Copyright 2007 Karen Hurd Enterprises, Inc.
Most network marketers don't understand their own business.
Network Marketing is the only business promoted to non-business people on a mass scale. That's it's attraction and why it succeeds. It's also why MLM fails. Most new MLMers
do not take the time, to learn their new profession. MLM is promoted as fast money, and get into action NOW. Talk to enough people fast enough and you'll make it to the top. In just 90 days.
Those are good things, certainly. Enough people have done just that to give it some truth. The distribution model of MLM was designed to be viral before viral marketing was even a concept. There are thousands of audios and books that teach it. We think that a single Saturday morning training and weekly conference call is enough to build a powerful marketing machine .
What is required instead is constant reinforcement of a professional standard and a new way of doing business.
The times are changing. Consumers are savvy and sales weary. The old "enthusiasm sells, so show them that you 'Are Sold Myself' " has limited effect these days. Competition is more intense than ever. And everyone is the best, right? What network marketer says, "my company doesn't pay as good as the others, but I like it". No. Everyone has the best sales plan ever. Every product and service sells itself.
Oy.
Time to get with the trends and change your style. NOW. Get professional. Watch your credibility soar as you lay down the old pitches and hard sell strategies and lead with truth
and authenticity.
1) Get your personal story into a 30 second format.
NO buzzwords, MLM jargon, promises or product ingredients. Just what happened to you, from your heart, consumer to consumer. And when you end your 30-second commercial, don't ask for the appointment, or offer your website. Go negative and ask for the referral . "I don't suppose you know anyone who might have that issue, do you? It's unexpected and much more effective.
2) Don't corner your prospects. Don't push them. No more assumptive closes. None of this "You want to save money, don't you? I'll get you a packet of info". Allow your prospects some distance so they can come toward you.
3) What you have to offer is NOT as important as your prospect's problem. If you genuinely cannot solve your prospect's problem admit it. How refreshing. You will find that they will come back when they want your help next time. They will refer more people to you, because you have shown yourself to be interested in others more than your override.
4) Give your prospect the room to say no. No more "tie-down closes". No more questions that are geared to get you a "yes". Everyone hates that, including you when you are someone else's prospect. Ask permission to proceed, and always give your prospect permission to end the call or appointment.
5) Network Marketing will always be a relationship business.Always. Learn good people skills. Learn good communication skills. Act as a trusted advisor and people will treat you like one.
Understand that all consumers have been trained to resist anyone in any sales capacity. There is a whole industry (e.g. consumer's advocates) that dedicates themselves to resisting
YOU. It is easier for your upline to teach you to memorize answers to objections, then to teach you how to understand what your prospect is really saying. Learning how to market yourself
authentically will not be easy. Yet, you must do it. Your personal long term success, and your team's success depends on it.
About the Author:
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Karen Miner Hurd is a former Public Relations professional. She left her
career to stay home with her children and has been dedicated to
network marketing for 19 years. To find the best home based
business ideas and opportunities so you can work at home visit:
http://www.womanwizehealth.com
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The Indispensable Guide to Network Marketing -
Showing posts with label marketing. Show all posts
Showing posts with label marketing. Show all posts
Friday, November 02, 2007
Wednesday, January 31, 2007
Are You Marketing Your MLM to the Right People?
One of the reasons why I believe MLM gets a bad name and is accused of hype - is that MLM or network marketing is promoted to the wrong people about 80% of the time. It's promoted as a part-time work at home job to people who really just want a steady pay and flexible hours.
1) Network marketing is not a job. It is a business system for entrepreneurs who want to have their businesses at home instead of another location, like an office. The vast majority of networkers still promote MLM as "You can make thousands of dollars in just a few hours a week"! You can do that...just not right away. Depending on your company and business system that could take 90 days or 9 months. People who want at-home jobs expect to be paid a set amount of money every week. It's call a paycheck, not an override.
2) A home business takes heart, energy, perservence and a degree of risk. In a business, you are responsible for your success, no one else. A work at home job takes only time and energy. People wanting at-home jobs are not prepared for the responsibility of a business because it's not what they want. All the motivational tapes and contests will not matter if they don't want it in the first place.
3) Why doesn't your new distributor want to make a prospect list? Probably because a home job doesn't require him/her to create his/her own work by creating a client base. Entrpreneurs intuitively understand the need for prospecting. Home-based employees do not. They will however, gladly help you take care of YOUR prospects.
4) Is your new distributor who is turned off by talk of goal-boards, dreams, or vision-casting? A job doesn't require that kind of mental or emotional energy. There is no "big picture" or the "whole story" in a job. If you marketed your opportunity in terms of a job, you will have distributors that won't come to meetings, listen to tapes or do any of the training. Why? Because they want a job, not a business!
5) A home-job is defined. Even with "action plans" or "success blueprints" home-businesses are open-ended by nature. You cannot guarantee how many appointments you will set, how many orders you will get that day and so on. You can only guarantee your activity level, not the result of each indvidual action.
If you want distributors, market to entrepreneurs. Do not hide your opportunity under "help wanted" or work-at-home ads. As you are sorting through people, you are looking for entrepreneurs. If you want to increase retention in your network marketing business, market to those people who are most likely to stay in the first place.
About the Author:
Karen Hurd has been a maniac all of her life. She lives in Virginia with her husband and 5 children. A former public relations executive, Karen has been in Network Marketing since 1988. She is an internet marketer, writer and coach.
She is also a Napoleon Dynamite fan.
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To find the best home based business ideas and
opportunities so you can work at home visit:
http://www.coolbiz4u.net/
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1) Network marketing is not a job. It is a business system for entrepreneurs who want to have their businesses at home instead of another location, like an office. The vast majority of networkers still promote MLM as "You can make thousands of dollars in just a few hours a week"! You can do that...just not right away. Depending on your company and business system that could take 90 days or 9 months. People who want at-home jobs expect to be paid a set amount of money every week. It's call a paycheck, not an override.
2) A home business takes heart, energy, perservence and a degree of risk. In a business, you are responsible for your success, no one else. A work at home job takes only time and energy. People wanting at-home jobs are not prepared for the responsibility of a business because it's not what they want. All the motivational tapes and contests will not matter if they don't want it in the first place.
3) Why doesn't your new distributor want to make a prospect list? Probably because a home job doesn't require him/her to create his/her own work by creating a client base. Entrpreneurs intuitively understand the need for prospecting. Home-based employees do not. They will however, gladly help you take care of YOUR prospects.
4) Is your new distributor who is turned off by talk of goal-boards, dreams, or vision-casting? A job doesn't require that kind of mental or emotional energy. There is no "big picture" or the "whole story" in a job. If you marketed your opportunity in terms of a job, you will have distributors that won't come to meetings, listen to tapes or do any of the training. Why? Because they want a job, not a business!
5) A home-job is defined. Even with "action plans" or "success blueprints" home-businesses are open-ended by nature. You cannot guarantee how many appointments you will set, how many orders you will get that day and so on. You can only guarantee your activity level, not the result of each indvidual action.
If you want distributors, market to entrepreneurs. Do not hide your opportunity under "help wanted" or work-at-home ads. As you are sorting through people, you are looking for entrepreneurs. If you want to increase retention in your network marketing business, market to those people who are most likely to stay in the first place.
About the Author:
Karen Hurd has been a maniac all of her life. She lives in Virginia with her husband and 5 children. A former public relations executive, Karen has been in Network Marketing since 1988. She is an internet marketer, writer and coach.
She is also a Napoleon Dynamite fan.
-----------------------------------------------------------------
To find the best home based business ideas and
opportunities so you can work at home visit:
http://www.coolbiz4u.net/
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