One good idea can change how we work our business.
If we continue doing our business as we are now, we limit our chances for growth. Here is a great way to see how others do their business.
My friend, Mark Januszewski, interviews successful networkers once a year. You can listen to this year’s interviews free now at:
While Mark and I may not agree on the New England Patriots team, we do agree that if we master the basic skills of network marketing, then we will have a business for life.
We know where we want to go, but we don’t know how to get there. The most common strategy of new distributors is to hope, wish, pretend, and fake success in the hopes that success will magically appear.
The problem? This doesn’t work.
Yes, we have the mindset and positive attitude. Unfortunately, what we are missing is the skills to make it happen. One of the most frustrating feelings for us is to want something badly, but not have the skills to make it happen.
In the beginning of our careers, we don’t know this. So we just chant affirmations, sing the company song, be persistent in the face of constant failure, and hope over time that results might happen. Of course, the results don’t happen.
What we are missing are the 25 basic skills of network marketing. Below is the list of 25 skills. If you can’t see the image, click here.
As in any profession, there are core skills we need to learn. Network marketing is no different. Dentists need skills. Engineers need skills. Accountants need skills. And, so do network marketers!
So what are some of the core skills we need to learn to make our dreams come true? Here are four core skills we should focus on in the beginning of our careers:
So what is the bottom line?
If we are not where we want to be in our network marketing business, it may not be our mindset that is holding us back. Jumping up and down at events, putting on a brave face, and thinking positive affirmations before we talk to prospects can only take us so far.
In most cases, we are missing the hard-core skills of how to engage prospects and get them to make a decision to buy or join. Putting our efforts into learning the skills may be the fastest way for us to reach our dreams.
Here is a list of basic skills for our network marketing career. Which skills are we missing now?
And how much longer are we going to delay learning these skills?
When we come into network marketing, some of us have specific skills.
Others, like me when I started, won’t have any skills. To be successful, we will eventually learn all the skills.
Here is a rough list of the order we could read the “Big Al” books in to learn the skills. It is just a suggestion, but helpful for those who want to learn these skills quickly. Of course, everyone should read the free book first, Why You Need To Start Network Marketing: How To Remove Risk And Have A Better Life. Believing in our profession makes us bullet-proof.
This is only a suggestion for those networkers who say, “I just don’t know where to start.” But as we read through this list of books, some titles will jump out at us and say, “This is the skill you need now.”
The Big Al Library of network marketing skills makes learning fun and easy. Instead of wasting time and being frustrated, we can learn exactly what to say and do in these step-by-step books.
Our value to prospects is the knowledge and skills inside of our heads. The more we have, the more confidence they will have to come on our journey.
Yes, there are a lot of “Big Al” books with step-by-step instructions on the individual skills of network marketing.
Where should a new person start? Well, the answer is, “One size does not fit all.” But that isn’t very helpful for the new person.
My first book recommendation? “3 Easy Habits For Network Marketing: Automate Your MLM Success.”
If network marketing means more money in our lives, we have to learn the basics. These three basic habits will set us off in the right direction. Every distributor should utilize these three magic habits. And, this is how we should start new team members.
Why habits? Because willpower is weak. We don’t want to base our career on willpower. However, these three habits create the consistency we need to build our business. It is like putting the momentum of our business on autopilot. If everyone on our team did these three easy habits, we wouldn’t have to worry about the ups and downs and outside influences that happen. Our growth would be self-sustaining.
Habits rock. We do them automatically. Even without thinking.
If you haven’t read this book, now is a great time. If your team has not read this book, then we are working too hard. For less than a cup of fancy coffee, we can put a new team member on the highway to success. And if we want, we can even listen to this book on audio. What could be easier?
Wes Linden has been the Master of Ceremonies at the last several Mastermind Events.
Plus, he is one of the best at following up with prospects. He just released his latest audio. It’s on Audible for about $5, but it is worth more than a cup of coffee!
Many years ago, we had the book, “Big Al Tells All: Sponsoring Magic”, translated into Thai.
This book is free for anyone to download and use. Please enjoy.
Sleaze Shallowman, the sleaziest worthless sponsor in MLM, says, “Macho closes aren’t for wimps. They are for fearless, sleazy, worthless sponsors who learned closing from door-to-door, used-car salesmen from the 1960s.”
Watch how Sleaze Shallowman hard-closes his prospects, John and Mary.
* * * * * *
John replied, “No Sleaze, I don’t think Mary and I would be interested.”
“Interested in what? I haven’t shown you my business opportunity yet.” Sleaze knew he had to act fast to salvage this appointment.
“Not interested in anything. Mary and I are happy with our jobs and really don’t want to complicate our lives.”
Sleaze was rising to the challenge. “John, I understand how you feel. I felt the same way when this wonderful opportunity was presented to me. However, I considered myself open-minded, so I took 15 minutes to check it out. You do consider yourself open-minded, don’t you?” (The classic feel, felt, found objection killer.)
“Of course I’m open-minded, Sleaze, but I just don’t want to get involved with anything right now. Why not try the Jones or the Smiths down the street?”
“John, that’s just the reason I want to talk to you now. Because you know people like the Jones and Smiths, you need to investigate this opportunity TODAY!” (The sharp angle close.) Boy, what a comeback, thought Sleaze. Sleaze sprained his arm patting himself on the back.
“Sorry, Sleaze. No can do. Mary and I are leaving for our son’s Little League game and you’ll just have to take your opportunity elsewhere.”
“What I am hearing you say is: ‘The opportunity may be interesting, but we can’t fit it in right now.’ Is that right, John?” (The re-framing objection technique.)
“No, Sleaze. Don’t twist my words. What you are hearing me say is: ‘No. That’s final. I’m leaving for my son’s game.'”
“John, the fact that your son’s game is important to you is the very reason you need this opportunity. You do love your family, don’t you?” (The famous Sleaze boomerang close.)
“Listen, Sleaze. You are a jerk. I don’t have time to stand around and argue. Get lost.”
“Okay, John. No problem. Guess I shouldn’t have pushed so hard to show you this opportunity. It’s just that as soon as I came across this opportunity, all I could think of was how it could help you and your family. I know it’s important for your family, but I didn’t mean to be insensitive, especially since you’re in a rush. Tell you what. Let me come back when I won’t be interfering with your son’s game. Would Tuesday at 6PM or Wednesday at 8PM be better?” (Alternate choice close.)
“Sleaze, try enrolling in the School for the Hearing Disabled. Not only do I not want your opportunity, I don’t even want to be associated with you. Got the message?”
“John, I’ll be glad to step aside for you and Mary’s benefit. Maybe I didn’t go about it the right way. I’m sorry if I offended you. But John, please don’t confuse the message with the messenger. Let me leave this information package behind that explains the business opportunity and you can evaluate it on your own time – when I’m not around.”
“If taking the information package gets rid of you, give me the information package.”
“John, I’ll be by Thursday of next week to pick up and discuss the information package.”
“Sleaze, don’t bother picking it up. I’ll mail it to you. Our family is busy on Thursday.”
“Sure John, I understand. When would you be mailing the information package back?”
“I’ll drop it at the post office on my way home on Wednesday.”
“Because of all the trouble I’ve caused you John, let me save you a few dollars’ postage. I’ll meet you at the post office on Wednesday night. You can just give me the information package and I can answer any questions you have at the same time. Fair enough?”
* * * * * *
This is ugly. And, this is how some prospects see us as network marketers. Pushy, only worried about our agenda, and practitioners of stupid closing techniques that were taught 50 years ago.
Network marketers fear closing because it has such a terrible reputation. And with people like Sleaze Shallowman, network marketers avoid closing because we don’t want to repeat his mistakes.
Fortunately, times change. In the last 50 years we have learned more about how the human mind makes decisions. Today, network marketers can use better closing techniques that are non-offensive and non-embarrassing. And now we know that we have been closing our prospects at the wrong time. That helps.
The bottom line? Closing prospects can be fun. We can close prospects under the radar with no rejection. How good is that?
We know this instinctively. That is why we cringe every time we hear some of these objection-handling techniques. So if we are going to do network marketing for a living, now is the time to learn the exact closing skills we need to be effective in today’s world. The penalty for not doing this is sounding like Sleaze Shallowman.
Want to read more?
We wouldn’t feel nervous if we were to make a small speech to a group of preschoolers. Even a speech to a kindergarten class would be easy.
Why do we feel this way? Because we feel we have more knowledge and experience than our audience.
We can continue giving speeches through high school, university, and all the way up to the experts in any particular subject. At some point, we are going to feel nervous because we don’t feel we have the same knowledge and experience that our audience does.
So here is the hint.
If we don’t want to feel nervous, we prepare more, research more, and experience more than our audience. When we do this, our nervousness goes away.
People respect and admire someone who speaks in public. Logical? No. But if we can speak in public, we go up in value in our prospects’ estimation.
Want another little secret that can change everything in our public speaking? The answer is in the title of this book I did with Mark Davis.
My friend, Barrett Matthews, is one of the most motivated people I know. What I like about Barrett is that he takes personal responsibility to the extreme. In his book, “Why Didn’t You Get It Done?”, he certainly did not hold back.
I am not much of a reader of motivational books, but I like the conversational style and the “in your face” dialogue in Barrett’s book. I don’t think I would ever use an excuse around him.
If you haven’t read his book, here is the Amazon link:
Even if you don’t buy his book, at least read the free preview on Amazon. You will definitely appreciate how and why we should take personal responsibility for our lives. While I have not tried this personally, I think I would force an unmotivated teenager to read this book. This would be a great time for that teenager to change his or her life.
I will be doing an interview with Barrett in August. If you would like to listen in, let us know here and I will be happy to forward you the details.
“Yes” Decisions Before The Presentation!
Instead of selling to customers with facts, feature and benefits, let’s talk to prospects in a way they like. We can now get that “yes” decision first, so the rest of our presentation will be easy.
You can get the new book on Amazon now:
Getting a “yes” decision first makes sense. Why would we even want to present our business or products unless our prospects wanted them first? Now our prospects will love every detail of our presentation.
No stress. No rejection. And a lot more fun.