SETTING GOALS:
Goals are divided into two categories:
short term and long term. Long term goals should be your most important reasons for doing this business. Short term goals are crucial to your success because as you reach your short term goals, they motivate you to keep moving forward towards your long term goals.Write down your goals and dreams on a piece of paper and always keep it with you as a sacred document. If you can’t write your dreams then you are definitely not serious about achieving them.
Commitment without a goal is a waste of time and effort. Although network marketing is a flexible business model where you can work at your own pace without a boss nagging you, but, to reach staggering levels of success you must give certain level of commitment. If you treat your business as a hobby it will pay you as a hobby, if you treat it as a serious business it will pay you seriously. Without a serious dream you cannot be committed. The basis of this business is to advertise or promote company products and services to people therefore it is essential to have list of contacts.
The steps to creating the list of contacts are the following:
1. Write a list of at least 100 people, no less.
2. Categorize it into groups: Family, Friends, acquaintances, international contacts etc.
3. Filter your list into the top 20 you would feel comfortable working with.
4. Divide your 20 prospects into 5 groups of 4 people, the first 4 being the priority for you to present to. You can think of certain qualities of each contact to help prioritize your list, such as age group, time freedom, location, willingness to take risks, logic, personality etc.
Tips:
1. Never omit any contact simply because you think they will not like the business or will not comprehend the system. In doing so, not only are you eliminating potential prospects from joining your network, but you are also depriving your friends and acquaintances of the opportunity to benefit from this business.
2. Try to include in your list people who are better suited for this business. For example, the most appropriate age group for this business is 18-45 years old.
3. Your list should always be growing because you will regularly be meeting new people. In addition, you Will often think of contacts that you previously forgot to include on your list.
4. It really pays to properly organize your list and invite your prospects accordingly.
5. A strong list usually initiates a strong start and good foundation in this business.
INVITATION:
The first case concerns inviting contacts who know nothing about the business to a
presentation. This must be done without giving any information regarding the business.
Your duty in this step is to only stimulate a sense of curiosity and eagerness. There are
different ways of extending an invitation depending on your relationship with the contact:
1. A very close friend: Without mentioning the business at all, request a meeting for 45 minutes. Mention that you would like to discuss/show something important.
2. A friend, classmate or colleague: Say that you have recently come across an interesting business opportunity and are now pursuing it. Mention that it offers a good income. If you have their interest, express that you are willing to introduce it and that you only need 45 minutes of their time.
3. An older friend or relative: Say that there is an interesting business opportunity that you have recently come across and that you can use their experienced guidance and advice.
Tips:
1. After inviting a contact, he/she will most likely begin asking you all sorts of questions. Never, under any Circumstances, explain anything about the business.
2. If your contact becomes very curious and asks many questions, simply respond by saying that it does not hurt to provide 45 minutes of their time to listen to what you have to say. Insist that it is an interesting opportunity in which they might like to take part.
3. Make sure your contact realizes that it is very important to arrive on time.
4. If you happen to run into an old friend by chance, such as in a taxi ride, never bring up the subject of work. Usually the first question after greetings relates to your current activities. So give your friend the opportunity to ask this question first. Then, without giving any information about the business, invite him/her to a presentation by using one of the methods discussed earlier, and then add your friend to your list of contacts.
5. You will probably have many contacts written on your list that you have lost touch with for a while. Do not ever invite such people for a presentation over the first phone call. First meet with the person and after they bring up the subject of work, and then pursue your invitation. Do not forget that hurrying always brings negative results.
PRESENTATION:
The way you behave in the presentation is going to reflect the seriousness of this business; from
your punctuality, the way you dress, e every single thing you do or say is going to leave an impression about the business on your prospect.
1. One of the most important things to consider in this step is the place of holding the presentation. The presentation must be done in a closed room in which there will be no audio disturbances, such as the phone, TV etc.
2. Presentation should never be done in prospect’s home, If the presentation is done in your home, you are in control.
3. If you schedule the presentation in a coffee shop or hotel lobby, first make sure there is a quite place available to hold the presentation. Although using an office might seem more professional, meetings held in quite coffee shops are very effective as they show the flexibility of the business.
Some of the problems with group presentations are as follows:
If one of the prospects is pessimistic towards the business, they could naturally have a negative effect on the other prospects. Even if the prospects do not know each other, they could still affect each other views because they are in the same position, i.e. a prospect being introduced to a new business.
If a down-line invites more than two prospects, it will give the impression that this is a fast- paced, competitive business. The prospects, especially if are friends, will already start to see each other as competitors and will feel that they will have to present their friends as quickly as possible. However, this business is not a get-rich-quick scheme and requires patience.
The presenter will have to spread out his energy amongst the different prospects and will not be able to have as strong of an effect as he could have with only one prospect.However, if the presenter is an experienced leader who can confidently handle any situation in a presentation, then it is okay for him/her to do group presentation to support the network in a more efficient way.
Do not try to make presentations on your own until you are completely competent in doing so. Practice with your leader until he/she gives you confirmation that you are able to make a full, effective presentation.
Never invite your prospect to a presentation you will not attend. Remember, your prospects will join the business based on their trust in you, not that of your leader. You should always be by their side.
As soon as you enter the presentation, turn off your mobile phone and ask your prospect to do the same.
This is your duty because the prospect might get offended if your colleagues tell them to do so.
After the presentation is over, it is your duty to tell your prospect three very important points explained on the next page. It is vital that these points be given by you rather than by the presenter or any other member. Otherwise, your prospect most likely will not be receptive because he/she might suspect being cheated or lied to.
Tell your prospect:
For two reasons you might want to talk with your friends about this opportunity:
1.Perhaps you would like to seek their advice. Do not do so because network marketing is not commonly practiced in the country, and is a new concept that few people are familiar with. Therefore the information you currently have is much more than that of your friends and asking for their advice not benefit you in any way. If I want to buy a car, rather than asking for any friend’s advice, I would seek advice from a car dealer or mechanic. The same applies to this business. The only people who would be able to offer you good advice would be people who are knowledgeable about this business; in this case, my colleagues and I. Otherwise, It is certain that you will hear negative ideas from anybody else you ask, and this is due to their unfamiliarity with this business.
2. Never present this business to anybody by yourself; rather, wait until you complete your training and can invite them to a systematic presentation like the one you just attended. Imagine if I sang you a song from my favorite singer. Because I don’t have the musical talent, or the voice of the singer, you would not enjoy the song, and might not even be interested in listening to the real thing. So although you have come upon a very interesting concept and might want to share it with your friends, you have not received the training; therefore, you won’t be able to present this business effectively. This will cause your friend to lose interest in attending even a real presentation. Furthermore, given your current limited knowledge about this business, you will not be able to answer your friends’questions and this will cause them to doubt you or the business. So leave that part up to my up-lines and I. Just as I invited you to a presentation without giving you any explanations, the only way you should introduce this business is by inviting your friends for a complete presentation.
FOLLOW-UP:
More than 80% of the work is done in this step. Up to this step, this business has merely been presented to your prospects; meaning, they only have a basic and general understanding of it concept. But without your pursuit, they will not take the next step and sign up. Your most important duty in this step is to create a futuristic vision of this business for your prospects. After the presentation, you must contact the prospect no later than 48 hours.
Strike when the iron is hot!
The follow up must be done by a presenter, and must be booked in the presentation or even in the invitation if possible. The best way to initiate the follow up is to confirm to the prospect that the purpose of the meeting is to answer questions and provide information to help them make their decision (whether it be positive or negative). Restate that there is no obligation on their part. Then directly start the follow-up without wasting any time. Always convey faith, never be hesitant. Make sure to let your prospect know that presenting the business to them was part of your job and you do not expect anything in return from them. Even if they decide not to join this business, you will not become upset, nor will you lose anything.
1. Refrain from giving any extra explanations or unnecessary examples. Try to use only the standard examples already used in this business. Also never describe it with emotionally loaded terms. You should always speak about the business in a relatively objective manner.
2. Pay attention that you must never get annoyed or angry at your prospect. Use Pathman’s method of “Feel, Felt and Found” to respond to their objections
3. If anybody claims that the start-up cost is too much, this is because they don’t see this business as a long-term and high-income opportunity. Compare the start-up cost versus the profitability of this business with
the initial investment versus the profitability of any other business. This will show that in fact, the start-up cost of this business is next to nothing compared to the financial benefits it offers. It is possible that your prospect knows someone who became a member in this business or similar businesses and did not succeed and thus has become extremely pessimistic towards it. All you have to make them realize is that most people do not properly pursue any activity they start. A very common activity to compare to is starting a gym membership. If my friend buys a gym membership and doesn’t get fit, can I make the conclusion that joining a gym is useless? This business is a concept in which performance is involved, and each person sees results depending on his/her performance in this business. Explain to your prospect that his/her friend probably did not do this business correctly, and in fact, anybody who does it correctly can succeed.
Training :
From this point on, your job as an up-line is to:
1. Correctly train your down-lines and practice with them regularly.
2. Give your down-lines motivation and energy. There is one main reason why the growth of your network might decrease: lacking sufficient information to correctly do this business, or failure to convey it. Thus, a leader’s most important duty is to give correct and complete information. The biggest mistake any leader can make is to reach a point where he/she feels that they have obtained all the information about this business and no longer need to learn. This would definitely result in the failure of that leader.
If you have any questions / doubts about this business, then please visit our
FAQ ‘S Section or write to us at
Faheem_aslam48@yahoo.com +92346-5318573 0r +923138686606
