Training Network Marketers for Success
Training Network Marketers
Network marketing is one of the best industries in the world. My passion is training network marketers and others about the power of network marketing, the benefits it can provide you and your loved ones, and debunking various myths that most people have about network marketing. Therefore, it’s my responsibility as a successful network marketer to train future network marketers and help those out there who are making our industry look bad.
So let’s just cut to the chase and talk about the BIGGEST PROBLEM with network marketing…Most people who are in the network marketing industry CANNOT NETWORK and have NO MARKETING experience.
Now, do you have to have either before you start a network marketing business?? Absolutely NOT. Every single thing in the world can be learned and unlearned.
There are basically only three things a network marketer needs to eventually learn and master if they want to create success and that’s how to:
2) Present (see my other blog post about the presentation)
3) Follow up (see my other blog post about the follow up)
The problem is that most network marketers are terrible at the first, and MOST IMPORTANT, step in the process – the Approach. They shoot themselves in the foot before they even have a fair chance to bring value to their prospect. And when with the right company, with the right products, if that associate ruins the opportunity during the approach it is a disservice to that prospect. Why? Because had they done the approach correctly it could literally have changed that person’s future forever!
So let’s talk about the Approach. Before we talk about how to approach we must first understand the goal of the approach. The goal of the approach is to create curiosity and get your prospect to view the presentation!! The goal of the approach IS NOT to give a mini presentation or “throw up on them” with diarrhea of the mouth.
There are too many people out there who turn off a prospect because of their approach. I have found that energy, excitement and enthusiasm are a powerful tool during the approach. People will feed off your excitement and want to know more about what you are doing. But that doesn’t mean that you go shove your marketing tools in their face really loudly. Or really excitedly show them how much money they can make or how sweet your products are. You will waste both your time and their time with this style of network marketing. Plus, you will make it harder for someone like me who is good at what he does so cut it out!
Let me share with you an analogy that really helped me when I started fully understanding sales, specifically when it relates to network marketing. SHE WHO ASKS MORE QUESTIONS will get what she wants. There is a lot of power in asking questions and it’s the ultimate key to your success.
So here is a strategy for you – For the next few weeks, every time you go home and unlock your door, ask yourself a question that would be a valuable question to ask your prospect. Seriously…it may sound stupid but do it. And do it every time you unlock your door with your house key. And eventually you will form the habit of asking questions. And when you can master that talent, you will open the door to more opportunities with your network marketing business.
So here we go… on to the first 2 steps when approaching someone about your business opportunity.
Step One: Greet
When you greet someone you introduce yourself like you have done thousands of times before. Done.
Step Two: Qualify
Think about it…have you ever been on a date? While it may be a big awkward on the first date, it’s a ‘getting-to-know-you’ game. You are simply asking questions back and forth to find out if that person is worth your time, effort and money. If you are looking for an actual relationship this is absolutely essential in the other person being interested in a second date.
In network marketing, this is also known as building rapport. It’s your time to find out about and evaluate someone to see if they are a qualified candidate to become part of your organization. And this may be a shock to some of you, but NOT EVERYONE YOU APPROACH SHOULD DO NETWORK MARKETING! (See my QUALIFYING ACRONYM below)
Now I believe that every single person in this world should be on my company’s products because of what they have done for my family, my clients, and me. But that does not hold true with the business opportunity for everyone I approach.
And keep in mind that another name for network marketing is RELATIONSHIP MARKETING. Therefore, as a network marketer our primary function is to build relationships. And the best way to do that is to provide value for someone. To build trust. To show them that we genuinely care about their well being. To be there to listen to them. To want the best for them. To be a light. To respect their situation and support them in their dreams.
You certainly want to meet them where they are, NOT to force them to be where we want them to be. NOT to recruit them so you can make more money. NOT to simply win a contest and rank advance. NOT to set their intentions for them. NOT to waste their time. NOT to talk to someone just to use them.
This approach is like going to the bar to find a one-night stand with a girl who is interested in finding a serious boyfriend.
All of these will jeopardize your potential relationship with them…turn the prospect off…hurt your reputation…and potentially even cause you to quit approaching (see my 5 Secrets of the Wealthy). More importantly, think about the experience you just put them through with the wrong way of approaching! It’s no wonder they don’t want to join your organization!!
So here is a strategy you can use in an effort to simply and unassumingly qualify that prospect – ask them about the major things in their life. This way you will learn more about them and IF your opportunity/products may be able to help them. Use the acronym F.O.R.M. during the approach/inviting step to quality them. Ask them about their:
M oney/Financial situation
Let me give you an example for each of when it would be appropriate to invite them to a presentation about your opportunity. (Note: There are many other situations in which you may feel your prospect is qualified):
Family – If you find out your prospect is a single mom who is working at 40-hour job just to get by and her dream is to be able to stay at home with her child.
Occupation – They are working 2 jobs to be able to pay bills. Or they love what they do, let’s say a teacher, but they want a supplemental income for the summer break.
Recreation – They love to play golf but it’s too expensive to play every weekend or they don’t have the time because their job
Money – You find out they make good money but they want to start investing in stocks. Or they make enough to pay their bills but not enough to go on the week vacation to Hawaii they so desperately want
During the approach, your goal is to find out your prospect’s WANT, NEED or DON’T WANT. This is considered their HOT BUTTON. And this is ultimately what will drive them to enroll with your organization. Again, let me give you an example for each of these:
WANT – Your prospect wants to make an extra $500 a month to get the new car they love
NEED – Your prospect needs a second stream of income because their husband just lost his job
DON’T WANT – They don’t want to wake up at 5:30 AM, drive 2 hours to work, get home after the family has already had dinner, and only get to see their kids for an hour before they go to bed
When you have found out their WANT, NEED, or DON’T WANT, you have the ability to offer them a solution with your opportunity. And how are you going to do that the RIGHT WAY? By simply asking this powerful question…
“If I could show you a way that you could _________________________, would you consider taking a look at it with me?” Simply fill in the blank with their WANT, NEED, or DON’T WANT.
By following this proven formula you will not only begin to have more success in network marketing, but you will be providing your prospects a fair chance to consider the opportunity. It becomes a win-win and that’s what network marketing is all about.
Now for my final thought. Over the years I have built a passive income with my network marketing business. And chances are I have been told NO more than you, I have given more presentations than you, I have spent more time and money on personal development than you, and I have devoted myself to becoming a master at the Approach. Over the years, I have created what I use as my QUALIFICATION ACRONYM. This is who I am looking for to join my organization:
W ant wealth
N aturally charismatic
N oble with integrity
R eady for the opportunity
S uccess oriented
Do you know any WINNERS? Are you a WINNER?
Lane Ethridge 9/23/2011