Tom Schreiter – Page 17 – BigAlBooks.com

All posts by Tom Schreiter

What to say to prospects.

“There are two types of people in the world. Those that are open-minded and looking for opportunity, and those that are closed-minded and willing to accept whatever their boss will give them.”

This statement will help open up your prospect’s mind, so your prospect can lean forward, and look for reasons why your opportunity will work for him.

So, how mean can your relatives be?

So how mean can your relatives be? Mean. Real mean.

And depressing, negative, and small-minded.

That’s why my friend, Bob, joined network marketing. He was tired of socializing with relatives and friends who discussed and reviewed every negative story on their 24-hour news channel.

Bob wanted a new group of people to associate with. He looked for positive people who were moving ahead in their lives. Hey, if you have to live, why not live with positive and friendly people?

“I turned 18 and decided that I had learned enough.”

Sound like some of your friends?

Let me tell you about one of my friends, Alisa. She is different. For her, network marketing is all about self-development. Alisa spent 18 years of schooling memorizing facts and never once learned about the power and satisfaction of self-improvement. Now she starts every morning with 15 minutes of positive reading and her days are filled with positive experiences that she creates.

So many networkers have improved and changed their personal lives with the power of self-improvement. They read books, listen to CDs, and attend workshops while their high school classmates watch reruns of the television show, Friends. Guess who is getting more out of life?

“But my boss is a jerk, I am underpaid, my daycare ignores my children, and I hate the traffic going back and forth to work.”

I bet you have a friend or two who repeats this complaint every day. For them, network marketing provides enough income to stay at home with the children, and create a real family life.

You don’t have to earn a lot of money in network marketing to drastically change your life. So why don’t more people use network marketing to replace their jobs and create the lives they want? Well, they just don’t know. All of their network marketing friends are keeping it “top secret.” Hmmm, there is a lesson there for us.

“Okay, I’ve got the house, the car, the boat, the vacations, the lifestyle …”

Yes, some people take their network marketing business to the top level. That’s okay, too. I do know that when you earn more, you can give more. That should be a good enough reason for people to earn more than they can spend.

And network marketing provides that income and freedom for many people. That’s what makes network marketing attractive to people who desperately want to make a big change in their lives.

So what is right with network marketing?

A lot.

We provide choices and opportunities for people. They can pick and choose what they want out of network marketing.

Remember this: “It’s not all about the money.”

Yes, the money is fine, and you can buy some happiness with money.

But life is wonderful if you enjoy what you are doing.

I am not selling kayaks – I’m selling access to outdoor fun.

It is easier to make the sale, and a more expensive sale, if you can position what you are selling.

Do you sell just vitamins? Or do you sell the “Fountain of Youth” in a tablet?

Do you sell night moisturizing cream? Or do you give women a chance to make their skin younger while they sleep?

Do you sell coffee? Or do you sell a heavenly break from the ordinary day?

Do you sell travel? Or do you sell an escape to an experience of a lifetime?

Re-think what you are really selling, and then position it correctly with your prospects. The results could be amazing.

It may not be “all about the money!”

Over the years, I’ve done some Big Al Workshops in Norway and Belgium, the most regulated countries in Europe.

Even though these countries have high tax rates and many restrictions, network marketing is doing quite well. Maybe the citizens are tired of over-regulation and welcome the freedom of working their own business.

We might take time to remember that money isn’t the only motivator for prospects to enter network marketing. Freedom of time and freedom from someone else telling you what to do are also important in people’s lives. But the many benefits of network marketing don’t stop there.

Some people join because of the learning environment and self-improvement trainings. Others join for the sense of community. They enjoy being with positive network marketers, instead of spending evenings with their negative in-laws.

And others just want to be involved because of the product or the company’s mission.

There are many motivators that get prospects excited about network marketing. Don’t think that money is the only reason.

“Sound bites are … incredible!”

Many of you have read, “26 Instant Marketing Ideas To Build Your Network Marketing Business.” The first chapter is about “sound bites.” Once you realize the power they have over prospects, you will start building your collection of “sound bites” as fast as you can.

For those who don’t know what I am talking about, “sound bites” are a Level Four close. Here are a few examples:

1. “Super moms.”

2. “Willpower in a tablet.”

3. “Dream-sucking vampire boss.”

4. “Waking up at the crack of noon.”

You can check out the book here:

26 Instant Marketing Ideas To Build Your Network Marketing Business

If you click on the Amazon button, it will take you to the book’s Amazon page where you can access the free preview by clicking on “Look Inside” on the book’s cover.

See what great “sound bites” you can use to build your business faster.

Once you understand this, it gets easier.

In every workshop, I stress that success is not in “finding” the right prospects, success is saying the “right words” to prospects.

You can find thousands of great prospects, and ruin them all, by using the wrong phrases and words.

You can say the right words, and neutral people become hot prospects.

No matter how many times I insist this is true, at the end of the workshops, people ask me where to get “hot leads.”

So here is a short two-minute video that proves that we should stop looking for good people, but instead, learn what to say. You’ll love it.

http://bit.ly/elKrci

Did you watch it?

What do you think?

What are some good first sentences?

Here are some that I’ve read recently or heard at my workshops before:

  • “Retire with dignity and with a full-time paycheck.”
  • “The special tablet supermodels use to keep thin!”
  • “The secret paycheck your neighbor isn’t talking about.”
  • “How a 21-year-old college student earns over $5,000 a month by helping people fill out a change-of-service form.”

We only get one chance to make a good first impression. Our opening sentence is everything.

The truth is:

Our prospect has already started making the final decision within seconds of us starting our presentation. We need to learn how to manage this.

Want more first sentences…

First Sentences For Network Marketing

First Sentences For Network Marketing

Attract more prospects and give more presentations with great first sentences that work.

More info →
Buy now!

 

Ask heart-stopping questions.

Asking questions is a good way to get your prospects thinking.

You can make your prospects stop, think, and really consider your offer if you ask interesting, heart-stopping questions.

For example, here are two ways to ask questions. Which way do you think will get the best results?

A. How do you see your financial future?
B. Will your boss give you a raise next year?

A. What is your weight management goal?
B. Do you want to lose 15 lbs. before your class reunion?

A. Want to save $3.16 on your next long distance telephone bill?
B. Are you tired of your phone company ripping you off?

You see, it is how you ask that makes a difference.

Where can I find hot, hot prospects?

In the beginning, we don’t have any of the 25 commercial skills we need to effectively go out of our comfort zone. We are stuck with our current “social” skills that we learned from parents, teachers, jobs and from our social life.

So we should start by finding prospects in a way that works for us. Something comfortable that we can feel good about.

So this could be:

Asking for referrals.
Running newspaper ads.
Sending out postcards.
Networking events.
Breakfast clubs.
Signature file marketing.
Joint ventures.
Internet marketing.
Talking to people from a booth at a fair.
Buying leads.
Passing out samples.
Creating your own leads.
Using bird dogs, etc.

So, what method of prospecting is currently working for you?

And do you like the method?

It is common knowledge that you can’t win the race by following the crowd. So let’s make sure we are not blindly following a prospecting technique that is comfortable for others, but not for ourselves.

So what is your natural market?

Your natural market will be easier and more comfortable for you to build. This way you will look forward to networking every day.

Some examples of a natural market:

1. Teachers, especially if you are a teacher and know their problems.

2. Small business owners. Maybe you have a job where you are in contact with them.

3. Young mothers with children. You also have children and enjoy mingling with other mothers.

4. Chat rooms. You may be addicted to late night chat rooms and find them fun.

5. Co-workers. They want the same thing we do. More money, more time away from the job.

So keep asking yourself,

“What is my natural market?”

Let’s determine that, and then make a plan for you to reach them effectively.

Don’t blame your sponsor.

When you join network marketing, it is important to understand the responsibilities of your sponsor, and the responsibilities you have to yourself.

Your sponsor is responsible to give you things such as:

* A few “icebreakers” to help you easily get presentations.
* A “One-Minute Presentation” so you can look professional when explaining your business.
* Some opening sentences to prospect your warm market without risking objections.
* A fool-proof sentence or two to get appointments.

If your sponsor gives you a few of the basic skills above, then what are some of your responsibilities?

* To consistently prospect to build your business.
* To invite prospects to meetings, three-way calls, two-on-one appointments, etc.
* To study and attend trainings to learn the skills to be a professional network marketer.
* To take personal responsibility for your success.

It is a two-way street. You can’t expect your sponsor to do it all for you.

Once your sponsor gives you some of the basic skills, it is up to you. You can whine and complain that you have no one to talk to, that no one will listen to you, that you don’t know what to do, but it is your business.

Your choice to abandon responsibility and to invest in self-sabotaging thoughts is your decision, not your sponsor’s decision.

You will have to take the initiative to learn and solve these problems in your business. It’s not your sponsor’s responsibility to make you successful.