“The richest people in the world build networks, everybody else looks for work.” ~Robert Kiyosaki
Our profession is called NETWORK Marketing, which is really RELATIONSHIP Marketing. MLM or Multi-Level Marketing refers to HOW we get paid. However, WHAT we get paid for is building relationships. Don’t confuse the HOW with the WHAT. Most people in our profession do things in reverse order and it’s not their fault, it’s how they’ve been trained. Does any of this sound familiar? Have a sense of urgency, get them a tool, get contact info & follow-up within 24-48 hours, 3-way them into your leadership so they can invite them to an “event”, sign them up, get their list & their “why” and then repeat. This system works & it duplicates-every month we have to duplicate it to replace the people who fell out last month. Professional Networkers are always building, not rebuilding, because we build on the rock and not the sand. We spend the majority of our time building a foundation, making it solid, so if a building is going to go up, it not only goes up fast, but it’s built to last. These are the 5 tips to help you create “walk away” income from your Network Marketing Business:
1. Make a friend
The best way to make a friend is to be one first. I subscribe to the old school way of making friends, which worked for me in the sandbox, playgrounds & basketball courts of my youth, ” do you want to be my friend?” I’ve still never had anyone ever say no. My stomping grounds have changed from the playground to Facebook, twitter, linked in, the grocery store, carwash, post office & the mall, and my question is a bit different, but my subtext is still, “hey do you want to be my friend?”
2. Build a relationship
People love to buy, hate to be sold. People buy from people they know like & trust. Heard it all before have you? But you weren’t listening, like my parents told me every time I got into trouble, it went in one ear & right out the other. How are you just going to meet someone & tell them you have the solutions to all their life problems, they simply have to watch this DVD/webinar or listen to this 3 minute sizzle call and can you do it right away? Yeah sure sounds like you really want to be my friend. You ever heard someone say, “I don’t like making money off my friends?” Chances are they’ve run into “this person” before and the perception they came away with was feeling like they could have been any ol’ body. A person’s favorite subject is… drumroll please… themselves. Ask questions that get your new friend to talk about themselves. It’s a subject they never get asked about and it happens to be they are most knowledgeable.
3. Be a problem-solver
Now you’ve been asking questions & listening to the answers, which led to more questions. Your new friend is thinking, “Hey s/he really gets me.” You’ve discovered your new friend is experiencing problems that your business/product/service may offer a solution to. Is your new friend open to change? Professionals sort, amateurs convince. The next group of questions you ask need to center around your new friends’ willingness to change. “Say Sara, how important is (fill in the blank) to you?” “How would your life change if you were able to (fill in the blank)?” “How would it make you feel if you weren’t able to (fill in the blank) for your family?”
4. Feedback for clarification
You have a sense of the problem(s) your new friend is facing and you have a sense of their willingness to make or not make a change in their lives. How solid is it? Tell your new friend what you thought they said and listen for clarification. “If I heard you correctly you were saying (fill in the blank) and if that happens you’d feel like (fill in the blank). Is that what you were saying Sara?”
5. Close. Commitment. Presentation
Yes there is an order, everything we’ve done to this point served to see if Sara was going to be a friend, client or a business partner, in other words we qualified her. A professional knows that everything they’ve done to this point to establish trust can be undone if they jump into presentation mode.. Up until this point my only agenda has been to build a relationship, this remains my number 1 priority, because IT IS OUR NUMBER 1 PRIORITY. It’s not that people don’t want to join your business or buy your product; they just don’t want to join YOU or buy from YOU.
If the word close sounds like a sales term to you, that’s because it is. We are in the sales business, we just aren’t sales people, and we allow people to determine if what we have is right for them. If it is, then they buy (a sale is made). The close, commitment & presentation go a little like this, “Sara a while back you said you would like to (fill in the blank) and if that happened you & your family would (fill in the blank), is that correct? In the past few months you’ve done (fill in the blank) to try (fill in the blank) to make it happen, but you didn’t have the success you were looking for, suppose there was something that could (fill in the blank) and have the potential to give your family the (fill in the blank) would you be willing to find out more about it? Sara how do you like to get information, are you an audio person? Do you like to watch videos on the internet or TV? Do you like to read? What’s the best way for you to get some info? Sara if the info makes sense and you can see how it would help you (fill in the blank) when do you see yourself getting started (with the company/product or service)? Great, I happen to have a (whatever “tool” your friend said they wanted: DVD, website, sample, magazine article, etc.) can I check in with you tomorrow about this time to get your feedback?”
I don’t know about you, but we can’t have enough friends, “people come into our lives for a reason, a season or a lifetime & we don’t get to choose which one.” Dawn & I like to go places and do things with fun people. Making friends is A-Okay in my book and if that’s all this new friendship yields I’m good with that Some of our people who are no longer active still like to hear from us because we are friends, who happen to do (or did) business together. The same with our clients, though this is largely Dawn’s side of the business, we receive referrals every month from clients that have been with us 11 years, 11 months, or 11 days. This seems like it takes time and it does. Anyone can slap a house together, but will it stand the test of time? Time is relative, because your People will “pop-out” of your process or “sales funnel” where ever and whenever. If you are continually engaging different people, your funnel stays full and soon your dream lifestyle will follow.