No Water Car Wash Blog

Key questions to ask your clients/customers/prospects.

From our Navigator call Tues. 02/21/12.                  www.waterless-carwash.net

• How did you get started in your business?
• What do you enjoy most about what you do?
• What seperates you (and/0r your company) from the competition?
• What have you found to be effective in promoting your business?
• What is the next big event for you?
• What trends to you see coming in your business/industry?
• What is your greatest challenge right now?
• What is your customers greatest challenge right now?
• Is there anything about your business or industry that you’d change if you could?
• If somone were starting out in your industry/business, what advice would you give them?
• What kind of customers/clients are you looking for?
• How will I recognize a good customer/client for you?

Thanks for your time and God bless,

Waterless Joe                                                      www.waterlessjoe.com

10 Time Tested Ways to Make (and Keep) New Years Resolutions- www.nowatercarwash.biz

1)     Specify Your Way to Success! Tell a friend you’ll exercise together some day and you probably won’t. Tell him you’ll meet at the gym at 1:00 pm on Monday, January 30th, 2012, and you’re far more likely to do so! Assigning dates and numbers – specifics – moves your goals from dreamland to reality. 

2)   Swiss Cheese Your Way to Success!  Nibble away at your goals instead of taking huge, overwhelming bites. Want to quit smoking? Swiss cheese the task by smoking 1 less cigarette a day. Want to save money? Have your employer automatically put 5% (or more) of every paycheck into a company-sponsored IRA. (You’ll likely never miss it!) Make a list of what you specifically want to improve and work on just one item a week… that’s not so tough.

3)   Observe the “Pareto Principle.” Italian economist Vilfredo Pareto found that 80% of the wealth in most countries is controlled by about 20% of the people. It’s now a management principle that says the majority of your success in most any endeavor is the result of focusing on the 20% of the activities that are really important. In other words, “Don’t simply work hard, work smart.” That means identifying the activities in your life that make the biggest difference and focusing on them. Unless you identify the 20%, you won’t know what you’re letting slip
through the cracks and how to best prioritize.

4) Change Desires into Action Statements.  Desires are great, but unless you follow up with action, you’ll never fulfill those desires. Rather than simply saying  you want to be financially independent, state what action steps you’ll actually take to make more money. Begin thinking with an action mindset. Keep asking yourself, “What will I do? What steps will I take? How do I get from point A to point B?” You don’t have a plan to succeed if it doesn’t contain any action verbs! New years resolutions require consistent action (be resolute!).

5)   Copy-Catting, Modeling, Mentoring.  Whatever you call it, find someone who did it successfully and learn from them! How much could you learn from someone who has spent 10 years in the field? You’d be amazed how many top achievers are willing to offer you a helping hand for little or no compensation. And in most cases, all you need do is ask! Your job is simply to ask the right questions. Phone consultations are best, because with permission you could record the conversation instead of taking notes and thereby cover far more ground.

6)   See Setbacks as Guides, Not Failures! There are thousands of ways to do things. It’s your job to find the many ways that will work for you. That’s your part of the bargain… and why educating yourself first speeds you to success. Begin to regard so-called failures less emotionally, as simply “outcomes,” and keep trying until you get the outcome you desire. Life is a game of cause and effect. For every cause, there is a corresponding effect. If you’re convinced it can be done, then it’s simply a matter of finding the “cause” that returns the desired “effect!” The world is impersonal – it doesn’t care who succeeds or fails. It’s all a matter of finding the 20% of the causes that return 80% of the results you want. Too many people make new years resolutions with the “idea” of keeping them but also with an ‘escape clause’ that they’re really not that important. Remeber what resolute means? So keep trying. And remember the great expression, “Failure isn’t the falling down, it’s the lying down.”

7) Remind and Reward Yourself!   Post your goals on your car’s dashboard… computer monitor… Day planner… refrigerator! And be sure to reward yourself for hitting each plateau or for each month you’ve stuck with your new years resolutions goal… you deserve it!

Break It Down! As a butcher once quipped, “How do you eat a cow? One steak at a time!” Break your goal into tiny pieces that are so ridiculously simple you can’t fail to begin! Get the ball rolling RIGHT NOW and keep it going by taking the next tiny step… and then the next!

9) Set “Back-On-Track” Goals!  People use setbacks as excuses to quit. Don’t do it! Instead, have at least 3 responses planned and mentally rehearse them so you’ll be prepared should you lapse into old behavior… then get back on track immediately! In other words, set “Back-On-Track” goals – and they too, should be specific and measurable.

10) Apply the “7 x 3 Success System!” Try this experiment: force yourself to perform your desired behavior every day for 3 weeks. Psychologists say it takes 21 days to form new habits. After that, your new behaviors become easy and automatic. So keep at it… and on day 21, write in your planner, “CELEBRATE!” This one idea alone – if used – can change your life. Try it for some little goal. Then, when you’re convinced it does work, go for the big ones!

Thanks for your time, take care, take a chance and God bless,

Waterless Joe www.waterlessjoe.com

re: new years resolutions

Identifying your goals.  www.nowatercarwash.biz

We hear alot of people tell us we need to set goals. I do agree because without them we cannot write a business or personal plan. Plans are essential to the success of our business as well as our lives. How would we ever know if we’re growing from one year to the next without something to measure it by?

Unfortunately many “experts” have us do an exercise to list as many goals as possible. No one really helps us to identify what goals are important or how to identify their significance. With that in mind let me share with you some questions that helped myself and many others to quickly identify goals. Grab a paper and pencil so you can write out your answers:

• What are you five most important values in life? This question is intended to clarify what is really important to you, or unimportant.
• What are you three most important goals in life, right now? Doing this helps your subconscience quickly sort through your goals and helps you be more accurate.
• What would you do, how would you spend your time, if you learned that you only had six months to live? Priorities change. This question helps clarify what/who is really important to you.
• What have you always wanted to do, but been afraid to attempt? Clarify what fears are blocking your success or keeping you from what you really want to do.
• What do you most enjoy doing? What gives you your greatest feeling of self-worth or personal satisfaction?  It has been said “do what you love and then find a way to get paid for it.”
• What one great thing would you dare to dream if you knew you would not fail? What goal would you set for yourself?
• What would you do if you won a million dollars, tax free, in some lottery tomorrow? This question helps us decide what we’d do if we had all the time and money we needed with no fear of failure.

Now, look at the answers on your paper to the above questions. This paper now better represents your future goals. Now it’s up to you to look at what you’ve written each and every day and shape your life, (write a plan?), the way you see you’ve written it on that paper. Shape 2012 the way you want instead of the other way ’round.

Good luck and God bless,

Waterless Joe

Four easy steps to a more organized home based business office. www.nowatercarwash.biz

The New Year is just around the corner. Let’s get ready.

• Pick a Day: Let’s not turn life into one big ongoing chore. Pick one or two days that are most convenient to get and stay organized. Make it fit your schedule not the other way around…so if you exercise on Mondays, Thurs, and Sundays then pick other days, but pick them! Many people set themselves up for failure by simply not planning for success. This can create a feeling of being overwhelmed as we look at how much we have to do which can lead to “why bother” thoughts. Stop it! Action Plan: Take just 60 seconds right now and decide what day or days would be best for you to spend just 15 to 30 minutes conducting your “Get Organized Plan”.
• Control Clutter: It has been said that “If you look at a persons environment you’ll get a glimpse at what ‘s happening in their head”. Thoughts of neatness and order result in a similar environment. Of course the opposite is true also. Action  Plan: Pick a room and divide it in Half or quarters if need be. Get 5 big boxes or trash bags and label them as follows: “Trash”, “Keep” (like reference material or important papers), “Give Away/Sell”, “Think about for 48 hours”, and “Sentimental”. Crank up the radio or your favorite CD and rock this one area for a preset and specific time, like thirty minutes. Go at it like your hair’s on fire. The idea is to cram as many things into those five boxes/bags as you can withing your time limit. Now, give yourself 48 hours to go thru everything in the “Think about for 48 hours box/bag. Move everything out of that box/bag into one of the others withing that 48 hours. This has proven to be an eggsellent (and painless) way to make surprisingly huge progress using small preset bits of time.
• Combine and Conquer: Grouping similar tasks like paying bills and filing the receipts. Choose one day to pay all bills whether it’s every Tuesday [not during the Navigator call, though ] or every other Saturday morning. Preplan by making a sheet where you can record each bills’ due date like on your budget. That way you can see at a glance when a bill is due rather that digging into each envelope over and over. Don’t wait until the last moment. Tackle them on a routine basis and get them out of your head and off your mind, reduce the stress! This will also help you determine what day of your week or month is the best day to conquer the bills. When you grocery shop, buy 2, 3, maybe even 4 of non-perishable items you use a lot. This will reduce the number of individual trips and save on gas and time. Do the same for e-mails, returning personal and professional phone calls, no one said you had to be on Faceplay every single moment of every single day.  Much like working a production line, you build momentum, speed and efficiency through becoming more familiar and routine repetition…when you do like tasks together.
• Develop a System: You don’t need to reinvent the wheel or in this case invent your own ways to stay more organized at home or at work, just be aware of what things in your environment need organizing and adopt an existing solution that works for you. It’s easier than you may think. Look around you right now and ask yourself, “What needs organizing?” Desk, mail, clothing, books, CD’s, bills, computer supplies, a kitchen cupboard, your waterless-carwash inventory storage or any of many everday items.

The bottom line is quit feeling overwhelmed. I can say this because I’ve used this excuse for putting things off many times… “Oh why bother..,there’s just too much to do. I’ll never get it all done.” You don’t need to eat the entire elephant at one sitting. Breaking off bits at a time and ‘chewing’ them up will get you to your goals and insure your success.

Now, once you’ve got yourself organized, it’s time to write that business plan for 2012. Again, set aside a specific time and day and get to your plan for what you want your business to do daily, weekly or monthly (just like a regular business like Targette does). Yours is no different. It’s a business. It will only grow if you nurture it, water it and feed it.

Now, get started!

Thanks for your time,  take care and God bless,

Waterless Joe

An Addition to the Lost Art of Business.

I’ve been asked to ‘go one step further’ by a few readers. To add verbiage for follow-up phone calls for our Nowater carwash businesses. These examples can be left as messages or live openings to making the ‘appointment’. They also can be modified for follow-up regarding: our waterless-carwash product with new customers, and old customers; our Dri Wash business behind the bottle with new customers, old customers, or even old team members. Here goes:

• Hi John, Joe give me a call. I’ve got something I want to run past you…
• Hi John, Joe here-haven’t talked in a while. I’d like to catch up on what you’ve been up to and run something by you…
• Hi John, this is Joe, Hey man, something’s come across my desk that you may find interesting…

If you are normally a little goofy or silly on the phone then be that. Of course with a cold market person, you want to be smart and professional with how you handle the call. Again, it’s always a good idea to write a loose ‘script’ just to make sure you cover only the things you want. Respect their time as well as yours.

• Hi, I’m calling for John Smith. John, we spoke recently at (insert event met at) about the expansion of our company into your area and your interest in a business you can work from home. I’m calling regarding that. I’d like to get to know you a little better and find out what you had in mind to see if it’s a fit with what I have. Let me give you my number….

Now remember, regardless of the message you leave… the last part should ALWAYS be the same…”let me give you my number…”. “Let me give you that again…000-000-0000.”  Never assume your contact has your number. Never assume they heard you the first time and give your number slow enough for them to hear each number without having to replay the message six times. We’ve all received messages where the person ‘ripped’ off the number so fast we can’t even understand it.

Don’t leave any information of value after you give them your number. It may not be heard because of hang-up or deletion. That is why we have a ‘script’ even if it is only bullet points to guide us and help us keep it short an simple.

Shine on!

Thanks for your time, take care, take a chance and God bless,

Waterless Joe.

THE PROPER WAY TO DO A 30-SECOND DEMO OF OUR PREMIUM NO WATER CAR WASH.

The following is a scenario and specific verbiage that Dri Wash Distributors use numerous times during their busy day and I believe that if you follow these simple instructions and use the same phrasing you too will have success in growing your waterless organization as well. Remember to do your DEMO using the 3441 Complete Detailing Kit. This gives you a chance to show all the no water car wash cleaning products as it creates curiosity with your new client.

How are you doing today? Wow that sure is a good looking car! Have you ever washed it without water? (Pause for answer)

Watch this…you’re going to love it! (Spray a basketball size area on the vehicle’s hood in front of the steering wheel.)

With a MICRO FIBER TOWEL… GENTLY polish it in…Take a CLEAN DWG BLUE MICRO FIBER TOWEL and LIGHTLY polish to a brilliant shine. Tell them to run the back of their hand across the demo spot (as you do it). They will do what you do. Take a step back and say…AND TO THINK, YOUR ENTIRE VEHICLE CAN LOOK AND FEEL JUST LIKE THIS FOR UNDER $4.00.

Do the same on the top half of the windshield on the drivers’ side of the vehicle. 

Hand them the applicator and MICRO FIBER TOWELS and simply say… HERE, YOU TRY IT!

As they are applying the product simply say… WOW, YOU’RE DOING A GREAT JOB and YOU MAKE IT LOOK SO EASY…YOU SURE YOU HAVEN’T DONE THIS BEFORE? SEE YOU GOT THE SAME RESULTS I DID…AND TO THINK YOU CAN MAKE YOUR ENTIRE VEHICLE LOOK AND FEEL JUST LIKE THIS FOR LESS THAN $4.00. Want some?

Prospect will usually ask…how much… Your response should be…MOST PEOPLE PREFER THIS SIZE, hold up the Complete Detailing Kit (3441) IT GIVES YOU ALL OF OUR PREMIER NO WATER CAR WASH PRODUCTS AND WILL FULLY DETAIL YOUR CAR INSIDE AND OUT 6-8 TIMES. IT’S ONLY $111.95…QUITE A BARGAIN COMPARED TO JUST ONE DETAILING FOR $150.00.

Many will ask how much for the single bottle? Show them the Ion starter Kit as you put it in their hands. Describe it for them. THIS IS OUR WATERLESS STARTER KIT. IT COMES WITH AN APPLICATOR BOTTLE, TWO TOWELS AND ENOUGH PRODUCT TO DO YOUR VEHICLE 7-8 TIMES. IT’S ONLY 30.00… LESS THAN $4.00 PER VEHICLE.

Finish the sale by asking…BY THE WAY…WILL YOU BE USING THIS PERSONALLY OR IS IT A GIFT FOR SOMEONE?

Pause for questions…and then proceed into the opportunity

(1) (18-25 year group): YOU KNOW, I”M LOOKING FOR SOMEONE WITH A NICE CAR LIKE THIS TO HELP ME SHOW THE DRI WASH PRODUCTS IN THIS AREA. DO YOU KNOW OF ANYONE WHO WOULD BE INTERESTED IN MAKING SOME SIGNIFICANT PART TIME INCOME…?

(2) (20′s to 30′s age group): YOU KNOW A LOT OF PEOPLE ARE GETTING INVOLVED WITH NO WATER CAR WASH  BECAUSE WE’VE SHOWN THEM HOW TO REPLACE AN INCOME SO ONE OF THE PARENTS CAN BE AT HOME WITH THE KIDS…DO YOU BY CHANCE KNOW ANYONE LIKE THAT?

(3) (40 and Older group)… YOU KNOW A LOT OF PEOPLE HAVE JOINED DRI WASH  AND HAVE SUPPLEMENTED A RETIREMENT INCOME.  DO YOU KNOW ANYONE IN THE AREA THAT WOULD LIKE TO START A PART TIME BUSINESS THAT WILL SIGNIFICANTLY ENHANCE THEIR RETIREMENT AND/OR REDUCE THEIR TAXES?

By follow this scenario, you will rapidly go thru a no water car wash demo… you should always be respectful of your customer’s time, and you will cover all three of your missions…Establishing rapport, demoing the product, and presenting the business. KEEP IT SIMPLE…Remember some will say yes…and your business will grow.

The more DEMOS you do, (the better you will get at doing a DEMO) the more products you show/share, the more new Distributors you recruit and your group will grow. You want to strive to do 3 DEMOS everyday and teach you’re new Dri Wash Distributors the same DEMO.

Everything starts with the DEMO but your fortune is in the follow-up. When you sell product, write a receipt, send a thank you. Do a follow-up call within 5 days of your thank you. Your follow-up, after you introduce yourself , is you wanted to know what they liked most about the  no water car wash product they got?

Thanks for your time, take care, take a chance and God bless,

Waterless Joe

www.nowatercarwash.biz

 re: no water car wash

 
Six steps to navigate a response to any objection

 1. Hear them out:

-It is so very critical that you don’t simply ‘jump in’ and try to answer a clients’ objection too quickly. It can seem abrupt and appear to be argumentative. Take a pause, allow them to vent and make sure you fully understand what they are saying. It will also subtly communicate to your client that you really care.

2. Feed it back:

-Give the objection back to the client. Ask them for more clarification. You need to act puzzled and slightly confused as if you don’t hear this often. Almost to the point of “you can’t believe they would refuse the offer”. The goal would be for them to try and explain the objection they have so you can listen for clues as to where we could supplement the existing program. In many cases the client may have been using that as a smokescreen so when you call him out he will not be able to justify the obstacle and you can get back to closing the sale. The key in this step is to not sound like a smart aleck, but rather show a sincere concern for their well being and the success of the organization. In many occasions, while a client is trying to explain their objection to you, they talk themselves out of it and do your job for you!

3. Question the validity:

-This step isolates the objection and confirms that it is the only reason the client is not going ahead. Once you have heard their feedback, you need to simply ask “If it were not for that issue, would you want the DWG product/opportunity?” This takes a little courage, but gets right to the point. You are in essence saying that if I solve this, then we can go ahead right? If the client says yes to this question, then we just need to resolve the issue in the next step. If they respond that there are other issues, then line them up in ascending order of importance, in other words take care of the easy ones first.

4 Answer the objection:

-This is the step where we provide the logical reason why they should forget their obstacle and just go ahead. The most important thing to remember is, in order for these closes to work best, you must follow the previously described steps. If you simply attempt to answer the objection without following the first three steps, you may appear pushy and argumentative.

5. Confirm you have answered their objection:

-When ever you answer a client’s objection, make sure you have confirmed that you have settled the issue. Simply say, “That settles that doesn’t it? Or that pretty well covers that issue, don’t you agree?” If you do not confirm you have resolved the issue, you may find that it will come up again.

6. Re-close and transition into a less critical issue:

-Once you have confirmed you have answered the obstacle, move on to another, less complicated issue and ask for the business once again.

Action Plan

1. a.             Make a list of the 2 most common objections you hear in presenting the product and the 2 most common objections you hear in presenting the business.
2. b.            Using the 6 step process outlined above, write out how you would respond to those main objections.