Two Step Recruiting Method in Multi-Level Marketing
By: Jim Green
Submitted: 2010-12-21 17:28:53 | Word Count: 676
In multi-level marketing, a two phase procedure is very effective when used to introduce prospects both to the concept of home business ownership as well as the details of a particular company’s products and services. In this approach, third party tools and contacts are used to qualify possible prospects, validate the message,and provide detailed information once qualified to hear more about the opportunity. The highest achieving independent representatives in network marketing have all used this procedure.
This method is highly successful for several reasons. First, most people easily recognize a sales pitch and are swift to avoid an obvious selling approach. A sales tool can take them off the defensive. A quality third-party tool provides an a valuable “door-opener” for prospects whose subconscious minds are trying to find an excuse to avoid any sales approach whatsoever. A third-party tool, such as a CD or DVD, isn't automatically recognized as a sales approach by your prospects. It is also well known that up to seven or more exposures may be needed to close any sale, so you shouldn't be even thinking about "doing it all at once." Therefore, the opening step of the procedure is using a proven business tool to qualify and open your prospects to listening to what you have to offer vs. just saying “NO” without any exposure whatever. Following are the steps in the course of action:
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1. Open People to the Message – There is a reason that the most successful distributors in network marketing reached the position of success and leadership using convenient third-party tools. They understand people are busy in their lives and generally will not take time to attend a network marketing business presentation unless first having been given a reason why they should attend. Third party tools can break this barrier.
2. Follow-up to Schedule a Full Presentation – This is the time to get the full company presentation in front of your prospect, whether using an in-home, hotel meeting, or 1-1 presentation in a coffee shop.
The following are considerations to keep in mind when exposing your prospects to any business opportunity using a tools approach:
* The less you say, the better. One method is to always give the tool at the end of any meeting, vs. the beginning of an encounter. This will reduce the chance of being “grilled” by a prospect vs. exposure via your quality tool. If you're "trapped" into answering prospect's questions too early in the process, you're almost guaranteed to have "lost" the sale. Remember, the prospect is subconsciously trying to find any way possible to NOT even look at your information.
* Strategize precisely what you should do next. Once exposed to the initial tool “opener,” be prepared to next book your interested prospects to the next upcoming company exposure, in whatever venue your company uses, e.g., hotel meeting, home meeting, webinar, etc.
The MLM industry is based on relationships first and then solving specific customer needs with a particular product or business opportunity. In practice, most distributors have adopted the same methods overly used in telemarketing sales, where closing attempts are made on the first contact without first establishing a relationship. In addition, the tendency to “explain” the business before the prospect sees a full presentation is almost always a fatal mistake. A strategy of exposing the business to prospects methodically is needed vs. just "dumping" on your friends and relatives whenever you get an "opening.". And remember it's all about helping your contacts and prospects to solve problems and issues in their life, many times prior to when they even know they have a need.
In multi-level marketing, a two phase procedure is very effective when used to introduce prospects both to the concept of home business ownership as well as the details of a particular company’s products and services. In this approach, third party tools and contacts are used to qualify possible prospects, validate the message,and provide detailed information once qualified to hear more about the opportunity. The highest achieving independent representatives in network marketing have all used this procedure.