Usually people with a strong sales background are not very successful in MLM. Yet Jim Rohn used to say that when he discovered sales at the age of 25, it dramatically changed his life. My own team leader, the most successful distributor in my company often stresses the importance of selling product. But we also say that network marketing is a relationship business and not a sales business. Wow, that is a bit confusing.
The magic of this industry is that residual income is created by the ‘repeat principle’. Without repeat sales and repeat actions by your team members, you have no business. Without product sales, there is no volume in your company. Without volume, there is no cash to pay you. So how do you get the sales?
Whether you are looking for a new customer or a new distributor, your first job is to identify a need. Do they have a problem in their life that one of your products can solve? Would they benefit from joining your business and creating extra income? If they answer yes, then go on and stress the benefits of what you have to offer. Now comes the next step. Do you close them? There is plenty of sales training out there that might help you get a new team member on board or sell a couple of products. But what about next month?
One of my mentors Tom ‘Big Al’ Schreiter often says ‘Just take the volunteers’. Regular follow up with a customer is good business practice. But if you have to chase them to buy again, that is not going to make for good residual income. Ideally your company should have a customer auto ship programme in place so they just service themselves.
It’s the same with your team members. Regular contact and support is part of what you should be giving but if you have to close them every month to get their volumes up to scratch, then again, you do not have a sound foundation for your long term income. After all when you are away on that long vacation, you want your business machine to be working in your absence.
So who are the volunteers? They are the ones who respond long before you have to get into closing strategies. They step forward and ask for your product when they see how it will benefit them. They are the ones who ask to join your team. Does that sound unrealistic? Well I can assure you that if you don’t develop your business in this way, you will never be able to retire because you will be constantly rebuilding to keep ahead of attrition.
But how do you find these people? Back to Big Al again. When he is talking with someone who expresses dissatisfaction with their life, their health or whatever, he asks a simple question. “Would you like to do something about it?” And you know what…..most folk say “No, I need something to whine about.” So you keep moving on till you find the one who says yes and there you are – no closing; plenty of repeat business and activity; residual income.
True there are not too many of those folk around but they are worth looking for because they will be with you for life.
Let me know what you think. I appreciate your comments.
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Yes, it is the core of building a network marketing business Charlie. I to don't want to push people to buy my products. And I sure don't what to push people into the business, people that I have push into the business never stays, people have to really want to do the business.
Regards, Soren
Hi Soren, I agree when you say that people don't stay if they have not really joined you willingly. I have had that experience & it helps no-one.
You had explained the main basics of our industry , sure the network marketing is a relationship business
Thank you for this information
Mohamed Fawzy
So simple but so powerful!
Thanks for this article Charlie, you really put the point across in a clear way. To really access the leverage available in MLM you need people who don't require constant maintenance in your team!
yes if we focus on the people, the rest drops into place.
thank you Jym. If you can build a team of leaders then you will really leverage the power of this industry.
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