This blog is dedicated to those that are dedicated to making some ones life better in some way.
Like many, I too thought the best way to make some ones life better is to improve their health. You would think that would be a good idea "right", and so did I.
I didn't bother to ask any of my prospects if that was the best way for them, that was my story and I was sticking to it!!
Do you lead with the product or the business?
It is an age-old question in network marketing.
When I understood this simple concept, prospecting became much easier.
Here is the experiences that lead me to understand this simple concept!
I stubbornly worked my business for 10 years, leading with the product, because it was most comfortable for me to do.
I was paid well at my corporate job so I was not that interested in making lots of money. I made a good supplemental income with the products and my commission checks. My interest was in making the people I met healthier with the products.
I prospected many people by only showing them the product, because I knew in my heart the product would help them.
I thought I needed to know everything about the products before I could talk to anyone about the products.
So I learned everything (I thought) I needed to know about my product lines, I became quite knowledgeable on nutrition. I gathered up a bunch of clinical studies, testimonials, whatever I could find.
I prospected a lot of people.
Sure, I had a good number of sign ups, and many would order regularly, and that was great. But rarely would someone go prospecting or bring new people into the business, so I ended up being the only one recruiting, and the only one sponsoring.
It was frustrating. I would scratch my head and wonder why no one else could do what I was doing?
WHAT HAPPENS IF YOU LEAD ONLY WITH THE PRODUCTS
THE TRUTH WAS, (BECAUSE THEY DIDN'T JOIN TO BUILD A BUSINESS, THEY JUST JOINED TO GET THEIR PRODUCT CHEAPER).
In 2002 I realized the fact that I was not making enough to retire comfortably. I had no residual income from my business. If I slowed down so did my business!
Finally I looked around at what other people in my company were making and realized something was drastically wrong. I started asking question, gathering books and listening to experts.
I NEEDED AN EDUCATION!!
Wow! The truth really hurts sometimes. I had been prospecting and growing my business on a house of cards that was solely depending on my prospecting.
I finally started to talk to the company leaders.
THEIR COMMENTS WERE:
(I had "the nicest looking and healthiest group in the company" but no residual income and if I wanted to quit my job anytime soon, I needed to change my approach).
THE LEADERS ADVICE TO ME HERE WAS:
If you lead with only product, then you are going to recruit lots of customers and that’s ok, but normally customers will consume for their own use and may throw you a referral every so often.
Typically you have to wait for that customer to feel some benefit from the product, which could take days, weeks or months.
Sometimes one of those distributors will have a response to the product, they then go and build a business based on their own story. That’s fine and a great way to build a business, but you first have to sift, for those that are interested in the product in the first place, then sort through those that actually interested in doing the business and you really are leaving a huge group of people behind by not presenting the business in the first place.
WHAT HAPPENS IF YOU LEAD ONLY WITH THE BUSINESS
SO, I SWITCHED MY FOCUSED AND ONLY WENT TO PROSPECT THOSE INTERESTED IN MAKING MONEY.
Well I got a lot of people that wanted to make money fast, but didn't want to invest much in their business. I got A LOT of "tire kickers." I got a lot of people that would tell me they were going to make me rich!
What I got was a lot of sprinters. People that come in and sprinted for a little while, then fizzled, because they didn't get the "whole picture" of what this industry was all about. I found out the hard way once again, that Network marketing isn't about a substitution for a second or third job; it is about building a business.
I learned that money doesn't solve "money problems" and I cannot make anyone do anything they do not want to do.
I learned you couldn't make someone become an entrepreneur if they don't have the desire.
PERIOD!!
I also had to deal with my own issues about the industry.
I WAS FRUSTRATED AGAIN.
IF LEADING WITH PRODUCT WAS WEAK AND LEADING WITH THE BUSINESS WAS WEAK WHAT WAS THE ANSWER?
Well, first, I had to learn what this industry really is, and it wasn't until I was able to get past my own misconceptions did I understand the industry:
SO WHAT IS THIS INDUSTRY REALLY ALL ABOUT?
Here is a link to a couple of videos that set me in the right direction:
Click here
It seemed I was stuck in between a rock and a hard place. I sought out suggestions from industry trainers. And I heard something that just lit the light bulb in my head.
I believe it was Randy Gage that said...
"LEAD WITH THE SOLUTION."
It clicked. I listened and learned.
Just because you started your own business! "I can almost guarantee your distributorship did not come with a crystal ball". You have no clue and no way to determine what the needs of your prospect are UNTIL THEY TELL YOU!!
Your job is to ASK them very simply, what are they looking for and do they have a need for either the product and/or the business and then show them the solution.
THAT’S IT!!
When I understood this simple concept, prospecting became a lot easier. If they had no need for either that was ok. I just went out and found more who did.
This concept has become my fundamental belief on prospecting.
I BELIEVE THERE ARE MORE BROKE PEOPLE IN THE WORLD THAN SICK PEOPLE.
I believe if I had $200 in cash in one hand, and $200 in product in another hand, more people will reach for the cash. Think about it, if you were my prospect, what would you do?
Our job is to show a new person how to sell products:
"UNTIL THEY CAN SELL WELL" (USUALLY 5-10 CUSTOMERS)
And then show them how (AS IN TAKE THEM ALONG WITH YOU) to recruit:
"UNTIL THEY CAN RECRUIT WELL"
And in turn they will train others to do the same!!!
Remember at the beginning of our discussion I mentioned. I thought I needed to know everything about the products before I could talk to anyone about the products or the business. So when I did finally sponsor others I didn't get to the next step of showing my recruits how to sell products and sponsor others, I only tried to teach them all about the products.
Fortunately the company's product videos(on your own personal COMPANY WEB PORTAL) and company DVDs, training systems will educate the prospect for you, so you can rest at ease that "YOU CAN" present and talk to anyone from the start with confidence!
I was able to just pick up right were I left off and start sponsoring, and then train my group to do the same.
What I started doing was just the thing, to light the light bulb in my groups head. some did and some didn't and that's ok for they can do the same at anytime. It's just setting there waiting for them also.
After all, it took me 6 years, the company is patient with us slow learners.
Our job is to offer both the product and/or the business, Just ASK! It is not our place to judge what their needs are. It is really none of our business. Our job is to offer a solution and let them share with us what their needs are. If we do this, and then teach others to do the same, our business grows.
IT REALLY IS THAT SIMPLE.
Expect Success!
