That is the question... WHY?
Our "WHYs" are so essential to our being, our lives, and our businesses with ONE Group. Having just hung up from our team call, I am so exhilarated with passion for our business that I just need to spill it somewhere!
Have you ever started talking and suddenly you answer your own question without even knowing there was a question? How in just some unexpected way your own problem is solved and you actually solved it all by yourself without forethought?
Well, that is what happened with me tonight on our team call.
Typically after our calls a few of us "gabbers" stay on, and tonight was no exception as we talked until midnight! :-) But it was great - and it was great because we are all so passionate about this company, about these products, about our own opportunities to reach our own personal goals and destinies - and here we are TOGETHER - sailing on the same ship!
My WHY has been somewhat ill-defined since I joined ONE Group back in July of 2005. But just as we evolve and learn and develop in life through experiences, the same is true in business. Someone may actually marry their mate for security and comfort, only to find out a dozen years later they remain married for love - or vice versa.
I joined ONE Group as a former recruiter, and I was no ordinary recruiter. I loved my job so much that I used to joke with the companies I worked for that I would pay THEM to work because I loved it so much. Thus, my WHY in ONE Group was always to find and nurture others to grow successful businesses of their own.
But now, nearly three years along this amazing journey, I realize that I can't sell products effectively with this only this WHY.
Wanna know a secret?
Looking at MiSpa parties in their true MiSpa platform, I cringe. I want to do parties because I see how effective they are - but I just can't bring myself to do them. I just can't seem to find a reasonable WHY behind pampering a bunch of women to look beautiful just so I can make a commission check.
There... I said it.
Okay - sounds bad, I know. But I realized tonight that I CAN host MiSpa parties, and there is a WHY to sell products for beauty - it was right there in front of my face the whole time. I just needed to understand my own perception of what beauty means.
It is said that, "Beauty is only skin deep." Based on this statement the logical inference equals this: "If I were sell skin care and cosmetics for beauty reasons, I would be doing so for my own benefit... a commission. And those purchasing the products would be doing so for their own benefit... vanity.
Not that there is anything wrong with earning money, nor is there anything wrong with wanting to look beautiful - but for me, it just didn't resonate.
Then it dawned on me that I was holding up this picture, of selling products to make people beautiful, upside down the whole time! When I hung the picture right side up, I could see that I am selling products that don't harm anyone. They don't harm those who use them, they don't harm the planet when they are made OR when they are consumed, and they aren't making some irresponsible corporate money mongers wealthy beyond imagination.
No, our products are doing just the opposite! Offering these products is BENEFITING the planet with sustainable agriculture, BENEFITING the consumer by reducing carcinogenic exposures, BENEFITING Alf and Narelle and Colin, who I wholeheartedly trust will only use for good, and BENEFITING me by allowing me to contribute something special to others... an opportunity to be beautiful as I define it.
I think a lot of you feel like I do and freeze up at the idea of selling at parties - or anywhere for that matter. We tend to think that "sales" is some raunchy word that should never be used. We feel icky when we refer to ourselves as salespeople - and with good reason, after all, look at the stereotypes of used-car salesman, insurance salesman, ambulance chasers... it isn't exactly the noblest profession, now is it?
Have you ever been to a another company's cosmetic party?
You buy because you feel you should, or you buy because everyone else is, or you buy to help the rep who is a single mom raising three kids, or you buy because the hostess wants the free/discounted products... and the whole time - well, for me anyway, I am feeling guilty about spending so much money on myself. Money that could go to ANYTHING more important than my own vanity.
But now, turn this picture around.
Now see that we are offering these gracious consumers a chance to make a PURCHASE with a PURPOSE. To not only pamper themselves with products that will make them look and feel beautiful in the physical sense, but beautiful on the inside as well. Their purchases are not selfish or in vain - actually they are quite the opposite! They are making an incredibly positive contribution to this planet and all those whom inhabit it today - and tomorrow.
This isn't some huge "ah-ha!" moment for me, because this is really what I have known all along. But oddly enough, I never could understand why I felt so shameful when I would consider doing MiSpa parties. I never made the connection of the beauty and the vanity and the selfishness that I associated with it.
If you are struggling with sales of products or recruiting people into the business, perhaps it is time for you to look at your picture and see if it isn't upside down as well. And then take some time to review your WHY's. Consider what makes you feel worthwhile in life. That is the whole point of being in business for yourself is that you can choose to work towards what matters to YOU. You can define beauty, define success, wealth... all those are exclusive to YOU and you alone!
And yes, we are all on this ship together sharing this beautiful voyage of ONE Group, but search inside for what defines you, and your life, and your purpose in this business, and what you can do with it to prosper in EVERY sense of the word - while helping others do the same!
Let's succeed together!
Blessings,
Candy
Thursday, February 28, 2008
Tuesday, February 19, 2008
End the Discounting Habit
Dear Team,
I wanted to share this article even though most of us do not discount our products, we many times face the price objection.
Some of you fear getting the price objection so much that you do not actively build your business. Or you try to build your business, but with the anticipated fear of the price objection, you subconsciously or consciously sabotage your own success by making excuses for the prices or apologizing for them.
It is important to understand that price objections are common in every industry and every product around the globe. It is also important to understand that price objections are simply a way of the consumer saying, "I don't understand the value of this product or service."
I always tell the story of the bread loaves and the baker. If you haven't already heard my baker analogy...
Imagine that you go into a grocery store each day after work. Each day you see a bread rack in the front of the store and it has two prices of bread - for the same bread. One is $1.00 and the other is $3.00.
Each time you need bread, you grab the $1.00 loaf. Never in your wildest imagination can you understand why someone would opt for the $3.00 bread over the $1.00 bread.
Then one day you go into the store and the baker is standing by the rack. You greet her and as you grab your $1.00 loaf, you out of curiosity ask, "Why is this bread a lesser price?"
The baker is happy to answer your question. She says, "I am glad you asked. You see, though these are the same breads with the same ingredients, the higher priced one is made from all organic ingredients that are fresh - not processed. Then the bread is baked at a temperature that allows the bread to cook fully, but not so as the ingredients lose their nutritional value. The other bread is still good bread - but basically it is empty calories."
Suddenly you look at the $1.00 loaf in your hand and realize it is not such a value after all.
This is the power of educating the consumer to make informed decisions!!
End the Discounting Habit
And other rules for pricing with confidence
by Reed K. Holden, DBA
I learned the danger of discounting the hard way when I started my consulting business fifteen years ago. We got a call from a company that seemed to be interested in our services. We lept at the opportunity and presented a solid proposal with what I felt was a fair fee. The prospective customer responded by asking for a lower fee. And when we lowered the fee, he asked for a still lower one.
That exchange led to a new conversation and a different proposal. The proposal focused on our understanding of the prospect's business pain, how our services would alleviate that pain, and how the prospect's business would directly benefit from the value our services added. A day later, with no more talk of discounts, the prospect gave us the engagement.
From that exchange, I learned a critical lesson. If all you talk about with customers is price, there is no price that is going to be low enough. Price is important, but there are considerations that must come first. We learned to start the conversation by talking about value. If the prospect still did not value that value, we were happy to let our competitor have the honor of serving him.
Some time later, we received a call from a senior executive at a large electronics company. The executive asked for our fee to train and prepare a sales team for a tough price negotiation with one of its largest and toughest customers. This executive knew our value. Nevertheless, when the fee offered was lower than we were prepared to accept, we did two things. First, we gave the executive the names of two consulting firms whose prices tended to be lower than ours. Second, we asked a question, "Do you regard this engagement as an expense or as an investment?"
The executive paused and then said he was thinking about it as an expense. That honest response gave us a chance to talk about the benefits of thinking about our services as an investment, one with ongoing payback for future negotiations. We booked the deal at our normal fee and went on to do a number of activities with that company.
Successful managers and salespeople know how they create value for customers and know how to change the discussion to value. The best companies know they have to display a little arrogance about the value they offer in order to send an important signal to potential buyers.
That signal is:
We are confident in the value we provide and, therefore, the prices we charge.
When your salespeople get asked for a lower price, what is their response? It should be some variation of, "What do you know about us and how confident are you that we can solve your business problem?" That's what I mean by replacing the discount habit with a little arrogance.
Arrogance, just a little, means that people, especially salespeople, feel confident about what their company offers and why it functions better on behalf of its customers. If they don't feel confident, how can you expect them to price with confidence? If you don't have the arrogance, give up discounting for a while and go out and talk to customers.
*Note from Candy... don't think of confidence as arrogance when it comes to ONE Group products. We are not quadrupling prices for mass profits, we are charging a fair price for high quality beautiful products. Additionally, remember to stand firm to your convictions. For example: If you are concerned about the environment - remember, our products are making the earth a safer, more inhabitable place for all creatures. (Always remember your WHY)
Talk to those who are using your products and services. Ask them a real simple question. Ask the question that you're afraid to ask because it may appear stupid: Why do you use our products? Listen closely to their answers. If these customers believe in your company, then maybe you had better believe in your company, too.
http://www.businessknowhow.com/money/discounting.htm
I wanted to share this article even though most of us do not discount our products, we many times face the price objection.
Some of you fear getting the price objection so much that you do not actively build your business. Or you try to build your business, but with the anticipated fear of the price objection, you subconsciously or consciously sabotage your own success by making excuses for the prices or apologizing for them.
It is important to understand that price objections are common in every industry and every product around the globe. It is also important to understand that price objections are simply a way of the consumer saying, "I don't understand the value of this product or service."
I always tell the story of the bread loaves and the baker. If you haven't already heard my baker analogy...
Imagine that you go into a grocery store each day after work. Each day you see a bread rack in the front of the store and it has two prices of bread - for the same bread. One is $1.00 and the other is $3.00.
Each time you need bread, you grab the $1.00 loaf. Never in your wildest imagination can you understand why someone would opt for the $3.00 bread over the $1.00 bread.
Then one day you go into the store and the baker is standing by the rack. You greet her and as you grab your $1.00 loaf, you out of curiosity ask, "Why is this bread a lesser price?"
The baker is happy to answer your question. She says, "I am glad you asked. You see, though these are the same breads with the same ingredients, the higher priced one is made from all organic ingredients that are fresh - not processed. Then the bread is baked at a temperature that allows the bread to cook fully, but not so as the ingredients lose their nutritional value. The other bread is still good bread - but basically it is empty calories."
Suddenly you look at the $1.00 loaf in your hand and realize it is not such a value after all.
This is the power of educating the consumer to make informed decisions!!
End the Discounting Habit
And other rules for pricing with confidence
by Reed K. Holden, DBA
I learned the danger of discounting the hard way when I started my consulting business fifteen years ago. We got a call from a company that seemed to be interested in our services. We lept at the opportunity and presented a solid proposal with what I felt was a fair fee. The prospective customer responded by asking for a lower fee. And when we lowered the fee, he asked for a still lower one.
That exchange led to a new conversation and a different proposal. The proposal focused on our understanding of the prospect's business pain, how our services would alleviate that pain, and how the prospect's business would directly benefit from the value our services added. A day later, with no more talk of discounts, the prospect gave us the engagement.
From that exchange, I learned a critical lesson. If all you talk about with customers is price, there is no price that is going to be low enough. Price is important, but there are considerations that must come first. We learned to start the conversation by talking about value. If the prospect still did not value that value, we were happy to let our competitor have the honor of serving him.
Some time later, we received a call from a senior executive at a large electronics company. The executive asked for our fee to train and prepare a sales team for a tough price negotiation with one of its largest and toughest customers. This executive knew our value. Nevertheless, when the fee offered was lower than we were prepared to accept, we did two things. First, we gave the executive the names of two consulting firms whose prices tended to be lower than ours. Second, we asked a question, "Do you regard this engagement as an expense or as an investment?"
The executive paused and then said he was thinking about it as an expense. That honest response gave us a chance to talk about the benefits of thinking about our services as an investment, one with ongoing payback for future negotiations. We booked the deal at our normal fee and went on to do a number of activities with that company.
Successful managers and salespeople know how they create value for customers and know how to change the discussion to value. The best companies know they have to display a little arrogance about the value they offer in order to send an important signal to potential buyers.
That signal is:
We are confident in the value we provide and, therefore, the prices we charge.
When your salespeople get asked for a lower price, what is their response? It should be some variation of, "What do you know about us and how confident are you that we can solve your business problem?" That's what I mean by replacing the discount habit with a little arrogance.
Arrogance, just a little, means that people, especially salespeople, feel confident about what their company offers and why it functions better on behalf of its customers. If they don't feel confident, how can you expect them to price with confidence? If you don't have the arrogance, give up discounting for a while and go out and talk to customers.
*Note from Candy... don't think of confidence as arrogance when it comes to ONE Group products. We are not quadrupling prices for mass profits, we are charging a fair price for high quality beautiful products. Additionally, remember to stand firm to your convictions. For example: If you are concerned about the environment - remember, our products are making the earth a safer, more inhabitable place for all creatures. (Always remember your WHY)
Talk to those who are using your products and services. Ask them a real simple question. Ask the question that you're afraid to ask because it may appear stupid: Why do you use our products? Listen closely to their answers. If these customers believe in your company, then maybe you had better believe in your company, too.
http://www.businessknowhow.com/money/discounting.htm
Tuesday, February 12, 2008
Infants and toddlers exposed to baby lotions...
From Los Angeles Times
Infants and toddlers exposed to baby lotions, shampoos and powders carry high concentrations of hormone-altering chemicals in their bodies that might have reproductive effects, according to a new scientific study of babies born in Los Angeles and two other U.S. cities.
The research, to be published today in the medical journal Pediatrics, found that as the use of baby care products rose, so did the concentration of phthalates, which are used in many fragrances.The lead scientist in the study, Dr. Sheela Sathyanarayana of the University of Washington’s Department of Pediatrics, said the findings suggested that many baby care products contain a variety of phthalates that enter children’s bodies through their skin.Manufacturers do not list phthalates as ingredients on labels, so it is unknown which products contain them.
The researchers at the University of Washington and the University of Rochester stressed that the potential effects on babies were uncertain.But previous animal and human research suggests that early exposure to some phthalates could reduce testosterone and alter reproductive organs, particularly in males.The three phthalate compounds found in the highest concentrations in babies in the study were linked to reduced testosterone in a 2006 study of newborns in Denmark.
Some scientists theorize such changes in hormones could lead to fertility problems and male reproductive disorders.Representatives of the fragrance and cosmetics industries said they were surprised by the findings and questioned their validity. They said only one phthalate compound is used in baby products, and it is found in such low levels that they doubt it could explain high concentrations found in the babies.In the study, doctors tested the urine of 163 children between the ages of 2 months and 28 months born in Los Angeles, Minneapolis and Columbia, Mo., between 2000 and 2005.
All had detectable amounts of at least one type of phthalate, and more than 80% had seven or more types.“Phthalate exposure is widespread and variable in infants. We found that mothers’ reported use of infant lotion, infant powder and shampoo was significantly associated with . . . urinary concentrations,” the scientists wrote in the new study.In the study, babies exposed to baby lotion, shampoo and powder had more than four times the level of phthalates in their urine than babies whose parents had not used the products. The highest levels were reported in babies under 8 months old, and those exposed to lotions.
Previous studies have focused on a different route of exposure for children: sucking on soft, vinyl toys. Phthalates, in addition to helping cosmetics retain fragrance and color, are used as plasticizers in some vinyl. A recently passed California law will ban six types in children’s toys and feeding products, beginning next year. But no federal or state law in the United States prohibits their use in personal care products or cosmetics.
The study is the first to report that skin transfer may be a main route of exposure for babies.In their report, the scientists advised parents who want to reduce their baby’s exposure to stop using lotions and powders unless their doctors recommend them for medical reasons. They also suggested limiting use of shampoos and other products. Many adult lotions and other personal care products also contain phthalates.John Bailey, chief scientist for the Personal Care Products Council, an industry trade group, said diethyl phthalate, or DEP, is used in the fragrances of some baby lotions and other baby products.
But DEP is used at “very low levels, in the part-per-million range, below what could possibly account for the levels they are finding” in the babies’ urine, Bailey said. “All of the other phthalates, if they’re present, have to be coming from someplace else,” such as plastics or other products, he said.Bailey said he couldn’t explain why the researchers found such high concentrations in the babies that used lotions and the other products.
But he said the scientists shouldn’t have advised parents to stop using them because they did not test any products and cannot prove they were the source.“The results that are being presented and the conclusions being made don’t make a great deal of scientific sense,” Bailey said. “There’s a lot that makes you question whether their findings are valid.”
Europe has banned some phthalates in baby toys and cosmetics, but not the DEP found in fragrances.More than half the mothers in the new study reported using baby shampoos on their infants within 24 hours of the urine tests, and about one-third had used lotion, and 14% used powder within the same time period.No link was found to baby wipes or to diaper creams.The highest concentrations in the babies were for a phthalate known as MEP, which comes from DEP, the compound used in fragrances. One baby had an extremely high level of MEP — 4.4 parts per million.
Infants and toddlers exposed to baby lotions, shampoos and powders carry high concentrations of hormone-altering chemicals in their bodies that might have reproductive effects, according to a new scientific study of babies born in Los Angeles and two other U.S. cities.
The research, to be published today in the medical journal Pediatrics, found that as the use of baby care products rose, so did the concentration of phthalates, which are used in many fragrances.The lead scientist in the study, Dr. Sheela Sathyanarayana of the University of Washington’s Department of Pediatrics, said the findings suggested that many baby care products contain a variety of phthalates that enter children’s bodies through their skin.Manufacturers do not list phthalates as ingredients on labels, so it is unknown which products contain them.
The researchers at the University of Washington and the University of Rochester stressed that the potential effects on babies were uncertain.But previous animal and human research suggests that early exposure to some phthalates could reduce testosterone and alter reproductive organs, particularly in males.The three phthalate compounds found in the highest concentrations in babies in the study were linked to reduced testosterone in a 2006 study of newborns in Denmark.
Some scientists theorize such changes in hormones could lead to fertility problems and male reproductive disorders.Representatives of the fragrance and cosmetics industries said they were surprised by the findings and questioned their validity. They said only one phthalate compound is used in baby products, and it is found in such low levels that they doubt it could explain high concentrations found in the babies.In the study, doctors tested the urine of 163 children between the ages of 2 months and 28 months born in Los Angeles, Minneapolis and Columbia, Mo., between 2000 and 2005.
All had detectable amounts of at least one type of phthalate, and more than 80% had seven or more types.“Phthalate exposure is widespread and variable in infants. We found that mothers’ reported use of infant lotion, infant powder and shampoo was significantly associated with . . . urinary concentrations,” the scientists wrote in the new study.In the study, babies exposed to baby lotion, shampoo and powder had more than four times the level of phthalates in their urine than babies whose parents had not used the products. The highest levels were reported in babies under 8 months old, and those exposed to lotions.
Previous studies have focused on a different route of exposure for children: sucking on soft, vinyl toys. Phthalates, in addition to helping cosmetics retain fragrance and color, are used as plasticizers in some vinyl. A recently passed California law will ban six types in children’s toys and feeding products, beginning next year. But no federal or state law in the United States prohibits their use in personal care products or cosmetics.
The study is the first to report that skin transfer may be a main route of exposure for babies.In their report, the scientists advised parents who want to reduce their baby’s exposure to stop using lotions and powders unless their doctors recommend them for medical reasons. They also suggested limiting use of shampoos and other products. Many adult lotions and other personal care products also contain phthalates.John Bailey, chief scientist for the Personal Care Products Council, an industry trade group, said diethyl phthalate, or DEP, is used in the fragrances of some baby lotions and other baby products.
But DEP is used at “very low levels, in the part-per-million range, below what could possibly account for the levels they are finding” in the babies’ urine, Bailey said. “All of the other phthalates, if they’re present, have to be coming from someplace else,” such as plastics or other products, he said.Bailey said he couldn’t explain why the researchers found such high concentrations in the babies that used lotions and the other products.
But he said the scientists shouldn’t have advised parents to stop using them because they did not test any products and cannot prove they were the source.“The results that are being presented and the conclusions being made don’t make a great deal of scientific sense,” Bailey said. “There’s a lot that makes you question whether their findings are valid.”
Europe has banned some phthalates in baby toys and cosmetics, but not the DEP found in fragrances.More than half the mothers in the new study reported using baby shampoos on their infants within 24 hours of the urine tests, and about one-third had used lotion, and 14% used powder within the same time period.No link was found to baby wipes or to diaper creams.The highest concentrations in the babies were for a phthalate known as MEP, which comes from DEP, the compound used in fragrances. One baby had an extremely high level of MEP — 4.4 parts per million.
Friday, February 08, 2008
***Product News - Special Notice***
Tropicana Body Milk Unavailable
A recent drop in the quality of coconut oil supplied to us and used in the manufacture of our Tropicana Body Milk has resulted in a decision to remove existing stock from distribution effective today.Compromising product quality is not an option and ONE Group is committed to using only the highest quality ingredients available.
We are actively sourcing a new supplier and anticipate the reintroduction of a newly formulated Tropicana Body Milk later this year.We have removed the Tropicana from the Shopping Cart and an announcement will be made once the new formula is available.
We are sorry for this inconvenience and invite you to experience our Intensive Body Cream - featuring certified organic shea butter and the exquisite scent of amber - as an alternative.
A recent drop in the quality of coconut oil supplied to us and used in the manufacture of our Tropicana Body Milk has resulted in a decision to remove existing stock from distribution effective today.Compromising product quality is not an option and ONE Group is committed to using only the highest quality ingredients available.
We are actively sourcing a new supplier and anticipate the reintroduction of a newly formulated Tropicana Body Milk later this year.We have removed the Tropicana from the Shopping Cart and an announcement will be made once the new formula is available.
We are sorry for this inconvenience and invite you to experience our Intensive Body Cream - featuring certified organic shea butter and the exquisite scent of amber - as an alternative.
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