Tom Schreiter – Page 15 – BigAlBooks.com

All posts by Tom Schreiter

Is your prospect working for everyone but himself?

Imagine your prospect is 40 years old and has no savings. Where did his earnings go during the past 20 years of hard work?

He has worked hard to give money to the landlord or mortgage holder, the car finance company, the government, the grocery store, the dry cleaners, the insurance companies, the clothing store, the electric company … everyone but himself.

Sad, isn’t it? Most people spend their entire lives working and earning money for someone else. Don’t you think people deserve to earn enough money so they can keep a little for themselves?

Maybe the extra money from network marketing will finally reach your prospects’ pockets. Let your prospects know they have a choice.

A short note on prospecting.

If for some reason you want to decrease your level of income, decrease your prospecting activity.

Leaders realize that growth in their organization comes from new people. Consistent prospecting activity guarantees a ready source of new distributors and leaders in our organizations.

As an added bonus, when we consistently prospect for new distributors, our organization learns from our activity. They see our methods, our work ethic, our consistent day-to-day building of our organization. Of course we’re setting a good example, but more importantly we’re showing our distributors how to do it.

Don’t limit the size of your business and the size of your bonus check with the present size of your organization. Build new distributors and build your bonus check.

Question to Big Al

“Dear Big Al,

“As a network marketer, what are the first steps someone should take to get their business going?

“I have been with a company for about 2 1/2 months now and I have not sponsored one prospect.

“The problem is that I don’t really go a lot of places to prospect. I mostly go to work, then home and then church (and I don’t want to prospect at church). I don’t have many friends. And I can’t afford leads, so that’s out of the question.

“So what is a person to do? Please help!”

***

I wrote back –

“Hi,

“You want a business that pays over $10,000 a month. I understand.

“There are two choices.

1. Purchase a business that pays you over $10,000 a month.

2. Create and build a business that pays you over $10,000 a month.

“If you choose #2, then you will have to learn how to find prospects, learn how to enroll them, learn how to train and motivate them, and learn how to market products or services.

“I don’t think you can learn all of these skills by simply reading one book, or surfing a few pages on the Internet. It will take time, money and energy to learn and master these skills.

“Yes, people do earn more than $10,000 a month, but most of them provide more than $10,000 a month in value to their networking companies. We have to provide value to receive that much money in return. We are not providing value by staying home and not talking to anyone.

“It is not a matter of choosing a company, sitting back and collecting. Most companies pay well if we provide enough value to them.”

So, the real question to ask is:

“When am I going to learn the skills necessary to provide more than $10,000 a month in value for a business that will pay me?”

What makes you attractive?

It’s easy to see why some sponsors do well and why some struggle.

  • Would you want a motivated or an unmotivated sponsor?
  • Would you want a positive or a negative sponsor?
  • Would you join a sponsor who made negative comments about others?
  • Would you join a sponsor who complained about the company?
  • Would you join a sponsor who tried to convince you that every company in our industry is bad except one?
  • Would you join a sponsor who talked badly about people?

Prospects don’t want to join a sponsor who criticizes and complains about others. The prospects see this sponsor as having low self-esteem and a low self-image.

How to avoid long presentations.

Q. What do all of your presentations have in common?

A. They all offer time freedom and money freedom.

You will never have a prospect tell you:

“Oh, I don’t want to join because I don’t want any of that time freedom or money freedom. I think I’d like more debt, less money, and more time at work.”

Sounds silly, doesn’t it?

Well, if all of your prospects want time freedom and money freedom, and your presentation offers time freedom and money freedom, then why don’t all of your prospects join?

Because they don’t have the confidence that they can personally achieve time freedom and money freedom with your opportunity. Sure, you can do it, but they don’t think THEY can do it.

Now here is the key. When prospects don’t have the confidence that they have the skills necessary for our opportunity, here is what most people do:

They start introducing new benefits.

They tell the prospect about three-way calls, nice brochures, perfect videos, fancy meetings, car bonuses, and lots of other nice benefits. But they are missing the point.

The prospect doesn’t think he can do it, so it doesn’t matter how good the benefits are.

The solution?

Instead of talking about more benefits, concentrate on showing your prospect how SIMPLE it can be to do your business.

Six great openers to get your prospects’ attention.

Try these. They are some of my favorites.

  1. How to have 5-day weekends.
  2. Would an instant raise solve most of your problems?
  3. Think of all the things you could do in life if you
    didn’t have to waste two hours a day commuting.
  4. Stop paying somebody else to watch your kids grow up.
  5. How to get a $500/month raise without having to ask your
    boss.
  6. We’ll never get rich by working a job.

Why this Australian lady became a leader.

Some years ago, I had breakfast with Kay, a networking leader in Brisbane, Australia.

When I asked her why she became a leader, she said:

“I worked 70-hour weeks. My sponsor asked me when my husband and I finally planned to spend time together. That really hit me. There wasn’t going to be any time unless I changed my business.”

Think about it.

People get married to spend time together, but dual careers make it difficult. If a relationship is important to a couple, time together could be a powerful reason for them to become leaders in a network marketing business.

What your prospects would really like to know.

When I do my live workshops, I don’t spend any time talking about my credentials.

The workshop participants don’t care about my credentials. And, they are right not to care. My credentials won’t make them a cent.

I’ve written many books on how to sponsor distributors. But, even though I wrote those books, not a single workshop participant will earn an extra dollar on their bonus check. Even if my credentials included a Ph.D. degree in Networking, my credentials don’t mean a thing.

Why?

The workshop attendees don’t want to know about credentials, they want to know about experiences.

Book theory and my personal bank account balance won’t put money in the workshop participants’ pockets. Real life experiences, case studies, proven “real world” strategies and techniques are what distributors want to hear.

The same principle applies to sponsoring.

What don’t your prospects want to know?

  • They don’t want to know how big of a car you drive.
  • They don’t want to know how big your bonus check was last month.
  • They don’t care how many heavy-hitter awards you have won.

All these things are things you accomplished. Your prospects may not believe they have the same skills or abilities to match your accomplishments.

So, what do your prospects want to know about?

Experiences.

They want to know how you helped other distributors become successful. They would like to hear about other people in similar circumstances that have been helped by you to become successful.

If you’re successful in networking, you should have lots of these real life experiences to share with prospects. Your sponsoring presentations will be easy.

What if you’re not successful in networking, or just starting? What should you do then?

Sounds like a great time to start building your successful experiences. Instead of sponsoring wide, wide, wide, why not concentrate on your best distributor? Put some extra effort into helping your distributor make it to the top.

Once you have your first success story, move on to your next. You’ll soon get the reputation of “somebody who makes people successful.”

That’s a great reputation to own. And, prospects will be attracted to you.

How marketing helps you find highly-qualified prospects.

Some years ago, Pepsi sent cases of Diet Pepsi to hundreds of thousands of Diet Coke drinkers.

And, their promotion didn’t stop there. Pepsi sent magnets, coupons, and special pop-up mailers to persuade these hundreds of thousands of Diet Coke drinkers.

Their strategy? Target cola drinkers of a competing brand.

Pepsi knew these customers were buyers of colas. All Pepsi had to do was to convince these cola drinkers to try their product. Hopefully, some of these cola drinkers would convert into long-term Pepsi customers.

How can you use this strategy? If you sell vitamins, target other vitamin users. If you sell travel, target frequent travelers. If you sell organic, biodegradable cleaning products, target conscientious cleaning product users.

Like Pepsi, your initial marketing costs may be high if you give away free products. However, look at the long-term profit of a good repeat customer. How much money would you earn if a customer bought products from you every month for the next five years?

Impressive? Yes.

So think like the Pepsi marketers and round up some long-term profits.

For us socially-challenged networkers …

Just because we are not naturally social doesn’t mean that we can’t see the value of a network marketing check.

So for us less-than-outgoing networkers, here are some links to make it easier to network.

1. http://linkd.in/1bctsGk – “Do You Struggle to Make Conversation? A Menu of Options for Small Talk.”

2. http://bit.ly/1eCvel3 – “How to tell if you are boring.”

Anyone can learn to be a better communicator. For some of us it takes longer, but it can be done.