Seth Godin has an 8-minute interview that is great to get prospects to want to get out of their job. Check it out:
Great third party validation for what we do as networkers.
I don’t know why distributors keep buying network marketing leads.
It’s like being addicted to “crack.” Why?
Every time you need to expand your business, you have to buy more leads. If that is the only way you know how to get leads, you are an addict, held hostage by the network marketing lead seller.
But this post isn’t about how to create your own fresh leads. This post is how to be more effective if you are caught in the trap of having to buy leads.
So let’s see how we can be more effective against our competition when we buy network marketing leads that are being sold hundreds of times to our competitors.
A distributor buys some leads. That was the easy part.
Leads are cheap. However, the follow-up time and effort are expensive.
So what will most distributors do?
They start with the “A” names . . . then “B” . . . and by the time they get to leads that start with the letter “C” – they’re already thinking of quitting.
So if you want to talk to fresher leads, untouched by low-energy quitters, do this:
When you get your list of leads, start at the bottom. Start with the letter “Z.” Most quitters never get this far and these leads are virtually untouched.
You have to take a holiday anyway, so why not join network marketers from around the world? Here is a holiday that could pay for itself. One good idea can change a career. Everyone is welcome. New networkers, old networkers, and everyone in-between. 🙂 Full details at:
Many new distributors in network marketing think that choosing a different network marketing company will make them successful. These distributors think that success is “outside” of them, and that the external factors will make the difference.
But success in network marketing is an “inside job.” You have to learn some skills. And if you don’t have skills, changing companies just means that you’ll be unsuccessful in a different company. If you can’t recruit now, changing companies won’t fix that.
In every network marketing company there are some successful distributors, and some unsuccessful distributors. So it is not the company that makes the difference.
Learn how to prospect, learn how to sponsor, learn how to build … that’s what will make the difference. Then you can be successful anywhere you choose. 🙂
“I have a unique patented product, endorsed by some famous person who we gave money to so he would say we are great, with the highest quality ingredients, picked under a rock in China at midnight by elves …”
I think so.
Instead, let’s concentrate on using our “Ice Breaker” techniques to get the prospect to lean forward and ask us for a presentation about our product or opportunity. That way we never set off the salesman alarm.
I don’t know the secret of “natural” attraction, but I certainly can create attraction.
You don’t have to be charismatic, brave, a superstar, or a magician to attract people to you. That’s great, because I am none of those.
Want to attract people and prospects? Here are two ways.
1. Use something out of the ordinary. People lead boring lives. If you have a Chevy Lumina Stretch Limousine, you will attract all the people you want. Here is a picture of this “one of a kind” vehicle.
My friend, Aaron, bought this vehicle from Tim Rose. Both report that everyone who sees the vehicle wants to rent it, or at least start a conversation.
Maybe your product or opportunity lends itself to the extraordinary. If not, get a unique attraction magnet like the Chevy Lumina Stretch Limousine.
2. Attract people by having what they want. Having what people need is boring. People need insurance, mortgage money, food, cars … but that won’t motivate them to contact you. If you have what they want, people will come and stand in line.
Here is an example.
People need to see a dentist to get their teeth cleaned. No excitement in that.
But if you have a toothache, you will beg for an appointment and never negotiate the price because you desperately want to get rid of the pain.
People want a once-in-a-lifetime vacation, the dream car, to be debt-free, the chance to attend the Oscars, and to stay home with their family and have the life they dreamed about in high school.
If you have these things, people will be attracted to you. So do you have a solution that can get these things that people want?
If you do, all you have to do is attract all the prospects you want to your solution by using sound bites, magic sequences of words, word pictures and medium- to high-level communication skills.
You don’t have to have “natural attraction” – you can create it. 🙂
Imagine your nephew came to you and said, “I want to be an accountant. But, I don’t want to learn how to add and subtract. I refuse to go to school and take any accounting courses. And please, don’t tell me to read any accounting books. I just want the rewards of being an accountant. Pay me an accountant’s salary now.”
Yet, as network marketing distributors, sometimes we make the same illogical request. We say things such as:
“I want to invite people to my home presentation, but I don’t want to talk to them. I don’t feel comfortable talking to people as I am quite shy. Using the phone is very intimidating. I avoid meeting people so I can’t invite them in person. I feel self-conscious about this entire business. Couldn’t I just send a text message or post something on social media? And then, my living room would be filled with pre-sold prospects for my products and business! I just want to stay home and cut out pictures for my vision board. I don’t feel good about being a salesman.”
If it was this easy, our network marketing companies would not need us. They could post on social media, or send out text messages to thousands of people. No need to waste any money on commissions and bonuses for us.
For some of us, this is painful to hear. We want to be paid for our intentions, not for our efforts. Business does not work that way.
If we want people to attend our in-home presentation, to buy our products, or to come to a meeting, or to join our business … we have to perform. We have to create results.
In the book, “51 Ways and Places to Sponsor New Distributors: Discover Hot Prospects For Your Network Marketing Business” … there are many different ways of inviting or meeting people. But, we have to actually do them. That is why we get paid.
We invest time with prospects. Our return on our investment is that some prospects will want to check out our products and business. But we have to invest the time.
If we are unwilling to invest time in prospects, why should they to listen to our sales pitch? To prospects, we would appear as “takers” instead of “givers.”
But back to the accounting career. If we are unwilling to do what it takes to be an accountant, then our accounting career is doomed.
The same for network marketing. If we are unwilling to do what it takes to talk to people, and learn how to talk to them properly, then we can’t expect rewards from our network marketing business.
Do you have trouble getting prospects on an opportunity presentation teleconference call?
Are they afraid of being “sold” by listening to the sales presentation?
Relax your prospects by offering to have them listen to a “training call.” They can listen to one of your teleconference trainings without the fear of being “sold.”
This is a great way to involve your leads and prospects without creating resistance. If you work hard to find leads, why not do your best to help them see your business in a stress-free way?
Many distributors use tools to build their business. They buy CDs, DVDs, magazines, literature, samples and more to hopefully get their prospect interested in their business.
But have you ever seen a big MLM leader carry around a big flip chart? A Power Point presentation? Handfuls of brochures?
No, of course not.
The leader has learned the skills of how to get the prospect interested by changing the prospect’s mindset.
And tools do a lousy job of changing people’s mindsets.
So if you are a brand new distributor, of course you’re going to spend lots of money on tools because you don’t know what to say to change your prospects’ mindsets.
But, as soon as you can, learn the skills of changing your prospects’ mindsets effectively and immediately. Learn how to talk to people.
When you contact a referral, or when you call a prospect from a list of MLM leads, you don’t have days or months to build a relationship. So how do you present your opportunity?
Don’t start with all the neat benefits of your opportunity. Don’t tell the prospects about the wonderful bonus checks, the trips, the cars, the incredible products, the company founder’s background, etc.
Instead, remember that people buy things to solve a problem.
So position your presentation to solve a problem for your prospect.
Talk about how your opportunity will make it easier for the prospect to take more time off work, how your opportunity will make it easier to pay bills with that extra check every month, or how your opportunity will provide the extra car for the spouse.
Prospects don’t care how great your opportunity is. They simply care about their problems. That’s the shortcut when you don’t have time to build relationships.
Network marketing is a lot easier when you know what to say and what to do.