Many years ago an attorney, Barry LePatner, made the following statement:
“Good judgment is usually the result of experience. And experience is frequently the result of bad judgment. But to learn from the experience of others requires those who have the experience to share the knowledge with those who follow.”
In other words, we can go out and make our own mistakes by trial and error, or we can observe and listen to those who came before us and have made those mistakes already.
This is one of the duties of our sponsor. Our sponsor can save us valuable time and money by letting us know what works, and what doesn’t work.
Of course, this is assuming our sponsor actually did something. 🙂
If our sponsor spent his career moving computer pixels from one side of the computer screen to the other, chit-chatting on social media, or reading endless positive attitude books … well, then our sponsor wouldn’t have much experience to share with us.
So let’s make sure we are great sponsors. Let’s actually do something. Let’s have plenty of experience in prospecting, presenting, and actually working with people.
Our downline deserves our experience.
Raffles Hotel, Singapore
Ever had this happen?
Prospect: “I can’t afford $49 for a distributor kit.”
Sponsor: “You have cable television, right? Which will make you more money? Cable television or our opportunity?”
If your prospect doesn’t subscribe to cable television, just modify your approach for the following:
* Extended smartphone plan
* Eating out at restaurants
The four prospecting steps:
The company pays us to get a decision. Step #3.
The company wants us to do step #1, #2, and #3.
The company already has tons of literature, websites, and videos for step #4, the presentation.
The only thing the company doesn’t want us to do is step #4. The presentation. The company can do that for us. They already have a video or a website or an opportunity meeting.
So a new distributor does this:
Skip step #1.
Skip step #2.
Skip step #3.
And says, “I am excited. Let me go out and give some presentations!” (Step #4.)
Yeah, the distributor skips to the only step he is not supposed to do.
Most people reading this totally “get it” – but if this sounds strange to you, then maybe no one ever told you about how network marketing actually works in the real world.
If your prospects complain about the cost of becoming a distributor, maybe they don’t see the value of your business proposition. You can solve this problem easily by building value in your closing offer.
Try saying something like this:
“So how much would it be worth to you to add an extra $500 a month to your regular income?”
Wait for an answer. Your prospect is thinking that maybe the opportunity is worth at least $500 and probably a lot more. Your prospect is now becoming aware of the tremendous value of your program.
Remember, the key is to allow your prospect the time to think about the value.
Don’t interrupt. The longer you wait, the more value is being added in your prospect’s mind.
The #1 reason for failure?
Failure to start.
How? By asking for small commitments.
Instead of asking them to change all of their telephone lines to your long-distance service, why not ask them to change just one line?
Instead of asking them to try your entire skin care line, why not ask them to try just one product first?
Instead of asking them to try your nutritional package, why not ask them to try just one item first?
It is easier for prospects to make a small, trial commitment.
This gives you a chance to prove yourself, and to prove your products and services.
“If everyone is thinking alike, then somebody isn’t thinking.”
— General George S. Patton
When you sponsor new distributors, they will have their own reasons for joining network marketing.
Some distributors will want to simply purchase their own products at wholesale prices.
Some distributors may wish to retail some products for extra money.
Some distributors will sponsor other people and build a nice part-time income.
And finally, some distributors will want to become a leader like you.
Of course you will want to service all your distributors and give them the help they need to reach their goals. However, in which group of distributors should you invest your extra time and energy to develop new leaders?
It’s obvious. The group that wants to become leaders.
But how big is that special group? Probably pretty small — unless you’ve sponsored a lot of new distributors. That’s why consistent sponsoring is necessary. It brings a constant flow of new potential leaders into your group.
Look at it this way. Imagine that you wanted to get married and went searching for a potential spouse. What if you were limited to only one candidate?
Wouldn’t you rather have several candidates to choose from? In fact, you would want as many candidates as possible!
It’s the same when searching for potential leaders. You’ll want a large pool of candidates among your distributors. If you only have one distributor to choose from, you’d better hope that distributor wants to be a leader.
So follow the lead of the top network marketing leaders. Consistently sponsor new distributors and you won’t have to worry about where to find your next leader.
Always keep your words soft and sweet, just in case you have to eat them.