Disowning
Networking's
Problem Children
There are millions of problem children involved in
network marketing. I'm talking about
20, 30, 40, 50, 60 and even 70 year old children. Whether through
naiveté, ignorance, or indifference, these kids have concluded that they
know everything, they're the center of the world, your time has no value and they're the hottest prospect that you'll ever have.
All of this even though they've never made a dime in
networking, much less a
living.
To make money in your
network marketing business, you're going to realize right here
and now that you're not just an XYZ Company representative.
You're in the YOU business. For example, I'm in the Dave Zenker
business. For the Dave Zenker business to prosper, I must maximize
service to others. To maximize service to others, I must direct my
time and energies towards people that actually want a profitable, home
based network marketing business. Networking's children are not those
people.
The question becomes, how do I recognize
networking's Children so that I may
avoid them.
Here are the clues and how to respond.
The Child Say's He's Broke.
This is one that you need to absolutely positively get out in the open
right away. Isn't it ridiculous that an adult would contact another
adult regarding a business opportunity, listen to the presentation,
request information sometimes necessitating the use of US Postal Mail knowing full
well they have no resources to participate even if they decide they would
like to?
Believe me. It happens all the time.
So.. to protect yourself, after you've ascertained your prospects
continuing interest you're going to tell them what investment they will be
required to make to participate in your opportunity.
Here's what you'll say:
Great Joe... I'm glad to hear you're still looking for a profitable
home based business. If you do everything I ask you to do, your
investment will be $XXX.XX dollars. Is that OK?
He'll say yes or no. Dependent upon his response, you'll continue
or conclude.
The Child Says He'll Do It and Doesn't
This happens a lot. Never let the
network marketing problem child's
promise of participation wear you out, wear you down or prevent you from
building your business with legitimate prospects.
The very best prospects are those that you've been in a legitimate
dialog with over a period of time, i.e., someone whose raising real
questions regarding comparative benefits between you, your networking company and your
competitors. When a person like that says he's going to proceed, he
usually does. And.. since everything's been fully disclosed, he's
probably going to stay with you.
Now... back to the children.
Your prospect has told you he's going to join and then doesn't.
What do you do?
Initially, you assume the best, i.e., it was a mistake, not a lie. I'll call the person and say something like:
Joe, it's Dave Zenker, we spoke last week about XYZ Company.
At the conclusion of our conversation you said you were coming on board on
Friday. I didn't get confirmation from the company. Did you
have further questions?
Then.. you let him talk.
Whatever he says is fine. You acknowledge there was an issue and
say.
Wow, that was a problem. Well.. OK, so what's our new ETA?
When will you be coming on board?
Now you've got a new "Drop Dead Date" for him to join your
organization. If he joins, all is forgiven, if he doesn't you'll
call at least one more time.
A quick point, as you're running your business, know and understand
that you'll apply these
suggestions with discretion, i.e., if you think you've got a very
high quality prospect with tremendous potential, you'll cut him a lot of
slack. You won't call him daily or weekly, however you will
recognize that he's very busy and suggest that you might follow up with
him in 3 months or 6 months or whatever. I've put people in
follow-up for 18 months out and followed up on the agreed upon date.
I've also closed people at the end of a 60 month (5 year) process.
Most people aren't of that caliber, but you need to be aware that some
are. Once again, it's your business and your decision.
We now return to
network marketing's Children.
If he doesn't join this time he might get another chance if his reason
didn't lend itself to a definite conclusion. For example, if he has a sick
child undergoing treatment, an infirmed relative near death or something
of that nature. If that's the case, you'll say something like:
Gosh Joe, I'm sorry your daughters still having difficulty.
Look...it's obvious that you need some additional time. Why don't I
just touch bases with you in 60 days. If she's doing better, we'll
get moving. If not, we'll push you out another 60 days. Does
that sound good?
People like and appreciate this approach. You've not taken the
opportunity away from them. You've acknowledged that they have
real
problems. You've shown both concern and
compassion for their circumstances. When you bring them into your
business, you not only have a distributor, you have a friend.
Back to
network marketing's children.
Networking's children do not deserve this level of consideration.
They've provided less than compelling reasons for their inaction.
They'll use things as excuses that should not have been a surprise to
anyone. Despite what they're telling you, the networking child KNOWS when he's getting paid, the child
KNOWS when he's getting back from vacation, the child KNOWS when he's
getting his bonus and the child KNOWS when his kid's little league season
is over.
If there are no compelling personal issues that prevented the child
from joining your opportunity as promised, he's probably lying about his
interest or his ability to participate. If he's lying, he's wasting your
time which takes money from your family.
You're not going to let that happen.
In preventing it, you're not going to be rude. You're going to
leave the door open in case the network marketing child decides he wants to grow up and
play with adults.
In prospecting this child, you're going to make a judgment call.
My process usually calls for three strikes and you're out. That means
I call once, twice and on the third communication, either directly or on an
answering machine I'll say something like:
"Joe, twice you've told me you were joining my XYZ business and
twice you've not followed through. I've got other people to speak
with and must move on. You've got the materials and my contact
information. When you're ready to start earning a great deal of
money submit the application and we'll begin. Whatever you decide,
very best of luck to you."
No muss.. no fuss.. no tears.. no insults.
If he was having short term problems he didn't feel comfortable
sharing, he'll contact you when they're resolved. If he was lying
all along, you'll never hear from him again. Either way, you win.
This is only two examples. There are hundreds of others and
thousands of
derivations on those hundreds. The rule of thumb in building your
networking business should be:
If It Won't Fly At Your CPA's Office...
It Won't Fly With You.
You could substitute your attorney, your doctor, your barber,
your masseuse, an engineer, an architect, or any professional for CPA.
The above maxim describes anyone whose
job is to connect one-on-one with a person who is seeking professional
services. That includes you as you're conducting business in your
networking company.
If you don't consider yourself rendering professional services within
the context of your network marketing business, you need to start, or you need leave the
industry.
Any professional will gladly respond to questions regarding
their area of expertise. Once the questions have been
answered, they're going to ask for the money. If they don't get it,
they're going to cease further communications. They're not going to
call a prospect over and over again in the blind hope that someway,
somehow he'll see the light and select them to perform whatever task.
You shouldn't either.
To make money in
network marketing you'll do what professionals do.
That is, treat all prospects with respect. When they
decline your business, be it through action or inaction, you move on.
Following these guidelines makes it possible to earn a lot of money in
networking. This is Affinity
Marketing's approach. Through Affinity
Marketing, you'll learn what to do and when to do it to earn the
income you deserve in the company you prefer.
To learn more about Affinity Marketing, please visit our FAQ:
Click Here
To Your Success!
Dave Zenker
Do you have immediate question
regarding how you can grow your
networking business more quickly?
Click Here!
Before you leave Affinity Marketing,
be sure to request your FREE gift.
Click Here
|
