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The reality is that there are 2 main concepts that you need to grasp..NOW or NEVER! Once you truly understand that nothing else matters as it relates to your target audience in marketing via social networking, things should be smooth sailing from that point on!
Check out the video below and be sure to leave me a comment!
As you may know, Todd Falcone, a person I highly respect, is a true master in Network Marketing. We had the pleasure to meet in person at the 2010 More Heart Than Talent in Dallas and I am so glad I connected with him.
Since that time, I have followed him to a tee as it relates to many of his strategies related to prospecting and closing. And the results has been astounding. Many of the “offline” techniques I literally hated doing, I have mastered and ironically love doing them now..all because I listening to my friend, Todd.
Below is a video where he takes through handling a follow up call. I suggest you grab a pen and pad and take notes! Enjoy!
As you continue to move forward in your network marketing career, I want to share with you two points that if mastered, the amount of success to attain will be unlimited. However, if you chose to ignore them, then your climb to the top can be a pretty tough one..
So simply listen up!
As I was reading a book written by my friend Ken Dunn, he pointed something out so blatantly that I think most marketers hear but ignore. Not on purpose but by not plugging into the concept fully and embracing it as fact.
There are 2 main tasks in our business: Prospecting and Processing of which processing is your CORE task. If you are not consistently generating new leads and having more people to share your biz with, the processing part is irrelevant!
We hear all the time that “all you have to do is…” or “if you market like this, then it is duplicatable”
Well the truth is, that prospecting is NOT duplicatable. Let me repeat. PROSPECTING IS NOT A DUPLICATABLE ACTIVITY! It is very individualistic by nature. The reason is because there are tons of ways to meet people and low cost lead generation methods but not all of them jive well with everybody.
For example, you might be a person who can walk up to total strangers initiate conversation and do that with ease. But to someone else, just the thought of that makes their stomach cringe. If you teach that method as being duplicable, your new sign up will try to do it and you will soon find out it is not as easy for some as it is for you and your organization will stagnate.
So remember, give people several different methods they can use to obtain leads, not just the way that works best for you!! With that, you can capitalize on people’s existing skills and allow them to feel good about what they do, as well as present a business with options.
Now, moving on to the second task, processing. Processing your leads IS duplicatable. Once you obtain that lead, that’s where the system of duplication kicks in. For me, in my company, our processing goes like this. Have the lead register for the webinar, call them back to provide them with a biz overview video link, follow up after they review video, complete survey and get them signed up (or put on follow up list). That’s it, and it is repeated over and over again.
Every person in my organization is being taught this process..it does not change, no matter what. This is not individualistic, it is a system of exposure that if followed, results can be obtained quickly..whether that entails a new team member or scheduling a follow up in 30 days.
So as you can see, allow yourself and your reps to try different marketing strategies, be yourself and find what prospecting method suits your personality and comfort level so that you can be efficient and effective in it resulting in bringing qualified leads to the processing point. From there, plug into the duplicatable system your company has for exposing the business and watch how much your organization grows!
Remember, prospecting is your CORE task..so get out there and discover which method is best for YOU!!! From there, it’s plug and play!
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Be sure to leave me a comment. What’s your perspective?
I know, you are probably wondering what being color blind has to do with being successful at prospecting. Well for your information, it is CRITICAL to your success in the network marketing industry.
You may have heard before that there are different personality types. And as a network marketer, YOU must be aware of them and be able to identify them quickly in order to make your prospecting phone time a highly converting time period where you sign up more distributors.
Now, Robin Williams, one of the leaders in our elite marketing community, put together a powerful powerpoint to graphically demonstrate the personality types. Her interpretation of the personality types concept is second to none so click on the play button below to watch and learn what she has clearly mastered!! Enjoy!
(Here is a short written version for you as well)
Yellow: Your yellow prospect is very open and indirect. That means if you ask them a question they at least will give you the answer, but are not likely to elaborate. They will give you what you ask for and not much more. In other words short and to the point. Yellows tend to be teachers, nurses, care-takers, etc. People who are very helpful and concerned with others. What makes the group happy is what makes them happy.
Blue: Your blue prospect is very open as well but is direct. This person will give you what you ask and a whole lot more. Your blue is very talkative and loves to have fun. They enjoy being the life of the party and are open to trying anything at least once. Blues will be your entertaining people and those who are less likely to be selfish.
Green: Greens are Closed and Indirect. That means that if you ask a green a question, they may not even really want to answer it, and even if they do, you won’t get much more from them. These are your analytical and numbers oriented people. Accountant, engineers, computer geeks and the like will most likely fit this category.
Red: Reds are closed and direct. Now your reds are special. These peeps are self-centered and will let you know how well they have done and how much money they have made right out the gate. A red is generally selfish and may know how to do something but can’t always show others how to. They are more likely to believe they were born with “it” than to try to understand where and how they learned it so they can show others how they can have the great success they have had. Reds would be your CEO’s, your successful salesman, and your cocky egomaniacs (sorry reds, that’s just who you are..but I still love you).
So as you can see, not everyone you talk to on the phone will lay down and be easy. Some you will have to pull info out of (yellow), some you will have to take back control of the conversation (blue), some will want to research and research and research some more (green), and some will try to tell you how great they are so much that you have to remember they opted into YOUR site because they just might not know it all (red).
I want you to keep in mind that we all have a very unique mix of these colors, but when propsecting, you are looking for the dominant color. In fact, I suggest you determine which color you are right now, and be honest with yourself. You will find that you will attract more of yourself. If you are not happy with the types of people you are attracting, reflect on self..you are most likely just like who your are attracting!
So, get good at identifying and matching your prospect’s color and watch your sales and sign ups go through the roof. I know, because once I implemented this skill, my numbers shot right up the leaderboards!
EVERY Wednesday…
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