By: Dr. Gwen Smith
In this second part of this article we address the following:
- Recruiting—following the system, practicing the scripts
- Tracking—potential recruits and affiliates in your business
- Follow up
To be a professional network marketer requires prospecting skills in finding the right people for your opportunity. Many who are starting the business often quit using the excuse that they do not have the skills required to do it. A better approach would be to find where you are lacking in the skills and develop yourself.
To attract the right type of people requires that you become a notch above who you are trying to attract and this may require some investment in yourself to get you to where you need to be. You cannot recruit a leader if you are not one yourself. And neither are you able to recruit a stronger leader than yourself.
To become a strong leader requires significant amounts of mindset and personal growth training and development. You also want to shift your focus from having an employee mindset to that of having a business mindset. No one will monitor your progress and reward you when you are working for yourself. You are a business owner. Leadership is a great skill set to begin to develop, and it is great to know that many successful leaders were not born with the skill. So with the proper time investments you too can become a leader. This will improve your opportunity to recruit.
Next is developing the right skill set to know what to say and when to say it. Practicing your scripts until you can make it your own is also vital. Keep it simple, the less you say the better. Vomiting all over people about your product and opportunity is very unattractive and will turn off the right people and alienate you from your friends and family members.
First take the time to meet new people and build rapport to understand what their needs are. Even at this point it may not be appropriate to introduce your opportunity. Just because you’ve built rapport is not a signal that it is time to present your opportunity. The goal of a professional network marketer is to meet new people and to find out what their needs are and whether or not your product can be a solution to their needs. All of this should be happening inside of a natural conversation.
Each time you meet someone for the first time, may not be the best time to talk about your business. It may not even happen on the second or third occasion, but what should be happening is that you are building a relationship and rapport. Building relationship over time and staying in touch can help to create opportunities to learn what the other person needs and whether or not your opportunity is a fit.
Knowing what to say at first to a stranger can be quite daunting and scary too.
There are a few excellent resources that I have found to be helpful:
- IceBreakers! How To Get Any Prospect To Beg You For A Presentation by Schreiter, Tom "Big Al";
- GoPro - 7 Steps to Becoming a Network Marketing Professional by Worre, Eric; and
- How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends! Oliver, Michael.
These books will certainly train you on some skills so you never feel as though you have to force your opportunity on people to get them interested. If you remember that your opportunity may or may not be for everyone, it will help you to stay focus in trying to find who it is for without anxiety and despair. Continue looking for the few who will be interested even as you face your no’s. The professional marketer understand there will be more no’s than yes’s and is not stopped by the no’s. They also know that of those who say no, their situation could change a few months or years down the road, so they take notes for action later, even years later.
This brings us to a system for tracking. All pros track their conversations. Each time you meet a new contact, place the name and phone number in a system. I use an Excel spreadsheet where I have the information and I also create a column for notes and one for follow up. The first column is where I put the dates to follow up. I sort my spreadsheet by the latter so that each day I know who the people are on my list that I am calling. I also make careful notes about what they said to me. If they are a no for now, I simply put a date of six months to a year after asking them if it would be OK to follow up with them in that timeframe. I also color code them as a group so at a glance I can see all the no’s.
Following up with your contacts can be simple using a system, as it allows you to continue a conversation or make a comment on a topic that was raised the last time during the conversation. The pros do this exceptionally well and they are quite aware of where the conversation need to go next time they make contact with the same person.
For example, if there was some emergency happening at the moment they called, they would document that information, and later would talk first about that last situation, ask about their well-being and show that they care about the individual and their life.
This communicates to the other party that you actually are on top of your game and that you really do care about what is going on with them in their lives. Following up is a key part in doing business, and often, those who said no before may now be ready to join you in creating a financial future for themselves that can bring them residual income over time. Stay the path.
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In conclusion, be sure that you are taking advantage of all the training to develop your leadership, practice your scripts so you are on point with what to say, create a tracking system to know what you said the last time you spoke with your contact and follow up consistently according to the dates you have set in your tracking system.