I really hope you will thoroughly study the process of learning how to invite, because this is where you get good at network marketing. Ive said it for 10 years: you can be terrible at everything else and still earn good money in network marketing if youre good at inviting. If you can invite well, you can always put prospects in front of good presenters and good trainers. The word invite in the context that Im using it is the act of asking someone to do something. Go to a movie, meet for breakfast, watch a video, etc. In network marketing youre inviting people to look at either the MLM business or the product or both. 1. Business: This is where you show and educate your prospects about network marketing. Have them really understand and believe in its ability to provide adequate income and time freedom. Then show your product or service. This style is sometimes called top down or business first. 2. Product: Show your prospects only the product (skin care, nutrition, telephone services, Internet services). After your prospect falls in love with the product theyll know the business is viable. This style is called bottom up or product first. The lack of understanding of these two methods causes much frustration to those of us who are in network marketing and those who are not. Why are People Confused? Perhaps the best way for me to explain why the confusion takes place is with an example of a stockbroker. What does the stockbroker sell? You may reply, stocks. Well, not really. What the stockbroker actually sells is that you can make money with a stock. So the money youll make is the product. You may have heard this referred to as marketing intangibles. This is very much like network marketing because often the presenter prefers to market the intangible, i.e., that you can make money. This isnt necessarily a bad method, unless youre talking to someone who doesnt understand this conversation. Suppose were talking to a person who comes from a retail sales background. Lets say she owns a wax candle shop. If she hears a presenter talking about all the money she can make in network marketing, shell constantly be struggling to understand where the money is coming from. Many times these people are walking around after the typical presentation saying, "I dont get it". The reason she doesnt get it is because shes used to holding in her hands the tangible product that makes her the money. This also works in reverse. If you approach a stockbroker and rub hand lotion on his hands and say, "you can make a lot of money doing this", he wont get it either. Hell see it as a little pretty party thing. Certainly not something that could create a lot of money. Whats My Point? How you invite, whether business first or product first will have much to do with knowing your prospect. This is the reason networking with people you know is so effective. This is also why you should master both business and product invitations. In your network marketing company, take the approach that youre starting your own company. You need a board of directors. In network marketing we call them leaders. The most important thing for you to understand at this point is you dont necessarily have to know these people. You probably wont. You may personally find these leaders or someone in your organization could lead you to them. What character traits do you want in your leaders? What character traits do your leaders want in you? Why is this important for inviting? Eagle Eye Your greatest asset will become your eagle eye at picking leaders. Ive not found a better way to teach how to spot a leader than just plain experience. However, you can look for certain traits. Here is a list of character traits you do want in your board of directors * high self esteem
* goal driven
* entrepreneurial
* business minded
* owner mentality
* ready to act now
* decisive
* mentally tough Conversely, heres a list of traits you dont want in your board of directors * passive
* wishy-washy
* employee mentality
* not ready to act
* low self-esteem
* easily influenced by others
* worries about what others think How well you do at inviting will greatly depend on the growth of your communication skills. Most people have difficulty with communication. I did! However, the more I study it, the more I realize that communication is what makes or breaks us in life. Its your ability to woo your significant other. Its your ability to get a job, get a raise, get a promotion, get along with others in the office. The signs on the road are the City communicating with us, giving us driving instructions. Whether written or verbal, communication is life. Dont most conflicts stem from mis-communications? Ever hear You dont understand me? Its definitely a skill worthy of much research and study. Don't Like "Sales? Often, when people dont think theyre good at communication theyll use the phrase, I dont like sales or Im not a sales person. Sales has nothing to do with it. In fact when you picture a sales person, what youre picturing is a poor communicator. When youve been sold, you knew it. You felt it. When youre in the presence of a really good communicator you may have bought something, but you were never sold anything. A good communicator will never sell what his prospect wont buy. Theres no way they could get there. A good communicator, whether a nurse or a networker listens and helps people get what they want. Thats all. A nurse has to learn the appropriate questions to ask so he/she can find exactly what the needs of the patient are. They must also learn the appropriate responses to the standard questions and concerns the patient has. A networker also must learn the needed questions and the appropriate responses to common objections so they can help their prospect get what they want. Qualify or Not Both of the Invitations below are the truth. Which one do you think will work? Invitation 1 An invite call asking a girl on a date: Boy: I saw you on campus the other day and Im interested in finding out more about who you are. I grew up in Boston, my parents are from New England. My dads in the banking business. Im studying finance as well. What are your interests? Are you available should I want to marry you? How many kids do you want? I want 3 kids. Whats your religion? Shall we sit down and discuss the possibilities? Invitation 2 Boy: Ive seen you on campus and you seem to be a fun person. Id like to take you to lunch and get to know you better. How does that sound to you? Both have the same purpose in mind for meeting. The argument in this industry is which one is better? People who are pro invitation #1 will tell you that theyre pre-qualifying their prospects. So theyre not wasting their time on people who dont qualify. The outcome was that this guy had to make 72 calls to get a girl to say sure, why not. The outcome was 72 calls = 1 date. People who are pro invitation #2 will say that you sit down for lunch and you put your agenda aside and you just talk and be friendly. You listen to them. Find out what their needs and desires are. Help them get it. The outcome was, she isnt interested in going out with you but she thinks youre a great guy and has 3 roommates and 2 sisters who she wants to set you up with. The outcome was 1 meeting = 5 dates. Im suggesting to you that invitation #1 is sales and that invitation #2 is networking. Ive heard distributors invite people to look at network marketing much like invitation #1. Im not kidding. To show you, pick up a tape recorder and record yourself. Even though you know youre recording what you say, your conversations will still resemble invitation #1. Example: My company does this, Im making x amount of money, my company has this, and I have this, etc... Learning how to properly invite and truly network with people is not always easy, but can be profitable for you. I commend your willingness to study it. Be a student of this inviting subject forever, but dont wait more than a week before doing it, even if its just tiny steps. Tim Sales
www.TimSalesMLMTrainingNews.com
www.brilliantexchange.com
www.professionalinviter.com
www.mlmbrilliance.com
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