How To Develop An Effective Mindset For Your Network Marketing Business
Network marketing article by Warren Wojnowski
Warren Wojnowski
Network marketing or MLM business growth is ultimately about your ability to sell. It is unavoidable and up-line advisors who tell you that you do not need to do any sales are really ultimately misleading you. Having said that, what you are selling is not your product or services — rather it is you.
The irony is that by not being focused on selling and instead allowing your focus to be on how you can best serve the other person will result in your becoming far more effective as a salesperson. That’s why the best sales people “don’t sell” and that’s really what your up-line advisor means when they say they are not selling.
You are selling yourself, but you’re doing that by not focusing on the sale
Understand that your multi-level marketing or direct sales network marketing business has products that ultimately must be sold in order for your to share in the profit or commission. From the point-of-view of your company, that’s the purpose of its network marketing distribution channel; to sell more product.
And recognize that sales is generally the highest paid profession in the world because few people do it well. So don’t recoil at the notion that your compensation depends on people buying, but rather understand that people will ultimately sell themselves. Your job is simply to facilitate the process for them.
This may or may not sound like a no brainer to you, but the reason you need to acknowledge this is because it puts you in the right frame of mind and with a clear set of intentions when you approach your prospect. Your intention is to be a good tour guide so that your prospect can get the information he or she needs to make an informed decision about whether not your product or opportunity is for him or her.
When it comes to prospecting, there are three basic stages. There is a relationship building stage in which you establish whether there’s a reasonable fit, a presentation stage in which the information about the product or opportunity is presented, and a follow-up stage in which you’re really focused on collecting your prospect’s decision.
Understand your role and the appropriate mindset in each of the prospecting stages
When you meet a prospect for the first time, your focus should be on establishing if there is a reasonable fit between what you have to offer and what your prospect is looking for. If there is no reasonable fit, what is the point of “selling” your product or opportunity. Your prospect is not going to buy anyway.
In fact, until you’ve established that there is a reasonable fit, your prospect isn’t even really a prospect. He or she is really just a lead. You lead becomes a prospect after you’ve established there’s a reasonable fit. And the only way you can do that effectively is to have a conversation in which you listen to what your prospect is telling you.
So your mindset during this stage of the conversation is “how can I best serve this person?” You may conclude you can’t. And that’s okay; in fact, often by being open and honest about that you will help the other person immensely. And you can’t serve the other person well if you’re preoccupied with making a sale.
During your presentation, your mindset is on effectively communicating what you have to offer
Likewise, when you are in the product or opportunity presentation stage, which only happens after you’ve established there’s a reasonable fit, your focus is on communicating what you have to offer. That’s it. It’s still not about making the sales. Be confident and clear, and explain the value. When your intention is very clear, your prospect will be focused and alert as opposed to worrying about the hard sell.
Finally the right mindset is also very important in the follow stage as well. This is the stage where you collect the decision. That’s all you can do. Remember, prospects sell themselves, you don’t sell your prospects.
Your prospect’s job is to sell him or herself (or not); yours is to collect the decision
So even in the follow up stage your mindset is not on making the sale; it’s simply on collecting the decision. Some will, some won’t. So what, someone’s waiting.
And make no mistake, when your prospect decides to buy, he or she has decided to buy you. It’s your example and leadership that you’ve demonstrated by being unattached to the outcome of the process in terms of the sale and instead being focused on assisting him or her through the process. That’s what makes a great “sales person”.
It’s attraction marketing at its finest.
In your network marketing business, learn to adopt the mindset of and position yourself as the consultant or the tour guide. By doing that, you will separate yourself from the 90% to 95% of MLM and network marketers who are focused on the sale and, in so doing, you will outsell them all.
Another terrific article which I appreciated. Good practical information which is right on the money. Keep the good training material coming. As a newbie, this is the kind I must have.