The Keen Marketer

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.

If you have a network marketing business and are locked into selling only one product then you’re job is a bit harder than someone who has products that will cover more benefits for people.

Take for example, if you are talking to someone that has been involved in selling, let’s say a liquid health juice. This person may not be open to looking at sharing another health product that may have meal replacements in it.

Not because the meal replacements are no good but simply because that is not what the person is used to doing.  They are knowledgeable about their liquid product and that’s what they know.

Now, if you are fortunate enough to also have a liquid product in your tool box, then you will be able to relate more closely with this person.

Always look at where the person is coming from first before diving in with what you have.  Also if you are trying to get them to look at your liquid product, it better damn well be superior to the one they are pushing.

• So Rule # 1, know your products

• Rule #2, identify where the person comes from

• Rule #3, show them how they can make more money with yours because you have a better compensation plan and product.

• Rule #4, teach them how to do the same with others, which will explode their business.

No one said that network marketing wasn’t simple. just that it isn’t easy.

It all boils down to having a strong team held together by impeccable training and everyone then has an equal chance for success.

In network marketing, there are 2 income producing activities you should be doing.

1. get customers
2. recruit business partners

This is easier said then done, of course.  But here are a few tips that might take the edge off.

First of all you want to attract people to you and you do that by giving value.  Find out what that person need.

In order to do that, ask questions.  Your’e not a mind reader!  Once you know what they need then you can better identify if your product can help.  Hopefully it will do all it is supposed to do or why else are you promoting it in the first place?

Secondly, when you’re not looking for customers, you want to attract other networkers.  Why? Because you don’t have to sell them on the benefits of network marketing.

Now don’t get me wrong, there are inexperienced people who start network marketing every day and they do quite well in the long run, but they need more time and training than someone who has already tried it before, even if they might have been unsuccessful.

Short of finding other networkers, you can broaden your search to business owners, teachers, people in areas of influence that have a large circle of friends.

You can find them at the Chamber of Commerce meetings, BMI’s, at the Y, the list is basically endless and  don’t forget going online.

Find out what makes them tick and what you have to do to change or improve in yourself in order to attract more of them in your life.  If you need to get a haircut, update your wardrobe, etc, then do it.  How you look physically can be a turn on or turn off.

You can even think of writing an e-book and give out for free.

Make sure that you enumerate the many positive aspects of network marketing.  Some opportunities, like the one I am involved in, has no overhead, no stock, no boss, no geographic constraints, no specialized education and best of all no limit on income.

When recruiting networkers, lead with the business.  They know there is always a product attached, but they also know that the compensation plans can vary greatly as can training.

This post is by no means complete as to how to find either customers or prospect other networkers, but just remember that attraction is a most compelling tool that will bring you some of both.

How often do we hear that excuse or objection?

I shouldn’t be so harsh though because most of the time it’s probably true.

People are very busy and finding an hour here or there to do network marketing can be a challenge.

So what do you tell someone when they say they have no time to do this business?

First step is to explain what leverage is all about. We hear it often but do people really understand the concept?

Network marketing is not a conventional business. This is not exchanging two hours of work for two hours of pay.

Let’s say you find that you have only two hours a week to work your business.

Well, 2 hours at your real job will pay you what they are worth to your boss. Now two hours doing network marketing will leverage the time of all of your business partners (downline) and pay you much more than your hourly wage will.

That’s the magic of network marketing.

What you can do in 2 hours is multiplied greatly by the number of people under you doing the same thing.

What does this spell?

FREEDOM!

The bigger you become, the more hours you will be leveraging and getting paid for.

Once your contact understands the idea of leveraging, they may be more open to its possibilities and find 1 or 2 hours a week at first. As they start to earn on their leverage, they may soon find that 2 hours a week is just not enough.

A second component to the no time issue is to help them structure their time in order to see exactly what time can be spent on their business.

What happens in a case like this is that people find how scattered their day is to start off with and a good weekly plan can make all the difference in freeing up minutes here and there that can be used either for the business or to spend with family.

Every body wins in this business especially if they are taught well through sound training.

Yes, that’s true, but not quite.

You have special skills, right? So do I and so does every unique person on this earth. What this means is that not all network marketers will be created equal.

Not everyone can jump in cold turkey and get the same results that the experienced networker will get. Maybe a newbie who is highly placed in their day job decides to enter network marketing.

Being a top dog of a company, they are already making big bucks and certainly won’t be suffering the same financial stress most people experience as they struggle to pay their monthly bills. They will also have access to many other professionals who already trust and respect them.

Will your stay at home mom, secretary, student or bank teller be having the same kind of results as the person above?

Of course not!

Everyone is on a different time line and what determines how quickly and easily a person will have results all starts with the skill level they have.

Thankfully skills can be learned if the desire is there and someone who is unskilled should not be turned away.

You need to first identify their desire level. Sales skills can be learned by anyone.

There should be a multi-step qualification process. After you’ve seen that the prospect is serious about building a long-term business vs a quick buck opportunity the next question should be time available to build their business.

This business can be built on 8 to 10 hours a week, but a really serious prospect should be told that they will need at least 15.

As far as money goes, every company is different when it comes to the initial start up costs. However, the prospect will need an ongoing marketing budget. This is one tip not often suggested by an upline leader simply because they were never told in the first place.

It is absolutely mandatory if you wish to run your business at its full potential.

A marketing budget will insure a constant flow of fresh, qualified prospects.

How you generate these leads can be through your own advertising or buy them from people that do that as a business.

I prefer to generate my own. However, this is a topic for another day.

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.