Ok, I'm not exactly unfriendly. I am very nice - but I'm not very charismatic. People are not drawn to me, I hate the phone, and I pretty much talk in bullet points (I can take just about any subject down to 5 words.)
But I do see the value of Network Marketing so what do I do? I sign up and fail miserably. After 4 months of hard work I had little to show for it. I did what I didn't want to do and talked (begged) friends and family. I advertised all over the place and I bought tons of leads. It didn't matter if they were guaranteed contactable or not because I was awful at it.
Was the problem the business? No, what I had joined was absolutely the best opportunity I have ever run across (and I looked at a lot of them.) I won't go into details but the basics is that it didn't cost anything to join, had no products for me to purchase, and there was nothing I had to sell. It was completely referral based. I get my downline to sign up for a fee free credit card (didn't cost them anything to do) and I got paid for the referral - and it had 10 levels so I got paid when my downline did the same.
So the problem must have been me. After four months I took a step back and looked at what I was doing. The most important question I asked was "Would I have joined myself after hearing the stuff I was blabbing?" Nope. I went back to the drawing board and pulled out the following points everyone has to understand.
1) What you have to offer is valuable.
2) No one cares about your opportunity.
3) You have to keep it simple.
Value
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You should never look desperate. People will think you are trying to get something from them and they will run. If a loan officer cam running up to you and said "Please, I need you to sign up for a loan with me. I'll pay you 5% a month if you sign up." You are going to think this guy is crazy, or that it's a scam and there is some hidden fee someplace.
Think about it - why can two banks across the street from each other have different rates and the one with the higher rate will still have people standing in line begging to be accepted? Desire due to perceived value. People believe the bank has some feature of value that will carry over into the loan, like good service.
What you have is valuable and you should treat it that way. Don't give it away to just anyone and don't beg. This is network marketing - you don't need 100 people in your first level. You only need a few really good people who will make sure they have the same and that it is repeated down line.
You need to create desire for what you have and the best way is to dangle the carrot just out of reach. If people think there is a chance they can't have something - they want it all the more. If you present yourself as doing them a favor for giving them even a little information, that there is a screening process, and they may not be allowed into your 'inner circle' - you have positioned what you have as valuable and created desire around it.
Now the roles have switched. You are no longer hunting people down - they are hunting you!
Forget the Opportunity
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Now even when I had people coming to me wanting to know more about what I had, they still were not signing up after I had explained the opportunity. The solution came in the form of mowing my lawn:
If you want to sell lawn mowers you don't tell people how much horse power it has or how much gas it can hold. You tell them how it will accomplish what they want - cut their grass. After you solve their problem, then you can describe why your solution is better than another.People who bought lawn mowers didn't want a lawn mower...
...they wanted their grass cut.
So if you want to sell something like a business opportunity you need to know what people really want...
Extra cashThen you can offer a solution to their problem. But don't go too far and tell them everything about your business op - remember to dangle the carrot.
More time with the family
Security
Keep It Simple
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So what do you tell people about your business? You need to keep it bite-sized so they can remember it yet have enough information they will want more. You will have to push aside all the wonderful points about your opportunity and pick the most important - and the easiest way to do that is to position yourself against the competition.
Think about this: People who wanted their grass cut didn't have to buy a lawn mower. They could have hired a lawn service.
Make a list of all your competition. The first way you are going to separate yourself from the competition is by listing one benefit you offer. The second way you are going to separate yourself is to list one way you are different.
Using our grass cutting example you could list a benefit as getting your grass cut when you want and the difference is long term total cost. A lawn service could take a couple days to get you scheduled if you call up and long term cost is much better for a mower.
So a way to separate out your business from other opportunities could be similar to the way I separated FCM - earning potential as the benefit and involvement time as the difference. Some businesses could take little time but have little earning potential. Some may have great earning potential but be very time consuming. But perhaps yours is the only one with massive earning potential and take very little of your time to do.
Now I know what you are thinking - but my business has so many reasons why it is better... can't I list them all? No. If you make it too complicated people won't remember it. Besides, make them beg for more information.
Do you just blurt this out to everyone you meet? Not exactly - ever hear of the Elevator Test? You and someone you don't know get on an elevator. They push the button for the 10th floor and ask you what you do. Your job is to tell them enough before they get off the elevator that they want to here more. Can you do that?
There is actually a formula for this:
[product]Here it is filled in as an example for FCM:
is a [problem solver]
by [how problem is solved].
Unlike [competitors], [product]
is [difference 1]
and [difference 2]
FCMThere it is... not so bad was it? Memorize that and you will be doing great.
is a way to financial freedom
by creating an extra stream of income.
Unlike selling cleaning supplies door to door, FCM
is not time consuming
and has a great earning potential
Putting It Together
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Lets put the previous 3 sections together now. Pretend you are at the mall waiting for your kids to get out of the dressing room. Someone is standing next to you waiting for their kids. You exchange names and then you ask what they do. Eventually they will return the favor and ask what you do. Bingo! Jump into your elevator test:
"I am part of a global marketing team.There you go. Now create desire by changing the subject. Preferable go back to talking about their job so the topic says similar. Curiosity will get the better of them and they will ask you more about what you do. It doesn't matter what they ask, ignore their question and say the following:
It creates an extra stream of income for me
so I don't feel locked into my 9-to-5.
Unlike other businesses
this has great earning power
and doesn't take much of my time."
"Well, we are actually looking to expand our team with some high quality people. Have you ever thought about starting your own business?"Something like 90% of the people out there don't like their job and want something different. Make sure you find out why they were thinking about starting their own business. This gets them to admit there is something they don't like about their current situation. Then say:
"Well, I can't guarantee anything - but if you are interested you can check this out."Hand them a business card with your front line web site.
Read more articles by quickstart or learn about FCM http://www.FortuneForever.info