For the many people new to the MLM business, or for veterans who have yet to realize success in the industry, recognizing and correcting four detrimental yet commonly made mistakes can make all the difference. Today, we will look at some of the mistakes many in the MLM business make and what you can do about them.
Mistake #1
The first mistake practically everyone makes in this industry is trying to sell. We are in the teaching and mentoring business. If we are doing this right, we are building relationships, not trying to get people into our deals. People can feel the difference when you’re talking to them and trying to sell them. They don’t like it. Neither do you! You don’t like to be sold, and you don’t like the feeling you get when you’re trying to sell something. It doesn’t sit right deep down inside. So stop it! Build relationships, and success will follow. That is key!
Mistake #2
Not checking the background of your company leadership to make sure that they have MLM experience, with integrity, is another mistake. Why does this matter, you ask? Well, do you want to build this once, build it big, and build it for your children’s children? Then you better make sure that the people running it know what they’re doing and respect the guys and gals in the field who are building it. The best way to do this is to read your company’s policies and procedures. Some of the things you will find there will make you scream! When you read them, you’ll realize who you are really building the business for and it’s not you! Please, please, read the policies and procedures!
Mistake #3
Not knowing how many people it takes to earn the income you want is a huge blunder. Do you want to make $10,000 every month? Okay, then how many people in your organization does it take, on the back end, to make your goal? How doable is that? Are you having trouble just keeping 10, 20, or 30?
In most comp plans to make $10,000 a month, you need anywhere from 1,600 to 5,000 people, depending on how your plan is set up. How doable is that when you can’t even keep 30? I know of a comp plan out there that requires less than 400 people to make $10,000 monthly. How much easier do you think it is to keep people in that plan? Pretty easy, I’d say. So make sure you know the numbers, then crunch them to see how doable it is for you.
Mistake #4
The final mistake that many MLM distributors make is going after their friends and families. Unfortunately, a large majority of companies out there employ this “technique” as their primary source of lead generation. Ouch! Let me just tell you from personal experience that your “warm market” is the coldest out there! If you’re in a company where this is the primary source of lead generation, you are in for a hard time, my friend! This technique does not work. The best leads are the ones you generate yourself, and if your company, team, or upline doesn’t have a system in place to do that, it’s going to be very tough.
These are just a few of the mistakes many people make in a MLM business, but with some basic skills and a good system in place, these mistakes are avoidable. If you are having difficulties, take a good look at these mistakes and see if you’re not making one of them in your own MLM business.
Showing posts with label success. Show all posts
Showing posts with label success. Show all posts
Monday, January 26, 2009
Thursday, January 22, 2009
MLM Success is about Relationships in Two Minutes Flat
One of the most important skills in the MLM business is relationship-building, and by mastering color personality technology, you will be able to build those essential relationships in two minutes flat!
Everyone has a certain personality type. I’m sure you’re aware of this. You see it all the time. Have you ever noticed how some people are very different from others? Did you know there is an actual science behind personality colors?
If you know how to use this information, your business and life will become easier and less stressful. You will be able to form a bond with people quickly, therefore creating the know, like, and trust factor in less time. If this technology is not learned, you may be speaking to your prospects in a way which will turn them off to both you and your business.
There are four personality types: yellow, blue, green, and red. Each of these colors processes the spoken word differently. It’s crucial that you know how to communicate with each color in a way that makes sense to them. If you don’t speak their language, they’ll shut you out, and you’ll get nowhere fast!
Relationship with a yellow color personality
Yellows are open and indirect. Making up 35 percent of the population, they are wonderful people—they are nurturers, great listeners, fantastic team players, patient, and supportive. They are very open with their feelings, but when you ask them a question, they answer it and stop—they don’t volunteer any more information. Yellows are capable of building the largest MLM organizations when they get focused and believe that they can do it. They enjoy life and hate any kind of confrontation. They don’t like pushy, aggressive salespeople—if you try to “push” them or “sell” them, they will be out the door, and you’ll never see them again. Take your time and build a relationship, teach them, and help them. If you do that with a yellow color personality, you’ll have an awesome team member!
Relationship with a blue color personality
A blue is open and direct. If you ask him a question, he’ll never stop answering, and when he does, he’ll forget what the question was! This combination of open and direct means that the blue color personality is very confident in what he does and what he knows. Blues are the life of the party and everyone’s friends! Blues love to be with people and like attention. They are very creative people and make up 15 percent of the population. If you can teach a blue to focus and give her a system that’s fun and duplicable, there will be no stopping her!
Relationship with a green color personality
Green is indirect, like a yellow, and self-contained, and they make up 35 percent of the population. They are very calculating and need all the facts and figures before they make any decisions. When you speak to a green, chances are he’s trying to figure out why you’re asking this or that question. It’s important for you to remember to slow . . . down . . . your . . . speech. Don’t talk too fast to a green, or he won’t trust you—he will think you’re a slick salesperson. Rather, when you ask a question, let it sink in, and take a breath before you go on. Don’t try to sell a green because after he gets all the information, he’ll sell himself. Besides, that’s what you really want anyway!
Relationship with a red color personality
The red color personality is very direct, like the blue, so sometimes people get them confused, but they are self-contained and will not let you see their weaknesses. Reds make up 15 percent of the population. They will ask questions and control the conversation; they are in charge! They are very motivated by money—everything in their lives revolves around success and being the best. A red is uncoachable, so don’t even try! They like their egos stroked, and they demand a show of respect.
Have you figured out what color you are? Once you have mastered color personalities, it will be an invaluable tool to use in your MLM business. You will understand why people say and do certain things—they can’t help it, it’s who they are! Your job is to apply color personality profiling to your MLM business, create those relationships in two minutes flat, and then watch your business grow!
Everyone has a certain personality type. I’m sure you’re aware of this. You see it all the time. Have you ever noticed how some people are very different from others? Did you know there is an actual science behind personality colors?
If you know how to use this information, your business and life will become easier and less stressful. You will be able to form a bond with people quickly, therefore creating the know, like, and trust factor in less time. If this technology is not learned, you may be speaking to your prospects in a way which will turn them off to both you and your business.
There are four personality types: yellow, blue, green, and red. Each of these colors processes the spoken word differently. It’s crucial that you know how to communicate with each color in a way that makes sense to them. If you don’t speak their language, they’ll shut you out, and you’ll get nowhere fast!
Relationship with a yellow color personality
Yellows are open and indirect. Making up 35 percent of the population, they are wonderful people—they are nurturers, great listeners, fantastic team players, patient, and supportive. They are very open with their feelings, but when you ask them a question, they answer it and stop—they don’t volunteer any more information. Yellows are capable of building the largest MLM organizations when they get focused and believe that they can do it. They enjoy life and hate any kind of confrontation. They don’t like pushy, aggressive salespeople—if you try to “push” them or “sell” them, they will be out the door, and you’ll never see them again. Take your time and build a relationship, teach them, and help them. If you do that with a yellow color personality, you’ll have an awesome team member!
Relationship with a blue color personality
A blue is open and direct. If you ask him a question, he’ll never stop answering, and when he does, he’ll forget what the question was! This combination of open and direct means that the blue color personality is very confident in what he does and what he knows. Blues are the life of the party and everyone’s friends! Blues love to be with people and like attention. They are very creative people and make up 15 percent of the population. If you can teach a blue to focus and give her a system that’s fun and duplicable, there will be no stopping her!
Relationship with a green color personality
Green is indirect, like a yellow, and self-contained, and they make up 35 percent of the population. They are very calculating and need all the facts and figures before they make any decisions. When you speak to a green, chances are he’s trying to figure out why you’re asking this or that question. It’s important for you to remember to slow . . . down . . . your . . . speech. Don’t talk too fast to a green, or he won’t trust you—he will think you’re a slick salesperson. Rather, when you ask a question, let it sink in, and take a breath before you go on. Don’t try to sell a green because after he gets all the information, he’ll sell himself. Besides, that’s what you really want anyway!
Relationship with a red color personality
The red color personality is very direct, like the blue, so sometimes people get them confused, but they are self-contained and will not let you see their weaknesses. Reds make up 15 percent of the population. They will ask questions and control the conversation; they are in charge! They are very motivated by money—everything in their lives revolves around success and being the best. A red is uncoachable, so don’t even try! They like their egos stroked, and they demand a show of respect.
Have you figured out what color you are? Once you have mastered color personalities, it will be an invaluable tool to use in your MLM business. You will understand why people say and do certain things—they can’t help it, it’s who they are! Your job is to apply color personality profiling to your MLM business, create those relationships in two minutes flat, and then watch your business grow!
MLM Business-Mistakes to Avoid
For the many people new to the MLM business, or for veterans who have yet to realize success in the industry, recognizing and correcting four detrimental yet commonly made mistakes can make all the difference. Today, we will look at some of the mistakes many in the MLM business make and what you can do about them.
Mistake
The first mistake practically everyone makes in this industry is trying to sell. We are in the teaching and mentoring business. If we are doing this right, we are building relationships, not trying to get people into our deals. People can feel the difference when you’re talking to them and trying to sell them. They don’t like it. Neither do you! You don’t like to be sold, and you don’t like the feeling you get when you’re trying to sell something. It doesn’t sit right deep down inside. So stop it! Build relationships, and success will follow. That is key!
Mistake #2
Not checking the background of your company leadership to make sure that they have MLM experience, with integrity, is another mistake. Why does this matter, you ask? Well, do you want to build this once, build it big, and build it for your children’s children? Then you better make sure that the people running it know what they’re doing and respect the guys and gals in the field who are building it. The best way to do this is to read your company’s policies and procedures. Some of the things you will find there will make you scream! When you read them, you’ll realize who you are really building the business for and it’s not you! Please, please, read the policies and procedures!
Mistake #3
Not knowing how many people it takes to earn the income you want is a huge blunder. Do you want to make $10,000 every month? Okay, then how many people in your organization does it take, on the back end, to make your goal? How doable is that? Are you having trouble just keeping 10, 20, or 30?
In most comp plans to make $10,000 a month, you need anywhere from 1,600 to 5,000 people, depending on how your plan is set up. How doable is that when you can’t even keep 30? I know of a comp plan out there that requires less than 400 people to make $10,000 monthly. How much easier do you think it is to keep people in that plan? Pretty easy, I’d say. So make sure you know the numbers, then crunch them to see how doable it is for you.
Mistake #4
The final mistake that many MLM distributors make is going after their friends and families. Unfortunately, a large majority of companies out there employ this “technique” as their primary source of lead generation. Ouch! Let me just tell you from personal experience that your “warm market” is the coldest out there! If you’re in a company where this is the primary source of lead generation, you are in for a hard time, my friend! This technique does not work. The best leads are the ones you generate yourself, and if your company, team, or upline doesn’t have a system in place to do that, it’s going to be very tough.
These are just a few of the mistakes many people make in a MLM business, but with some basic skills and a good system in place, these mistakes are avoidable. If you are having difficulties, take a good look at these mistakes and see if you’re not making one of them in your own MLM business.
Mistake
The first mistake practically everyone makes in this industry is trying to sell. We are in the teaching and mentoring business. If we are doing this right, we are building relationships, not trying to get people into our deals. People can feel the difference when you’re talking to them and trying to sell them. They don’t like it. Neither do you! You don’t like to be sold, and you don’t like the feeling you get when you’re trying to sell something. It doesn’t sit right deep down inside. So stop it! Build relationships, and success will follow. That is key!
Mistake #2
Not checking the background of your company leadership to make sure that they have MLM experience, with integrity, is another mistake. Why does this matter, you ask? Well, do you want to build this once, build it big, and build it for your children’s children? Then you better make sure that the people running it know what they’re doing and respect the guys and gals in the field who are building it. The best way to do this is to read your company’s policies and procedures. Some of the things you will find there will make you scream! When you read them, you’ll realize who you are really building the business for and it’s not you! Please, please, read the policies and procedures!
Mistake #3
Not knowing how many people it takes to earn the income you want is a huge blunder. Do you want to make $10,000 every month? Okay, then how many people in your organization does it take, on the back end, to make your goal? How doable is that? Are you having trouble just keeping 10, 20, or 30?
In most comp plans to make $10,000 a month, you need anywhere from 1,600 to 5,000 people, depending on how your plan is set up. How doable is that when you can’t even keep 30? I know of a comp plan out there that requires less than 400 people to make $10,000 monthly. How much easier do you think it is to keep people in that plan? Pretty easy, I’d say. So make sure you know the numbers, then crunch them to see how doable it is for you.
Mistake #4
The final mistake that many MLM distributors make is going after their friends and families. Unfortunately, a large majority of companies out there employ this “technique” as their primary source of lead generation. Ouch! Let me just tell you from personal experience that your “warm market” is the coldest out there! If you’re in a company where this is the primary source of lead generation, you are in for a hard time, my friend! This technique does not work. The best leads are the ones you generate yourself, and if your company, team, or upline doesn’t have a system in place to do that, it’s going to be very tough.
These are just a few of the mistakes many people make in a MLM business, but with some basic skills and a good system in place, these mistakes are avoidable. If you are having difficulties, take a good look at these mistakes and see if you’re not making one of them in your own MLM business.
Wednesday, January 21, 2009
How To Approach Your Mlm Warm Market - Without Chasing Away Your Family And Friends
If you've been in network marketing a while, then you know that the "warm market" is always the place to start when kicking off a new business. However, you also know that talking to your family and friends can be one of the most frightening, even intimidating tasks we can undertake, especially when we're new.
Here's something to keep in mind. This is the first impression of business building that most distributors get when starting off. Therefore, a positive experience in the warm market is absolutely critical in determining whether a new person will continue to move forward with their business or not.
If you're like most distributors, you were taught (by a well-intentioned sponsor) to approach your warm market with a "selling" mentality. The kind that says go out and get your products or opportunity in front of everyone on your list. Now that might be OK for the cold market, but we're talking about people that you know on a personal level here. These are the people with whom you don't want to burn any bridges.
In addition, very often we don't realize that even though we may be over-flowing with excitement, it can be very difficult for others to feel the same level of enthusiasm, especially if this is their first exposure to our products or opportunity. And without controlling our excitement, it becomes very easy to overwhelm people with too much information causing them to feel pressured or defensive.
So, the difference between success and failure in your warm market is all in your approach. There is a right way and a wrong way to go about it. The good news is, approaching your warm market the right way is a whole lot easier and fun than doing it the wrong way.
Now, before you start talking to people, there's something very important to remember. No one on your list is looking for your product or opportunity. Therefore, you don't want to just hit people over the head with your sales tools and hope they'll be interested. They won't. You must sort out the interested from the uninterested.
Furthermore, don't make the "rookie" mistake of trying to guess who would be interested. So many times brand new distributors start out by saying things like, "I just know my brother-in-law is going to love this. He's got sales experience, he's energetic, he knows a lot of people, he would be perfect. I'm not going to talk to anyone 'til after I talk to him." Then they end up chasing this person for days trying to convince them to join just to have them say "no" in the end.
Meanwhile, in the same time frame an experienced distributor has talked to 20 people, sorted out the 7 or 8 interested, and signed up 5. Here's this principle in a nutshell:
"Professionals sort. Amateurs convince."
Write that down, stick it where you can see it, and never forget it.
So, how do you go about sorting out the right people? It's quite simple actually, but it must be done in a very passive way. Otherwise, if you're too aggressive people will smell a sales pitch and run away, leaving you with nothing but a bad reputation.
There's a very clever way to sort out people that doesn't raise any red flags. Here's how it works:
* Start by calling the people on your list with the premise that you're simply updating your address book or making sure that the phone number you have for them is still valid.
* Strike up a very friendly and relaxed conversation by asking, "So what have you been up to?" Let them talk as long as they wish and don't interrupt.
* Inevitably, they're going to ask you the same question. Tell them about your life, NOT your business. Talk about your kids, your job, your hobbies, or anything. Then make a statement like, "Oh yeah, I also started my own business."
* Of course they're going to ask, "Oh really, what is it?" That's your cue. Make a quick "teaser" statement like "I show people how to lower their cholesterol (or whatever your product does) and make extra money from home."
* Then, immediately make a third person statement such as, "Hey do me a favor, if you know anyone who could use that send them my way OK."
* Now, if they don't respond in a curious manner, drop the subject and get back to the friendly conversation.
* However, if they say something like "What about me?" or "How does it work?", congratulations you've got yourself a hot prospect.
Here's what you do next. Stop the conversation right there. Control your enthusiasm and DON'T answer any more questions. If you allow your prospect's questions to steer the conversation, they will always steer you right into the ditch, guaranteed.
Instead tell them, "Look, I'm still kind of new at this and still learning so let me send you some information on it so you can see how it works."
NOW you can show them your company's sales tools. Let the sales tools do all the work for you. And when you send the sales tools, send a couple extra with a hand-written personal note asking them to help you out by passing along your information. Your only job now is to follow up. Remember, the fortune is in the follow-up!
And THAT'S how you approach your warm market the right way. This simple strategy accomplishes 5 major objectives:
#1 It sorts out the right people for you so you don't waste time, energy, or money on the wrong people.
#2 It takes the "selling" pressure off of both you and your prospect.
#3 It removes the emotional element of being rejected.
#4 It virtually eliminates the need to "overcome objections".
#5 And most importantly, it preserves valuable relationships.
Just remember, everyone on your list is not a customer. Don't try to guess who is and who isn't. Just be yourself and let your prospects step forward on their own. And if you'll do that, you'll keep your friends and family and building your business will always be easy and fun.
Here's something to keep in mind. This is the first impression of business building that most distributors get when starting off. Therefore, a positive experience in the warm market is absolutely critical in determining whether a new person will continue to move forward with their business or not.
If you're like most distributors, you were taught (by a well-intentioned sponsor) to approach your warm market with a "selling" mentality. The kind that says go out and get your products or opportunity in front of everyone on your list. Now that might be OK for the cold market, but we're talking about people that you know on a personal level here. These are the people with whom you don't want to burn any bridges.
In addition, very often we don't realize that even though we may be over-flowing with excitement, it can be very difficult for others to feel the same level of enthusiasm, especially if this is their first exposure to our products or opportunity. And without controlling our excitement, it becomes very easy to overwhelm people with too much information causing them to feel pressured or defensive.
So, the difference between success and failure in your warm market is all in your approach. There is a right way and a wrong way to go about it. The good news is, approaching your warm market the right way is a whole lot easier and fun than doing it the wrong way.
Now, before you start talking to people, there's something very important to remember. No one on your list is looking for your product or opportunity. Therefore, you don't want to just hit people over the head with your sales tools and hope they'll be interested. They won't. You must sort out the interested from the uninterested.
Furthermore, don't make the "rookie" mistake of trying to guess who would be interested. So many times brand new distributors start out by saying things like, "I just know my brother-in-law is going to love this. He's got sales experience, he's energetic, he knows a lot of people, he would be perfect. I'm not going to talk to anyone 'til after I talk to him." Then they end up chasing this person for days trying to convince them to join just to have them say "no" in the end.
Meanwhile, in the same time frame an experienced distributor has talked to 20 people, sorted out the 7 or 8 interested, and signed up 5. Here's this principle in a nutshell:
"Professionals sort. Amateurs convince."
Write that down, stick it where you can see it, and never forget it.
So, how do you go about sorting out the right people? It's quite simple actually, but it must be done in a very passive way. Otherwise, if you're too aggressive people will smell a sales pitch and run away, leaving you with nothing but a bad reputation.
There's a very clever way to sort out people that doesn't raise any red flags. Here's how it works:
* Start by calling the people on your list with the premise that you're simply updating your address book or making sure that the phone number you have for them is still valid.
* Strike up a very friendly and relaxed conversation by asking, "So what have you been up to?" Let them talk as long as they wish and don't interrupt.
* Inevitably, they're going to ask you the same question. Tell them about your life, NOT your business. Talk about your kids, your job, your hobbies, or anything. Then make a statement like, "Oh yeah, I also started my own business."
* Of course they're going to ask, "Oh really, what is it?" That's your cue. Make a quick "teaser" statement like "I show people how to lower their cholesterol (or whatever your product does) and make extra money from home."
* Then, immediately make a third person statement such as, "Hey do me a favor, if you know anyone who could use that send them my way OK."
* Now, if they don't respond in a curious manner, drop the subject and get back to the friendly conversation.
* However, if they say something like "What about me?" or "How does it work?", congratulations you've got yourself a hot prospect.
Here's what you do next. Stop the conversation right there. Control your enthusiasm and DON'T answer any more questions. If you allow your prospect's questions to steer the conversation, they will always steer you right into the ditch, guaranteed.
Instead tell them, "Look, I'm still kind of new at this and still learning so let me send you some information on it so you can see how it works."
NOW you can show them your company's sales tools. Let the sales tools do all the work for you. And when you send the sales tools, send a couple extra with a hand-written personal note asking them to help you out by passing along your information. Your only job now is to follow up. Remember, the fortune is in the follow-up!
And THAT'S how you approach your warm market the right way. This simple strategy accomplishes 5 major objectives:
#1 It sorts out the right people for you so you don't waste time, energy, or money on the wrong people.
#2 It takes the "selling" pressure off of both you and your prospect.
#3 It removes the emotional element of being rejected.
#4 It virtually eliminates the need to "overcome objections".
#5 And most importantly, it preserves valuable relationships.
Just remember, everyone on your list is not a customer. Don't try to guess who is and who isn't. Just be yourself and let your prospects step forward on their own. And if you'll do that, you'll keep your friends and family and building your business will always be easy and fun.
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