You've placed that ad, mailed a prospecting postcard,
handed out your business card, or even shot out an e-mail
offering free information about your business opportunity
or even giving away free VACATIONS. You've followed all
the basic rules of advertising. You've made your offer
stand out from the competition with an attention getting
headline. You have created interest and a desire to find
out more about your offer in your body text. You have made
it easy for your prospect to respond to your offer by
including a toll free number and a web site URL.If you want
to increase the number of people that join you in a
business partnership try these ideas:
Realize that you are not making a one time sale. Your goal
is not just to get them into your company and to buy
product. You are asking them to be your partner and at the
same time you are offering your partnership to them.
Understand that no matter how easy your opportunity may be,
it takes some work and it will require a few skills. Your
new distributors will probably not have these skill when
they join you. That's why you must be willing to commit
yourself to your distributors. This commitment comes
through to your prospect. If it's not there they may feel
overwhelmed by the opportunity and perhaps underqualified.
Being a partner means going the distance for your people by
helping them build their business.
If you're not talking to your prospects on the phone, you
need to. The best way to build relationships over distances
is on the phone. Simply sending out a package and then
crossing your fingers for a "big hitter" isn't going to cut
it. E-mail by itself won't do it either. Most people
cringe when I tell them that they need to get on the phone.
It's something not too many non-sales types enjoy.
Remember that statistically 95% to 97% of the people who
join a network marketing program never earn over $200 a
month. Most never earn a dime. The same percentage of
people (05% to 97%) do not use the phone as a part of their
prospecting efforts. Coincidence? I doubt it! To overcome
fear of the phone I recommend that new people (or people
who are ready to get serious about their business) start by
simply calling all the respondents to their ads before they
send out a package. I also will tell you that roe playing
over the phone with a sponsor or upline or spouse will also
help you greatly. Thus removing the marbles from your mouth
and being ready to work.
To make it extra easy, start out by only verifying the
person's address. You'll be surprised at how often
addresses get misunderstood and written down wrong. In
this one call you have given your prospect a voice to
associate with the package they will soon receive. You have
become a real person to them. And you didn't have to make
a sales pitch or answer questions! You may be nervous
about calling people, but after you talk to a hundred
people you will be quite comfortable on the phone. And at
this point you will have added a valuable new skill to your
arsenal. Rehearse what you are going to say also. Everyday
before getting on the phone you must practice. Just like a
singer that warms up before the concert you need to warm up
before calling. Once you are comfortable start getting
serious by asking your prospect if they have been in
networking, what companies they are looking at and even ask
them if they have the necessary funds to invest in a
business. Don't send too much information in your first
package. We tend to overwhelm prospects with multiple
brochures, tapes, videos and booklets. Too much
information can be a bad thing. I recommend that your
first package contain a cover letter with a personal twist.
Not a sales letter as much as a personal letter explaining
the package. If you have a personal success story, either
with the product and/or service this is the place to tell
your prospect about it. Write the letter as you would to a
friend. Be personal, warm and friendly. In addition to
your cover letter (which can be one or more pages) include
a brochure or some other company prepared literature on
your opportunity and product. If you have a large number
of products you may not want to send information on all of
them at one time. Next you can add an audio or video tape
if you feel it's appropriate. Another good thing to add is
a free product sample if you have a product that lends
itself to this. Your prospect should be able to review the
information within a half hour. So again, keep it simple. A
Web URL is also a good thing to throw in or even tell them
about on the phone.
Make sure your info package sells you and your opportunity.
When you go through your package try to look at it from
your prospects point of view. They have probably never
seen your company before. Even if they have, what is it
they see when they open your package? Is your message
clear? What are you offering? What is the product and what
will this do for the prospect? It may be clear to you but
that does not mean it will be clear to your prospect. Have
a friend review your package and give you an impression of
it. If you're a Leaders Club member you can have someone
from our marketing staff review your package for free.
They'll give you an overview and even a few tips on how to
improve your package.
Follow-up with your prospect. A good follow-up can forgive
even a poor info package and it can often double your
results. The problem is that less than 25% of distributors
who use the phone (we're talking just a handful) make
follow-up calls. Interestingly, that's also about the
percentage of people who make full-time incomes in network
marketing. A follow-up call is a sure sign of your
commitment to your prospect. It's the perfect opportunity
to make sure that they got the package, had time to review
it and to answer any questions that they might have. If
you're not comfortable in doing this by yourself then get
with your upline and have them do a few three-way calls
with you and your prospects. Once you get comfortable you
will do the same for your new distributors.
Keep up the contact once they have joined. One of the
biggest complaints I hear is that new distributors never
hear from their sponsor or upline. If you want to build a
long lasting, loyal downline and keep attrition to a
minimum then you must build a relationship with your
people. The people who will stick with you even when things
don't go as planned are the ones you have a relationship
with. Amway is a prime example of this. The rank and file
make very little money with Amway, yet they stick around
because they are made to feel like they belong to something
special. If you and your company are special then you need
to make your people feel that way too. To build that
relationship you must communicate with your downline
especially your first level people. An occasional
telephone call works the best, but you could also
communicate via e-mail or even regular mail for that
matter. What I'm talking about here is interaction. Just
sending a newsletter does not qualify as a relationship
builder. A newsletter is fine for the rest of your
organization, but not for your first level people.
Follow these steps and I know that very soon you will not
only be getting calls from your advertising you will also
be getting new distributors as well. Beyond that you will
also be making a lot of new friends and hopefully a lot of
money too!
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If you'd like to learn more about a brand new prospecting
system that builds YOUR primary business and generates
multiple income streams, go here:
http://www.pathtopresident.com/r/blindguy55
Remember you can also learn more of the 35 years in Network
Marketing from Dr Robin Rushlo at
ttp://www.cashwithbooks.com
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