I don’t like working in the “now market”
(approaching total strangers in airports and malls and such) so I don’t do it.
I don’t like knocking on doors so I don’t do
it.
I don’t like cold calling so I don’t do it.
I do contact a lot of people each week, but
not through approaching strangers, knocking on doors, or cold calling. Some
people like to do that and they are good at it. But not me. So here is where I
am going to take a radical departure from the MLM Guru’s S.O.P. Handbook. I
don’t think anyone should make cold contacts to strangers through any of these
three things!
Here’s Why
Everything you do during the sponsoring
process has two purposes. One is, of course, to sponsor new distributors. The
second one, like it or not, trains your new distributors how they should sponsor
new distributors. That isn’t necessarily in the Network Marketing handbook
either, but
that is what happens. So while you are in that sponsoring mode with your
prospect, they are in an evaluating mode and asking themselves; “Can I see
myself doing this also?” If the answer is no, you will not sponsor them!
Your prospects really only want the answers to
these three questions:
Then they want to know; is
there an opportunity here for me? Or, can I do it and expect that it will
work for me too. This is where it starts to become real critical as to how
you originally approached them.
The third thing the want to
know is; will this guy be here for me to help me win? They buy you first
and they want to know if you’re the person that will lead the way and be
there for them to offer a helping hand when they need it.
If you give them a favorable impression in
these three areas, chances are, they’ll come aboard.
So let’s look at our three scenarios that I
mentioned at the beginning of this article
1.
You’ve approached them in a mall. Ok,
they’re shopping, killing time, hanging out with friends, in a hurry, tired from
being pushed around by other shoppers, had a bad experience with a $5 and hour
clerk at one of the stores or a number of other, not so great, experiences.
With this in mind, now you walk up and try to strike up a conversation; “Great
weather we’re having, you wouldn’t want to be a distributor would you?” You
probably wouldn’t get the results you would like. Maybe a different approach;
“Great weather we’re having, would you mind giving me your contact information
so I can call you later about a distributor opportunity with my company?”
Hmmmm, I don’t think that quite gets it either. Ok, how about this; “Great
weather we’re having, my product has 4 more milligrams of proanthocyanadins
than any other antioxidant on the market, you wouldn’t want to buy some would
you?” You probably get the point. Remember they are evaluating your approach
and if they can’t see themselves doing it, they won’t.
2.
You knock on their door at home. The first
things they might have on their mind are; am I getting sued? Am I being
arrested? Are you a salesman? Of course, you are the guy behind door number
three; The Salesman! So you go into your pitch: “Great weather we’re having,
you wouldn’t want to be a distributor would you?” Again, you probably wouldn’t
get the results you would like. Maybe approach number two; “Great weather
we’re having, I’d like to talk to you about a distributor opportunity with my
company?” Nope, don’t think that quite gets it either. Ok, how about choice
number three; “Great weather we’re having, my product has 4 more milligrams of proanthocyanadins
than any other antioxidant on the market, you wouldn’t want to buy some would
you?” Your at their door, you interrupted C.S.I. and they really don’t want to
know; Who are you! Now they are evaluating your approach (you knocked on their
door) and whether they can see themselves doing that or not. And the answer
is…..Bzzzzzzz, they sic the dog on you!
3.
You cold call your prospect (a super hot,
super expensive lead that you bought) on the phone during their favorite TV
program, C.S.I. and say; “Great weather we’re having, you wouldn’t want to be a
distributor would you?” Well, it’s sunny and warm where you live but they live
in Montana and its snowing and 32 degrees there because that’s what it’s like in
Montana in the summer time. Well, maybe not on August 7th , which is
officially summer in Montana, then it will probably be sunny and 107 degrees.
Again, you probably wouldn’t get the results you would like; they still don’t
want to know who are you! Maybe approach number two again; “Great weather
we’re having, I’d like to talk to you about a distributor opportunity with my
company?” Nope, don’t think that quite gets it either. Ok, how about choice
number three; “Great weather we’re having, my product has 4 more milligrams of proanthocyanadins
than any other antioxidant on the market, you wouldn’t want to buy some would
you?” Again, even though this was a super hot phone verified lead, you have to
pass the “Can I see my self doing this” test. No matter what they tell you,
most potential distributors don’t see themselves making cold calls.
So what’s the secret, how do you approach
potential new distributors in a way that passes the test? This is where really
smart Network Marketing trainers tell you to come back next week for part two of
the article. But I’m not all that bright. After all I don’t approach strangers
in malls or knock on doors or make cold calls. So I am going to go ahead and
let you in on the secret now. Well, it’s really not a secret, it just isn’t
used much anymore, but it still works!
Contact them by Direct Mail
Did you know that you have to send out about
50,000 pieces of spam email before you get any responses? Everyone is trying to
build their business on the internet. I mean everyone; Wal*Mart, Sears, Midas
Muffler, Finance companies, Credit Card companies, Vacuum Cleaner companies, CD
Clubs, Movie Clubs, and of course YOU. How do your potential
prospects sift through all this email? They pretty much just hit delete! That
is if it got through their spam filter in the first place. The point is no one
sends direct mail anymore.
In marketing anything, the key is to
differentiate you from everyone else. Send a postcard. Why? Because no one
else is! Send a CD. Why? Because no one else does. Stand out from everyone
else and you get noticed. Send 100 postcards to a rented Network Marketers list
and you will stand out. Chances are good that two or three will call you if you
invite them to on the post card.
You Pass The Test!
When
a potential prospect receives a post card or CD from you, then calls you, they
are saying; “Hey, I can Do This!” That’s 2/3rds of the battle right there. If
you can get your potential prospects seeing them selves doing exactly what you
just did, not only will they join, they’ll duplicate it!
