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.
“I’m working hard, but things just aren’t building. I feel my efforts are scattered and not focused. What should I do first?”
That’s a question we’ve all had in our careers.
Usually there is one “bottleneck” in our system, one thing that is not working and it keeps our results from happening.
Ask yourself, where in your system is your “bottleneck”?
1. Finding someone to talk to?
2. Knowing what to say to break the ice?
3. Getting an appointment for a presentation?
4. Giving a presentation?
5. Following up to get them started right?
6. Motivating your new person?
7. Training your new person?
8. Teaching leadership skills?
Everyone is different. We all have a personal barrier holding us back or slowing us down.
Professional networkers quickly identify it and then learn the skills to fix it.
So before you go surfing around to the next page on the Internet, ask yourself:
What is the one thing holding back all of my progress?
I get the following call:
“Hi, I just need to have a list of the top 100 MLM companies. And, if you have it, a list of new MLM companies, too. I’m going to find the best one and make a million dollars.”
What should I do?
Should I humor him? Lie to him? Tell him the truth?
I told him the truth.
There is no list of the top 100 MLM companies. Who would be in charge of the criteria? Who would set the ideal ethics scale? Who would be the final judge of the product quality?
I told the caller, “Most companies are good. If they were bad, had terrible products, and ripped off people, they would eventually go out of business.”
And about a list of new companies? Gee, we could sign up with at least ten new companies every day on the Internet. So “new” means these companies are “old” 24 hours later. I’m not sure what “new” has to do with quality anyway.
If we join something because it is new today, what would we tell our prospects tomorrow? It wouldn’t be “new” anymore.
I think there should be something else besides “new” in our decision.
The really bad news about all of this is that this caller thinks that finding the “right company” will be the key to solving his problems.
It won’t help him at all.
He doesn’t have the skills necessary to be successful in any company.
Finding a company to join isn’t what it takes to build a successful network marketing business. It will take skills.
And unless this caller is willing to learn the skills to build a networking business, he will be sentenced to a lifetime of company research, joining companies unsuccessfully, and surfing the Internet for one more new thing to join.
It’s a little sad.
I hope he stops looking for the top 100 Network Marketing companies. I hope he stops looking for new network marketing companies to join.
But the reality is:
He will find sitting at home surfing the Internet, comparing company compensation plans, etc., much more safe and comfortable than actually learning the skills and building a real business.
Should you help your distributors grow into leaders?
Of course, but you have to be selective. You don’t have time to help everyone.
So ask yourself this question: “How do I know that this distributor is really willing to become a leader?”
If you ask your team, you’ll see that almost everybody wants to become a leader. But the world is full of wishers and hopers.
So, how do we know who the serious distributors are?
Give them the Leadership Test and see who passes.
Just loan your distributors a book, any book, and say:
“Here is a great book. Please read it. It should help you start on your path to becoming a leader. And give me a call on Friday to let me know your thoughts.”
1. If the distributor calls you on Friday, here is someone serious you can work with.
2. If the distributor doesn’t call you on Friday, the time isn’t right for them to start becoming a leader.
Think about it. If reading a book is too hard, the path to leadership will be way too hard for this distributor.
Sometimes we get discouraged. That’s human nature. But we also have the ability to cheer ourselves up. Here is one way to create a positive outlook when we feel discouraged.
Just imagine that you continue promoting and talking about your business. At some point, you will cross paths with a prospect who is looking for an opportunity to change his life and you are the answer.
Maybe you don’t know this prospect now. Maybe it will be some chance encounter sometime in the future. It doesn’t matter how you meet this prospect. It just matters that you were still enthusiastic about your business and impressed your prospect.
What can one good prospect mean to you financially?
The prospect could mean a million dollars over several years. And that’s a powerful incentive to be persistent in your business.
There are many networking leaders today that enjoy powerful incomes because of just one good prospect.
Why not join them?