Internet Marketing Guide - Building and Working with Your Organisation
Internet Marketing Guide - Building and Working with Your Organisation
Effective Sponsoring
When you get started with any kind of business which involves the sponsoring of distributors, affiliates, associates or whatever other term your particular business uses, it is very tempting to try and sign up anything that moves or has a pulse because you think the more people you can get, the better. But it's not necessarily about quantity but rather the quality of the person you are bringing into your team. Heres some tips on how to find better quality prospects for your business.
Like Attracts Like
First of all, the kinds of prospects you attract will depend on who you are being. Let me explain what I mean. You will attract prospects like you. So if you are a whiner and complainer, you will more than likely find that people who respond to your adverts or click on your links are whiners and complainers. If you want optimistic, high-achievers who are open-minded, driven and motivated to succeed and who take responsibility for their own success, then that's who you need to be!
Application Process
Rather than spending time with every single lead that clicks on your website and making hundreds of phone calls per week, you need to have something in place that will do some screening for you. Imagine how many people out there are looking for a work from business. They search the internet and sign up for anything and everything that looks as if it can make them "rich"! Most people are misinformed when it comes to working from home and don't actually realise what's involved in running a business from home. Many of them are looking for a "job" from home rather than a business, happy to stuff envelopes or fill out surveys and certainly if you are in an MLM business or top-tier opportunity, these are definitely not the kinds of people you want to have a conversation with as they will drain your energy. The minute you start to mention investment, they want to know why they have to pay you to make money. Quite frankly, they just don't get it! So it is important that your website or system has a screening process in place, so that you only have to speak to the ones who are genuinely interested in your opportunity. A paid application process is one of the best screening methods because only the serious propects will get through. You are also saying to your prospects "We don't just accept anyone into our opportunity". They are the ones on trial, not you and your opportunity. You need to have the attitude of a leader and give out the message that you are the one with the great opportunity and they are the ones searching. So don't get bogged down calling hundreds of dead end leads, screen out the time wasters and speak to the serious prospects only.
Ask Questions
When you do speak to your prospects, make sure you are asking the right questions to ensure that you do indeed have a match with what they are looking for and what you are offering. Your application process will have asked some testing questions already about their willingness to take responsibility for their business, the amount of investment they are prepared to make, how many hours they are prepared to invest etc, so you will have a good idea from their answers whether they are someone you would like to work with. And remember, this is about choosing who you work with. Just because they have paid the application fee, doesn't make them a good prospect. But assuming they have passed the application test, you now want to make contact with them and ascertain what they are looking for. You can get a good feel for someone in the first few seconds of a conversation. You can feel what kind of energy they are putting across. You will know immediately if they are a positive person or negative, sceptical or open-minded. How they respond to your call is important. If they won't talk or answer your questions, then what kind of working relationship would you have with that person? Bear in mind they have requested the information and all you are doing is making contact to ensure they get the right information, so if they are rude or aloof, my advice is end the call. They weren't the right person anyway! Keep the call short and to the point. Don't get drawn into answering too many questions. Just find out what they are looking for, their goals, why they applied to your opportunity and if you feel they are a match and someone you could work with, then point them in the direction of their next step. That may be a Business Overview Call or information webinar. But whatever it is, schedule a follow up call with them for afterwards, i.e. put a timescale on it. For example, if you have a business overview call that evening for them to listen to, tell them you will be calling them after the call to follow up. Assume they will listen/watch the information and call them as scheduled. Don't be afraid to be selective. Even if they get through the whole screening process, but you feel they are just not ready or not committed enough or just not the right kind of person for your business, have the courage to turn them away. In the long run, quality is better than quantity.
Effective Leadership
So what happens next if you accept your prospect into your business? Well, before you spend any significant amount of time with your new prospect, they need to make some kind of commitment to their new business to prove they are serious and deserve your time. The most obvious is an investment into the product they will be promoting. In any business it is important that you have a belief in your product to be able to effectively sell it. If they are not prepared to make any commitment to the product at this stage or investment in their own business, there is not alot of point you investing any of your valuable time with them. At the very most, point them in the direction of any basic training they need to get started and let them know where they can find information and training. Remember you are looking for self-starters, the last thing you need in your business are people who call you or email you constantly with questions to which they could quite easily have found the answer to themselves with a little effort. One of the mistakes we made in the early days of our mlm career, was that we helped our new distibutors far too much to the extent that instead of independent distributors, we had a team of "dependent" distributors. "If you give a man a fish, you feed him for a day. Teach him to fish and you feed him for a lifetime". Unfortunately, we were just giving our distributors fish! We also made the mistake of having regular "mentor" calls with our team, regardless of how much activity they were doing! Big mistake! The important thing is to work with those who deserve your time rather than those that "need" your time. Make it clear from the start that you are available to them if they would like to "mastermind" with you. The ones that are not active, won't contact you anyway, because they have nothing to "mastermind". Those that are active will prove themselves. Remember you have your own business to run, your time is precious.
Don't Be the Bottleneck!
As I mentioned at the beginning, like attracts like. So make sure you know what kind of person you are looking for and Write down all the characteristics of your ideal prospect. Then take a look at your list. Are you displaying all those characteristics? You won't attract your ideal prospects until you become the kind of person you are looking for. And once your team starts to grow, make sure you are encouraging the kind of duplication you would like to run through your team. If you are wasting lots of time with "helpless" associates, it is likely that they will also waste time with their "helpless" associates (if they even get as far as signing anyone up!) or worse, if you are doing everything for your associates rather than teaching them how to be independent, they just won't be able to duplicate you and you will become the bottleneck in the growth of your organisation.
So have fun building your organisation. Be the leader and don't be afraid to leave your organisation alone to allow the stars to shine through! Be selective about who you spend your time with. Good Luck!
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