Network Marketing Success – Stop Closing Your Prospects
If you have been in sales for any length of time, I’m sure you have seen Glen Gary Glen Ross or Boiler Room and are familiar with ABC, Always Be Closing, telling is not selling, and other direct sales catch phrases. Although these may be true in many sales professions, this attitude will be your ultimate demise in network marketing.
The key to network marketing success is understanding that you are not in the sales business. Network marketing is a relationship business and people will join your organization because they want to work with you, not with your company. The best way to do this is to show them that you are going to be their mentor and help them be successful. They need to see that the system you are showing them is duplicable.
Hard selling closing techniques may work in the used car business, but they are very ineffective in achieving network marketing success. Let me explain. If your prospect sees you pushing them and working hard to convince them what a great opportunity this is, they will come to the conclusion that they would have to do the same thing, and most people are not cut out for this type of sales and won’t join your business. On the other hand, if after weeks of showing them videos, doing three way calls and attending opportunity meetings, you are finally able to sell them on the idea of joining you; your work has only begun. If it took that much effort to get them to join in the first place, how much time are you going to have to spend on a daily basis motivating them to work the business as hard as you do? This is working harder, not smarter.
I’m not saying you shouldn’t target your warm market and continue to use the 3 foot rule. I still think that word of mouth is a great way to promote your business. Everyone you talk to should know what you do. But don’t try to sell your opportunity to anyone; this will ultimately lead you to having your friends and family screening your calls. If someone asks you what you do for a living, tell them. I like to tell people that I show people how to successfully own and operate their own home based business to achieve their personal and financial goals. And I leave it at that. If they are interested and want more information, I usually refer them to one of my websites. I very rarely get into long detailed discussions about my business opportunity the first time I meet someone. I want to develop a personal relationship with them first.
You want to have your prospects asking you to join your business. In fact, you should never, and I mean never, ask someone to join your business. Sounds strange, doesn’t it? Your network marketing success depends on finding people who think like you do and will duplicate what you are doing. These types of people will see the opportunity you are giving them and take advantage of it without you every having to ask them.
If you would like to learn more about me or how an online marketing system can benefit your business, check out my resources below.
