Most people who get into a network marketing program want things to happen quickly. Initial presentations usually touch on the way money can be made, and the numbers often look staggering. What most of those initial presentations don’t explain is how difficult it is to get started and to acquire the skills needed for success in network marketing.
For many new distributors, this is their first venture into network marketing. They are unsure about how to begin and often are tentative in their initial approaches. That can be the “kiss of death” for a presentation. After all, who wants to go into business with someone who is not sure about what they are doing?
To be successful in network marketing, new distributors need to learn from someone who is already successful. When new distributors know how to proceed, they can build their downline with confidence. Only one person in a hundred is a “self-starter.” The other 99 will require that you invest time into their success, and show them how to begin.
There are three steps to building your downline:
1. Laying Down A Track to Run On
2. Being a Good MLM Sponsor
3. Working Depth With Your MLM Downline
Today, let’s talk about the first step, i.e.
Step 1 — Laying Down A Track to Run On
Making sure your downline has a “track to run on” means they must first learn about the company:
• facts and information about the management team;
• product features and benefits;
• compensation plan and how you make money;
• enrolling prospects and order processing;
• who your upline is; and
• developing their presentation portfolio.
In addition to the above, having a track to run on involves knowing how to:
• develop effective communication skills, i.e. to speak with people in a way that reduces tension, neutralizes objections, and increases participation;
• use tools (e.g. websites, CDs & DVDs, newspapers, brochures, etc.);
• promote home meetings, regional gatherings and conventions;
• share information with warm and cold market, leads, referrals;
• edify upline leaders; and
• conduct an effective 3 way call.
When you sign up a new distributor, immediately have them make a list of ten prospects. Then, you should send each of those prospects some company information and a short note stating that you are sending the information to them at the request of a mutual friend. If you have an informational website, include the URL in your letter. After the information has gone out, have your new distributors follow up with their prospects and set up a three-way call.
When you do this, you (1) get your new distributors to immediately begin building their organization, (2) get sponsor and distributor working together, and (3) your new distributors will know what to do when they sign up someone, i.e. exactly what you have done for them! This stimulates business and creates tremendous momentum in the downline.
Sounds simple, but many sponsors violate this strategy. If it’s done right, and your new distributors see how easy your success is to duplicate, you will find that them running on that same track, teaching their downline how to get started. You’ll see business builders emerging, and that’s when your business will really take off.
Bruce Bailey, Ph.D.
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