Wealthbuilder's World Center For Network Marketing |
I have recently been reading a few different articles and books from various sources, including Wave 3 by Richard Poe, Upline Magazine, The Greatest Networker in the World by John Milton Fogg, - Money, Money, Money also by John Milton Fogg as well as articles in Success Magazine and Entrepreneur Magazine.
The following is a summary of the information these readings have provided me with combined with my own observations as a Network Marketer. This article is meant to be used by the members of this forum as a tool and will therefore not make reference to any MLM opportunity in particular, although some of you may be aware of which opportunity is nearest and dearest to my heart.
STEP 1.
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VISUALIZE
One of the main reasons why people sign up and get excited about network marketing is because they wish to become successful. -- And success can be defined in millions of different ways, - one person's vision of success is to be able to pay the monthly bills as they occur, someone else's vision of success may be to be able to spend more time at home with the family, someone else might define it as being able to travel anywhere in the world, and so on.
It is therefore interesting to note that one of the first things networkers focus their attention on is sponsoring as many people as possible. I put it to you that sponsoring of people does not necessarily guarantee success. What if they do not get excited about the opportunity? - Which some do not! - What if they drop out? Which some do! - What if they do not sponsor other people? Which many do not!
My suggestion is that to become a success in the business of Network Marketing, the first thing one must focus on is: BEING SUCCESSFUL. We MLM'ers come from all walks of life, but we all have one thing in common, we have seen some of life's ups and downs. Most of us let past failures determine how we react and behave in the present. And by doing just that, we condition ourselves for failure. When the first 20 people have turned down the opportunity, we say, see, -- I can't do this, I'm no good, - my brother-in-law was right, this MLM thing is a waste of time and we drop out.
What we need to do instead is to become successful in our own minds first!!
John Milton Fogg suggests that we sit back, relax and mentally go to the cinema. We visualize the movie that is showing to be entitled: "The incredible life of [YOUR NAME]?"
Try this it works!!! Sit back, visualize yourself accepting an award on the stage of a 60,000 people arena that is packed with people screaming your name. This is your organization. These are your people. Do you hear the music? Do you hear the fanfare? -- Go a step further. -- What king of transportation picks you up after the meeting. Is it a stretch limousine? A helicopter? What does your hotel suite look like? Is there a freshly pressed night gown ready on your bed as you arrive? What does your own house look like? How about your cabin in the mountains? See yourself helping starving people in Africa. What does it feel like to be a success?
Play the movie over and over every day. Once you know what it feels like to be successful you will become successful. Take this example. If Donald Trump (or someone similar) comes in to a restaurant where you are eating, goes over to your table and says:" Hi, I would like to teach you to become successful like I am, I promise to be right behind you every step of the way. The only thing I require from you is that you work hard at it!" What would your answer be? It would be yes wouldn't it? - The reason why you would say yes is not because you like Donald Trump, - you do not know him, It is because he has proven that it can be done and he has a system that seems to work.
If you start believing that you are successful, you will start acting as if you are successful, and other people want to associate themselves with people like that.
STEP 2
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LISTEN TO YOUR UPLINE
The next step is for you to find out from the people that are successful in your business haw they did it. DO NOT REINVENT THE WHEEL. If something is working, why change it?
Try and get near to the people who are making it, have them help you critique you, work with you. If it is not your sponsor, then find the person above your sponsor who is the most successful and duplicate what they are doing.
STEP 3
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KEEP PROSPECTING
There are many ways to prospect. Common to them all is the fact they are subject to what we can call the numbers game. The more people you contact the luckier you will get. Make up a prospecting brochure if your company does not supply you with one, make a point of handing out 30 per day. Write articles, attend small business conventions, talk to anyone within 5 feet of you, do not preconceive who will join and who will not, advertise, participate in discussions on on-line forums like CompuServe, advertise in the CS Classifieds. Join a lead generating program like ProStep, Adnet or UPC. Identify areas of the population that may have a particular interest in your program, Direct mail those people.
Expect that some people will join you and some will not. Fewer will not the will. If you know this, it will not come as a surprise when people say no. If you know that you are going to sponsor one in ten prospects, then you will also know that every time you get a no you will be one step closer to a yes. So a no is in itself positive.
STEP 4
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MAKE PRESENTATIONS
Attend the company sponsored business opportunity presentations as often as possible, even if you do not have anyone to bring to the meeting. Again learn what works for successful people in your upline. Do not reinvent the wheel. When you feel confident, and your upline feels confident, that you are ready to make the presentations yourself do it, not before.
If people respond favorably to your prospecting pre-qualify them before making a full presentation. Ask them if they are interested in making $1000 extra per month. Ask if they are willing to work 6-10 hours extra per week to get that. Ask them if they are currently looking at other opportunities that will give them 1000 per month extra. Tell them VERY BRIEFLY about the opportunity and ask them if this sounds like something that they may be interested in. DO NOT at this point answer too many questions. Keep them curious. Now schedule a meeting where they can see the full presentation. If you are new, have your sponsor present or schedule the meeting to be the opportunity meeting held by your upline. Pick up the prospect and bring her to the meeting, do not expect them to show up themselves.
See if you can find out as much about the prospect as possible already at this stage. Remember you are successful and you are looking for people who will want to make a difference, you are not looking for deadbeats. It is almost as if you are interviewing them for a Vice Presidents position in your company. Find out about their dream. What is it they want out of life, have them visualize with you. This will help you to help them later when the going gets tough.
After the presentation ask them what they liked best about the opportunity. This will focus the prospect on the positive aspects of the opportunity. Try to amplify their response by adding, "Yes exactly!" or "What else?" or ask How could this be of benefit to you?" and so on.
Sometimes it might be helpful for you to take back the opportunity. In cases where you are faced with a prospect who is playing hard to get, you may want to say something like: "Well, this is not for everyone, in fact I am not so sure that this will be good for you, that is no problem think about it and get back to me when you feel more positive about it. I wont be available this weekend, I am sponsoring two new people, but next week will be OK." Remember you are not trying to sell the prospect on the business, - if he cannot see it, neither he or you will gain anything from the partnership. Rather than selling the opportunity you are really sorting through those people who will and those who won't. Sometimes when you take a step back like this people say: " No no, I am really interested I just wanted more information myself." And they sign up.
STEP 5
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GET THE NEW DISTRIBUTOR STARTED
Once the distributor has signed up, you must get them started immediately. This is the time when they are as excited as they are going to get (at least in the beginning). The first step will be to get them to develop a warm list of their own prospects. Help them make a few phonecalls right there and then. Then schedule a day when you can go prospecting together. It is fun to go prospecting as a team. It becomes like a competition who can prospect the best. Remember all new prospects should go to the new distributor.
The circle can now be repeated.
FEEDBACK PLEASE
If you have any feedback or comments (good or bad) I WOULD WELCOME this. Please send to
my mailbox 74503.505@compuserve.com or call (212) 570-0986
I'd really appreciate it.
Pierre Mourier