Good Afternoon!
Today, I'd like to take some time and sumo-slam another very common line of B.S. that seems pretty common in the MLM and network marketing industry.
If you have read much of what I have written here or in other articles out in e-world, then you know that I don't pull punches, and I have a real passion for helping network marketers and MLM'ers understand some sound marketing strategies to give them an alternative to chasing their friends and family and co-workers.
I've been in a ton of different companies, programs, opportunities, etc., and the reason I provide this information is because there seems to be an over-abundance of really terrible information out there. There also seems to be an extreme shortage of good information for beginner (or even veteran) netwoerkers to grow their businesses.
Now, I am not a know-it-all. I am currently a student of the Art and Science of Marketing, as much as any one of you. I've just picked up some information that has helped me generate a significant amount of revenue, and I'm taking the time to give back. I certainly wasn't born with a silver spoon in my mouth, and I'm trying to give others a leg-up on the competition out there.
I do know some facts, and one of the facts is that over 90% of all network marketers fail within 3 months of beginning a business. They spend a few bucks to get started, and they usually never generate a dime with their business.
Why is this the case?
In my personal opinion, I think a lot of it has to do with the instruction provided to networkers on the strategies they are given to grow their businesses.
For example, one of the things we are told is this:
MLM LIE # 5 - "JUST LET THE PROSPECT VIEW OUR PRESENTATION OR SAMPLE THE PRODUCT, AND THE PROSPECT WILL JUST CLOSE THEMSELVES AND JOIN YOUR BUSINESS. IF ALL ELSE FAILS, 3-WAY CALL THEM INTO YOUR UPLINE!"
Really? Do we really just fall in love with a business opportunity and close ourselves?
Why do we even buy ANYTHING in the first place?
Here are a couple of facts regarding consumer psychology:
1 - PEOPLE LOVE TO BUY
2- PEOPLE HATE TO BE SOLD
Let's start with #2. We ALL hate to be sold stuff we don't want or need.
Most of us have had the experience where a pushy goof-ball salesman tried to sell us something for which we absolutely had no need or want. If we do get "convinced" to purchase it, most likely, we get a case of "buyer's remorse", and we resent the whole experience. We were sold.
Yet at the same time, we absolutely LOVE to buy. We love it so much, we will spend money that we don't even have yet, just to get that "buying experience".
The average household credit-card debt in the United States is in the $8K - $10K range. We love to buy, and we all want to enjoy the buying experience. When we get a chance to participate in the buying process, when we understand that we are getting something that we are actually looking for, that's when we pull out our wallets and buy. It's enjoyable.
There is a distinctive factor that will allow us to enjoy buying:
LEADERSHIP.
We buy in the presence of leadership.
Let's look at a couple of examples:
Example 1 - You walk into a coffee shop. You look up at the menu board, and you realize that you have hundreds of choices in front of you. You know you want something good to drink, but you don't even know where to start.
If the barista behind the counter is good, they will ask you some questions to help guide you down the path of purchase. "Can I help you? Well, would you something that tastes fruity, or something that tastes like coffee? Ok, well, do you want something hot or cold? Ok, you could have this or that, my personal favorite is this, but you tell me what would work best for you. If you want, I can give you a sample to let you try out a few different things, would you like that?"
When someone asks us questions, helps us out, explains the differences and is GENUINELY THERE TO HELP us get what we want, then we recognize leadership, and we also get the chance to participate in the buying process. It makes it fun, and we enjoy that.
So what happens when someone DOESN'T demonstrate leadership? Let's see:
Example 2 - You walk into the same coffee shop, but this time the person behind the counter ignores you. When you ask for some help, they roll their eyes, give you a nasty look, and ask "what do you want?" When you ask for some direction, they say "I don't even drink coffee". When you ask about the differences between some products, they answer "I don't know, I just started working here last week".
Do you think you will ever go back to that coffee shop if you receive that kind of service? Probably not.
The only difference between Example 1 and Example 2 is the person behind the counter. The 1st barista demonstrated leadership, and actually made an attempt to help you out. The 2nd barista couldn't care less about helping you to get what you're looking for.
Closing is about demonstrating leadership.
To grow your business, you are obligated to fulfill the desire of your consumers.
You might get people to join you in business based on the opportunity to make money, and you might hope that your upline will close your transactions for you, but if you have any hopes of becoming a business owner, of building a true six or seven figure residual income from home, and having hundreds or thousands of satisfied clients and business builders in your downline, then you have to be the expert of your business.
And that means that you have to develop the skills necessary to close your own transactions, as well as close those transactions with the best interest of your prospect in mind. Otherwise, your prospect will know they have been sold. They will experience buyers remorse, and they will perceive that they have "been sold".
Stop selling. Start closing. If you don't know how to close, then learn. Find someone who knows how to close to teach you. Then watch your business grow.
