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Five Tips For Moving Beyond Your Warm Market

Posted in Building a Downline, Network Marketing Basics, Success by Tim Sales. | Leave a Comment

Online storeWhat’s old is new again. These days, outside of network marketing, you could be starting an online retail store, an affiliate marketing online blog or an eBay retail business.

Offline, your new venture could be a beauty salon or a construction and remodeling company. In any scenario, today’s market environment requires you to find customers fast. But from where? And you need employees or, at least, independent contractors who have the skills necessary to do the work your concern demands. Where do you find them?

How does one find reliable business partners these days?

Toward a friend, an acquaintance or even a family member might be where you seek to find your first candidates. Maybe they are not responsive, but maybe they know people who will be a good fit. The bottom line is that you will need human resources to help you start, maintain and expand your business, networking or not.

Friends and Family

Almost always, the first recommendations and referrals you turn to are from people you know, usually friends and family . In other words, your “warm market.” Not always the easiest, the warm list is a recommended place to start.

people-connectingMore than traditional brick-and-mortar business formats, more than online formulas, today’s network marketers aim to build a business that connects people and products together across many varied social strata and geographical boundaries — online melted these away a long time ago, and this new playing field dictates his or her activities. And forces him or her to learn new skills and engage in new field activities like facebooking, blogging, tweeting and holding online group chats among strangers.

However, one fundamental stayed the same and applies more than ever to the current marketplace: an MLM business must move past its warm market list as quickly as possible and develop a new warm market among its international prospect lists. 

Those who are part of the more traditional warm list, including those not initially interested in your opportunities or products, will have to be countered or worked around in a professional and honest manner that does not push them away. 

The fundamental idea that one should never violate is, “Never burn the warm list bridge behind you!” And for good reason: warm market prospects remain one of the greatest resources for the growth of an MLM downline. Family and friends who continue to respect you will give you referrals, be your customer and, when circumstances change in their lives, may actually say “yes” to your presentation one day.

People getting togetherHere are five MLM training tips which apply not only to traditional warm market, but also to online “families” and circles of friends.

  1. Never insult someone for his or her decision not to participate with you in your business. They will close doors behind you that one day may have opened a pathway to someone who might have earned you a fortune in your downline. Remember, of the first 500 people who opted in to the Amway opportunity, 495 fell away in a short time, but the remaining five built a billion-dollar business by working together. Berating someone for their lack of interest is unprofessional and out of place.

  2. Be wise.”No” rarely means no forever. The brother who rejected you and your offers could lose his job. If you embarrassed him or showed him lack of human respect, not only will he not work with you, he will level the playing field by telling your friends about the “scam” he avoided when you offered it to him.

  3. Objections and critical gossiping about past failures and bad experiences can be powerful life lessons. The challenges, once overcome, make you stronger. Dealing with personal issues as they appear and relate to your business, fortifies your resolve if you look at them as opportunities. People trust the leader who sets a good example and wins the day. An unbroken trust establishes relationships which can lead to a lifetime of business growth.

  4. It’s all in the numbers, not the yeses or no’s. Some prospects reach out after one conversation, others take 10 — nine”no” answers yield a “yes” on the 10th call. The art and heart of networking is finding out exactly what prospects mean when they give you a “no.” Like the 9th call, understanding the true objection could open the door to the change for the better that rocks your business!

  5. Bug them not. If friend or family prospects clearly are not interested, move on. Get yourself in front of new people who might see your MLM business or product eye-to-eye. Satisfied customers are the new warm list, and they will bring you other people who want what they have.

What’s Old Is New Again

Warm-list marketing from the early days brought MLM as an industry to where it is today. It will always be an important part of the business. And today, MLM leaders use both the traditional and brand-new online warm markets as the first and last places they go to for expansion. While the landscape changes every day, the rules of common courtesy remain the same. What’s old is new again.

Abuse it and you lose it.

Your Downline’s Got Telephone Blues?

Posted in Phone Tips, Training Your Downline by Tim Sales.

Telephone Blues: someone in your downline can’t pick up the phone and make prospecting phone calls. 

You know that’s “No bueno!” He or she knows the same thing.

You, their sponsor, have to make phone calls to build your MLM downline. Well, guess what… so do they!

Why People Fail in MLMDon’t let your downline associates drop off the radar screen over unmade phone calls. Instead, run them through a checklist that will get them producing winning phone calls. 

Telephone Blues are a symptom of underlying uncertainties. Ferret out the correct cause for the reluctance and you won’t be able to keep your downline away from that telephone!

Telephone Blues Checklist
Conducted by upline sponsors on their downline to debug their downline and get them on the phone comfortably.

  • What is your goal for your MLM business? Is it written down?
  • Where is your written plan for how to achieve your goal. Did you write it down?
  • What step on the plan are you doing now?
  • What MLM business resources do you use? Are these all that you could/should be using?
  • Do you have an active MLM-lead source? Show it to me.
  • Demonstrate how you prospect for a new customer. Let’s get one together.
  • How do you service your customers? Show me a live demonstration.
  • Show me how you get new distributors? Let’s gets one together.
  • How would you train a distributor to get new customers? Let’s have you train one while I watch.
  • Please introduce someone whom you trained and who does get new customers, so I can watch them demonstrate how they prospect for a new customer.
  • How do you train distributors to get distributors? Train one while I watch or introduce me to someone you trained who can get distributors. Let’s ask that person to demonstrate getting a new distributor.

Scaredy-cat Downline Answers


Phone fearThe answer to telephone blues is different for every person, but the correct answer is always the same: whatever activity or activities cannot be demonstrated. 

“But I could be rejected” is a non-answer. Call that bluff with a tape recorder and a command: “Invite me to your business meeting.”

They won’t be able to do it.

Why? Because the real answer is not fear of rejection. They just don’t know how to do a phone call interview.

I don’t care if the person has been in sales for 20 years. If they don’t make the calls, it’s because there is something about the business they don’t know how to do.

In order to succeed, your desire for successshould be greater than your fear of failure. - Bill CosbyInability to predict an outcome – that’s all there is to fear.

Consider sky diving. The inability to predict the outcome puts a fear about sky diving into people. People who have never done it have a harder time predicting the outcome because they just don’t know anything about the equipment, or the right things to do in order to do it safely. People who get up enough nerve to take the class before jumping and learn what they have to do enough to overcome the fear… get in the plane and jump out the door at 12,500 feet.

Not knowing what will happen on a phone call can paralyze your downline, too, but with some training you and they can overcome this. Find out what they cannot do!

No Excuses

So, don’t you buy downline excuses for the Telephone Blues. Instead, run your associates through the checklist above, and then train them on whatever comes up that they cannot do.

Being able to produce improves morale! It also sure beats a bruising mental beat-down over telephone blues.

When the Inviting Formula “Doesn’t Work”

Posted in Uncategorized by Tim Sales.

Hello Network Marketing Professionals,

My staff have asked me to post a blog about the Inviting Formula, which I created and perfected many years ago. Recently, we have heard from people who say that they used every step of the Inviting Formula and it didn’t work. That’s the point I want to cover.

If you use every step of the Inviting Formula completely and correctly then it will work and it does work. But you have to remember that when correctly used, the Inviting Formula is working for you.

Tim Sales

Tim Sales

For example, let’s take a look at the qualify step. (And there’s a lot more to this step than what I touch on here). In that step you are learning what the prospect needs and wants and does not need and want.

Not every single person you reach out to is qualified. You can’t lose sight of that. If they were all qualified, then I wouldn’t have put that step there, and network marketing would pretty much be a walk in the park!

Finding your prospect’s needs, wants, and don’t wants as it pertains to your business is critical. It is the qualify that determines whether or not they join the business. It is the qualify that determines whether or not they quit. And it is the qualify that determines if they are best as a customer, a true business builder or just passed over by you.

Step back for a moment and think about what it is you are trying to accomplish with each step of the Inviting Formula that I teach in Professional Inviter. And honestly you should do that every time you are getting ready to meet with a prospect. What is your goal? If you have taken any of my training courses, you already know the answer to that: Your primary goal is to make people’s lives better. Now you use the six steps of the Inviting Formula to help you achieve that.

Here are the four biggest mistakes that I see people make when using the Inviting Formula: 

  1. They don’t use the Inviting Formula at all. (but they say they are)
  2. They don’t use the Inviting Formula in the correct sequence.
  3. They go through the six steps of the Inviting Formula too fast or too slow for that prospect.
  4. They don’t back up and redo a step when they see that the step they are now working on isn’t going so well.

That’s a big thing, if you suddenly find that the prospect is not as responsive as he was on the previous step, then you have to go back to that previous step. He didn’t get all the way through it after all.

Let’s try to put this in as simple of a concept that I can find: I was walking down the street and it didn’t work. Do you know why it didn’t work? Because I failed to put one foot in front of the other in a rhythmic pattern and a forward motion like I had been taught. I altered the sequence and I rushed. The result: I stumbled and almost fell.

My point: The Inviting Formula is just like that. You must completely understand each and every step and how to use it correctly. If you don’t do that, it is just like failing to walk down the street . . . it isn’t going to work.  You will stumble or fall.

Now here’s the other thing that really concerns me and I hear this far too often: “Oh yes, Tim. I got Pro Inviter and listened to it years ago. That was great stuff.” Let me just say this. If you listened to Professional Inviter years ago and you really mastered those six steps of the Inviting Formula, and you are using those steps as naturally as you breathe air then you should have a hugely successful downline today and you should be enjoying the financial freedom that you hoped to achieve back then. But that’s not the case with a lot of people.

Instead the person listened to the lectures one time, put them on a shelf and there they sit collecting dust while the person struggles to get new recruits. I can’t stress this enough: use those lectures and the workbook. Listen to the lectures, set up your own “Buckshot” and drill like I drilled and do it until it never even enters your mind to do it any other way. Professional Inviter teaches you a skill you will use over and over and over.  

Professional Inviter

Professional Inviter

If you don’t have a huge downline, or you’re not in the midst of successfully creating one then I can tell you that you are either not using the Inviting Formula or you are not using it correctly. The solution is to start using the Inviting Formula.

If you are using the Inviting Formula, and still not succeeding, and you think the Inviting Formula didn’t work, what do you do?

You pull out the lectures, listen to them again, review in your mind each step and find what you did wrong in that last interview. And then fix it. That’s right. Or you realize that the qualifying step really was done right and that person really wasn’t qualified and you passed them over correctly.

Now don’t think I’m being harsh or unkind. I’m not. I want you to succeed and the information I teach in Professional Inviter is your first route to success. So if you don’t already own Professional Inviter, here’s what I’m going to do. I have had the staff are run a special price on Professional Inviter this week. Why am I doing that? Because I want you to succeed — and that Inviting Formula is your best friend.

Here’s the link to Professional Inviter Silver Version:  http://firstclassmlmtools.com/product/professional-inviter-silver-digital-version/

Wishing you nothing but success!

Tim

Don’t Be Fooled by Media Reports of “Scientific Studies”

Posted in Uncategorized by Tim Sales.

Hello Network Marketing Professionals,

Just today I received an email from one of our subscribers. He was concerned about a recent article he came across that boldly made this claim in the headline:

“Liver injury caused by herbals, dietary supplements rises in study population”

So before I tell you what I told him, I want to say this. Don’t pay attention to headlines. It’s a waste of your time. More important than the headline would be truly understanding a Public Relations Campaign (there are many types, this type is really meant to start giving something a bad reputation).

When you read the article you will see something very alarming: “Liver injury cases included 45 caused by bodybuilding supplements, 85 attributed to non-bodybuilding supplements, and 709 due to medications.”

What do you see there? Do you see that 709 people suffered liver damage on “medications” while only 85 were brought on by “non-body building supplements”? Now the article goes on to say that the “body building supplements” are typically taken by young men, whereas the “non body-building supplements” are typically taken by women 40 and above. And notice, too, that the headline calls this “dietary” supplements, not “non-body building” supplements. Young men in their 20′s is certainly no comparison to women in their 40′s. No information is provided to any other medications that those women may have taken in those extra 20 years!

Crazier still, the article concludes with this: ” . . . therefore we cannot conclude that liver injury due to herbals and dietary supplements in on the rise in the U.S.”

I could go on and pick apart each and every line of the article, but the point I’m trying to make is that there is no sense is worrying over a headline, its designed to create an effect on you, in this case a negative one. It’s designed to instill some fear, uncertainty and doubt.

Now here is what I told our subscriber:

If you notice, articles like this are typically produced by the traditional medical professionals who will not make as much money if people stay healthy. I have seen many such articles like these over the years and always the powers that be who are behind them are the big pharmaceutical companies and the medical profession.

Alternative medicine and traditional medicine do not see eye to eye still. In fact in the 70s the MDs were actively trying to run the chiropractors out of business at every turn. Yet the chiropractors survived and became stronger, bigger and better simply because they knew their technology worked and they stood by it.

No matter what you choose in life, you will always find people who disagree and publicly try to dredge up “proof” to go against you. They do this for many different reasons, and that is why I always try to “arm” people with real education because it is knowledge that makes you confident. When somebody comes along and says something negative, it can’t affect you if you happen to already know that they are wrong and you don’t doubt your own knowledge.

I strongly urge you to do the following so that you are not shaken in your own beliefs about the products you provide.

First, study the information on your products and know them cold. You have to know and understand your products. You should be a shining, walking example of how good they are because you also use them successfully and get good results from them. But also, stay within the guidelines of your company, don’t put yourself at risk by making false or unrealistic claims!

Proven Nutritional Sales Tools

Proven Nutritional Sales Tools

Second, please, for your own benefit, get the proven nutritional sales tool package at our shop.

Just the two brochures that I had produced, which completely educate people on nutrition and supplements should thoroughly handle any questions, but the other resources in there will be the complete tool kit for you and your prospects or downline. We spent $20,000 researching the information for these brochures. Again, the point is knowledge.

Then study our blog. We have lots of training on there, you’ll learn a lot more as to why some people want to discredit this industry and its products (I’ll give you a hint here: It usually comes from the fact that they failed at it themselves — including people in the medical profession).

Don’t buy into the negativity of those who failed. And you will learn why they failed if you read this blog!

Here’s the link: Proven Nutritional Sales Tools

Finally, remember this: There was a time when those who failed used to broadly attack our industry and Brilliant Compensation completely solved that. So now all these people can do is try to attack the people and the products, since they failed to bring down the industry, just like they failed to succeed in network marketing.

I hope that helps all of you.

Three “Killer” MLM Decisions

Posted in Network Marketing Basics, Success by Ron Kule. | Leave a Comment

The three “killer” MLM decisions you never want to make are:

  1. Upon failing to make a sale, “I’m not very good at this. I quit.”
  2. After pushing hard for a sale, “I tried to make the sale and pushed too hard for it. I quit.”
  3. After making a sale and not feeling too good about it, “Maybe he didn’t need it. I can’t allow myself to do that again. I quit.”

It is an old adage but so very true:

“Winners never quit and quitters never win.” – Vince Lombardi

Analyzing the Decisions

Let’s take these up one at a time:

No. 1. - “I’m not very good at this. I quit.”

So you failed at making a sale. Did you expect to make every sale you ever tried? Do you know of someone who has made every sale to every prospect?

If you blew it, what you should do is go over what happened and trust your judgement. Look for what you did right more than what went wrong.

Decide how you will approach the same situation differently next time. Learn more about your craft (sales) before going for the next sale and practice what you learn until you are comfortable.  

Realize that comfort is not your goal for YOU, but for your next prospect. If you’re comfortable, so will he/she be — much easier to sell.

No. 2. - “I tried to make the sale and pushed too hard for it. I quit.”

So you pushed too hard and now you feel violated. Well, that’s just a back-draft from the fire you created. Don’t worry, it will go out as soon as you acknowledge to yourself what you did right, and what you will change.

Don’t be too hard on yourself; no one is perfect. Decide you will get better and then practice and learn more so that you ARE better next time, assuming your intentions are good and you’re there for what is best for your prospect.

No. 3. - “Maybe he didn’t need it. I can’t allow myself to do that again. I quit.”

So you pushed something on to a prospect that you feel you should not have sold to them. Take a deep breath and contact them. Tell them how you feel and give them an opportunity to reverse the sale. If they don’t, rest easy. You made a sale they liked.

One of the biggest things to learn about selling is that more times than not, you will not know WHY the prospect bought from you. It may have been for another reason that they never told you, but which makes sense to them. Let it be.  But, if they take you up on your offer to rescind the sale, make it happen with a good heart. After all, one day you may be up for selling them again.

Reversing a wrong will make you experience much relief! It may even bring you business from an unexpected source, perhaps a sales you never would expect.

happiest-peopleSalespeople who keep their hands clean lead the happiest lives. Once again, you can re-study your craft, decide to better next time and then do better.

If you are experiencing doubts and find it hard to continue, get with your upline sponsor and go over what you did right and what went wrong. Make sure you learn more about your products and what they do for people; learn more about selling. 

A Top 25 Network Marketer Agrees

Tom Chenault, recently named one of the Top 25 Network Marketers this year, shared his “secret sauce,” which looks a lot like how to avoid the three killer decisions:

  • Keep at it;
  • Keep learning more;
  • Keep on caring about other people more than yourself… your time will come.

Dream or Pipe Dream? Understand the Difference

Posted in Network Marketing Basics, Prospecting, Recruiting by Tim Sales. | Leave a Comment

“Don’t sell the steak sell the sizzle.”

Elmer Wheeler, “Greatest Salesman in the World,” circa 1937.

Is MLM prospecting selling a dream? Is there any substance to the activities of MLM?

In discussing MLM with a prospective new recruit, what matters? What should be clarified, if anything?

Multi-level marketing (MLM) from its start nearly 80 years ago was a marketing strategy steeped in products sales. Up to its time, members of sales forces were compensated only for sales they personally generated, unless they were also sales managers. MLM was a way to motivate more sales and sales force growth by adding compensation for the sales of new salespeople recruited by current salespeople.

MLM compensation rewards not only sales, but also prospecting to add new recruits to the sales force. The new recruits are looked after and cared for by the person who “sponsors” them into a “downline” sales position, because recruits earn commissions for their sponsors, who, in turn, teach them how to sell and recruit.

The Multilevel Attraction

The novelty that holds so much attraction for people interested in MLM is the payment of commission percentages down several levels of the newly formed sales force organization. For the companies employing a multilevel approach the trade-off is paying commissions for direct-selling, word-of-mouth marketing and sales, rather than spending big budgets on planned-for, but hit-or-miss advertising campaigns.  

The strategy’s multiple levels of compensation make the system a means for residual income streams for each salesperson who participates and produces.

According to data about MLM, published on Wikipedia

“… salespeople are expected to sell products directly to consumers by means of relationship referrals and word of mouth marketing.”

And it works! In fact, MLM has produced many millionaires, satisfied associates and pleased product consumers.

Possible Downside Activities

Companies that use MLM compensation plans, at times, have been painted in a negative light, but the strategy of MLM was always, and always will be, a strategic means of getting products sold. It is a way to reward significant producers of sales and sales force expansions.

Negatives within MLM come from individuals who exploit the system by loading up sales recruits under them in lieu of personal sales, or by selling their recruits too many products as a means to qualify for more commissions.

Still, one should not negate entirely the value of people who can inspire and motivate people to sell products. A lot of MLM products sell that way to the benefit of many. MLM has had its share of its inspirational people who have inspired and blown up MLM into the multi-billion-dollar sales business that it is today. 

A Government Agency’s Take on MLM

Federal Trade Commission emblemA responsible discussion that a prospector could have with a potential recruit would include guidelines found online at the government agency with oversight powers over business. Here are a few of those guidelines that allow selling a dream, but based on facts, not pipe-dreams.


Multilevel marketing plans, products and opportunities vary. The Federal Trade Commission (FTC) recommends following the five following actions to ferret out the MLM details of companies being considered:

  1. Consider the Products
  2. Learn more about the Company
  3. Evaluate the Plan
  4. Ask Questions
  5. Consider the Products

In multilevel or network marketing, individuals sell products to the public — often by word of mouth and direct sales. Typically, distributors earn commissions, not only for their own sales, but also for sales made by the people they recruit, down four or five levels, albeit in smaller and smaller percentages.

When multilevel marketing plans are legitimate, money made based on your and your sales team’s sales to the public. If the money you make is based on the number of people you recruit and your sales to them, it is not legal. It is considered a pyramid scheme, which are illegal, and the vast majority of participants lose their money in those models.

Consider the Products

Many companies that market their products through distributors sell quality items at competitive prices. But some offer goods that are overpriced, have questionable merits, or are downright unsafe to use.

What will you be selling? Are there similar products on the market? Is the product priced competitively? Is it safe? Can your sponsor — the distributor who is recruiting you — support the claims about the product’s performance?

The freedom to buy into a MLM program and its products comes with a responsibility to ensure that marketing materials are truthful and that solid evidence exists to back up product claims.  The standard set by the FTC is for new distributors to verify not only company claims, but also that competent and reliable research backs them up.

Learn More About the Company

An internet search and articles about the company’s track record in newspapers, magazines, or online may yield many data about a company, including how long the company has been in business; the condition of its reputation for customer service; what others on blogs and websites think about the company and its products; and data about lawsuits for deceptive business practices.

Evaluate the Plan

According to the FTC, taking time to think over a decision to invest hard-earned money at an opportunity meeting is smart. The agency recommends that you ask your sponsor for the terms and conditions of the compensation plan, including its structure, your potential expenses, and support for claims about how much money you can make.

Getting the name and contact information of someone at the company who can answer your questions is recommended, along with getting all of the data you asked for in writing.

New distributors are responsible for repeating unverified claims made by sponsors regarding incomes earned, so the agency cautions new distributors to be honest and realistic. 

My own rule of thumb in this is: when in doubt, verify and get it in writing, including any company policies about money or product refunds. Ask for more information until it is absolutely clear to you. Your sponsor and other distributors should be willing to answer your questions. 

In the end, keep your own counsel, because the freedom of opportunity comes with the responsibility to help keep it free for those who would follow you. 

Ask Questions

Here are a few questions you might want to ask of your potential sponsor before deciding to participate or not:

“What are your annual sales of the product?
What were your expenses last year, including money spent on training and buying products?
How much money did you net last year, after expenses?
How much time did you spend last year on the business?
How long have you been in the business?
How many people have you recruited?” — Federal Trade Commission

People join and work within MLM plans for a variety of reasons; some work part-time, while others go “all-in,” as the saying goes. In the end, the MLM experience you have will be the result of what you and your team around you put into it. Given a solid, honest company and product line, your opportunity is as good as you can learn to make it. You will have a lot of help along the way. You will have the opportunity to help others.

You can begin by following the FTC guidelines which can help you “know before you go.” Once verified, the data about what has worked for the company you choose to represent will help you grow your downline and business.

Don’t Forget the FUN!

By the way, if by this point you feel a bit serious about MLM, let me remind you of another famous salesman’s words of wisdom:

People don’t buy for logical reasons. They buy for emotional reasons. — Zig Ziglar

What Is the Meaning of Making a Connection in MLM?

Posted in Network Marketing Basics, Success by Tim Sales. | Leave a Comment


Connecting with communicationThe essence of connection in MLM, just as it is anywhere else, is communication. You must CONNECT with other people to build an MLM business. The whole structure of your MLM business, more than any other business, is built upon this connection.

Communication is the idea that you can formulate a thought and cause someone else to see, hear and think that thought, envision the same exact message.

Your ability to communicate with people — how well you communicate — determines in large part your ability to be successful and how successful you will be in MLM. If people cannot exactly copy in their space what you attempted to communicate to them, they will not see or accept your invitation to join your business; or they will join and quit because they have not shared your vision. That’s why we say that connection is everything in MLM.

Born With It or Trained?

Some people believe that salespeople or communicators are just born, but I beg to differ. Communication is a skill, and skill is defined as “a developed talent or ability.” Infants do not communicate well since they need to work out how to use their tongues and lips to sound out and mouth the right words; yet, within a few years, with practice, they learn to speak, proving that communication is a skill and that it can be learned and improved with practice.

By extension, then, MLM inviting is a specialized communication skill, which also can be acquired through training. 

Much of the activity of MLM centers around making contacts with new leads, offering up invitations and establishing a personal connection with those people, and then working with them on a daily basis. Your prospects must envision your opportunity and be able to make it their own before your invitation will be accepted.

More Than Message

WHAT is said is important, but so is HOW it is conveyed from person to person. These two qualities translate into successful inviting business’ growth, when applied correctly. Such application is called “selling.”

Selling Is Communicating

Selling is intimately tied to communication, but so is professional inviting. I attribute most of my success in this business to practicing inviting and perfecting my communication skills. Here are two important ideas that I find can help the beginner as well as the leader in MLM:

  1. “Everyone is in sales, one way or the other.”  
  2. “Master one thing at a time.”

mlm focusSo, how do you become successful in MLM, and how do you teach others to become successful? You train yourself and others in communication and in salesmanship; and you do this one skill at a time.

Like it or not, we need to communicate to connect with each other, and in the MLM business especially, communication is selling. Inviting is selling… is communication… is connection… is success. That’s how it goes; that’s how you communicate and train it in on your downline associates.

How to Master Your Elevator Speech

Posted in Marketing, Prospecting by Tim Sales. | Leave a Comment

Why Elevator Speeches?

ElevatorBecause you should be talking to everybody you meet and sometimes you don’t have much time to do it.

Imagine this:

You’re in an elevator with someone you’d like to strike up a conversation with about your MLM opportunity or product.

You know you need to impress your new listener, but you don’t know how much time you have or how far you will be able to go in this first, chance meeting.

What do you do?

If you’re smart, professional or have a wise sponsor who trained you well, you’ll already know what your goal is, and what you want to say.

You’ll have known that you needed to understand your product and potential public for the day this opportunity arrived.

You’ll have written out a quick, focused “elevator speech” designed precisely for this kind of moment.

You’ll have practiced your speech and be able to fire away at your target with an ease and sincerity that secures at least the possibility of a second meeting.

Thomas Jefferson spoke about brevity:

The most valuable of all talents is that of never using two words when one will do.

In elevator speeches, brevity is everything, so long as it builds understanding and reach.

The elevator speech seeks to inform and to place into the prospect’s mind questions like, What’s next? How will that work for me? Can it really help me? How?

The best elevator speeches make prospects reach for more. In marketing, the maxim is: “Mystery creates reach.” And that is what you want to create within seconds: reach.

An elevator pitch is not however,

An opportunity to exploit, use, bore, or terrorize someone trapped in an elevator with you…Your first objective during an elevator pitch is to get them to like you, because if they don’t like you, they might just take the stairs next time. – James S. O’Rourke, a professor of management at the University of Notre Dame.

(* Attribution to Christine Lagorio-Chafkin for the O’Rourke quotes.)

Plan your elevator speech in seven steps:

  1. State your purpose clearly. Use language you are comfortable with and, more importantly, that your prospects will easily understand and be comfortable with.
  2. Be Concise. Your speech must come in under 60 seconds, comfortably. Remember Thomas Jefferson when working on your draft.
  3. Describe yourself in a way you would like to be known, using language that creates the desired effect.
  4. Equate who you are with something or someone already known and thought highly of. Be honest about the relationship – Public Relations never lies.
  5. Focus your message and delivery to the targeted audience you wish to meet.
  6. Have your goal in mind. Know what you want from an individual before you approach him.
  7. Develop a phrase that captures positive attention and generates genuine reach. this is key.

Of course, beyond the seven steps there is one more to learn how to master your elevator speech: PRACTICE, PRACTICE, PRACTICE!

 

Sell the Sizzle, Not the Steak

Posted in Building a Downline, Presenting Your Business by Ron Kule. | Leave a Comment

What People Buy

Elmer WheelerWhen legendary ad copy writer and motivational speaker, Elmer Wheeler, in the 1930′s originated the line “Sell the sizzle and not the steak,” he was spot-on.

Ad copy is another form of guerilla marketing. You could write, “Mazda has four-wheel drive” — that’s steak. But how about, instead, “Zoom-zoom” — that’s sizzle!

Building Demand

Building demand for a product, not the product itself, is best not only for advertising, but also network marketing. 

The principle exploited by Wheeler is a global fixture in network marketing today.

Nobody who bought a drill actually wanted a drill. They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills! – Perry Marshall.

When you’re engaged in network marketing, you’re in the field of marketing and marketing divides into activities that you should be aware of, and use:

  • Advertising – literally, “adding to the word,” getting the word out.
  • Positioning – owning a place in your prospect’s mind.
  • Branding – associating a product name with a positioning in minds.
  • Pricing – determining what the public you target will pay for product benefits.
  • Product – the goods or service you sell, that the customer buys for its benefits.
  • Customers – those people who have purchased product or opportunity from you.
  • Service – delivery of beneficial effects to your customers and training to your distributors.
  • Promotion – making something well-known and well-thought-of.

The hub, however, around which all points revolve is the need for an exchange among companies and people; in other words, sales. The purpose of marketing in all of its facets is to sell something, which is the purpose of network (MLM) marketing.

People buy what they will have as a result of owning or possessing the product you’re selling, not the product.

 marketingwordsIn his book Testing Sentences That Sell, Wheeler, an ad copy writer, laid out his five “Wheelerpoints:” (In parentheses, added MLM suggestions.)

Wheelerpoint #1. “Don’t sell the steak – sell the sizzle.” (Think about how this applies to your blogs today. People want benefits, not products. What can you do for them?)

Wheelerpoint #2. “Don’t write – telegraph!” (Back in Wheeler’s day, telegraphs were charged by the word. By saying “Don’t write – telegraph,” Wheeler meant “Make every word count.” Your first 10 words are more important than the next 10,000, when you have only seconds to catch attention.)

Wheelerpoint #3. “Say it with flowers.” (It’s not enough to make a statement to your prospect, you have to prove it. If you say, “I love you,” prove it by sending flowers. Does this remind you of Jerry Maguire’s ‘Show me the money!”?)

Wheelerpoint #4. “Don’t ask if – ask which.” (Offer your prospect a choice between something and something… never something and nothing. Abraham and Straus commissioned Wheeler to work out a way to sell more eggs. Instead of asking “Would you like an egg with that?” the soda jerk asked, “One or two eggs?” while holding an egg in each hand. The result? Wheeler’s words induced seven out of 10 customers to add at least one egg to their order.

Wheelerpoint #5. “Watch your bark!” (Wheeler, who loved dogs, reminds us that it’s not just what you say, but how you say it. In MLM, you don’t have to be a product expert; you just have to come across with sincerity and honesty.)

Wheeler’s words in summary of his “Tested Selling” philosophy, work well as good advice for network marketers today:

“Don’t think so much about what you want to say as about what the prospect wants to hear… the response you will get will more often be the one you are aiming for.”

MLM Global

Wheeler’s basic principles for ad copy writing lent themselves in his day to the sales profession and to Madison Avenue. Yet, the core of its success applies today to people buying and selling products and opportunities in network marketing (MLM).

Wheeler’s wit and experience are excellent tools in the hands and minds of networkers, especially for writing blogs and talking with prospects.

The Biggest Mistake in MLM

Posted in Building a Downline, Training Your Downline by Tim Sales. | Leave a Comment

Communication Is the Root Skill

Communication is the root skill for expansive MLM growth, yet many people in MLM do not employ it effectively to their advantage. Knowing how to communicate well must be the missing link here.

The Achilles’ Heel of the MLM industry is the assumption by companies that their distributors have the ability to communicate effectively to their customers and downlines.

https://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&docid=DjkrUsnlIfHMfM&tbnid=xlm0wQOcH3NvdM:&ved=0CAQQjB0&url=http%3A%2F%2Fwww.practical-management-skills.com%2Fwhat-is-communication.html&ei=07TrU_HFKcv8yQTfqoCoCg&bvm=bv.72938740,d.cWc&psig=AFQjCNEdHSiRKPhAs3WThO-4abLdopLlYA&ust=1408042451981701First of all, do people really know what communication is? (It’s getting a message across a distance, from one person to another, and having that message understood, so that it can be put into action.)

Do people realize that a message must impinge upon the person receiving it, and be duplicated by him, in order to qualify as effective communication? If they do not, this must be the reason why downline team members are less active and successful as they could be.

To have a successful, happy MLM downline you must get your distributors to do a few proven actions:

  1. Have them decide what is their goal when contacting a prospect, and have them write down that goal.
  2. Have them write down a step-by-step plan for how they expect to achieve that goal.
  3. Make them show you what they wrote down and ask them what step they are doing in the plan.
  4. Have them show you each step by live demonstration with a real prospect.
  5. Ask, “How do you get a customer?” and then have them get one while you watch or listen.
  6. Ask, “How do you get a distributor?” and then have them get one while you watch or listen.
  7. Ask them, “How do you train a distributor?” and watch while they train one.

You should NEVER give in, give up, or give out! You should GIVE MORE!– Doug Firebaugh, Network Marketing trainer

If you don’t inspect their downline activity closely and make them demonstrate exactly what they are doing, you will not understand what your sponsored distributors need to do more of or to change to get effective.

Downline distributors who do communicate effectively earn more income and have more fun.  They also appreciate your help. And they earn you more income, too.

The biggest mistake in MLM is to not communicate effectively, or to assume that people do.

 

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