The Keen Marketer

As one of our top leaders, now  a millionaire, says:

Build Front for Show!

Build Deep for Dough!

One might be wondering how to manage so many people in order to do that and whether one has to recruit every single person to achieve that success.

It’s not necessary.

You have diamonds just waiting to be polished sitting in your downline, that are waiting for a guiding hand. You many know them and more likely you won’t know them.  But don’t let that stop you.

Here’s my advice:

Get familiar with your organization and identify where your volume is coming from and the people responsible for it.

Sometimes these people have uplines that are not that supportive and all they need is your attention to really spur them into action.

Always call that person’s upline and get permission first to work with that downline person. They probably are looking for help too and it may not have occurred to them to ask.

If the upline is not responsive to your suggestion and just is not interested, then there is nothing to stop you from contacting that downline eager beaver and working directly with them and one other of their choice.

Do you think they will say no?  Not likely!

Knowing that someone with more experience is there to help is a big step to revive confidence and build motivation in people as they realize that the responsibility is no longer sitting all on their shoulders alone.

Don’t forget that network marketing is a business of team work and support.  If yours is not then you might need to reconsider and change company!

Ever done one before?  I mean a home presentation?

They’re not really that complicated.

Here are some simple guidelines to follow.  The style is yours but these components should always be part of any presentation.

• Create a need by describing a crisis.  If your product is health related, then you might be talking about obesity being as big a smoking as the culprit for heart disease.  Your product could solve that problem and put the person back on the road to a healthier thinner body.

• Validate the Company.  You’ve describe a crisis which your product can really help with, now it’s time to show how your company has all the tools, ie: experts and knowledge to actually address that crisis effectively.

• Talk about the product simply.  It’s not necessary to go back to school and spend hours learning about the product ingredients.  Just learn a few basic things about it and use simple language that everyone can understand.  If you get too complicated, you won’t be leaving a good impression to prospects considering doing the business because they won’t be able to duplicate what you know.

• Always finish the product presentation with real live testimonials.  There’s nothing more motivating than to see real life success stories to get the emotional response from your prospects that will urge them to buy.

• Transition from the product to the company business model smoothly.  You can use the company motto to do this.

• Start all over again but now you will focus on the company, not the product. So first thing talk about the financial crisis presently affecting so many people.  Show people that there is a solution and that your company could fill that need quite effectively.

• Validate the company by showing your prospects others who have been successful in making supplemental income.

• Use the “napkin presentation” for a simple explanation of your company’s payment model.

• Have business partners there to comment on how their part-time business has helped them pay bills, or buy a special wardrobe or pay for a special trip.

At the end of your presentation, let them know that the timing is perfect to join your opportunity if your company is in momentum and placed on the brink of exploding into various markets.

When we introduce our products to others, we always emphasize the benefits they will provide the user with.

But how many of use think about using reverse psychology?

What I mean by that is using a little marketing technique that we fall for all the time called “loss aversion“.

Humans are very funny creatures.  The idea of losing something is twice as psychologically powerful as gaining something.  This has been proven scientifically.

Let’s try to apply this to a product. If I was selling you something  and I convincingly made the case for a REAL loss you might experience in the future, and I showed you that my product could spare you future pain, would you be motivated to buy it?

I’m not saying you should become a fear monger during your product presentation but if you can figure out a LOSS that your prospect may suffer if they pass on your offer, then certainly don’t be shy to spell it out.

See, if your message relies too heavily on the POSITIVE outcomes your products or services can deliver, people become resistant.  People hate to be sold to but love to buy. However, they are more receptive when you’re describing the nightmares they can avoid.

Take yourself for instance. Are you likely to listen to a stranger who wants to sell you something to make your life better?  Probably not. That little mental alarm goes off and your suspicion antennae start rotating.

But meeting a stranger who wants to sell you something that will help you escape a terrible fate, is another story..one you are prepared to listen to at least.

So using “loss aversion” can be a great tool to get inside the prospects defenses and show them that you’re really out to help THEM, rather than take advantage.

My tip for today is show your prospect that they can avoid a REAL loss that only your product can help with.

I must caution you here to use “loss aversion” only when its appropriate and when there is a REAL risk that your product can help your prospect overcome.

Creating fear for effect only is not ethical and you will suffer for it in the end as your prospect will lose confidence and respect for you.

If in doubt about how best to use “loss aversion”, don’t.

Are you being coached by competent trainers that give you all the tools you need for success?

What should a great network marketing leader be doing?

Leading by example, of course.  What else?

Leading by example means being a doer and being a good follower all rolled up into one.

To be a good doer, a great leader needs to listen, be a friend and be someone you can count on.

A great leader will put their money where their mouth is and put action behind their words.  If they should suggest that you get out there and connect with as many prospects as you can, you can bet your bottom dollar that is what they are doing too.

Without action nothing moves and a great leader did not get to be a great leader without action.

Yes, going out there can be a daunting experience.  You do need to get past your comfort zone.  But look at what surpassing your comfort zone can do for you. You will see it transformed into extra revenue.

It becomes easier the more you do it and the rewards also come easier.

It takes true courage and yes, not many will recognize that in you unless it is another successful network marketer that is doing the same thing or a great leader teaching you the way.

That’s why having a great leader and a team not afraid to go that extra mile can spell success for you even if you are new to the network marketing arena.

It’s all in the leader and who is leading it.

It takes courage to make it in this world.  And network marketing is no different.

Actually, I think that it takes the most courage because we are constantly being challenged beyond our comfort zone.

Not everyone takes the challenge.  These are the people that do succeed, up to a point.  But the ones that make it to the top are the ones that have faced their fears head on.

There are four major enemies that come with network marketing.

1. Rejection:  Who likes to be rejected?  I sure don’t.  But in network marketing, one has to realize that it is not us personally that is being rejected.  Once you get past that obstacle, you’ve taken your first big step on the ladder of success.
2. Deception:  Let’s say for example that you are calling people to invite to a presentation.  Many will say that they will be there but the time comes and they don’t show up.  Life is like that.  We feel deceived and let down.  Get over it.  It is not aimed at you.  Again it’s not all about you.  People have a life and some grains will fall on infertile ground.
3. Apathy: If you’re presenting your product and opportunity to a lot of prospects, you will be meeting a lot of people who just aren’t interested in what you have, even if it’s the best product in the world or the best money maker alive.  Many people just don’t want to be bothered.  They are happy with what they have and don’t want to rock the boat.
4. Attrition:  So you were successful and did your part very well and managed to sell your products and opportunity to quite a few people.  Congratulations!  But you only have 1 serious person out of 200 people who decided to take this business seriously.  This is the price of success.

Your only choice is to keep on going because network marketing is a numbers game and recruiting is the only game in town.  There really is no secret to the process.  It’s simple but not easy.

In part 1, you learned how to replace certain network marketing terms that no network marketers would not understand with terms that are understood by everyone.

In part 2, you learned how to approach a business owner, make a connection and get the appointment so that you could pitch your opportunity.

In this last part, you are ready to close your prospect.

One good method is to visually explain what the term leverage means. To do that, you can use what is termed the napkin presentation .

Let’s say you draw a circle and place the person in the circle. Draw another circle below that one linking it to the top one and put 5 in that one.

The number 5 represents the number of people the prospect would have signed up over some time. Then under that circle draw another, link it to the top one and put 25 in that one.

Keep doing this turning 25 into 125 and then 625, 1250 etc. You get the idea.

Now there are all kinds of representations for the napkin presentation. I have another model here.

You can also draw a matrix with a circle in the middle - YOU - and lines around this circle to other circles with individuals (i.e. staff members) and business names in them.

Then you clinch the whole presentation by saying:

“John, our team will collaborate with you to support and train your staff and your clients, with health seminars, help with displays and promotion, ALL FREE OF CHARGE!

John should be blown away by this offer.  You won’t only be helping him grow his business, give his employees a raise he won’t have to pay but also training him, his staff and his clients all at no extra charge.

You then continue to inform him of his investment in all of this by saying:

“And John, your investment for all of this is $2000 per year, divided in 12 monthly installments.

These monthly payments buy your protein shakes to retail in your gym where you will be making a profit and recouping all of your investment plus much more.

I can have your IsaLean Shakes here at the beginning of next week.”

Pause here….

Now don’t you think the business owner will give this offer serious consideration?

If he doesn’t, there are many more out there who will and with practise you can get really good at this process.

It’s all about growing and getting just a little uncomfortable to achieve even greater things.  Getting good at this will spell faster success for your business.  Teaching your team this strategy is crucial.

I know that some of you will have different products you are promoting.  Just modify the scenario accordingly.

It’s all about how much you want to succeed.  So get-em!  I am!

Well, today I wrote my first press release.  I must say that it isn’t very hard if you just follow know what to do. There is excellent information available but I found that the easiest to understand on how to do this process came from this excellent resource “Building On A Budget” by Mike Dillard.

So far, I’ve only submitted to one location called Free Press Release. The submission process was quite easy and until I understand a little more about the whole thing, I think that I will continue to use the free option before I decide to upgrade to “premier” status.

Of course, there are always more perks when upgrading such as being able to add images, getting a pdf version of your press release, having it sent to subscribers and shown on the home page.

What is really  nice though, is the option of being able to earn credits just by mentioning this specific service right here in my blog.

So if press releases are something you would like to try, then feel free to try “FreePressReleases.com”. Now all I have to do is wait and see if my effort pays off.  If you want to see it for yourself, be my guest.

Ok, so now you’re at your appointment and are ready to introduce John to your opportunity.

Connect first, then say

“John, I have designed a personal financial plan for you. ( remember you said you were a professional business planner)

Would it be correct for me to say that other facilities like yours in this area are your competitors?

What if you could turn all the competition into a business partnership?  (YES)

• You sell products in your gym, is that correct?  (YES)
• Before I explain to you our products,  let me remind you from our last conversation what our collaboration could do for you:

1. Add value to your clients
2. Expand your current business
3. Increase your bottom line

• First I would like to share our business model with you; would that be Ok John?  If you like it, we continue;  if you don’t, we stop:
• You sell protein shakes here, and your only source of revenue on these shakes is a retail profit, isn’t that right?
• Imagine if you could introduce your protein shakes to other gyms or any other locations.
• We have a system that keeps track of all the protein shakes sold in your gym and in all the other locations to whom you have introduced the product. And John, you get paid every time someone purchases a product.
• What other businesses would you see selling these products?  Other gyms, personal trainers, spas or individuals?
• All these people become your business partners; our system tracks every sale.  And every time your business partners introduce these products to other businesses or individuals, YOU get paid.
• You can use this program to give your staff a raise without paying for it yourself, AND keep them motivated as well.
• With your competition, other businesses and your staff multiplying your effort by selling your product, what could this mean for your business?

See how easy any scenario can be adjusted to the prospects situation?  It’s with training like this that you get ahead and prosper.

Stay tuned for the conclusion tomorrow.