Recruit! Recruit! Recruit! - These are the three most important things in direct marketing and don’t get them out of order!
Network marketing is a numbers crunching, sorting through the people kind of business. Your are looking for those that want to go NOW! Do not worry about those that say NO, just those that say YES. Some of the NOs will come along later. I call those ”checkers” – they will from time-to-time “check” on how that “thang your in” is going. When they see you moving on without them, they will jump on board. People are going to do what they are going to do. And, for most of them, that means “nothing”. Don’t get hung up on that. Worry about what you can control and people “ain’t” one of them. The number of exposures you make is all you can control and that will drive the number of recruits you get. Learn this early and teach it to your team and you will explode in growth. If you understand that you “are no gona save the world from poverty” by making everybody you know successful, you are way ahead of the game.
Three Questions You Need to Answer
1. Can I do this? I bet you can hand out a tool and make a follow up call. That isn’t hard. What’s hard is working on the job for thirty or forty years working to make someone else a lot of money.
2. Do I have the time to do this? I think so. Just turn the dang TV off and convert TV time into prospecting time. Is that really a sacrifice? If it is you really need to examine your priorities.
3. Am I willing to sharethis with my family, friends, acquaintances, and business associates? Oh, now this is were the rubber meets the road, because this is the only way you are going to make any money in network or direct marketing. Let that sink in. You have to tell somebody about what you have to offer!
Master the Mundane and Succeed
Recruiting and marketing our services is a process. The process is simple and consist of the following four steps:
-
Market products or services
-
Sponsor new associates
-
Plug the new assoicates into a system that trains, motivates and helps them do steps 1, 2, and 3
-
Never, never quit and repeat these steps, over and over and …
The number of times and the frequency these steps are repeated determines how long it takes to reach your goals. This is the only “magic” to becoming successful. It is simple, but not easy. The hard part is that they are so easy not to do! It is sad, but 95% will choose to “not” do them, and that is ok. You make sure you are in the 5% that “do” them.
How to Market a Product or Service
Golden Rule #1 - The more you say, the less you make!
So, ”say” very little! Use a third party tool and get out of the way! In other words, “Shut Up” and let someone else, or something, do the talking; a DVD, a 3-way call to your up line support team, a website, a recorded phone message, a business briefing -use anything but “your” mouth. The reason is because if you “spew” all the knowledge you have at a prospect or have a slicker that grease sales pitch, they are going to leave you very confused and they are going to be thinking, “I could never remember all that information. It is fine for him, but I don’t know how to sell.” You want the prospect leaving your presence thinking, “I can do that. All he did was give me a DVD to watch, or gave me a website. I can do that.” I know this works because my sponsor gave me a DVD – actually I grab-ed it from him and asked what it was. He replied, “Oh, just something I am investigating.” I watched the DVD and bought the service. Two days later I ask him, “Can you make any money at this?” He said, “Why yes, I think we can” and he gave me another DVD to watch. I signed up as an associate to market the services through my own home business!. Oh yes, he did ask me once a week at church, for nine weeks, “Rick, have you watched that DVD yet? I need to get it back.” Finally I felt embarased about keeping it so long and watched it the tenth week. So keep it simple and use a third party tool and you must follow up.
Understand this and learn it well – “The fortune is in the follow-up!” If my sponsor had not kept asking me for that DVD, I would have never watched it, probably. If my sponsor had missed me, he would have missed one to the top six producers in a business that has approximately 200,000 associates; not me but someone I sponsored! See how important the follow-up is?
The Approach – Keep It Simple Stupid
This is all you want to say. The faster you master this, and it is difficult not to spew all you know all over the prospect, the faster you will succeed.
1. I have something I want to “SHOW” you.
2. It takes about 15 minutes.
3. Oh, buy the way, you may or may not be interested, but is now a good time?
4. What is the best way to contact you after you watch this information? (As you hand them a DVD, or a card with a website URL, etc.)
Using a recorded call ( a SIZZLE CALL) - In step 1 above, if you have your cell phone, you might say as you dial the SIZZLE CALL number: (Don’t ask them if they want to listen to something; assume they do.)
1. “I have something I want you to listen to real quick.
2. It only takes a couple of minutes.
3. Oh, buy the way, you may or may not be interested, but listen closely. (After they have listened, go to 4.)
4. On a scale of one to ten, where are you? Ten being, ready to go, and zero being, I’m not interested at this time?
This works! Don’t take it from me. The number one money earner in our company uses this approach. Learn from those that have “been there done that”. I did.
Golden Rule #2 - Exposure is everything!
Our whole job is to properly expose (using third party and getting out of the way) a prospect to what we have to offer. That’s it! Give them the opportunity to say “YES” or “NO”. You can not control what they say so get over it. You can only control how many you expose.
Never exposing them would be like opening up a store front, that might cost a half million dollars to do so, and never telling anyone you are in business. You have a business, so treat it like one.
Please don’t be guilty of saying this, “Oh, I want to get all my ducks in a row and get everything planned out just how it is all going to work, and learn all the details so I will be ready to answer all my prospects questions.” This is just an excuse to do nothing – you have to overcome your fear of failure. So fail – yes fail your way to the top. It is the only way you are going to get there. Remember, Jim Rohn says, “You don’t have to bat a thoussand to make big money. Talk to 10 get 1. Talk to 10 and get two, two out of 10 will make you wealthy.”
There is an old Chinese proverb that goes like this, “A journey of a thousand miles begins with a single step.” Baby steps. Take baby steps and get started, today, not tomorrow. Time is wasting and there is too little of it to waste.