The Keen Marketer

You’re just about to go and contact your first warm market lead and it’s a friend and colleague whom you’ve worked with for many years.

Your goal is find a client and get referrals right away.

How do you approach this person so as not to scare them off?

More importantly, you hate rejection and want to avoid it at all cost.

If you’ve had access to quality training, you will have been taken through a scenario similar to the one I am presenting below.

“Hi Jim, this is Marie. (get the niceties out of the way before you start your script.  If you just jump in at the beginning you will certainly put the person on edge).

You know I’ve worked with you for the last couple of years and I really respect you as a person and especially respect your opinion.

(you must edify the person first before plunging in. Caution here:  be sincere.  If the person is an ass, then why are you calling them in the first place.)

I was wondering if you could do me a small favor. (wait for response)

I want to share with you a story that has changed literally thousands of people’s lives, mine too by the way, and I am currently looking for people who can connect with the people in the story.

Are you in front of your computer at the moment? ( if yes, you can give them the link to one of your company’s tools, assuming that they have one.  a video is always best because facts tell but stories sell.)

I’ll hold on while you watch this video. It’s only 5 minutes and I want to get your opinion about it.

(if the person does not have a computer handy at the moment, tell them you will be calling back: this is where you have to set up an appointment to talk to them again)

When can we reconnect? (always give 2 options for both day and time.)

If the person can watch the video right away and they get back on the line you say:

“Now wasn’t that a beautiful story Jim?  Don’t you love it?

You see the people in that story, those are the types of people I’m looking for and I’m asking your help in finding these people.  Do you know of anyone who would be interested?”

(Of course, the pressure will be off your contact and they will be more receptive to helping you find someone rather being solicited directly.  They will also think,” Well what’s wrong with me as one of these persons?”)

This is a win win scenario for you as a recruiter and your contact who will not feel pressed to buy into your product or business.

It was never very clear to me what my upline meant when she said to build 3 generations deep until the other day.

There are many different compensation plans out there but I would think that building 3 deep applies to all plans.

I will be using the one I am familiar with as an example.

My plan is binary in structure and requires a personal business volume (BV) of 100 each month in order to stay active and collect commissions.

During a one week period, if the total BVs reach 600 in one leg and 300 on another, then you cycle and get paid a commission. Whatever is not used is transferred to the next cycle.

For simplicity, I will strictly stay with the cycle example and not comment on any additional bonuses one can earn, of which there are many.

My example has the associate sponsor only one person per month.

That first month, there is you with 100 BV. You recruit Josie who will also have 100BV. This gives you 200BV the first month. You will not cycle.

Month 2, you recruit one more person, Charles, and you help Josie recruit Sue.

So you have a personal 100BV; Charles with 100BV; Josie with 100BV and Sue with 100BV. So for month 2 you end up with 400BV. Still not enough to cycle.

Now in month 3, things start to get more interesting. You recruit Sam and Help Charles with Tim and guide Josie as she trains Sue sponsor Liam and personally enrolls Allan that month for a total of 800 BV.

This is what is meant by going 3 deep. You trained Josie and helped her train Sue. She will do the same with Sue and so on.

At this point you will cycle once. How come since your total is 800 BV and not 900BV as required?

Well don’t forget your structure. This is a binary system and your up-line is also working one of your legs.

The total business volume is counted not the total of what you bring in personally, although personal enrollment will help you achieve different levels of success which will boost your earnings. I will not discuss that here.

So now we get to month 4. All these associates, you included, find 8 more people for a total of 16. You will cycle twice that month and Sue will cycle once which will energize her to continue spreading the word.

Let’s skip month 5 and go to month 6 where you now have a total of 32 people and 3200 BVs. You will cycle 16 times.

WOW!

And that is all from only finding 6 new persons in 6 months.

How great is that?

Just to make this more interesting let’s jump to month 10. At this point you will be cycling 226 times and by the time your first year is over your cycles will have reached 910 per month.

You’re talking here about $50,000 per month. Not a bad exchange for having recruited only 12 people into your organization.

But you say that is only if I give this 100% of my attention to finding one person per month. Well, what if you gave it only 50%? You would still be pulling in $25,000 extra per year.

And if 5% was all you could do? That still translates into $2,500. It could be what you needed for that special holiday or small fishing boat. This is extra gravy for you to do with what you want.

But do you think that after you see your commissions growing that you might want to boost your efforts by an extra 5%?

That’s very possible.

You may even get to the point that instead of working full-time on your day job and part-time on your fortune, you could work full-time on your fortune and say hello to freedom.

As I said before, the above is a very simplistic description of how a binary plan works but it is also one of the easiest to be successful with.

You may have been told that network marketing is easy.

Don’t be fooled.

Network marketing may be simple but it’s not easy. There is a lot of work involved while you look for leaders not needers and while you also promote your product to help those you know improve their lives.

Now it’s very possible that someone close to you is a leader. Good for you.

There are ways to qualify leaders from needers that you should be aware of.

You often hear of separating your prospects into As, Bs or Cs. In simple terms, you identify the prospect’s needs and how your company and its products can improve their lives.

In the beginning you will most likely have many Cs, which are mainly clients using the product.

There is a learning curve while you are being trained on how to do the business properly. If there isn’t and you are just thrown out there to fend for yourself, then you should think about finding a company with a solid training system.

The B prospect is one that is enjoying the product, continues to use it and talks about it to others, getting you the occasional client and maybe boosting their position to one where doing the business would require just an adjustment to their own needs.

This B prospect is one that you will want to stay in contact with so you can keep their interest high as you slowly build their knowledge base. This can be done through newsletters or monthly calls. There are many ways you can choose.

Now many networkers would tell you not to waste your time on Bs and especially on Cs.

I want to disagree with this a little. Just because someone is a newbie to network marketing does not mean you have to ignore them completely. Sometimes, they prove to be your top achiever.

Take the Cs for example. They are your client base and they can be an excellent source of referrals. They can also graduate over time to become a B and maybe an A. One never knows until the timing is right for that person. The time you invest will be small but the return can be quite large.

As to the Bs, they will be mostly people who have a little more ambition. They do see the potential in the compensation plan and visualize what extra money could add to their lives but are not totally ready to commit.

They may never commit but if they are consistent in occasionally introducing someone to the product, eventually they will earn something. That something may be just what they need to boost them to an active and go-getting A.

Of course we all want As in our business. This person does not have to be told the plus’s of having a home based business.

· They accept personal responsibility for their actions and results.

· They don’t have a victim mentality and are proactive and usually motivated.

· They are driven to learn and develop themselves.

· They see problems as opportunities to learn and grow.

· They understand that sometimes one can fail but that the important part is to continue and learn.

· They are results focused and let those speak for them more than their mouths. The future holds something real and good for them.

· They don’t need convincing and don’t need an extreme amount of training.

So yes, I want all As in my organization, but I’m not one who will give up on the Bs and Cs because what I have to share with each of them may be just what they need to help them improve their lives for the better.

It’s really not that scary. A newsletter campaign is quite easy and it all starts by staying true and relevant to the topic of interest that has brought those people to be part of your newsletter in the first place.

Staying relevant is key. Quit hinting and be direct. You want to impart your information without confusing the issue but you also want to give information that will educate, something they can take to the bank. And no, I don’t mean money. I mean something that will be useful to them in their daily lives.

For example, there is a newsletter I know of that discusses all the different ways a person can be exposed to toxins in their life.

The important point to note here is that there is always a solution given to reverse the toxic state and improve health. Having readers who are part of your downline will typically help them get better educated about the topic and feel more confident when sharing with friends the benefits of a cleansing program.

Asking for testimonials will also add another dimension to your newsletter. People love to read about another’s experiences. So with that in mind, always get permission from the person before adding it to your newsletter. It is unethical to do otherwise.

A great tool to get your newsletter off the ground is to use an autoresponder which will welcome them aboard. But more importantly, offer them the opportunity to unsubscribe if they want to. I hate having to look all over the place just to get my name off a list I am no longer interested in.

Now it’s possible that you could get a spam complaint. It happens to all of us. Don’t worry. Chances are the person forgot they opted into your newsletter service.  A good autoresponder will take care of such headaches and make life much easier for you.

It also makes it so much easier to send newsletters. A good autoresponder will have ready-made templates and all you need to do is fill it with your information and send it on at the time you have chosen for your readers to receive it.

So setting up a newsletter can be very easy to manage and can be a lot of fun because you will be sharing information and experiences with many people who have the same interests as you.

You want to reach a larger portion of your warm market and expose as many as you can to what you have to offer.

The home presentation is the ideal tool to do this with.

However, there are certain guidelines you should adhere to when doing so and good training is key.

First of all, the presentation should be short, 45 to 1 hour max. People have a hard time of sitting still for any longer. You want to be able to have time after the presentation where questions can be asked and for people to mingle and fill out applications.

Secondly, keep it simple.

But giving a presentation is not as simple as just telling your story, there are certain components to consider.

These are 4 must do’s for your presentation to be complete.

• CRISIS: identify the need your product addresses. Each person may be present because you invited them but each person also has a problem that needs addressing. If your product can address their needs, then you have a sale. So make sure to give a good list of benefits.

• CREDIBILITY: Who, what and where of your company, its stability, its founders. There are many fly by night companies coming and going every day and everyone wants to know that what they buy into is the best. No one likes to be taken to the cleaners.

• SHOWCASE your product: Have a simple display with brochures for everyone. They many not decide to buy now but leaving with a brochure or flyer is certainly better than leaving with nothing. Another good method here is to have taste testing if your product is something you consume or give out samples. A good company will have marketing samples available for you to purchase.

• VALIDATE your product: HOW? Testimonials are what will assuredly make sales for you. Make sure you have a few people present who are on the product so that they can give their story. Facts tell, stories sell.

The above 4 must do’s focused primarily on the product and its benefits. At the end of the presentation there is a 5^th must do.

It’s time to reveal your company opportunity. Most likely the attendees will not be interested in the business opportunity but then, maybe one person will be. After all, it’s ok to have clients but more importantly it’s better to attract people who will want to earn extra money.

Read the company’s vision out loud and let those words do the talking for you.

Ok, your presentation is now over. Thanks for coming!

A famous phrase I often hear from my up-line trainer who is one of the most successful leaders in my network marketing company, is “structure creates freedom”.

This was in reference to leads follow-ups. After all, if the follow up is done properly, one never needs to go out of their warm market, which means no cold calls.

The greatest and most powerful tool all networkers should be using is the DRIP list method. If you’re an experienced in network marketing, you will be familiar with this technique.

Why do we see commercial over and over again?

Because it takes us many viewings to recognize the value of what is being presented. In the same vein, when sharing a new idea or product with a possible client, it may take 6 to 7 tries before they get it!

9 out of 10 leads don’t get it the first time around. So knowing that, then it is just a matter of constantly exposing them over a period of time, like a drop of water falling on stone, until the client gets it!

With that in mind, keep a good list of all your leads, date first contacted and jot down some key points about that person such as family members, names, health, whatever is relevant.

After all, your memory may be good but once you get a long list of people that you need to keep in touch with, it gets pretty hard to remember all the details that are important to that person.

I keep this information on 3×6 index cards in a little plastic box. This may seem to be a Neanderthal method to you, as using the computer for storage would be no problem at all. But for me, this is one resource I like to do by hand.

I find it satisfying to rifle through those cards and see how many are accumulating. It inspires me!

Now, every month, there are 2 days or so that are strictly designated to following up with these leads. If your client is active, you really don’t need to follow-up on these days because if you’re doing your business right to start with, you’re already following up with them on a regular basis anyway.

This strategy is for clients that are no longer active. This is not a cold call. You know this person and they know you. Already there exists a bond. Hearing the click of someone hanging up in your ear will not be something for you to fear.

In order to keep your call interesting, you must bring something of value to the table.

This could be in the form of a document, audio or video that you tell them you will send by either snail mail or email. Your goal is to bring value.

At the end of your call, make sure to ask permission for another follow-up next month.

Your purpose it not to expect a reply.

But I thought the idea was to activate old clients for expected new sales?  Wrong!

You are just sharing information. Now don’t get me wrong, they may buy again but that is not your objective.

You are creating a community of people linked by the same interests and slowly expanding your warm market which allows you to build deep.

This person may or may not be a client again but at one point they will be open to giving up a name or two to help you, as they will have seen that you are genuinely interested in helping them, even though they gave nothing in return.

Teaching your associates to use this technique is a smart move and easily duplicable.

It also removes that fear of rejection we get at the thought of approaching new leads  for the first time.

I hate cold calls too and I don’t waste time on them. There are much better ways to get leads.

So all in all, it’s a win win technique. Pass it on!

Lead generation always seems to give network marketers a headache. It doesn’t have to be so.

Yes you do need to find people who will buy what you have to sell and it can be seen as a lot of grunt work which is the bones of your business after all. But that is just the way it is. You need customers or you have no business.

So you need to learn the skill of generating leads. It’s really not that hard. If you are already in network marketing, you will have had some training with your upline which should have put you on the right path.

There are several ways to generate leads:

• Advertising in an easy method with which to get your feet wet. Now there are many ways to advertise. You can do it on the web, newspapers, magazines, local display boards, etc.
• Trade shows are another venue. Set up a table with your goods showing the benefits of using them to others. It may bring you sales.
• Publicity and public relations can be considered. However, it can cost big bucks.
• Product literature such as brochures, CD’s and DVD’s are all good tools to hand out. The investment here is minimal, especially if you produce them yourself.
• Website guided presentations are also easy and can be quite powerful.

Your goal is to communicate with large sectors of the population. The more people you reach, the more are likely to be interested in your product or business.

• You could consider buying leads. This can really cost you big money though. However, a very simple and effective way to generate leads that don’t cost an arm and a leg is to learn the techniques used by lead generation companies that actually sell you those leads. They have to have a way to get them too you know. There are free videos you can get online that will teach you those methods and it will be up to you to do the follow-up.

The lead may be cold or hot but either way, the more contacts you have the more likely you will be able to have one say yes to your opportunity.

Following up is really the most important tip you can get from this article because it is in the following up that you start to build a relationship which brings trust and eventually what you really want, a contact ready to be a business partner which will fatten your down line and your pocket book in the end.

When you participate in network marketing you will be attending events such as daily training calls if your team is a winning one. During one of these calls, an affiliate shared with us a really  smart tip in getting a new client get two new clients primed and ready for a probable sale.

Following up was the topic of the day and we all know how important it is to play an active part in your client’s life. After all it is the client that creates volume for you and it is the client that has tried your product and is more than likely ready to buy again.

What you do is this: Ask the client to choose 2 people to be accountable to for the duration of the program or the specific goal is reached.

The key ingredient here is to do this without telling the accountability contacts anything about the product except the desired goal.

This is a brilliant strategy.

Number one, being accountable to 2 other people will keep the client on track and make him/her more attentive to the achieved results.

Number two, it will be perceived as more of a game and add fun to the whole process.

As a result, these accountability coaches will have first hand knowledge of the results, hopefully they will be good, and this should peak their interest to find out what the product is. They will be more than ready to want to achieve similar results.

Then its just a matter of wash and repeat. Your client base grows and all you had to do was introduce 1 person in the beginning.

How great is that?