The Keen Marketer

Asking for the order is a gradual process and for you to be successful, you need to follow certain steps that will naturally bring the conclusion to a yes decision.

Most times closing is not done correctly but these 5 rules, if followed will help you to close properly:

1. You have to move past the word close and move up to a higher perspective of what it really is.  Closing is not done as effectively as it should by most people.  People resist it subconsciously.  But what if you were in the business of collecting decisions?  Already there has been a shift.  So in your mind it’s really a matter of getting the decision.
2. Never close or go after the decision too early.  You have to give your prospect time to connect to you and feel comfortable in the process of conversation.  If you rush your prospect into a decision, it may not be what you want to hear.  I had a prospect that during my ignorance on fire stage, I innocently pressured into buying my product.  Well, it was a total disaster.  My prospect did not get the benefits I  hoped for and my hope for future follow ups were dashed.  Take your time!
3. But don’t take too much time.  All right.  I’m telling you to slow down but now I’m telling you to not go too slow.  You must strike while the iron is still hot so that your prospect doesn’t cool off and become a lost prospect.  That’s why getting back to the prospect within 48 hours is  so crucial.  You are not forcing them in any way but you are impressing upon them that you are serious about your offer and you at least need an answer of some kind from them.  It’s not something they can put on the back burner and forget about.  This is important to you if not to them.
4. Zero pressure. You don’t want to pressure your prospect and then come across as desperate and amateurish.  Tell them “I only want is what is best for you and your family and whatever decision you make is alright”
5. Care about the person not the results.  Don’t be too emotionally attached to the results.  You are not in charge of the results, but you can get better at getting the decisions.  That’s where excellent training will make the difference.  Role playing is especially important here. Once you get an answer from your prospect you then look at the next name and call them because you are looking for someone that is ready now, for your products and for your business.  Keep focused on getting the decision that is right for the prospect.  All you worry about is who to call next.

All I have to remember is that I’m only 2 persons away from achieving untold success.

Continuing to gain your prospect’s trust will take these last 5 recruiting tips:

• Connecting with your prospect is an absolute must. Do you want your prospect to feel comfortable?  Well then you need to connect and have the prospect move towards you psychologically.  How do you do this?  I mentioned this before.  You ask questions and find things that you have in common, that you can share, that you can relate to and that you both agree on.  The more your prospect gets comfortable with you the more your recruiting attraction grows.

• Paint a picture. People think in pictures. During the thinking process we actually see an image in our mind and that picture becomes a thought.  That’s why “The Secret” teaches you to manifest your wealth through thought.   Your prospect is no different. Giving only details and facts does not paint a picture and will not get them thinking the way you want a prospect to think.  Say things like ” Do you see yourself..?” or “Would your family enjoy...” “Imagine the feeling of.. “I can see you in the tropical place you mentioned earlier..”  It’s crucial that you learn from your prospect what they want to happen in their life that is not happening.  This will give you the tools you need to start painting with words.

• Your belief and caring words creates hope.  Hope is much more powerful than hype.  Forget about just getting the prospect excited.  Hype stems from the head while hope originates from the heart.  One is heard and the other is felt.  So let the power of hope come from your heart for your prospect to have a better future, a better income, a better lifestyle.  As you pour hope into them, they will respond by pouring out their heart which will give you the truth about what your prospect is really hoping for in life.

• Want nothing from your prospect because it’s you who is giving.  Leave your need to make a sale at the door and focus on your prospect.  Approaching your prospect with a dollar sign in your eyes can be felt and is a turn off for anyone.  Remember that you are bringing them value in the form of hope, dreams, success, fulfillment and the possibility of an incredible lifestyle.  Coming from the heart with giving rather than taking is really the most important closing tip you can come across.
  

• Forget about the results. It’s not about you if the prospect decides that what you have to give is not for them.  Don’t get discouraged and down.  Sure our emotions may take a little kick and we start thinking that we won’t be successful.  The key here is to acknowledge that this happens and it will happen again and again if you stay in this business. You must step back from the results and realize that there will be people who don’t want anymore than what they have and that many people are too busy living their life to ever put more life into their living.
  

So chin up and on to the next!

Of course your network marketing business won’t get anywhere unless you recruit.  But recruiting isn’t just about signing people up.

Recruiting has to be done with focus, purpose, passion and power.

Your job is to get your team to go wild by following certain success strategies that I detail below:

• It’s all about making your prospect comfortable.

Your goal should be to make your prospect comfortable quickly and you do that by being comfortable with what you are doing yourself.  Your conversation  should be easy, show no pressure and be friendly. Keep your prospect talking about their interests by asking questions and identify what their needs are.  After all, you are there with a solution to their problem.

• It’s all about the prospect, not you.

The only thing the prospect cares about at the moment is themselves.  Your conversation will stay focused on what they want to see happen in their life and their future.  Asking questions is the only  way to learn what your prospect’s needs are.

• Through your conversation, you will build trust.

Don’t expect a prospect to trust you if you haven’t given them a reason to.  That’s a pretty crucial criteria to recruiting.  In order to inspire confidence, you must not have an agenda or motives other than to see if your business is something they might be interested in.  This is integrity and you should always be coming from there.

• Listen to what your prospect is saying.

Listening is an art and if you find it difficult to listen to what people are really saying then you will find it hard to recruit.  It does take practice to listen and process the meaning and the emotions behind your prospect’s words.

But it’s not impossible.  Just take yourself out of the equation and you will find how fast you’ll be able to really hear what is being said.

Success listening can be learned and is magnetic to success.

• Don’t pressure your prospect for a decision.
  

Pressuring your prospect will NOT motivate them.  Get that out of your head.  It is more likely to make them run away instead.  It’s easy to take the pressure off.  A comment such as ” I’m not sure if this is something that’s right for you or not” or ” I‘m not sure this is a good fit for you or not” or some such comment, finishing with “I only want what is best for you and your family” inspires confidence and trust.

Now don’t you think your prospect will at least give your business a closer look?  Of course.!

You’ve gained their respect and trust because you considered their needs and not yours.

Stay tuned for the last 5 hot recruiting tips shortly.

To finish up from yesterday’s tips on how to be successful while training your MLM distributors, here are 5 more to add which will ensure your success.

Leading your distributor to the home of success.

You have to have a step by step approach as mentioned above but it has to be one that is very simple to follow because not everyone comes to the table with the same skills.

Can your training be copied, mapped out and easily followed?  Can it be a cookie cutter pattern that builds on the next step and so on?  If it isn’t, then you are opening yourself up for losing some on the way.

Doing it live and practicing is essential.

Live teachings at designated times are a must.  You will be able to teach, equip, and motivate.  THis creates team work, unity and connects everyone to a common goal.

Very important is role playing with your new distributor.  Getting a feel for objections and presentations readies them for real life that reading about it just doesn’t do. Role Playing Rules.

Training growth is rewarded with advancement.

To qualify as great MLM training, you need “phases”, or “next levels” of growth usually following the path of “Basic training, “Advanced training,”, and “Leadership Training,” and even beyond that. Not many companies offer this type of training seen as personal growth.  Remember that your business will only grow in as much as you grow as a person.

Cut them lose as soon as possible.

Letting your distributor lose as soon as possible and getting them to teach their training to others will make you solid distributors that produce. Role playing here is key as it get your people excited.

They build up momentum, build their confidence and start displaying leadership qualities.  Their self image gets a huge boost.

Teach and then get out of the way.

Teaching takes time and takes you away from your real job which is recruiting. Good network marketing training will do this, and keep a fresh supply of new distributors learning and doing the trainings.

If you build your team training on the model given here you will have accomplished duplication and mastery in MLM training.

For network marketing training to be powerful and effective, certain steps are a must.

• “What do I do next?” is usually the new associate’s first question.
  

You can’t let your new distributors be ignorance on fire forever because they will simply get frustrated and give up before even really getting started.

So giving your new business partner a road map to success is absolutely necessary.

• We know that duplication is the key to success and that key gets turned by teaching to teach.

Your network marketing training must be easy to teach and to understand.  Complicating an issue causes problems and drop outs.  People will only think to themselves that they can’t do that, so keeping it simple is required at all times.

Teaching John how to teach Sue to teach Mary to teach Roger is what will bring you success and that residual income you’re working so hard for.

• In order to teach you need tools.

For your network marketing training to be simple you need uncomplicated tools and steps to follow that allows your distributor to quickly learn and implement them.  It is therefore, really important that you go out there with more than just a piece of paper with your name on it.  Your tools have to be multi media driven and touch on all the senses.

The distributor must be able to take personal time to view, hear and review all the tools and then decide which tool is best for them.

• Your training should be broken down into steps

Great network marketing training contains trainings on getting started, prospecting, approaching, presenting, handling objections, following up, and getting the decision. Also there must be training on the company, products and compensation plan.

But don’t forget to also include training on retailing the product as well as recruiting new team members. If you have these topics covered, you have the makings of a great MLM training.

• Automation keeps the KISS principle alive.

Going online with your training goes without saying. That’s the reality of today’s smart consumer.  It also makes it available 24/7 and leaves no one out of the loop.  Yes, they can do it at their pace and during their free time without worrying about missing calls.

So you’re looking at network marketing training automated with text, audio, some video with easy access to websites, tools and international contacts.

Stay tuned for 6 through 10 in my next post.

Having a daily prospecting formula is a mandatory strategy if you are to reach possible prospects and make new customers.

You know that network marketing is an occupation that certainly won’t kill you but that does not mean that you don’t need body armour.

The  armour I’m speaking about is the kind that protects you from bullets of rejection and negative thinking that surrounds you.

But  when you use a 3rd party recruiter to work for you, these rejection bullets get diverted away from you.

So how does this work?

Well, it’s a matter of rating and separating.

You rate the ones whose interest is high and separate them from product purchasers.

This 3rd party recruiter is all about the tools you use.  This can be a CD, a brochure or whatever tool that tells the story you want your prospects to hear.

I really like to use audio CDs and video DVDs.  By first qualifying your prospect, you will be able to decide which one is best to use.

So you hand out your tool to at least 2 persons a day.

Ask them if they have a few minutes and that you want  to share an idea  with them that has really helped your life.

If the prospect is one to whom you would give an audio CD then say something like “Do me a favor and put this in and listen to it while you drive home.”

Give them a day or so and then call them back and askthem what they liked best about the CD.

If they tell you the CD message was not for them, then that’s OK.  They are not rejecting you.

This is called rejection proof prospecting.

But this gets better.

You can fail 80% of the time and still create a solid business with prospecting tools.

It’s all about the numbers. It revolves around sharing your CD or brochure and you this 2 times a day with someone new.

Let’s say you have 5 people who are willing to hand out 2 CD’s a day.  This makes 300 exposures a month which equals 3600 exposure a year.

Now let’s assume 2 out of 10 purchase some product.  That’s 720 new customers and that out of every 100, 5 enroll as new distributors and start doing the same.  You’d have 180 new distributors.  Now out of those 720 customers, if all they gave you were 2 referrals each that would mean 1140 referrals a year.

And of that is for failing 80% of the time.

All you do is hand out 2 prospecting tools a day.  How simple is that?  It is very duplicatable and leads to multiplication.

So it’s not all about talent but about the tools. What better way to never feel the pain of rejection again.

I just recently listened to an audio about this topic and it certainly opened my eyes.

It seems amazing that so many network marketers fall for this mistake and it is the single biggest cause for failure in this business.

Before I tell you  what it is, these next points are responsible for the final action which causes so many to fail:

1. You never knew your friends and family could be so unsupportive and negative. This can be disappointing to many of us when we are not supported especially by our family and friends.

That’s because they just don’t get it.  Network marketing  is not a 9 to 5 job and the concept of achieving greatness this way just isn’t in most people’s vocabulary.  So get used to swimming against the flow if you want to stay on course to fulfill your dreams.

2.  A second contributor  has to do with your desire to see your family and friends have all that they desire.

However, you find out that they have already given up on doing something great with their lives.  They make excuses for what they don’t have and don’t do and put you down for trying to better yourself.  This can be very disappointing and disheartening.

3.  The world is actually more focused in getting through the week instead of giving whatever it takes daily to get the week to give to you what you want.

Getting through the week is a great pass time for most but if you have a great talent and are not using it then you are ending with a life that you don’t really want in the first place.

That deceptive thinking is what brings you to the biggest mistake made in network marketing.

Thinking that being average and mediocre in life is the way it is supposed to be and even though you gave network marketing your best shot, you return to your average and mediocre life because that’s the way it’s supposed to be.

You need and should be living an extraordinary life. Supposed to be is not factual and not truth.

Supposed to be is according to whom?

These words have caused so many people to give up on their dreams and that is NOT how it’s supposed to be for you, maybe for someone else, but NOT for you.

Never give in give up or give out, instead give MORE.

More belief, more action, more determination, more time.

Give more time and listen only to those who have walked where you want to go.  These folks can teach you what you need to know, not teach the need of NO.

Don’t make the biggest mistake in network marketing and propose to be the way you want to be.

Create your future and move from the mediocre world of suppose to the extraordinary world of propose.  All millionaires in the world today did just that.

Falling prey to how it is supposed to be just doesn’t cut it and having superior trainers that understand and know these pitfalls can make or break you.

You might think that making a connection with someone is as easy as pie.

Well it is unless you are totally devoid of any social skills.  If that’s the case, you can learn the skills but you most likely won’t be doing network marketing in the first place.

Your posture says it all.  If you are self-assured, have a smile on your face and look openly at people, you will attract others to you.

Ok, so not everyone looks like that.  I know people who always do.  I’m a little more reserved but nonetheless am open and inquisitive.  I just work at it a little more.

But you can learn to enhance these skills through role playing.

Asking questions of your prospect is always a good opener.

“Hi there, how are you?”  (always be ready with sales tools and samples so you can share with others your meet)

The person will likely say hello and ask you how you are too.

Say something like” I’m celebrating today”   WAIT for a response in the form of “what are you celebrating or something like it”.

Respond with “Ive just released 15 pounds and 25 inches of fat and I feel great.”  Wait for response which could be “how did you do that?’

” I did it through a nutritional body cleanse and the best part of it, I got to eat chocolate while doing it.”

Wait for a response.  “How’s that?”

“Tell you what, I have a sample right here.  I don’t have the time right now to chat but because I want to know what this chocolate did for you, I’d like to give you a call tomorrow.  What time would be best for you?” (make sure you offer choices of time) ( get the contact info at this time)

“Tell me, what is your downtime of the day?  Most people say it’s around 4pm.”

Wait for a response.

“This chocolate is no ordinary chocolate and if you take it around that time, it’ll boost your mood and energy.  Here’s a brochure so you can learn more about it.”

Of course, the above is a very simplified scenario, but it should give you an idea of how things work no matter what your product is.

Your goal is to create curiosity and being yourself is very important but most important is for you to have fun, use the tools and get the contact information.

Remember you don’t have a prospect until you have their contact information.