When building your MLM team the focus is always on recruiting members on the team. Most of the effort is centered around showing the business opportunity to friends and family and then on to warm and cold contacts. Of course there is nothing wrong with this approach as it needs to be done to expand and grow.
It does seem that many network marketers don’t want to have customers, so they use them only as a fall back position. Meaning; if the person did not want to get involved as a business associate in your mlm then make them a customer. If they order fine, if not you move on to another prospect, right?
Here’s something to consider. If the customer learns about your product and they find a lot of benefit and value they will share it naturally with their friends and family about the improvements they are seeing and feeling. Just like they share about a great restaurant or movie, they can share about what they like about your product and will help you by sharing their story with others. I have added many customers this way, and eventually some of those may want to join the team as well. That’s a process that can duplicate and bring you big growth and happy customers.
This is also one of the best ways to introduce people to what you are doing in your business. Some people are very uncomfortable just contacting others about the business opportunity. For some reason they don’t see it as sharing something that people need, in the same way as they do about sharing a product. In actuality they are both the same. You have something that people need, but they may not know it yet. That’s why taking good care of your customers can be a great way to expand your circle of contacts and prospects.
The key is to generate business volume because that’s what you get paid on. Use every method you can to do that.
Be friendly not pushy. Be helpful not angry. Be patient not rushed. I spent a lot of my early days in Amway just plowing through people and not really caring about them. That method does not bring long term success and can actually move your business backwards.
You have to have posture for sure but not arrogance. You don’t need to be rude or insulting to people who are not ready to buy from you or join your team. You never know what may change in their life that makes them come back to you. Make sure you treat them well so they come back to you!
If you have been in a network marketing company for any time at all, you will run into some pretty hardcore skeptics. They are the people who try to tell you, that what you are doing can’t work. Sometimes they can break you down to a point where you start believing them. This is especially true if the person is a trusted friend or family member.
Most people are not really trying to make you feel bad. They are really just not fully informed and they probably don’t understand how your business opportunity actually works.
My advice is to pull back a bit when confronting their objections. Most skeptics are expecting you to defend your business and if you are very passionate about it you may even feel the need to attack them. I mean verbally of course. Instead of answering their objections, I ask them questions. If they say that is a pyramid scheme! I don’t try to convince them it’s not. At least not directly. I ask them to tell me why you think it’s a pyramid? Or What is a pyramid?
They will tell you the guy at the top makes all the money and the guy at the bottom doesn’t make any money etc, etc. At this point I agree with them and say “good I was worried for a moment. In our company we are a legal business and we know pyramid schemes are illegal. In our company the next person who starts can be the biggest earner in the company.
They will continue to give you more and more objections. What they are really doing is learning all the details about your business. Eventually they will run out of excuses and either decide to get involved or not. Either way you explained your business calmly and professionally. Most skeptics don’t expect you to use this approach and it really disarms them, so they can actually listen and learn.
In my personal situation I am definitely a big skeptic. I also did this to my first sponsor when I joined Amway back in 1989. A high school friend put up with my abuse for about 2 hours and then really disarmed me by saying, “fine, then don’t do the business!”.
This was the first time he actual bit back at me and it really ticked me off that I just spent the last 2 hours telling him all the ways it would not work. The moment he took the opportunity from me I started to feel something different. I was like, hey don’t tell me I can’t do it. I’ll get in to show you how it can’t work. I know…How dumb was that?
I joined him and we ended up building a good size business and we became leaders eventually. I still needed a lot of changing and learning. Believe me!
The point is that most of the best leaders are very skeptical of things. This can force them to check it out a bit deeper than most. If you’re involved with a good company that has a good compensation plan and products. They will investigate it completely. That is what you really want. Once they investigate and understand the details the only thing left is to enroll them and get them started.
Yes they ask tons of questions. Yes it can get irritating. In the end you may just enroll your first or next leader. Who knows exactly? It sure will make a great story one day, That’s for sure!
When I first learned that you can build a business of your own with the network marketing concept I figured I would only need to share this with my few friends and family and everything would expand from there. Guess what? It didn’t. Yes a few family members joined and it was really good to work together. But now what do I do? I was told, now to go and talk to people who are acquaintances and then start cold contacting. WHAT? Are You Serious?
Fear of Talking To People
Here is where one of my biggest fears happened. I needed to talk to people I barely know or don’t know at all about my business opportunity. Yikes! I, like many people fear talking to people, talking to groups of people or talking to people you don’t know, talking to people one on one. I don’t like talking in front of people or even near other people. And even just plain talking is an issue.
I was an introvert and pretty shy and self conscience growing up. I was a tall, skinny kid with no desire to interact with others. I was a “gork”. I was gangly armed and legged person and a dork, so there you go. I stayed inside and read books and made models of cars, planes and boats.
I am sure you either are like that or know someone who is like that. This unfortunately makes a bad combination for building a business that is all about people talking to others. Sharing products and business opportunities.
I have heard it said that the fear of public speaking is more feared than death itself. I think I can agree with that. At least for the first 1000 or so times, I tried to talk to someone about my business opportunity. Heck I had trouble talking to my family and I knew them.
So, Don’t Talk To People, And Build It Anyway
For many people they will simply quit building their business because the fear of talking to people is too great. They won’t share the stories about the product and will not prospect for people to join their business. I know, because that’s what I did for a while. I did not actually quit the business; but I stopped doing the things that are actual revenue producing activities. Things like showing the plan to people and promoting, and prospecting and following up. I remember finally showing my own plans 1 on 1. I was so relived that I had done it I didn’t even followup. Frankly I did not care to. What if they got involved? Then I might have to show the business plan to people they knew but I didn’t. What a spiral.
Back in the late 80’s early 90’s we did not have the internet or cell phones. Social media had not been created yet. Today we can use those tools to build our businesses and it allows us to build a bridge in our business maturity. This means we can still build our network marketing businesses using means other than talking using our voices. We can use texting, emails, blogs, social media posts etc. We can even make videos. For some reason people can do that and not feel that they are talking to thousands of people. This will allow you to bridge the gap from being totally fearful of talking to people and the time-frame when you finally become more comfortable. You can continue on while you work on conquering the fear.
It’s Like Online Dating
Today many people meet online and develop a relationship that carries over into the real world. If we can find our true soul mate or our partner using the online tools and methods, then why can’t you find interested people for your products or business opportunity? The answer is you can. It’s a really great way to build your business. Only interested people reach out to you and so there is virtually no rejection. You don’t have to feel bad because someone said no, to getting involved in your business because you can now have 100’s of leads everyday that are coming to you.
Don’t Quit! Just Work!
That is right! Stay in and build your business using whatever means possible. As long as it is legal and ethical of course. If you feel able to create the best posts for social media. Then do that full time. Eventually add on additional methods and tools. Eventually you will get more and more confident in what you are doing and you will start talking and sharing with people you know in person. I know people who have developed a six figure income and don’t ever meet their network marketing people in person or even speak on the phone.
Over a period of time you will become better at every aspect of growing your business. Today the many methods we have available to us, allow you to build in multiple ways until we can use all of the methods effectively. I teach my team how to do this every day. If I can learn it so can you.
One of the best times in network marketing is when you just signed up and realize that now you have a way to reach your goals and dreams. One of the worst times can be when you realize now you need to talk to someone else about the opportunity.
All of a sudden you become fearful about sharing something that you found to be awesome but you freeze up or don’t know what to say to your friends and family.
That is a normal feeling and you should not let it stop you.
When I first started in network marketing it was Amway in 1989. I wanted the income and loved the idea of owning my own business, but I was afraid to talk to people. I was very shy and introverted. I was very nervous about having to meet with people that I had never met before. I did not like to speak in front of people or to people, or even around people. So how was I able to build a large business? I had to learn and practice talking to people I have not met before. People we would call cold contacts.
I messed it up a bunch of times in the beginning. So will you. Everyone does. I remember I read or heard a saying that goes like this. “anything worth doing, is worth doing poorly, until you can do it well”. I felt like I had a revelation because that meant to me, that I can still be terrible at something and keep doing it and it would still work. And it did. In reality when I got better I actually was too polished and people started to think they could never do what I did. Or they thought they could never be as good as I was at contacting or showing the business plan.
I figured out fast that being real and relate-able was far more important that being great at a presentation. See, the people did not see me struggle so they did not know what it took to get the courage up to talk to someone about the business opportunity. They just thought I was always that good or comfortable. Well I wasn’t and I’m not. Evidently I have become very good at feeling like a nervous wreck on the inside and appearing confident on the outside.
What to Say
Talk to people in a normal way. Be a bit more excited than usual but not over the top. That pushes people away. In the beginning I always asked the successful leaders what they said and what they used for contacting. I felt if I said the exact same thing it would work for me. Be yourself and be real. That is what people recognize as a genuine person.
What I figured out was it doesn’t matter what the words are exactly. It matters how you say it. Here are some tips:
Have confidence when you speak but not arrogance.
Don’t push something on people. Make them want to know what you have.
Realize you have something they need; not that you need them to be successful because you don’t.
Get the posture right. You have the opportunity they don’t.
Borrow others success in your upline.
Make people give something to get something.
Don’t devalue what you are doing.
Ask them questions.
Be in a hurry.
I cover a bit more on my video above on this subject and give examples of how I do this today.
Learn to be Good
According to a TED talk they said it takes 10,000 hours to master a skill. The good news here is that it only takes about 20 hours to become good at something. You can learn the skills of contacting people and become good at it in about 20 hours too.
In your business you don’t need to be an expert to get going. You can earn as you learn.
Just get started and don’t be afraid you will mess it up. Believe me you definitely will. That is why we suggest you start with your friends and family. If you mess it up you can always come back later and admit to it, and show them again. You may even sponsor some of them.
Network Marketing is like anything. It requires some skills, but all of them can be acquired with an investment in yourself of time, reading, learning and listening to people who are where, you want to be in life.
If you are introverted, shy or just don’t like working with other people then you can still being very successful. I have been a shy person most of my life. I have to “work” at being a bit more extroverted or people think I’m mad, angry, bummed or something. Most of the time I’m just thinking about things.
When I started in an MLM called Amway in 1989 I was having a very difficult time sharing the business idea with people, in person. That was way before we all had internet in our homes and on our phones. I had to learn to call cold contacts on the phone or approach them in person. Wow! That was a bit challenging but I finally got pretty good at it. I would even teach others in my group how to call people out of the phone book and set up meetings to show the business plan.
Today we don’t have to do that at all if we don’t want to. Although, I do still talk to other people face to face about my MLM; I primarily build it online using the same methods that you would for online dating in a way. Instead of generating dates. I generate leads online using several different techniques. We share the business opportunity and products online, we can email or text. And many times we still have a phone call to go over the details of how things work and to get some questions answered that are harder to ask and answer in a text.
If we share everything else online and on social media so comfortably, then why not share about our business and learn to establish business relationships as well.
What’s really amazing is that I can build my business with 100% cold contacts and some people are joining my business that I have not even met or talked with at all!
Now, I do believe that you need to establish a relationship with your team members who are actively building. Ultimately you will want to develop your team and leaders. You just cannot do that by not communicating with them. Hopefully by that time you will have learned how to be better at working with others and you can learn this as your business grows.
Blend the best of both online and offline business build methods. Use all the tools available to you and don’t forget to read books and articles that help you grow as a leader too!
Today you have many financial options to help you in planning for your retirement years. Unfortunately a pension is not one of them for many of us. I am in the working group that came in on the tail end of companies offering pensions. I do actually have one from the first company I worked for. It’s not much but it will add a few hundred dollars each month when I decide to retire.
How will my 401K plan work out?
What is currently the main financial method for saving for retirement is a 401K plan or something similar. I have one and you probably do too. These are offered by many employers to their employees. Some people set up their own plan called an IRA or Individual Retirement Account. There is nothing wrong with them, except you cannot do much to control the return on your investment other than hope that when you do retire the market timing is good.
For many people during the recent recession the stock market crashed. Most 401K plans invest your money in the stocks and bonds. If you check you account statement you can determine what your money is invested in. Sometimes when you decide to retire the market is down and so is the value in your account. This will directly affect your monthly income withdrawal amounts if you want to maintain your principal balance.
In some extreme cases it may delay your retirement date indefinitely and force you to still work.
Older Americas Are More Afraid Of Running Out of Money Than Death
“According to a recent Transamerica study, 43% of workers 50 and older claim that their greatest retirement-related fear is outliving their savings.” Now that’s a scary thought! You can read the entire article HERE.
What’s An Alternative?
There are many other investment opportunities out there but you need to weigh the risks. One of the lowest risk opportunities to assist you in setting up an additional retirement income stream is to start and build a network marketing business. There are literally dozens of different legitimate and well run companies now you can join. The investment you mainly will make is time and small amount of money. The return on that investment can make the difference in your retirement years, and it may only take as little as two years to set up a few thousand dollars per month extra income. Plus you don’t have to quit your present job to do this business in your spare time.
The better news; it’s not like a job so it keeps coming in after your retirement.
Time Will Go By Anyway
The interesting thing about time is that whether we do anything or not to add the additional income, it will continue to pass us. Meaning, the two years will pass even if you don’t make the business investment. Consider this option to help you diversify your income in your retirement years. It would be best to have multiple streams of income to offset any risk of loss in any single source. Its always a good idea to Hope for the best and plan for the worst. Do some research and check out the opportunities. You really have nothing to lose and something really good to gain.
The thought that some people have about Amway and other MLM companies being cults has always amazed me. There are times when I wished they were, because in cults people blindly do what the cult leaders tell them to do. Our team members all have minds of their own and businesses of their own and they can do what they want to do.
Anyone who has actually been part of building a network marketing team or organization can tell you that almost no one does what they are asked or told to do regarding building their business. Even when they are the ones asking! That right there should convince you it’s not a cult. But let’s examine some of the concerns people have stated that tells them it’s a cult.
#1 The People In MLM Have A Cult Like Attachment To Their Company
I find this one very interesting as most people have an attachment to their employers company but don’t seem to think it’s a cult. In MLM people are supportive of the company and its products because it is supporting their business too. As far as people having a cult like following, you should check into the companies like Facebook, Google, Yahoo or Apple. Their employees are the most involved, passionate, cultist people I have ever seen outside of a real cult. They have their own campuses for their people with living areas, chef run kitchens and lounge spaces to encourage you to be creative and dedicated at all hours of the day. People are driven to be part of these companies.
If the naysayers meant people who are dedicated to what they are doing in a business of their own, then that could be confused with a cult, I guess.
#2 The People Are Very Religious
It is true some people in network marketing are religious. Some are not. It is a business that accepts all kinds of people and has no prejudgment for religious affiliation. It seems like some of the people who have been part of a MLM business have been uncomfortable with people having a pledge of allegiance or a prayer before a meeting or a seminar. I myself don’t think it should be part of the business proceedings and that it can be off putting for some people.
However it is a right that owning your own business brings. It is no different than what the founder of Chik-Fil-A decided to do. Many of the company’s values are influenced by the religious beliefs of its late founder, S. Truett Cathy, a devout Southern Baptist. Most notably, all Chick-fil-A restaurants are closed for business on Sundays, as well as on Thanksgiving and Christmas.
That does not make them a cult does it? Even the Federal government of the USA closes down on these holidays. We all happily enjoy the paid time off for holidays from our employers right? No double standard there right?
#3 The People Are Fanatical
This can be another true observation that some people in MLM are very passionate about their opportunity to build their own business. It shows us that the American Dream which is so alive in immigrants to the USA, can also be stimulated in the people who are already here. It’s too bad so many people have forgotten or never knew that the USA was built on people who had their own businesses not jobs,
Most people were farmers, tradesmen and artisans before the industrial revolution. You know , people like bakers, tailors, blacksmiths, barbers, weavers, apothecaries etc.
These people were also fanatics about what they did. If not; they would not be able to survive.
Owning your own MLM business is like that in a way. The way, that allows you to be excited to build something for you and your family. That brings out the passion and excitement in people that had no other opportunity to start a business of their own with very little money or training. Somehow being excited about your own enterprise is now a cult. I guess they have never seen the people who go on the show Shark Tank or the Profit. They are fanatical about what they are doing. Starting and owning their own business.
I think it just makes some people uncomfortable that they are bored and not excited about their jobs but don’t have the ambition to do something of their own. Sad really.
I think that people just need to give other people their space to do what they want to do. As long as it does not affect you or what you are doing then keep moving on with your life, would you? If you were offered an opportunity to build your own business by a friend or family member then feel lucky that they saw something in you, that maybe you don’t. Possibly they believe in your capability more than you do. Feel fortunate; not put off by the invitation. They had your best interest in mind.
And if you decided not to join them in their “cult” then you proved my point that network marketing companies like Amway and others cannot be a cult, since no one does what we ask or tell them to do in MLM. After all you did not join right?
Lets face it Engineers are not the most people friendly prospects you would want to work with in your network marketing business. I know first hand, because I am one.
I have only been prospected two times in my life for a network marketing opportunity, and both time I joined. I certainly wasn’t the easiest person to deal with both times.
The first time my soon to be sponsor and I argued for about 2 hours on the follow up phone call. I argued that the Amway business couldn’t work and that no one would do this business. This was in 1989 when Amway only did about $2 billion in business!!! Duh! So of course I knew everything about it, even though I didn’t. Finally my sponsor told me “fine then don’t build it!”
Now that really upset me and I then proceeded to tell him that I would join and show him this wouldn’t work if its the last thing I do. I know; that was really dumb for me to say that too. I eventually did apologize and we did build a successful Amway/Quixtar business. I’m no longer in Amway but the method worked that got me interested and it can work for you too.
All We See Are Problems
I guess once he tried to pull the opportunity away from me, I did not like it and I wouldn’t let him. There’s a lesson to be learned here when dealing with Engineers. We always see a problem that can be solved. Sometimes posing the business opportunity as a potential problem that needs to be solved may help you reach the engineers you know. Tell them you found a business opportunity that you don’t think can work and they will figure it all out for you. In the process they may even join you.
Sharing the Opportunity
Here is my best advice on this topic. Don’t tell the Engineering prospect how great this business is, and how much fun it is. How they will get to meet all kinds of different people, and be recognized for achievements and such. And never, ever tell them that you have these really cool “functions” or “Seminars & Rallys”. It won’t work because we don’t care about that stuff. (at least outwardly). Additionally we don’t like that many people and we are generally introverts and afraid of public situations. That’s why we became engineers, right? We like computers, and machinery and software.
I remember the first Seminar and Rally I went to very clearly. I am pretty sure I am still traumatized by it actually. The seminar was great! Lots of information and how to’s. We like that kind of stuff. The problem was in between the two sessions where some of the leaders wanted to get everyone excited and “fired up”.
They started competing in different sections of the room saying “I’m excited how about you?” to see who was louder. I think I was ready to walk out right then. I’m done here!
Engineers like data and scientific studies, testing and reports. We need to know how everything works. So be prepared to be able to explain it all. If you’re not you may find yourself in front of an Engineer who will take one look at your information, then proceed to explain to you how it works. That may be okay actually!
My advice here is to be ready to overcome objections and answer more questions. Appeal to their logical side as we make many decisions “logically”. That being said continue to try to get out of your engineer prospect what his/her hobbies and interest are. Try to find out what his/her goals are. This may best be done by asking questions about the latest hot car. Or talking about the coolest airplane or video on this cool electronic gadget that allows you to bend space and time. Those things are of interest to Engineers and will allow you to establish some level of rapport. Find out what they liked best about what they saw. Don’t be surprised if you do not get an answer to that question. But instead they tell you what they did not like. This is typical of most people actually, not just engineers.
Be direct and say “I want to partner with you in this business”. Most Engineers cannot say no to a request for help and they may see this as a way to show you how much they know. We like that kind of thing.
Teaching and Training System
Once you have enrolled your engineer get them involved in the teaching and training system. They love that stuff. The more data and information the better, remember?
This will help them to get the details that they “need” to be able to move forward. I also suggest you get them with your experienced upline when you can so they can get a different perspective as soon as possible. It helps when they meet other like minded people.
Hang in there but don’t wait around for the Engineer to start building. The best thing is to leave them in the dust and asking you for help as you move on without them! Engineers are competitive and like to be right about everything.
They don’t like to lose, more than they like to win. So make them keep up with you.
As always you need to share with everyone, but keep in mind these tips for your technical people prospects. This includes doctors, engineers and scientists.
Keep at it and don’t be afraid to circle back to those who did not get involved right away.
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Everyone seems to have some idea of what network marketing is and may have even been involved at one time or another in a network marketing company. Many people have heard of Amway, Mary Kay and Herbalife; which are all network marketing businesses.
Some of the people you talk to about your business opportunity or products may believe they know what it’s all about because they had a second cousin, who had a friend who didn’t make any money in network marketing. And of course they think they can’t either.
In my experience most people don’t really understand what we are doing but definitely have some preconceived ideas. To be able to help those people get a better understanding you need to be calm and provide clear answers. Its true many people don’t make any money in network marketing. But that is usually due to them not actually doing the work it requires.
If you don’t want to share what you are doing and you don’t want to promote your products or opportunity then network marketing is probably not for you.
However if you are excited about learning how to build your own business then with some hard work and possibly some additional personal growth you can learn how to be successful. It’s no different that when you first started to work a job. You needed to be trained. Here though you’r training to be your own boss. The CEO of your own business.
The good news is that your in business for yourself but not by yourself!
Look for a network marketing company with a teaching and training system. In some ways you will be going back to school to learn how to become successful.
To learn more about what Network Marketing is and isn’t check out this great article from the Huffington Post.