Four Simple Steps to Network Marketing Success
- by Pete & Dora Zdanis
There are four (4), and only four, simple
steps to building a network marketing business.
Not three (3), not five (5), not eight
(8).
Four (4).
The four (4) steps to network marketing
success are:
1. Approaching
2. Inviting
3. Presenting/Closing
4. Following Up
All four (4) steps must be followed, in
order, every time with every prospect, to insure success. No exceptions!
1. Approaching
Simply say “Hello”, and build rapport
by engaging the potential prospect, asking open-ended questions (which require
more than a “yes” or “no” answer) to find out what is important to them, and
determining if you can provide a solution to one or more of their needs or concerns
with your business and products.
In other words, find out what the
prospect needs, wants, or doesn’t want in their life, and then decide whether
your business and/or products can address one or more of those issues.
No mention is made of your business or
products during this step. You are only gathering
information, not sharing it.
Never
approach someone with the goal of enrolling them as a business partner or
customer. Remember that building a
network marketing business is not about you. It is all about your prospect.
2. Inviting
If you determine that your company’s products,
or business, or both, may benefit your potential prospect, ask them if they
would be willing to take a look at what you have to offer.
Simpler, as always, is better. Straight-forward
questions such as: “I understand that you are concerned about accumulating
enough savings to pay for your four daughters’ college educations within the
next 10 years. I know of something which may well be the solution to your
problem. Would you be willing to take a look at it?”
Remember, you never invite before you approach. Many people make this
mistake, which is a common cause of rejection by prospects. You wouldn’t invite
someone to join you for dinner if they had just eaten, would you? Then don’t
invite them to take a look at your products or business unless and until you
know that what you have to offer them is something that they may be “hungry”
for.
3. Presenting/Closing
Presenting/Closing is nothing more than
sharing the appropriate (based on what is important to them) information with
the prospect, and then asking them if they would like to purchase the products,
and/or get involved in the business.
A presentation can be anything from a
formal structured one-on-one or group presentation, to sharing business tools
(brochures, CDs, DVDs, etc.) provided by your company, or sending information
or sharing videos with them online.
Closing is equally as, if not more,
important as Presenting, but is often overlooked, avoided, or not done very
well by many network marketers.
Presenting and Closing are combined
into one step because the reality is that, unless any Presentation has a
Closing, everything is left dangling with no conclusion (i.e., a signup), or no
agreement on what will happen next and who will do it.
Many people are uncomfortable with
Closing because they feel that they are being “pushy” or acting like a
“salesperson”. That doesn’t need to be (and shouldn’t be) the case.
A simple, non-threatening question such
as: “Is there any reason you can’t get started today?” is often all you need to
ask any prospect.
After you ask the question, be
quiet, listen, and wait for their answer. Many marketers make the mistake
of talking too much and not allowing the prospect to answer the question.
If your prospect tells you that they
are ready to get started, congratulations! You’ve managed to help change
someone’s life in only three steps!
Most people, however, will not sign up
immediately.
The most common reasons are that they
have some questions or concerns that need to be addressed, they may need to
discuss the matter with a spouse or significant other, they may not have the
necessary funds to get started right away, etc.
That’s OK. Not a problem.
Let’s lump all these items together
into one category called “Objections”.
Just ask your prospect to specifically
tell you what their objection(s) is/are, agree on who needs to address each
objection, what needs to be done next, when it will be done, and then confirm
with the prospect.
For example: “Jack, I understand that
you need to wait until you get paid next Friday before you will be able to sign
up. Is that correct? Great! I will call you on Saturday morning, and we can
handle your enrollment by phone.”
Once you have addressed each objection,
you will be ready for the fourth and final step….
4. Following Up
If you have completely addressed all
objections as described above, the fourth step, Follow Up, is easy, but
critical nonetheless.
It is often said that “The fortune is
in the followup”, and truer words were never spoken.
Common reasons why most marketers fail
to follow up include being disorganized, lazy, or they are reluctant because
they don’t want to “pester” a prospect.
If you have done a proper closing, you
will not be a pest to your prospects. In fact they will be expecting to hear
from you since you have agreed on what will happen next and when it will happen
(See above).
At this point, the ball is in your court.
If you fail to follow up, you will not
only be hurting your business, but you will also be denying your prospect the
opportunity to significantly improve their life with your support.
So, be responsible and do the right
things, when you need to do them.
Summary
The four steps to network marketing
success are:
1. Approaching
2. Inviting
3. Presenting/Closing
4. Following Up
All four (4) steps must be followed, in
order, every time with every prospect, to insure success. No exceptions!
It is also important to know that these
four (4) steps can and should be used with ALL
types of prospects – Friends, family members, fellow employees, casual
acquaintances, people you meet throughout your daily life, social media, cold
market, warm market, purchased leads, etc., etc., etc.
2016 – Total Performance Organization
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