Ideas of the Month
Attracting Prospects In The Cold Market
Try this language formula when meeting people in your cold market:
Step 1: "How long have you been doing the kind of work you're doing?"
(Wait for response.)
Step 2: "I'll bet you're making all of the money you want to make... is that right?"
(They will disagree.)
Step 3: "What do you mean?"
(They will emotionally express their dissatisfactions.)
Step 4: "I'm involved in a part-time business that pays me a good monthly income working out of my home. This may or may not be for you, but I'm looking for a few key people to expand my business. Would you be open to earning some extra money part-time?"
(They will say yes.)
This tip comes from Hilton Johnson, the "MLM Sales Coach. To subscribe to his MLM University Helper Tips and "MLM Sales Coach" monthly newsletter, email majordomo@mlmu.com with "subscribe mlmsalescoach-list" in the body of your email message, or learn more on the MLM University website www.mlmu.com.
Shopping for Dreams
How can you leverage the incentives in your company's compensation plan? Here's what I've done in my company, which has a car and house program:
Anyone who reaches the second level of leadership can sign up for the program, and reaching the first level of leadership in three and a half months has created the excitement and momentum that will catapult me to the second level quickly. With the house program affirmed daily in my mind, I am now shopping at furniture stores for the treasures I want to fill my new second home in the mountains. This allows me to share my company and my dreams with all the sales people who follow me faithfully through the stores. While shopping for my dreams and visualizing my new house, complete with beautiful furniture, I can hand out tapes and brochures. It is a powerful experience actually touching that piece of furniture while I am speaking to a prospect! The energy flowing has an amazing effect and the prospect can easily get caught up in it. So it's on to Home Depot next to look at hardwood flooring!
Thanks to Nikken distributor Norma Lott of Watkinsville, GA, who wins a free one-year subscription for contributing this Idea of the Month. Got a great networking idea yourself? Jot it down and send it to Executive Editor Uma Sackett at Upline or email editors@upline.com-- if we publish your idea, you'll win a free subscription (or renewal) too!
Online "Tag Teams"
Tag teams are the online community's version of a three-way phone call. It works like this: As soon as you've made online contact with a solid lead, your upline also writes to that person to tell them why they should sign up with this company and with you because you're a strong, effective upline leader.
The tag team approach is set up simply with an introduction such as, "My upline, Jane Smith, has been with the company longer than I have and has had some great results." Then Jane Smith writes to your prospect and introduces herself. The prospect remembers that she's the one who is doing so well. Jane has an exchange of an email or two and casually mentions Jeff Bradley "who has had wonderful success with the advertising end of the business." Then Jeff writes and says "Jane mentioned to me that you are interested in XYZ company, and I wanted to write and introduce myself, offer you my support and let you know I would be happy to answer any questions." This shows a prospect the support and teamwork they will experience as a team member.
Tag teams are simple and easily duplicatable. One company in particular has had phenomenal success with this approach to recruiting.
Tips for successful tag teaming:
- Keep control of your lead so they don't get the impression that you don't really know anything and that these other people are who they really should have as their sponsors. Likewise, if you're acting as a "tag" for a member of your team, make sure you always steer the prospect back to the them so that they're the ones with the ongoing relationship.
- It's most effective to have at least two other team members reinforcing your efforts, but you can work out a tag team with just yourself and one other distributor.
- If you are lucky enough to have hundreds of tags to work on each week, mark your emails to them as "Greetings" or "Hello there" or something else equally friendly but not personalized. You can then blind copy all of the people that you are sending the tag message to. It's always better, of course, if you can make it personal, address each individual by name and send each email
separately, but sometimes the volume catches up with you and this isn't possible-- the less personalized "Hello there" is an acceptable second choice.
- Be careful how you organize the multiple tags. It may turn off a potential recruit or overwhelm them if they are inundated by too many different team members. Usually one or two distributors are sufficient to show the teamwork and upline support that you're trying to convey.
This tip is part of the online email column by Kelly B. Kalcheim and Gina Rea, "Network Marketing Tip of the Day" (NMTOTD). To have tips like this one emailed to you each day, visit the NMTOTD website at: http://pw2.netcom.com/~bultpruf/ or email Kelly at bultpruf@ix.netcom.com. ©1997, 1998 Kalcheim & Associates. All rights reserved.
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Reprinted with permission from Upline, Ideas of the Month - February 1999, 888-UPLINE-1, http://www.upline.com
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