The Keen Marketer

Today’s tidbit pertains to the right use of a very special tool: 3-way calling.

A favorite one to use is the 3-way calling feature.  We all know how that works.  You get a prospect online and then you call a 3rd party, someone in your upline, and everyone is linked so that a more experienced person can add their 2 cents  to better inform the prospect.

This is great for 4 reasons:

1. It makes more efficient use of your time because you’re not driving miles to get to your prospect.
2. It’s cost effective because you’re not having to pay for gas with today’s prices and pay for a coffee or lunch if you’re meeting at a restaurant.
3. It’s the right use of leverage as you are leveraging other people’s efforts and time
4. It’s duplication put into practice.  You are showing your new recruit right off the bat how to leverage.

Now all the above points are very valid and point to the value of the 3 -way call.  However, there is one more aspect of 3-way calling I would like to bring to the table.

Many of us may be thinking that we should be using the 3-way call with only our up-line associates since they are the most experienced and most successful.

But we would be missing the whole purpose of the 3-way call benefits.

What about the prospect’s needs?

If your prospect is looking at only wanting to be a product user, then consider doing a 3-way call with another person in your downline that may have had similar needs.

Putting these two people in touch in a 3-way call is actually brilliant as your associate will be able to identify with this prospect in ways you may not be able to.

Another positive aspect of going down instead of up  is the fact that it edifies your associate as a person in whom you recognize value for their opinion.  It also makes them feel important.

Everyone is equal, so it’s not necessary to go up all the time.  Going up however is more important when yu are looking at signing up a person who is really interested in the business.  Then putting them in touch with a wonderful up-line leader is great.

It all starts with great training and a great team.

With the advent of the internet, network marketing has changed so much that one can hardly follow the old ways anymore. Sure you can do it the old way and succeed but it is so much harder than it needs to be.

According to research done by tax preparation services, only 1 to 2% marketers earn substantial incomes. That means that 98% never reach a positive cash flow in their business.

So, being a newbie can be a challenge and there are many don’ts you should be aware of before launching yourself into network marketing.

The first don’t is about sharing your product with everyone right away. Ignorance on fire can be ok, but you really must be provided with training of some kind before you even open your mouth. If not, then you will be wasting your time and that of others and you will quickly get discouraged.

At first, most of us suffer from verbal diarrhea and overwhelm the prospect with too much information. So much so that the next time they see you, they want to run away.

Good training teaches you to shut up at just the right time.

Another newbie faux pas is to think that this business is for everyone. If you’re taught that anyone can do this business, then no wonder you’ll be quitting soon. It should be for everyone but not just anyone has the commitment and will to do this type of business.

If you’re taught to hype and exaggerate claims about your product, you are being unethical.

This is a no no. If you have positive experience, then by all means share your story, if not, then why are you promoting this product in the first place?

If you’re taught to place more emphasis on motivation and belief than learning the fundamentals of sales and marketing, your success may be questionable. A great team will have all the tools needed to educate you.

If you’re taught that your company’s product is the greatest with the best comp plan in the business, then reconsider your position, as there are most likely better plans out there. You just haven’t seen it yet.

If you’re taught that everyone is your prospect, you may be making more enemies than friends.

People don’t want to have anything forced on them. Yes it is important to get customers and some of those will become business partners but it has to be a conscious choice.

In the mean time, keep them informed about the product or special occasions that might peak their interest in joining you later on.

Most often it’s a lack of information that holds a person back from joining you. That’s why follow-ups are gold in this industry and that the drips you let drop on those that said no in the first place, may create a pond ready for swimming in one day.

The key though is to implement an effective marketing system, which will allow you to spend twice as much time in front of interested people and literally double your results immediately.

When you have that kind of marketing machine working for you, you’ll see more cash in your pocket, be less stressed and enjoy real results motivation. You also won’t have to work nearly as hard to get results…and your distributors will be more than grateful at having chosen you to do business with.