s start with the process. Joining my first company was a familiar and very comfortable process for me... It felt as if I were back in school. Immediately I bought all the training materials: lots of books, audiotapes and videotapes. I used all the techniques that my up-line suggested and generally “went by the book(s)”. And I taught everyone else to do exactly what I did. But no one recruited more than two to three people. Most recruited no one. 47 No experience is wasted but those first two years make me sad for only one reason. I recruited many people who could have made a little–or a lot–of money doing the business had I not made it so complicated. So if it doesn’t need to be this complicated, what should we do? I’m Not Selling We realize that we are selling! And we decide to get good, really good at looking for and listening to people who will fit with our business... (otherwise known as selling). When I joined my first network marketing company over 17 years ago, I was told this was not selling. Worse yet, I taught everyone I recruited that it was not sales...we were all “professionals” and somehow “above” sales. Once I figured out that sales was nothing like what I thought it was I began to close even more folks with a lot less work. But it was too late for the down-line that I had taught to rely on me. Learning How to Sell If you are like most people, then the word “sales” strikes fear, disgust, repulsion or all three in your heart. The perspiring hand, over-eager, often aggressive attitude and air of desperation combine to make people of most walks of life shudder at the thought of it... of referring to oneself as a salesman. And yet why was the Internet jam-packed with eulogies to Zig Ziglar when he died? And why did some of the biggest names of the Internet refer to him with a reverence approaching awe? For what was Ziglar best known for? Right that dreaded “sales” word we love to hate. Overcoming prejudice The prejudice against selling is like every other: It is based on ignorance. And in this case, an ignorance created by literary giants like Arthur Miller when he portrayed Willy Loman as a grasping, rather despicable and desperate man. 48 Arthur Miller won a Pulitzer for his play Death of a Salesman. Decades later, playwright David Mamet won a Pulitzer for Glengarry Glen Rose, another tale of desperate people spouting dialogue such as this: Because only one thing counts in this life: Get them to sign on the line which is dotted. You hear me you...? A-B-C. A-Always, B-Be, C-Closing. Always be closing. ALWAYS BE CLOSING. A-I-D-A. Attention, Interest, Decision, Action. Attention - Do I have your attention? Interest - Are you interested? Not very long ago, many of us were glued to our television to see who was the better leader, Obama or Romney. We have different words for what they were doing: charisma, oratorical ability, eloquence but each man was trying to persuade us, move us, convince us. And that is the heart of it. You do it and I do it each and every day in which we put forth our opinion, when we write or tell someone about a book we loved and want them to read. But more importantly, if we are in business we had better become experts in leaning what our customers are looking for and give them more. Fear of Objection These are some very practical tips that have been extremely useful for me. 1. The fact that objections mean a high level of interest. 2. The spoken objections are not the real ones. 3. Most people need the decision made for them. If a prospect is not interested they will not expend the time or the energy to put up objections. Many of us fear the objections and believe that our explanation to each objection is important-critically important. Not so. It took me many useless verbal rabbit trails to learn the wisdom of asking this question before I answered any of the spoken objections: “Ms. Prospect, if we are able to agree that company xyz is not a pyramid scheme and that your understanding of sales can be changed 49 to a process that you would consider fun, are there any other factors keeping you from making this decision?” Always, out it would come.... “my husband”, “other people’s opinions” etc. When I remembered to use this question, there was never any need to discuss all the others put out there to confuse both the prospect and me. Ask for the Close The third and maybe most critical step is: People will not close themselves. This is so critical that it bears repeating, and in bold: People will not close themselves. We must learn to ask for the close. How do you do it? By asking. Once you begin you will be amazed at how many folks will quite amicably provide the information that you need for your enrollment process. “Ms Prospect, we’ve discussed your interest in XY and Z. And, Ms Prospect, we’ve discussed the low risk nature of this decision.” (This is NOT a big deal, right?) “Now let’s see Ms Prospect, How do you spell your first name?” Even if you know how to spell her name, ask her to spell it for you, it will relieve her anxiety because she is in control. This part is critical. Stay focused. The worst case? They say “no” or “I need to know this or that” or “no I don’t think this is right for me.” But in either case you win because you have saved yourself time. Summary Decide today to: 1. simplify your process, 2. study sales techniques and 3. do a trial close on your very next prospect

Very Helpful!!!
Lin Wilder has put together a great guide to help you grasp the basics of beginning a new home based business venture. There is valuable information from inception, to completion. This book directs you in getting the initial set up, the tools you need to decide on from merchant accounts, to shopping carts and auto-responders, web traffic and lead generation, emailing, phone interviews, and closing sales. It is well written and easy to understand. If you are serious about beginning an on-line adventure, this book is a must have for you.

An Insightful Guide
As a small business owner who started his own business and is trying very hard to expand it, I found this to be a well written, clear guide to the kind of business information that I wanted and the kind that is lacking in so many other books of this type,.

A Must Read
“...If you are looking to start your own business you can’t beat [A Guide to Starting Your
Own Business The Fundamentals by Lin Wilder]. This book will open your eyes to ideas
and guide you from start to finish [in] running a small business from home. [If ] owning
a business is something your looking [into] or maybe you’ve already tried but failed then
this is a must read.”
Casey