"Analysts and the press labeled Capellas
a dud when he took Compaq's CEO post in 1999... Many wondered if he
had enough charisma to be the leading man for what was then the world's
top seller of personal computers.
Capellas
proved his critics wrong. He became the leading face in front of many
of Compaq's top customers. He often played host at trade shows, product
launches and other industry events...
And within two years he had spruced up Compaq enough for a sale to
H-P." His focus on customers while at Compaq made that possible.
Here's from the
New York Times, four days later, after he became the new chief executive
of WorldCom:
"Mr. Capellas said yesterday that his first priorities as chief executive
would be to "shore up WorldCom's customer base, to reach out to the
company's 60,000 employees..." NYTimes 11.16.02
If Mr. Capella, new CEO of WorldCom, puts "shoring up the customer
base" as his first priority, what about using that model for your
business? If you want to bring in experienced business people? Here's
the benefit of putting your focus on getting a sizable customer base
for your business. Say you are looking to sign a hot entrepreneur
who you think could really grow your business. What do you think would
do you more good?
You
have a few floundering distributors in your business, and 2 customers.
One of whom is you. What kind of 'business model' is that for a good
person to get excited about?
You
have 97 customers, and no builders yet. The 97 customers are regular
monthly customers, just like MCI phone customers (=part of WorldCom).
Let's say they earn you $10/ea per month. So that you can honestly
say: "I make $970 per month from 97 customers I have so far. Whether
I do a whole lot of work now or not, since I have already gotten the
customers. I stay in touch with them so they feel special. That's
it. What do you do?" What might someone really good think to herself
about now?
Here was my thought when someone told me
that some years ago:
"Hmm. If you can get 97 customers, and
make $970, I can probably get 970 of them and make $9700 per month.
Or maybe 2000 customers and make $20,000 per month." And I said out
loud: "Show me what you're selling and how it works."
This is a business 'model' that someone
with a good brain can immediately recognize, and make into something
they think THEY can do by doing what you did...building up a customer
base. Only this one figures they can do it bigger. (Beats getting
people who are looking for something for nothing, right?) That customer-base
model is a known entity to experienced people of the world.
Think Viacom, think MCI and other companies with tens of thousands
of customers who pay each month for their cable or phone service.
Each gets the company a little bit of money each month.
Maybe
that's why someone as smart, experienced and successful as Michael
Capellas puts his primary emphasis on 'shoring up' and getting new
customers. Because they all pay for the service EACH MONTH. Some of
my readers have written in to say they can't earn a living with just
customers, like 10 or so of them. That they NEED builders. But they're
not getting any. One option is to focus on getting closer to 100 monthly
customers first. THEN show THAT business model to someone with experience
in the real business world.
What's the other option?
Keep trying to recruit people who, each
time, ask you "How much do you make?" "How
many people are in YOUR business?" Recuiting is nearly impossible
if the person being recruited can't see how the money is made legitimately.
It is much easier if they can see a small (100) customer base giving
off regular monthly income, JUST LIKE cable TV does (Viacom) or MCI
long distance. Then, what if you let THEM go: Geez, well, if you can
get 100 customers, maybe I can get 1000. Of course, if you have a
giant sphere of influence, and people just naturally gravitate towards
you and do what you want, then perhaps it doesn't matter as much.
But if that's not you, maybe it's time to consider a focus on getting
yourself a good customer base.How to do that FAST? Like, how about
getting your 100 customers in your next 90 days? Here's how: Learn
to ask for people who are predisposed to what you market. People who
will love it for the same reasons you do.
I market
the cheapest telecommunications service and they have a free deal
for friends and family.
I market
a phone service for people who want to be pampered by their phone
company. What do you do?
I market
a phone service for people who just want to talk to their friends
and family whenever they want, for as long as they want, any time
they want, and not have to pay for it. What do you do?
Which of these sounds more boring to you?
Which two sound kind of interesting? Like they perhaps describe YOU?
All three responses are from people repping the same company. See
why some get customers and others get blank stares, along with "Oh
that's nice. Say what's for lunch?" In three weeks, you can learn
how to ask for people who are just ilke you. So they're more likely
to say 'yes'.
Want to?
We'll show you how in the 3
Scripts Class.
Here's to a customer base that gives you
a bonus check with or without an active downline. Until you find that
right one!
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