Someone
you really really want?
I mean someone who says they've given up on network
marketing. Who's been burned once too often. Perhaps someone who
doesn't want to be degraded again. Or doesn't want to hear: "I
can't believe you're doing that again!" from their friends.
Here are three tips that have helped turn such a
person around, if they really do have that entrepreneurial flame
inside:
Tell them right
up front that despite what everyone has heard from the front of
the room, and on conference calls, from top people to bottom people
(who blindly repeat it, thinking that is the way) that:
There will be NO MORE TELLING ANYONE the 5
WORST THINGS to say to a good prospect.
"It's easy. Anyone can do it."
Has that been your experience? Or that of your people?
That it's easy to build a business? And that 'anyone' can do it?
Everyone with a day's experience knows this is FALSE. Worse, those
words attract people who have exactly those expectations. That
it's easy and anyone can do it.
What kind of effort do you think they expect to
put out if that's how they were recruited?
And when it doesn't work, as has happened for over
90% of those who have started, who do they blame for their unhappy
experience? What do they tell others about the 'network marketing'
business?
Even if YOU have been saying any of those 5
worst things, let the person know you will NEVER say them
again. That you just were not thinking when you repeated what
you heard from people who were presumably 'making it' in the front
of the room.
OK?
Your honesty will be a wonderful start towards turning
a good person around. Nothing worth going after is 'easy'. But
there are ways to make a success of it. Here are two.
Use the Plan
B book to woo them back like so:
Show them where, in the book, it states that doing
network marketing means doing two things (p. 73)
"A. Direct sales. Introduces new and unique products
and services directly to others who might want them, and builds
a customer base to get...
B.
Builds a heap. Finds other entrepreneurs who want to do direct
sales with the product or service they represent, build their
own customer base, and perhaps find other entrepreneurs..." http://Banana Marketing.com/books.html
For A, point to the sections in the book where it
shows how Michael Dell is #1 in computer sales in the world, because,
according to the New York Times, he does it through 'direct sales'
using the Internet and direct phone calling to prospective customers.
(pp. 36-44).
Show them how Estee Lauder got to the top in the
cosmetics industry by doing direct sales also, because stores
wouldn't accept her goods (pp. 36-44).
For B., 'Builds a heap' and 'finds entrepreneurs'
show them how network marketing takes a page from McDonald's and
Amazon: they both do exactly that. They pay no salaries to their
entrepreneurial sales force. They pay only percents on the sales
the entrepreneurs make, to the contacts created by the entrepreneurs.
(pp. 64-69).
Showing these two examples, and letting people read
them in a book will help validate what you are doing: exactly
the same kind of thing 'real' companies do, that most 'right people'
will have heard about - McDonald's or Amazon.com. Most certainly
not 'one of those things'. Ha!
Use the Truth
book to prove that there are multiple marketing strategies successful
entrepreneurs have used to identify other entrepreneurs.
Show them the 13 reaching out methods laid out on pp. 85-148
(The Truth -
What it really takes to make it in Network Marketing)
Your experienced networker does not, contrary to
what they have been told (and what they've likely done), 'have
to go to their friends and family' until they cave in. That's
last century. There are better ways.
How about a 'Dear Friend Letter' to those friends
and family, and then just wait and see who responds? (p. 86)
Immediately after sending out those first 100 letters
or so, show them how to choose 3-5 other reaching out methods.
Many are similar to what McDonald's and Amazon.com do to find
THEIR entrepreneurs and customers: ways to go directly to the
'right ones' in the first place - from direct mail to direct calling
to the Internet and many other strategies in between.
Often, with proof, and an acknowledgement that perhaps
some of the things that used to be said are not really right in
today's world, you have a real chance to bring back good people
who know how to network, but who have just been worn out by the
kinds of things they've had to say and do.
You don't have to take that anymore, and neither
do they.
Let them know that.
Real people don't say the '"5
Worst things" anymore. Why should you?
Wouldn't you rather ask for the kinds of people
you are really looking for as entrepreneurs? People with experience
marketing, teaching and public speaking? People who have owned
their own business before? These examples and more are all in
the Truth book and
Plan B book, so people can see for themselves
that there are more sophisticated ways to attract more sophisticated
people: those who know it takes effort, some money, and perhaps
a year or two of apprenticeship, before one can really do the
business successfully. Good people expect nothing less.
Do they?
Both the books,
and tapes to make you laugh about all of it, get them here.
Hope
that helps you believe you can approach experienced networkers
or just top quality people who seek a real Plan
B in today's uncertain economy. With proof in hand.
So don't hesitate. Show them the new way.
"Who you think you are will always be frightened
of change. But it doesn't make any difference to who you truly
are." Ram Dass, 'One Liners' 2002
(Click
here to get the Ram Dass book I refer to.)
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