Wednesday, October 27, 2010
When you join a direct sales organization (a MLM hybrid) your upline usually asks you to contact your "warm" market, i.e. your friends and family. Don't do that. The few sales you might make are not worth the effort. Also, don't sell on the phone with 3-way calling. This positions your upline as the expert. Your prospect needs to see YOU as the expert, not your upline. Here is a good article that supports these concepts...
Market Your MLM Only To People Who Are Looking
By Mike Lewitz
The reason most people fail in MLM and Network Marketing is because MLM companies are teaching everyone who joins to accomplish nearly impossible feats. Allow me to explain...
Let's say, for example, your MLM company sells Coke. As a distributor of Coke, your MLM company and your upline are going to tell you to do things like:
* Make a list of 50 to 100 people in your "warm market" (ie: family, friends, co-workers, etc.)
* Do 3-way calls with your upline
* Talk to everyone that comes within 3 feet of you (the famous "3-foot rule")
* Conduct "home parties" and drag people to MLM hotel meetings.
* Hand out 1000's of fliers, brochures, CD's and DVD's
Basically, your MLM company wants you to talk to the people you already know (or everyone you come in contact with), have them watch a DVD or read a brochure, get them on the phone with your upline, and attend a demonstration of some kind, either at your home or a local hotel meeting. (I know, nothing new here. Stay with me.)
The purpose of all this activity is to convince people that they should all drink your Coke and join you in convincing everyone else to drink Coke.
I get e-mails all the time with people asking, "How do I convince people to join my XYZ MLM company?"
So many people don't realize the main problem is actually so simple that it's slapping them in the face... you cannot ever 'CONVINCE' anyone to do anything they don't already want to do. It's nearly impossible. I defy anyone to convince a die-hard vegetarian to order (and eat) a 16oz rib-eye steak. Good luck with that. It's a nearly impossible feat.
Why would anyone even try to do this? It's insane.
You could try talking to 100's of vegetarians, and maybe you'd get one once in a while, and then everyone would be asking people like me, "How do I convince vegetarians to try my steak? What do I say to them?" Then, you'd see a ton of web sites bashing these crazy meat sales companies that are trying to sell to vegetarians and saying all meat salespeople are freaks. Hmmm. Nah... probably not.
And, yet, that's exactly what just about every MLM company is teaching their distributors do: They want you to go out and convince all the Pepsi drinkers, the Gatorade drinkers, the 7-up drinkers, the coffee drinkers to drink Coke.
What's worse, these MLM companies don't even teach you how to discover what your prospect is currently drinking, let alone if they even so much as have an interest in your Coke. They just tell you to relentlessly shove it into everyone's face.
Why in the world would you waste your time talking to someone who has no interest in what you've got, whether it's a nutritional product, or a business opportunity, or a 52" flatscreen?
Why would a butcher waste one second with a vegetarian when there are so many steak-lovers out there?
If you take anything away from here, it should be this:
We, as consumers, LOVE to buy! But, we absolutely hate to be sold.
So, to become successful in MLM and network marketing, you must first find out if your prospect even has a need, want, or desire for what you're offering. Just help them get what they're already looking for and they'll buy it, but don't try to convince them that they need it more than they think they need or want it.
If they don't have a need or want... next!
Now, granted, you might talk to 100 people saying, "Hey, do you eat steak? Hi, do YOU like steak?" and they may all say, "No." But, isn't that so much more efficient than spending and hour or two or three, giving your full pitch trying to convince them and have them still say 'No' anyway?
Of course it is. You can talk to 10 or 20 times as many people doing it this way.
Remember -MLM is just a numbers game. And, when I say 'numbers,' I don't mean "try to talk to at least 10 people this week."
The trick is to run through large numbers of people in a short time. You've got to talk to 100 people a week -maybe even 200.
Spending just a couple seconds per person will help you accomplish these kind of numbers so you can more quickly find the people who will automatically say, "Actually, yes, I am very interested in that. Tell me more."
Not to mention you won't join the "NFL" club doing it this way because you've properly qualified people - it shows you respect them. (NFL = No Friends Left)
You have my word and promise that there are millions and millions of people out there who are actively looking for the benefit of whatever MLM product or service your MLM company offers and there are lots of great MLM companies.
But, they'll never find you if you're wasting your time with all the wrong people who aren't intested in the first place. (Google: 'Law of Attraction')
It's never about you. It's about them. You must completely remove your needs out of your head - permanently.
For example, if your MLM company offers nutritional products, look for people who are "actively looking" to become more healthy. Never talk to people who aren't already looking to become more healthy - they aren't interested.
Doesn't it make sense that it would be so much easier to recruit someone who already wants to be more healthy, instead of spending hours and hours chasing people down to try to convce them they should start being more healthy?
Not to mention, they'll probably be a long-life consumer, too.
Leave the overweight bon-bons and beer guzzler on the couch with his remote control. He doesn't think he has a problem, and he doesn't have a desire for the benefit of what you have to offer (better health). So, stop trying to convince him.
Remember, it's not about you.
Another example, if your MLM company offers legal services, find people who are worried about legal issues or have legal concerns (there's millions of them out there in today's world. No, really). Don't waste your time trying to convince people who could care leass about their legal issues.
Am I making any sense? If your MLM is selling Coke, then you should be actively looking for thousands of people who are already looking for Coke products, can afford Coke, and are thirsty for Coke.
I promise you... there are millions of thirsty consumers out there who love and want the benefits of drinking Coke. But, please... leave your friends and family alone.
They all drink Pepsi.
Mike Lewitz is a certified International Marketer who teaches marketing to an international organization of over 6000 entrepreneurs in 33 countries who come from all walks of life and market hundreds of different products and services, including people in MLM and Network Marketing businesses.
You can learn more about Mike Lewitz and how to grow your MLM business at his web site at: http://www.mlmultrasecrets.com
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