Here is one of my favorite mini-stories:
Food for thought.
One married couple goes out to a restaurant twice a week for dinner. They spend $160 a month on eating out. They get fat.
Another married couple invests $160 a month in their own network marketing business. They stay slim and healthy. In a few years, they retire.
I like this. It opens up the prospects’ minds and lets them know that a small change of behavior can make them successful. Also, I don’t get the objection, “I can’t afford it.”
They are already spending the money they need to participate in their own network marketing business. Now it is a matter of choice. Do they want to continue to dine out or would they rather eventually own the restaurant?
When is the best time to know what to say to a great prospect?
#1. After we meet that prospect?
#2. Or, before we meet that prospect?
If we want to sell cosmetics and skincare, and get new customers, what we say will make a huge difference.
Look at this example of an ad headline:
#1. “Stuff for sale.” (Pretty boring.)
#2. “Divorce sale. His stuff cheap.” (Tells a story and is much more interesting.)
Obviously the second headline will work better and attract more buyers. It is the same when we talk to people about our skincare and cosmetic products.
*** There are two places where words will make a huge difference. ***
#1. At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:
* “Luxurious eyelashes, without pasting them on.”
* “Feels so good that you can’t stop touching your skin.”
* “Make our skin younger while we sleep.”
* “Look like a movie star in just 8 minutes.”
* “Keeps wrinkles away an extra 15 years.”
* “Make us look like the younger sister.”
* “Lipstick that stays on our lips instead of cups.”
* “A year-round tan without the sun damage.”
#2. Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:
* “I did not want to be one wrinkle away from a prune.” These words will stick in our prospects’ minds later during our presentation. These words are hard to forget.
* “I never wanted my face to look older than I was.” When we say these words, our prospects picture themselves saying the same thing.
* “I did not want to leave the house looking like I graduated from the clown school of makeup.” The back of our prospects’ minds think, “I want to make sure my makeup is coordinated and not piecemeal.”
* “Well, you know how cheap makeup makes us look … cheap.” Because we use the “Well, you know how …” opening, our prospects easily accept this as a fact.
==> But, we can do better.
What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, what if they perceived us as a problem-solver?
How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.
You can read the four mindset changes for free.
They are in the free Amazon preview of the latest “Big Al” book. Go to Amazon with the link below and just click on the “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.
Think about it. Most business-builder “superstars” are sponsored by people who aren’t “superstars.”
What does that mean to you?
Spend time with everyone. Don’t prejudge. The next person they sponsor could become a great leader.
You don’t personally have to sponsor superstars to build a large, successful organization.
My frustrated distributor insists he wants to become a leader and make at least $10,000 a month.
And, he insists that he should already be earning $10,000 a month after just six months with the company. After all, the company can’t be any good if you can’t earn at least $10,000 a month after six months of part-time work.
So I asked my distributor, “How much do you earn in your present job that you’ve been working for the past 12 years?”
He replied, “About $2,000 a month.”
Did he get the hint? No.
So then I asked my distributor how much sales volume he moved in his organization every month. He replied, “My group moves $5,000 in products every month!”
My distributor still thinks he should earn $10,000 a month, even though he provides less than $10,000 a month in value to the company.
I can predict my distributor’s future. He will insist that it is all the company’s fault and he will just have to look for another opportunity that will pay him $10,000 a month after six months’ work. It doesn’t matter if he provides very little value and service, he just deserves $10,000 a month. 🙂
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.
Signature file marketing.
Talking to people from a booth at a fair.
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.
Everyone tells us to be a leader, but they never tell us how. Dale Carnegie tells us exactly how. If you haven’t read his book, How to Win Friends and Influence People, you are missing a treat.
1. Begin with praise and honest appreciation.
2. Call attention to people’s mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement.
7. Give the other person a fine reputation to live up to.
8. Use encouragement.
9. Make the fault easy to correct.
10. Make the other person happy about doing the thing you suggest.
-Dale Carnegie (1888-1955)
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.
Let’s say that you have $100 to invest. Where would you invest it?
You could be safe and put that $100 in a bank savings account. At 5% interest, you would get a nice, safe, guaranteed return of $5 at the end of the year.
Of course the government wants its share of taxes, so you’d only be left with about $3.50 net. While this is very safe, it’s probably not your idea of successful investing.
So why not try investing in the stock market?
Maybe you could invest in a company. You buy one share of that company’s stock for $100. Let’s say that your share of stock appreciates to $200 at the end of the year.
Wow! That’s a 100% return on your investment. Pretty smart, don’t you think?
What if you did this?
You invest the $100 in a classified ad in the local newspaper. By adding a little personal work to your money investment, you successfully recruit one new serious distributor. And with a little more personal effort, you train your new distributor to be productive.
Your return? An extra $50 a month in bonus income. That’s $600 extra per year! That’s a 600% return on your investment.
But it gets better.
What if you invested the $100 in training?
Maybe you invested the $100 to go to your company’s regional training seminar. At the seminar, you learned how to prospect and recruit new distributors without running an ad.
In other words, you won’t have to spend $100 to run an ad every time you want to locate and sponsor a new distributor. Instead, you’ve learned expert methods of locating hot prospects without having to spend any money.
Now you can sponsor one new distributor every month who earns you an extra $50 in monthly income. At the end of the year, you’d have an extra monthly income of $600. That’s $7,200 extra a year — a 7,200% return on your investment.
And that’s the kind of investment return that separates part-time distributors from financially-independent leaders.
Two distributors work the same program, with the same products, with the same compensation plan, in the same city, talking to the same prospects, with the same weather and yet …
One distributor makes a huge bonus check.
The other distributor starves.
What is the difference?
The only difference is that one distributor “said and did” something different.
It’s not rocket science.
When you say and do the right things, you put your business on an assembly line and keep producing success after success after success.
And if you continue to say and do what you are currently saying and doing … what do you think your results will be? Probably the same.
So do what professional networkers do. They continue to learn new and better ways to do their business. Tell your distributors to attend your trainings, learn more, read books, etc. or else their results won’t change.
In a job, if there is a problem, it may not be your problem. Somebody else has to solve it. And who is that somebody else?
The business owner, of course. If the business owner doesn’t solve the problem, he or she is out of business.
We are in our own networking marketing business. We are responsible for solving our problems. It is this change of viewpoint that is hard for new distributors to master.
For instance, they might say, “Oh, the shipping is too expensive. I can’t build my business with these high shipping prices.”
And the new distributor stops working.
But what would the distributor do if he had the viewpoint of a business owner? He would figure out how to deal with the high cost of shipping or he would know he would be out of business.
With the viewpoint that he has to solve this problem, the distributor could do the following:
1. Only sell to people who could afford the shipping.
2. Find people who wanted the product so badly that the shipping didn’t matter.
3. Realize that there is no competition for his product, and that the shipping is not an issue.
4. Plan ahead and order in bulk so that the shipping would be less.
5. Figure out an alternate way of shipping, etc.
Are there obstacles in our business? Yes!
Business owners overcome obstacles. That is why they are the owner.