Do your qualities match your MLM prospects qualities?

Effective MLM leaders are always on the lookout for good people. I think each of us carries around a mental list of what kind of people we would like to have in our MLM organization.

Think about it. Do you know who you’re looking for right now? What is your profile of the perfect MLM prospect?

What qualities do these people possess? Do you want them to be aggressive and entrepreneurial? Are you looking for leaders? Do you care whether they are in their twenties, forties, or sixties? Stop right now, take a moment, and make a list of the qualities you’d like to see in the people on your MLM team. Find a pencil or pen, and do it now before you read any farther.

 My People Would Have These Qualities and Characteristics: Read the rest of this entry »

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10 Basic MLM Network Marketing Business Principles

“How can I get a hold on my marketing efforts so I can increase my client base?”  This is the question I got from one of my distributors recently.  As we talked a little more about the issues he was facing, marketing wasn’t where he needed help initially.  He needed help with being clear about what business he is in and who would pay for the MLM products he offered.  We also found that his Business Foundation wasn’t solid enough to support the goals of his business; therefore his marketing efforts were not efficient.

After working with him to build a solid foundation, he was able to create a solid marketing plan and increased his MLM prospect base immediately. 

I’m sharing this story with you because 80% of business is marketing.  If you think about it, most activites that we do in our MLM business are focused on getting new business in one form or another–your target market is the CORE of marketing.  If you don’t have customers you don’t have a business.  Since marketing is such a critical ingredient for business, one must understand business to understand marketing.

When you understand business your marketing efforts will be effortless.  To understand business I’ve listed the 10 Basic MLM Business Principles that a small business owner should know and understand.  It will help give you clarity in your business so that you will have clarity in your marketing. Read the rest of this entry »

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Give Value, do More Than is Expected in your MLM Presentations

What:

One thing most of us have in common is that we love to get a little bit more than we paid for. This idea, is called “Give Value”, and involves two elements: first is to know and/or establish what is expected and then, to deliver above and beyond those expectations.

Why:

At a minimum, you want people to be satisfied with your MLM presentation, sales pitch, speech, meeting or MLM training session while achieving your objectives this is equivalent to “getting your money’s worth”. Beyond the basics, you want to be respected and remembered as someone who perhaps did just a bit more than required to get the job done (it’s how we build great reputations).

How:

Here are Seven Secrets on how to Give Value: Read the rest of this entry »

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Turn the old Ben Franklin Close on yourself

The Benjamin Franklin Close (also known as “The Balance Sheet Close”) is one of the classic old time sales tactics used to close a sale. Never heard of it? Shame on you — not enough sales training.
      
The scenario is this: You’ve made your presentation, but the MLM prospect is on the fence, and won’t make up his or her mind.  You’ve tried everything, but can’t get them to budge.

Then you say, “You know Benjamin Franklin was one of our wisest citizens, wouldn’t you agree, Mr. Johnson?” (Get prospect’s agreement) “Whenever he was faced with a decision — and he had some pretty big ones back then — he would take a plain piece of paper, draw a line down the middle and put a plus (+) on one half, and a minus (-) on the other.”

“In his genius he discovered that by listing all the positive elements on the plus side of the paper, and the negative things on the minus side, the decision would become obvious — pretty sound concept, agreed?” (Get prospect’s agreement) Read the rest of this entry »

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The Pain and Pleasure of MLM Prospecting

Have you ever procrastinated?

Yes? Good. (I was afraid I was the only one.)

So why do you think you and I do that?

I think I know — we procrastinate because we associate more pain with the process of doing than we do pleasure from achieving the result.  Maybe you put off cleaning out the garage, because you perceived a greater pleasure in watching a football game. Or perhaps you procrastinated for so long that it eventually became easier — less painful — to just take action and complete the task. For example, if it takes a half an hour every time you try to find something in the garage and your spouse is constantly on your back about getting it straightened up, the thought of not cleaning the garage is probably more painful than actually cleaning it.  We mostly act on our emotions and then rationalize our actions with logic and thought.

Didn’t you fall in love with your car and then rationalize how you could stretch to pay for it? Did you do the same thing with your house? You fell in love with it and then rationalized how you would pay for it, or figured out a way to fix it up. The
controlling force in our lives is almost always pain or pleasure.

Before we take a look at how this applies to Network Marketing, here is another illustration of the point: Have you Read the rest of this entry »

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Do you know the 18 Reasons to use 3-way calling?

When is the last time you did a 3-way call to help build credibility with your MLM prospect?  Are you comfortable asking others for their 3-way time and support?

3 way calls can be very important to show the MLM team concept we have and is usually done after you’ve had a chance to determine you have a real MLM prospect. 

My philosophy is that a 3-way call should be a support call.  That means helping to get the MLM prospects questions answered and to train you in the process.

So here are 18 reasons to consider 3-way calling to help you in your Success:

  1. Introduce prospects to someone in their field of interest.
  2. Encourage a prospect to go to the next step in the information process.
  3. Have the upline handle an objection or question.
  4. Train a new member of the Team on phone techniques.
  5. Get people excited. Read the rest of this entry »
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MLM: Need some VoiceMail Magic?

As you create your DMO, phoning people may be part of it and one thing I learned is you can’t bury your head in the sand when it comes to dealing with voice mail in cold market prospecting. So if you are buying MLM leads you have probably already found that you average 50 percent live contacts and 50 percent voice mail messages during any one week of prospecting calls. More importantly, you want to get seven out of ten prospects to return your call within 24 hours.

How is this possible in the cold market?

With what I like to call “voice mail magic.”

There are two critical elements to developing a voice mail message that prospects can’t resist. The first element is the “words you use”. The worst mistake you can make is to “wing it” when you leave a message for someone in the cold market. Always remember that the cold market doesn’t know you, doesn’t care about you, and if you don’t get their attention in the first ten seconds, it’s over. They will erase your message and go on to the next 25 messages they have waiting for them.

Here are the exact words I use to get a 70 percent call back return: Read the rest of this entry »

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