Most of you who read this will likely be avid online business builders and pretty internet savvy. The trouble is that because we all live and work in this rarefied atmosphere, we think everyone else does too. The fact is that about 80% of people are not really at ease with the internet. Sure many know how to order goods online and maybe they have a Yahoo or Hotmail account so they can get emails from family members when they are travelling. But that’s about it and they would certainly get lost trying to use social network sites for business building or trying to set up a blog. So how do you reach that huge offline market?
Well you are meeting people everyday in shops, restaurants, fitness centres and gas stations — just everywhere. “Oh no, I did the three foot rule when I started in MLM and I lost all my friends.” But it’s all in the approach and your agenda or lack of one. Most people you talk with will not be interested in a business. As long as you accept that, you are not setting yourself up for rejection. All you are saying is “Would you like to take a look?” Then it doesn’t matter what the answer is. And you know it is healthy to get away from that computer screen. There are real people out there so go talk with them.
Now this is where you get all tongue tied. You don’t know what to say. Be yourself but ask questions that demand an answer that opens a door. “Do you like working here?” is no good. Even if the person says they hate it, you then have to force the door open to try and find a way to offer a business presentation. How about this scenario instead:
“Are you married to your job or are you open minded?”
If they are married to the job, then take the conversation elsewhere.
But if they say, ”…of course I’m open minded” — then try:
“Well have you found the opportunity that will take care of you and your family for the rest of your life?”
“I didn’t know I should be looking…”
Then you hand them a business card and suggest they call you when they want to look.
You’ve planted a seed; made them think; offered an avenue for them to explore and left everything with them. That means that if they call, you have a hot prospect and if they don’t, that’s cool.
Where you go from there will depend on what tools or material your company has for you to work with. But it is likely that at some point you will have to explain what MLM is. That’s a tough nut or is it? Many people in the offline sector will have no idea of what we do or they may have some muddled idea about pyramid selling. If you get this last response, don’t justify, defend or try to persuade them because they just dig in even harder to their blinkered position. So what is MLM? Have you really thought about it yourself? Forget stuff like it is the new way to move goods and services; I help people find financial freedom; it’s a fantastic way to have your own business…yawn, confusion and suspicion.
Very simply, it is a referral business. Wow! Stories sell, so why not explain in 2 minutes how air miles work when you travel — You earn a few yourself and maybe if you introduce a friend to the system you earn a few extra for doing that. Someone who belongs to an air miles scheme can earn a cheap flight or a free weekend away. — Well in your company you get rewarded for referring some folk to your product but you earn cash instead of a weekend away. It’s just that simple and they grasp it. For sure at some point you will need to go into more detail, but by then the prospect is sitting forward on their seat, wanting to know more.
I can’t recommend Tom ‘Big Al’ Schreiter enough. He is a real gem and he has been in Network Marketing forever. His massive success, gentle approach and generous nature are legendary. I highly recommend you check out his website, where you will find a goldmine of free resources. His hallmarks are being you; keeping it short and simple; telling stories and demonstrating benefits for the prospect. This takes the spotlight off you and gets your ego out of the way. That is how you build ‘Know, like and trust.’ That is no different to working online anyway and it works.
You will need to change your thinking and your approach if your experience till now has been online. What does not change is the people you talk to. They still have dreams and ambitions. Find out what they are and offer a solution. If you have what they want, you will have found a new business partner. Have fun with your new strategy!
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