subject: Two Step Recruiting Process in Network Marketing [print this page] Two Step Recruiting Process in Network Marketing
In MLM, a two phase procedure is very effective when used to introduce prospects both to the concept of home business ownership as well as the details of a particular company's products and services. In this approach, third party tools and contacts are used to qualify possible prospects, validate the message,and provide detailed information once qualified to hear more about the opportunity. The highest achieving independent business owners in network marketing have all used this procedure.
There are several reasons for the success of this method. To start with, prospects are over-exposed to marketing and advertising and are quick to avoid an evident selling approach. A marketing tool can ease their fears. A quality third-party tool provides an a valuable "door-opener" for prospects whose subconscious minds are trying to find an excuse to avoid any sales approach whatsoever. A third-party tool, such as a CD or DVD, isn't perceived as a sales approach by most people. Also, up to seven or more exposures are usually needed in closing any sale. Therefore, the first step of the method is using a proven business tool to qualify your prospects to hearing a full business presentation vs. just saying "NO" without any exposure whatever. Here are the steps in the course of action:
1. Open People to the Message There is a reason that the most successful distributors in MLM reached the position of success and leadership using proven third-party tools. They understand people are busy in their lives and generally will not take time to attend a network marketing business presentation unless first having been given a reason why they should attend.
2. Follow-up to Schedule a Full Presentation This is the time to get the full company presentation in front of your prospect, whether using an in-home, hotel meeting, or 1-1 presentation in a coffee shop.
The following are considerations to keep in mind when exposing your prospects to any business opportunity using a tools approach:
* The less you speak, the better. One method is to always give the tool at the end of any meeting, vs. the beginning of your prospect meeting. This will minimize the risk of being "grilled" by a prospect vs. exposure via your quality tool. If you're "trapped" into answering prospect's questions too early in the process, you're almost guaranteed to have "lost" the sale. Remember, the prospect will be looking for any possible reason NOT to even look at your information.
* Strategize precisely what you should do next. Once exposed to the initial tool "opener," be prepared to next book your interested prospects to the next upcoming company exposure, in whatever venue your company uses, e.g., hotel meeting, home meeting, webinar, etc.
The MLM industry is based on relationships first and then solving specific customer needs with a specific product or business opportunity. In practice, most distributors seem to operate with assumptions overly used in traditional sales, where closing attempts are made on the first contact without first establishing a relationship. Also, most distributors fall into the trap of "explaining" the business before the prospect has even seen a complete presentation. A strategy of exposing the business to prospects methodically is needed vs. just "dumping" on your friends and relatives whenever you get an "opening.".
