Network Marketing Success Secrets

Warren Wojnowski

Your Network marketing or MLM business success ultimately boils down to your ability to sell. However, having said that, there’s a certain irony in the statement when it comes to learning how to become an effective network marketer.

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, you will become far more effective as a salesperson. That’s why the best sales people “don’t sell” and that’s really what other successful leaders mean when you hear them say they are not selling.

In your network marketing business, learn to adopt the mindset of and to position yourself as the consultant or the tour guide. By doing that, you will separate yourself from the pack of network marketers who are focused on the sale and, in so doing, you will outsell them all.

You are selling yourself, but you’re doing that by not focusing on the sale

Understand that your network marketing company 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 make sense to you, but the reason you need to acknowledge this is because it establishes the right frame of mind 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 or not your product or opportunity is for him (or her).

When it comes to prospecting, there are three basic stages. There is an “interview” 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. The key to your success is understanding your role and the appropriate mindset you should bring to each prospecting stage

The “Interview” is where you establish there’s a reasonable fit

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. Your lead becomes a prospect only 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 the fact there doesn’t appear to be a fit, you will help the other person immensely. Just recognize that you can’t serve the other person well if you’re preoccupied with making a sale.

During your presentation, your mindset should be on effectively communicating what you have to offer

Once you’ve moved your prospect into the presentation stage, which only happens after you’ve established there’s a reasonable fit, your focus should be on best serving him or he by effectively 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 — to effectively communicate what you have to offer — your prospect will be focused and alert as opposed to worrying about the warding off the hard sell.

The right mindset is also very important in the follow-up 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 how you can best serve him or her through the process. That’s what makes a great “sales person”.

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Copyright © 2009 by Warren Wojnowski, All Rights Reserved

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