MLM Network Marketing Prospecting – Five Step Sponsoring

Lots of “Sponsoring Systems” leave little room for individuality or your personal creativity. Here’s one that gives you the systematic structure you can lean on–yet it’s an open structure, which you can make your own and do your own way. It’s a proven mlm network marketing prospecting system.

No matter what company you’re associated with… no matter what product or service you’re offering… whether your orientation is product, opportunity, personal growth or whatever–this system will work for you. The reason it is so versatile is that it is based on universal principles of human nature, expressed in conversation–because that is the essence of the interviewing / sponsoring process.

Let’s jump into it.

Step 1: Establish Relationship

    Obvious? Good. But this is one area where a surprising number of people make life (and sponsoring) much harder than necessary. There are three keys here. One and two: Ask questions, and Listen openly to the answers. And three: Be direct.
    One thing you can’t fake in this business is a genuine interest in people. If you don’t have it, find it–because this really is the people-to-people business.

    The most popular conversation starter in the world is the most-often-asked and least-listened-to: “How are you?” Don’t take no answer for an answer to this one. Pounce gently on a superficial reply by asking, “Really, Sara, how are you?” You can easily continue the conversation by asking things like: “Can you say more about that…? What do you mean…? Why is that…?” etc. One tip: Remember the person’s name–and use it often. It is, for them, the most important word in the language. Write it down, if you’re forgetful. Begin sentences with their name, “Ralph, that’s interesting…” Some call this “building rapport”; others, “priming the pump.” You might say simply, “Making friends.” No matter, it is the required Step One. Focus on them and keep yourself in the background. Keep asking questions. Don’t champ at the bit to move on to “more important things.” Nothing is more important than Establishing Relationship–if for no other reason, because it’s in this initial step that you’ll begin to hear the information you need to know if this person is right for you and your opportunity. Be direct. Don’t evade anything. If asked “Why?” answer straight. We all have a built-in avoidance meter that screams when the truth isn’t being told. And it’s easy to tell the truth when the other person is speaking to a listener who’s really interested in who they are and what they’re up to. And you must be, because you’re asking all those questions.

Step 2: Explore Possibilities

    After you’ve earned the right to continue the conversation by Establishing Relationship, get to what’s most important for them in their lives. This isn’t prying, and if you’ve built up a resource of knowledge, interest and trust in Step One (which is another reason for that Step), you’ll be able to get to the heart of the matter right away.
    What is “the heart of the matter”? Very simply: what your prospect values most in his or her life. Find this out before you ask what they want.

    Many times–most times–we express what we “want” as a positive reversal of what we already have that we don’t want. Most goals are like this: “I want to make a lot of money” (that is: “I am sick and tired of being in debt”); “I want to be slim and trim” (in other words: “I am fat and I don’t want to look this bad anymore”); “I’d like to be in business for myself (because: “I am tired of feeling like a wage slave”). When you get people in touch with what’s really important to them, their goals and wants grow out of that. Touching that essential core is much more powerful than basing your interview on what they don’t want more of in their lives. Possibilities, dreams, aspirations, childhood wishes, genuine wants–these are the things to get to in this step. Take them back to their childhood, get them talking about what they wanted to be and do before “the system” beat it out of them. When you get to people’s possibilities, they’re almost always about great things like freedom, making a difference, empowering and enabling others, making a creative impact on the world… Those are the real, essential desires–and they are what connect most directly and fundamentally with your opportunity. Follow them back to their essence as best you can. “What would it be like if you were that prima ballerina, that statesperson, that millionaire…?” In a real sense, almost everyone is “the right person” for network marketing, because the essential things they value are all available from doing this business successfully. In the next Step, you’ll find this out with the person for real.

Step 3: Reveal Resources

    Here’s where you come in with your opportunity–and link it directly to them and the values they’ve revealed in Step Two. Up to this point, you’ve shared visions of Possibilities–but Possibilities and Opportunity are quite different.
    If Possibilities are dreams just waking up in the morning, Opportunities are Possibilities that are dressed, breakfasted and ready to walk out the door and go to work.

    Possibilities are a wonderful expression of values–but out of what’s possible, what’s truly available? You begin revealing that by letting them know how and why network marketing can be the vehicle for them to accomplish what’s truly important to them. Ask questions to make sure they agree, that that’s true for them. They may doubt it’s possible at first. That’s okay. Let them know that one part of your job is to help them know that it really is possible. You do that by revealing all of their resources.

    Possibilities + Resources = Actual Opportunities.

    John Kalench listed five key questions from his book, Being The Best You Can Be In MLM, that every prospect has in his or her mind:

    1. Is this business SIMPLE?
    2. Is it FUN?
    3. Can I make MONEY doing it?
    4. Will you HELP me to do it?
    5. Is NOW the right time to get involved?

    Network marketing is a system that can enable your prospects to make the most effective use of their resources: Time, energy, effort, talents, character, skills, caring for others, etc. As you explain the business to them, help them discover and plug in their own unique, individual resources. That way you can show them how they will be successful in network marketing, because they have just what it takes to succeed in this business. After you’ve done that, share your experience of your products and your company. Take them from network marketing directly to your particular vehicle. And remember, it is your vehicle. They are not joining Acme MLM Company. They are joining you and your network organization. This is very important. Don’t forget that you yourself, including your experiences with your vehicle and your willingness to serve your prospect, are a key resource. In fact, you are perhaps–in their eyes–the most important resource of all. So, in Step Three, you reveal and connect their resources (time, energy, effort, etc.) and your resources (product, company, training, coaching, team support, etc.) to create a believable alignment. And next…

Step 4: Design Actions

    You’ve got their wants (their goals), and you know the resources they’re bringing to the table, and you know how much time, energy and effort they’re willing to commit to building their business. So, the first point here is a reality check: Here’s your opportunity to make it really real. Let them know exactly what it will take to achieve their goals in the time frame they envision. This step is all about “create and adjust.” Create expectations, then adjust them (if need be) to what’s real. Next, reverse goal-setting. Start with each of their goals and work them back one at a time to a first-step action they can take today or tomorrow. First steps are: Make a list, make a call, sign an application, get X amount worth of inventory, etc. A note about inventory: In the previous Step, you revealed their resources. One of them is money for inventory, i.e., capital to invest in their new business. Now, based on their expectations, you can tailor just the right size inventory they will need to do the business at the level that’s appropriate for their stated–and checked-out-by-you–goals. There’s never a question of inappropriate inventory “loading” when you do this, never a bad feeling because of too little or too much. Also, keep it lower rather than higher. Although some people recommend that you make it a tad too high to keep the pressure on, I do not! That’s manipulation, and it’ll ruin the relationship–if not with you, between the person and him–or herself. It’s easier and more natural to increase the commitment over time because the business is going better than expected, or because it’s easier than they first thought. Going the other way is disappointing–sometimes terminally so.
    Reverse goal-setting is a simple way to trace the goals back, step by step, so that the first step for taking action and second, third, fourth… are clear and, above all, do-able!

    And that’s a key. It also helps you in your coaching role, because you can have a copy of their action plan, which enables you to check in with them and support them in generating and keeping their momentum going.

Last, but not least…

Step 5: “What Could Go Wrong?”

    One thing that absolutely, positively comes along with every goal we ever set is the inevitable breakdown(s) along the way. If you’re aware of them (if not specifically what they are, at least that they are coming), you can get over and through them with far greater ease. What breakdowns should you and your prospect plan for? First and foremost, non-supportive family or friends.
    When people first choose to enter this business, they are “newborns.” They need to be protected, nurtured and provided for. Any attack, no matter how well-meaning, may knock the wind out of your prospects’ sails. Help them out.

    Let them know it could happen. Provide them with some tools to help the potential “attacker” understand the business. CDs, websites, brochures and books that explain network marketing are great. So is a good solid rap on your product and company. Also, make yourself available to talk with any of their advisors. It’s best, but not always possible, to do sponsoring conversations with everybody involved, husband and wife, etc. If that’s not possible, volunteer to speak with them and answer any questions–whenever. Showing their goals and action plan is a beaut! It proves real thought and planning, and that’s very hard to blow away. Also, the very fact that you’re willing to spend time on what could go wrong is a big, big plus. Trust in you will knock away many third-party objections. What else could go wrong? Rejection. Mark Yarnell has a wonderful story of 199 sponsoring failures and only one success–who went on to make him almost $50,000 per month! It’s a good reminder of the truth of networking success. Commitment balances rejection. So does reconnecting the person with their values. In fact, that’s the key to handling breakdowns–refocusing on the vision. It’s where the power is in the whole process. Without doing this, your prospect may get over the difficulty, but it’s iffy at best. When he or she refocuses on the vision they have for getting into the business, it’s darn near a done deal. Also, let this part be a group or team effort. Facing breakdowns all alone is a real struggle. You will build just as much character–and have far more power for positive change–if you and your group have an active “creative brainstorming” session to help each of your people over the tough spots when they occur. Remember Kalench’s key question, “Will they help me do it?” And what a great way to show people how very directly you and yours will be of genuine help.

That’s it. A proven mlm network marketing prospecting system: Five Steps For Sponsoring.

Where’s Their Beef?

Have you noticed something missing from the Five Steps? There are two:

First, no “Handling Objections” section. Why not? Because “objections” are 99 percent a product of a lack of understanding on the part of your prospect. In fact, they are certified, red-flag clues that the Five Steps described above haven’t been completed.

The key to working this system successfully is to reach a point of completion on each Step before moving on to the next. Remember, “completion” is not final. It is simply complete for the moment. Establishing Relationship will continue and deepen for as long as you are in relationship. As people do the business, they will discover resources they didn’t know were available at first. Each Step is ongoing, but each requires a sense of completion before it can give birth to the next.

When completion is achieved in each Step, you have reached an understanding–and from that grows positive belief. Successful completion of each step also generates momentum, which grows geometrically throughout the entire process.

Objections do not come up in this process, because the purpose of the entire Sponsoring Conversation is to see if this is the right opportunity and the prospect is the right person and now is the right time. So it’s not a question of handling objections. It’s questions and answers to discover what’s true for them. A very different ball game.

And by the way, there’s no guarantee that you’ll be able to reach completion of all five Steps in one actual conversation. And there’s no rule that says you have to. One key to reaching completion is to take any imagined time pressure off yourself: In one conversation with a given prospect, it may be more important to spend your entire time establishing a solid Relatedness, and leaving the door open for your next conversation, than to plunge through your agenda before the bell rings.

Other times, the prospect may seem so “in sync” with what you’re offering that one or two of those Steps sail by with barely a nod. Watch out! Even when it feels like “a breeze,” don’t let that blow you off track. Make sure that you do cover each Step, that it’s voiced, shared and complete, so you won’t have to come back later to fill in the blanks and assumptions.

In Closing…
The second thing “missing” is “The Close.” Where is it? It wasn’t even mentioned! That’s because there is none–it’s unnecessary.

You don’t “close”–you open. The point of this process is for your prospects to “close” themselves.

You won’t get through Resources and Opportunities on to Step Four (Action) if they are not in and interested. In fact, you won’t reach completion in any Step if this is not something they genuinely want to do.

MLM Network Marketing Prospecting: Five Step Sponsoring enables people to enroll naturally. Not only do you not have to “sell” them products, you do not have to “sell” them the opportunity, either. If it fits their goals because it is a great way to express their values, they’re in–automatically. Why? Because we will pay them to live and work that way.

It’s more than win-win, it’s win squared.

How Article Marketing Will Help Your Home-Based Business

There are many ways that you can market your home business so others know what you are doing. The obvious is placing ads in newspapers, mailing flyers and brochures to potential customers, and setting up a website where you can direct people to see your business online. If you are not using article marketing as a tool to promote your home business, you may be missing out on a lot of potential customers that otherwise would not know how to find you.

Understanding

Article marketing is a campaign that you undertake by writing articles for the Internet. These articles are then distributed to various article directories. Once your article is approved, it is listed in the article directory and picked up by search engines. Thus, when a potential customer types in keywords that pertain to your home business niche, you have a better chance of them finding your website. Many people will also search directly for articles within article directories, making the chances of them finding you even greater.

How to Set Up a Campaign

There are a few points that you must adhere to in order to make an article marketing campaign work for you. First, you have to make sure that your articles are original and written solely for you. You cannot copy someone else’s article, slap your name on it as the writer, and expect article directories to pick it up. In fact, if you do this, chances are you will be banned from many article directories. You can write the articles yourself, or have someone else write the articles for you, but they must be original.

The next step to a successful campaign is to avoid selling yourself in your articles. You want people to find you and buy your products or services. That is the whole point behind article marketing. But, your articles cannot sound like sales ads. They have to be based on good quality information that customers are looking for. You will have the opportunity to direct people to your website through an Author Box at the end of your article. This is where you put your name and website address and highlight any promotions or sales that will drive traffic to your website. Articles that are written to sound like sales ads are often rejected by article directories, and your efforts and time are wasted.

Finally, you must write informational articles often. Article marketing is only successful when you write on a consistent basis. Depending on the popularity of your business niche, it can take time to develop traffic to your website. The more you write good articles, the more you are setting yourself up as an expert in your niche. Writing only two or three articles will set you up for disappointment. On average, it takes about 20 or more articles to generate the kind of traffic that makes an impact on your website. Be patient.

Getting Your Articles Submitted to Directories

Submitting articles to directories can be a cumbersome task. Many directories require that you sign up with a user name and password before you are allowed to submit any articles. The actual act of submitting articles is very tedious as well. Many directories manually review each article before posting it to their site.

Thankfully, there are services that will submit your articles for you to hundreds of directories. These services come in the form of software programs and submission service websites. You just need an account, and they will do the work for you. You submit your articles to the service, and they take care of the registering and submitting of articles to the article directories.

Article marketing has become a very popular and proven marketing tool for home business owners over the past few years. It does take time to build yourself up as an expert in your niche, so give article marketing time to work. Most directories will give you stats on your articles, such as how many times it was read, so you can gauge whether or not your article marketing campaign is successful. The more articles you write on a regular basis, the better the chances that you will soon reap the rewards of your efforts by generating more traffic to your website.

Networking: It’s A Mistake For Small Businesses To Overlook This Marketing Tool

It’s been said, “It’s not about what you know, but who you know.” This phrase applies especially to those who want to master the art of brown-nosing as they climb up the corporate ladder in a large, multi-billion dollar company.

But this article isn’t for those people. This article is for the entrepreneurs and small business owners out there who are wondering:

a.) “How can I get the word out about my company?”

b) “Where can I get more leads and sales?”

c.) “Where can I meet other like-minded business owners and employees to learn and exchange ideas?

There are many ways to market a business. The obvious one is direct marketing such as newspaper ads, flyers, brochures, TV commercials, and radio spots. All of these are great when done correctly. But first, you have to decide which medium is right for you, and then you have to design or pay someone to develop your message. Once that’s done, you sit and wait for a response. Direct marketing works, but it has to be done correctly to get a good return on investment. You probably won’t get it right on the first try and fine-tuning your strategy is the only way to go about get profitable results.

Networking as a Marketing Tool

There is another way to market your business with a lot of extra benefits that you just can’t get with direct marketing. It’s called Networking. Most small business owners and new business owners either don’t do it, or don’t do it enough. Those who are doing it know that it works. There are many ways to network and this article will go into detail on many of them. And no, we’re not talking about “networking” with the stranger at the gas station and telling him all about your business.

My business, a graphic and web design studio, was only a few months old when I realized it was time to start meeting new leads face to face. Yes, I was initially keeping busy as I exhausted the “friends, family and their referrals” resource, but I knew that my business needed something else if I was going to be in it for the long haul. I started with one networking event which I dreaded going to because I did not like meeting new people. I’m great around people when I know them, but I had a hard time talking to complete strangers, especially business professionals.

The first event was a Chamber of Commerce lunch. From then on, my desire to meet other business owners hit the ceiling. I was shy at first, but you just have to throw yourself in with the sharks, so to speak. I quickly got over my fear of talking to new people as well as my fear of public speaking. If you love talking to new people, than you can just skip the whole “getting used to it” step. Some small business owners are very good at running their business, but contact with other people may not be their strong point. That is why you either have to force yourself to network, or have another, more gregarious person in the business do it for you.
Networking is great because there are a lot of things happening at once. You are meeting driven people like yourself. You are talking about your business and learning about other small businesses. You are exchanging ideas that will benefit everybody in the group. Eventually, once people know and trust you, you will start getting leads and sales.

You have to put in the work and time to get results from networking. Networking is about developing relationships and that doesn’t always happen on the first try. There is a lot of commerce going on in our capitalistic society, so when you are producing a high ticket item like a custom website, home remodeling or financial services, people will be much more inclined to buy from you if they trust you. The same principal applies to pretty much anything you are selling. Once people learn that you are a legitimate business owner, then they will have no problem buying from you or referring someone who will.

OK, enough about networking in theory. Let’s explore some groups, organizations, and other ways to actually network.

Open Networking Groups

Chamber of Commerce – Almost every city has one. Some are invaluable while others can be a complete bummer. It really depends on where you are and who is running the organization. Our local chamber of commerce has been great for kick starting my networking bug. Although I met other people in my industry that may be competition, I have actually formed alliances and a referral system for exchanging business with them. In addition, you’re meeting a ton of people in other industries that you can learn from. There are some common factors that apply to all businesses, so its beneficial for you to learn how other people are running their business so you can borrow or innovate upon their ideas.

Just search Google for “Your city: chamber of commerce.”

Small Business Alliances – I know my town has one and it’s incredibly beneficial because they focus on the growth side of running a business. They help with all the questions a small business owner could have like: What do I need to know about my lease, do I want a 401K plan for employees, or who can help me find a good insurance? Anything in regards to the growing pains of a small business! Try this site and see if there’s a local chapter http://amiba.net/. Keep in mind, there are a bunch of other small business alliances that don’t have to do with American Independent Business Alliance. My SBA is actually a local one that is not associated with the AMIBA.

Meetup.com – Yes, there’s actually a site out there that networks people and brings them together in real life. I have yet to go Meetup.com event, but that’s only because I found out about the site a few weeks ago. It looks very promising. The “Meet-ups” are usually free, and if they cost money then it is usually going to pay for food, drinks, and the space.

Meetup.com has every kind of group imaginable, from single mother meet-ups to Dungeons & Dragons meet-ups. If you look hard enough, you’ll find the golden nuggets that relate directly to small businesses, entrepreneurs, or even your industry. The good thing about Meetup.com is that you can start your own group if they don’t have what you’re looking for!

Rotary Clubs – We are not part of a Rotary club yet, but it is a well established business networking organization that helps out the community. Being part of a Rotary can add extra credibility to your business. From their site: “Rotary is the world’s oldest service club organization. It’s made up of more than 32,000 Rotary clubs in nearly 170 countries. The members of these autonomous clubs are called Rotarians, and they form a global network of 1.2 million business and professional leaders, all volunteering their time and talents to serve their communities and the world. Individual Rotary clubs, in turn, belong to the global association Rotary International”

Leads Groups – These groups have one goal in mind: networking. Some are national and others have one chapter. Some are open and others are closed. You have to look hard to find these groups, but they can be some of the best resources out there.

Search Google for “Leads Groups: Your City”

Closed Groups
LeTip – This is a networking group that only allows one company from each industry, hence the closed group title. The exclusivity of closed groups is great if you can get in with a good group that has every intention of getting bigger. That means you will have all of the members acting as your salespeople, which is far more cost-effective than hiring a sales team of 20+ individuals.

This group has a greater sense of trust among the members than say a “Chamber of Commerce,” because you are with them every week and you get to know each member and their business individually. There are a ton of chapters throughout the US so check it out at http://www.letip.com

BNI – Very similar to LeTip. One company per industry. Both BNI and LeTip have training programs that help you learn how to market yourself to other people quickly and effectively. The one catch is that closed groups usually do not let you be a part of other closed groups, so you have to pick one you like and stick with it. Loyalty is important. If you have more than one person in your company, divide yourselves among the different closed groups. Visit http://www.bni.com for more information.

Networking is essential for small business growth.

I’m sure I missed a lot of groups in the list because I don’t know what they all are. Some heavy searching on the internet or communication with other business owners can yield some great results for your area.

I’m fairly new to the networking game. I can’t imagine what it will be like a year or two down the road but I promise you it will be exciting. There is no other way to grow a business like small business networking because you’re going to be face to face with like-minded people. They are either going to be your clients, allies, or in some cases both.

One thing is for sure though: if you stick with these like-minded individuals in the groups and organizations mentioned above, your business will grow faster than you could have imagined. If you’re sick of spending money on direct marketing or if you just sit around on your butt wondering why your business is not growing, get out there and meet new people. The worst case scenario is that you’ll make a friend and get a free meal.