As a network marketer, you are a very valuable resource when you know how to present effectively. Continue reading this MLM training article and learn about the different presenting scenarios so that you can become a valuable resource to your MLM team.
In this MLM training tip I explain WHEN you present your business versus when you invite someone to take a look at your business.
First let me give you a rule: Until you can effectively present, you only use what is called the Inviting Formula.
My intention with this MLM training article is to introduce you to presenting concepts so that you can present when it's best (for the prospect) for you to do so. Therefore, until you're effective at presenting, continue using the Inviting Formula while learning to present.
How the Inviting Formula is different than the Presenting Formula The difference between the Inviting Formula and the Presenting Formula is that the Inviting Formula's purpose is to ask the prospect to look at a presentation IN THE FUTURE. The Presenting Formula is used when you're going to present something (business or product) RIGHT NOW.
Take a look at the Inviting Formula and Presenting Formula below and notice the slight difference in the two formulas. The remainder of this MLM training article will explain this difference, so that you know which formula you should follow.
Inviting Formula
Greet
Qualify
Invite â€" to look at something IN THE FUTURE
Close to action
Follow up
Presenting Formula Greet
Qualify
Present â€" to look at something RIGHT NOW
Close to action
Follow up
Inviting Formula Example: If you're talking to a prospect for the first time and during the Qualify step you determine that the prospect does qualify for your business or product - you would use the Inviting Formula if:
a. You don't know how to present effectively. b. You're going to have the prospect look at a tool (video, audio, brochure, etc.). c. You're going to have the prospect meet with you (hotel business opportunity meeting, one-on-one, conference call, etc.) IN THE FUTURE.
Presenting Formula Example: If you're talking to a prospect for the first time and during the Qualify step you determine that the prospect does qualify for your business or product - you would use the Presenting Formula if:
a. You know how to present effectively. b. You're going to present to them RIGHT NOW.
How to Use The Presenting Formula If You Have Previously Done The Inviting Formula
From the Inviting Formula example above let's say you chose to INVITE your prospect to meet with you in the future (such as a one-on-one). When you arrive at that meeting you would then use the Presenting Formula because you are going to present RIGHT NOW
Since this is your first time talking with the prospect, you would spend a longer amount of time in the Greet and Qualify steps. In the Qualify step you determine that your prospect qualifies so you invite him/her to a one-on-one with you. In the close to action step you agree to meet with them at a designated location. The Follow-up step is not required unless the prospect doesn't show up to the one-on-one. Assuming the prospect does arrive at the designated location for the one-on-one, you would do a shorter Greet (than when you did the Inviting Formula) and a short Qualify (just basically restating their needs/wants) and then DO the presentation in the Present step. After the presentation you would close to an action step and then follow up or follow through.
The Formula If No Previous Inviting Formula Has Been Done Once you know how to present effectively, you start all conversations with prospects knowing that you COULD do the presentation (Presenting Formula) or you COULD invite them (Inviting Formula) to look at something in the future. You start out knowing that you could do either the Inviting Formula or the Presenting formula. Since you don't know until the Qualify step which you will do...you do the greeting and in the qualify step you determine if you're going to use the Inviting Formula or the Presenting Formula. The only exception of course is if you don't know how to present effectively - then you would only use the Inviting Formula. As an example, let's suppose you meet someone on an airplane and have the next 3 hours with them. You strike up a conversation (greeting) and during the conversation she says, "I am miserable at my job." She obviously qualifies. You will make the decision (at the Qualify step) whether to Invite her to look at something in the future or Present to her right there on the airplane. If you choose to have her look at a video - you would use the Inviting Formula. If you choose to present to her on the airplane, you'll use the Presenting Formula.
If there's one thing you pick up from this MLM training article it would be this: When you know how to present effectively you are a valuable resource. The skill of Presenting is most valuable when you know when and how to use it. There are many times I don't present, even though I am effective at doing it.
Enjoy the process of learning how to invite and present, and stay tuned in for additional MLM training tips on how to present, as there is a lot more to come, to help you master the presenting process.
Sabtu, 26 April 2008
Squirrels Network Marketing and MLM by Craig Mattice
Strange title I know but I want to get you thinking about this. Have you ever "really" watched squirrels and what they do day in and day out? Well, it's actually quite interesting. At least I think so.
Squirrels seem to have a genetically innate sense of what to do in life. They get up early in the morning and until dusk they are out foraging for nuts. Not unlike those of us in Network Marketing and MLM. We too are always looking for the quality "nuts" available to us.
Oh! You say. But squirrels don't have to deal with rejection like we do. To that I say ah ha! But they do experience rejection. How many times have you watched a squirrel foraging around in your yard, hopping from one place to another, and always digging their little holes? They are of the positive mental attitude that they will always find a nut in just the next hole.
Watching the squirrels you will see them dig their little holes, stick their fuzzy little nose in the ground and come up with......................nothing! What do they do? The same thing we do when prospecting. They disregard the outcome and move on, optimistically; to the next hole they will dig. OK Craig! What about rejection after talking with a prospect?
Well I'll tell you. Many times the squirrel will actually find a nut in the ground, probably buried by themselves earlier or by another squirrel. They pull the nut out all excitedly, sniff it a few time, chew on it a little bit and realize......................this nut is no good anymore. Blah! Been in the ground too long!
Now that is real rejection from the squirrel's point of view. All of that work hunting, digging, sniffing, and chewing, for what, a smelly no good rotten nut. Bummer!
We are not unlike the experience of the squirrel in Network Marketing and MLM. Always searching, prospecting in our many ways, only to talk to a promising prospect/lead and they won't answer our next phone call or email. They just disappear into the "Prospect Protection Program."
How many holes does a squirrel have to dig to find a "good" nut? I don't know. I do know they don't whine; go back to their nest and quite. They just keep on going, day in and day out, constantly looking for that "good" nut.
Our outlook should be as positive and optimistic as the squirrels in your own yard. Day in and day out we should prospect and talk to leads. Examine each as and unique individual and determine if they are a "good" nut or "bad" nut. And keep taking positive forward action.
As with the squirrels, we will even need to place nuts and prospects back on the follow through list as they're not ready for what we are looking for in a "good nut." So the next time you're prospecting or calling leads, think of your neighborhood squirrel and don't quite.
Article written by Craig Mattice. Learn more about the author by visiting www.aboutcraigmattice.com.
Squirrels seem to have a genetically innate sense of what to do in life. They get up early in the morning and until dusk they are out foraging for nuts. Not unlike those of us in Network Marketing and MLM. We too are always looking for the quality "nuts" available to us.
Oh! You say. But squirrels don't have to deal with rejection like we do. To that I say ah ha! But they do experience rejection. How many times have you watched a squirrel foraging around in your yard, hopping from one place to another, and always digging their little holes? They are of the positive mental attitude that they will always find a nut in just the next hole.
Watching the squirrels you will see them dig their little holes, stick their fuzzy little nose in the ground and come up with......................nothing! What do they do? The same thing we do when prospecting. They disregard the outcome and move on, optimistically; to the next hole they will dig. OK Craig! What about rejection after talking with a prospect?
Well I'll tell you. Many times the squirrel will actually find a nut in the ground, probably buried by themselves earlier or by another squirrel. They pull the nut out all excitedly, sniff it a few time, chew on it a little bit and realize......................this nut is no good anymore. Blah! Been in the ground too long!
Now that is real rejection from the squirrel's point of view. All of that work hunting, digging, sniffing, and chewing, for what, a smelly no good rotten nut. Bummer!
We are not unlike the experience of the squirrel in Network Marketing and MLM. Always searching, prospecting in our many ways, only to talk to a promising prospect/lead and they won't answer our next phone call or email. They just disappear into the "Prospect Protection Program."
How many holes does a squirrel have to dig to find a "good" nut? I don't know. I do know they don't whine; go back to their nest and quite. They just keep on going, day in and day out, constantly looking for that "good" nut.
Our outlook should be as positive and optimistic as the squirrels in your own yard. Day in and day out we should prospect and talk to leads. Examine each as and unique individual and determine if they are a "good" nut or "bad" nut. And keep taking positive forward action.
As with the squirrels, we will even need to place nuts and prospects back on the follow through list as they're not ready for what we are looking for in a "good nut." So the next time you're prospecting or calling leads, think of your neighborhood squirrel and don't quite.
Article written by Craig Mattice. Learn more about the author by visiting www.aboutcraigmattice.com.
The One MLM Marketing Strategy You Can Use To Have Hundreds Of Prospects Calling You by Tracey Walker
Over the last few months, I have ONLY been marketing my business using the internet and what I found is mind-blowing. There are thousands of marketing techniques, sites, offers, you name it. But which one is a surefire way to get the most prospects calling you?
Any successful internet marketer has favorites, of course, but which one can help you right now? The answer is simple. A mix of them. The one thing you can do to have hundreds of prospects calling you is to utilize a marketing mix. There is no ONE mlm marketing strategy that is the strategy of all strategies. Different marketers have better results with some strategies than others. So your best bet is to test as many as you can, determine which one's produce you the most results, and make them part of your marketing mix until it is evident that you should make some changes.
Regarding the different mlm marketing strategies there are two kinds. Paid and Free. Each one of them requires something from you. Free advertising requires clearly more of your time since you pay no money and paid advertising demands your money and not much time. You must look at your situation and determine which one you will employ. There is no way around it. You must either invest your time or your money in YOUR business.
So, how many prospects do you want daily? How much time or money are you willing to invest? I know some of you think that there is an easy way out of this because maybe you are stuck thinking network marketing is get rich quick. Network marketing and MLM certainly do allow you to get rich QUICKER with far less risk than a job or other traditional businesses, but work from you is still an ingredient.
If you would like to know which mlm marketing strategies you can possibly use to get a jumpstart, I will share a few with you here. Article marketing, newsletter marketing and pay-per-click are simple yet cost effective methods to start promoting your business. In fact, these are three of my favorites and they are constants in my marketing mix! Learn to use these three effectively and the leads will start pouring in like crazy.
If you would like to find more information about how you can grow your network marketing business on the internet, follow the "Internet MLM Success" link in the resource box.
Any successful internet marketer has favorites, of course, but which one can help you right now? The answer is simple. A mix of them. The one thing you can do to have hundreds of prospects calling you is to utilize a marketing mix. There is no ONE mlm marketing strategy that is the strategy of all strategies. Different marketers have better results with some strategies than others. So your best bet is to test as many as you can, determine which one's produce you the most results, and make them part of your marketing mix until it is evident that you should make some changes.
Regarding the different mlm marketing strategies there are two kinds. Paid and Free. Each one of them requires something from you. Free advertising requires clearly more of your time since you pay no money and paid advertising demands your money and not much time. You must look at your situation and determine which one you will employ. There is no way around it. You must either invest your time or your money in YOUR business.
So, how many prospects do you want daily? How much time or money are you willing to invest? I know some of you think that there is an easy way out of this because maybe you are stuck thinking network marketing is get rich quick. Network marketing and MLM certainly do allow you to get rich QUICKER with far less risk than a job or other traditional businesses, but work from you is still an ingredient.
If you would like to know which mlm marketing strategies you can possibly use to get a jumpstart, I will share a few with you here. Article marketing, newsletter marketing and pay-per-click are simple yet cost effective methods to start promoting your business. In fact, these are three of my favorites and they are constants in my marketing mix! Learn to use these three effectively and the leads will start pouring in like crazy.
If you would like to find more information about how you can grow your network marketing business on the internet, follow the "Internet MLM Success" link in the resource box.
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