Recently, talking with one of the leaders of our structure, we touched on the topic of consultants leaving for other companies or even leaving MLM.
We identified several reasons and agreed that one of the most important and common reasons for leaving is “the discrepancy between the achieved result and the expected one.” Let’s try to figure out why this happens in network marketing.
I think many networkers are familiar with the not entirely pleasant feeling when one of the leaders of a structure suddenly, out of the blue, moves to a one-day company or a financial pyramid, or goes to a competitor. It’s good if a person has enough common sense not to tamper with his structure, but in most cases everything happens differently: they take the organization with them, introducing doubts and chaos into the work of the network for a long time.
Some consultants return, licking the emotional wounds they received in “online battles,” while others leave forever and never return. It’s good if a person finds a “roof over his head” in a new network company. This happens infrequently, unless the promises with which he was lured have come true for at least a quarter. But still, the majority, in my opinion, leave MLM forever, harboring bitterness and resentment in their souls for all network marketing, although deep down they understand that they themselves made the decision, flattered by the freebie. Quite often, critical notes appear on the Internet with shouts: “I was deceived in network marketing,” “they promised one and a half thousand dollars in a year - where are they?”, “I invested three thousand dollars and lost everything!”
All these situations occur because of “sweet promises” that you don’t need to do anything in network marketing, everything is easy and simple, you can earn a lot by lying under a palm tree, etc. Most often, such promises come from inexperienced networkers, when they lack arguments and persuasiveness, and they really want to attract a new consultant. This situation is very dangerous, as it makes you very dependent on newcomers, disrupting the entire relationship between the sponsor and the new candidate.
We cannot simply promise 100% results to a beginner. Even if he does exactly the same amount of work as us and with the same quality, it is unlikely that he will have the same result as us. The result will be, but most likely different from ours. Time passes, the market changes, the information space becomes denser. No wonder Confucius said that life experience, like a lantern hanging on the back, illuminates the path along which we have walked.
We can only promise what is within our scope of activity and responsibility: training, support and assistance in conducting meetings with potential clients and consultants.
But we cannot guarantee 100% success for a beginner, because it depends on the actions of the person himself.
And here it is reasonable to ask yourself the question: “Is there a button in network marketing that, by clicking on it, you can most likely get the desired result?” Every professional networker, in the course of his work, willy-nilly, tries to organize such a button. Moreover, it is important that the algorithm for using this button is quite simple.
If the button controls are too complex, such as “make 3 presentations every day, work 5 hours a day, meet with 4 potential consultants every day,” we may scare our candidate by making success seem too difficult to achieve. If the button is too simple: “You don’t need to do anything special, people will sign up themselves, in a month you will have two thousand dollars,” we will mislead the person, which is very dangerous for relationships.
Having been involved in network business for more than fifteen years, reading books and communicating with successful leaders, I came up with a formula for such a button. The button that ensures success in network marketing consists of three necessary and sufficient conditions:
- Carry out regular actions.
- Last for at least one year.
— Focus on leaders.
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Condition one
The key word in this condition is “regular”. The number of actions at this stage is not as important as the regularity. The quantity is determined based on starting conditions, capabilities, time, etc. If our newcomer is not yet mentally strong in business, he can start with just 30 minutes a day. But every day. If he can only attend product and business classes once a week, so be it. But definitely once a week.
It is systematic actions that allow you to develop your own rhythm and achieve success without loss. While work from time to time, frantic jerks and pauses lead to depression, despondency and indifference. It’s like in physical education: regularity and rhythm, then everything will be fine with your health. In our case, with the health of the business.
Condition two
Stay in business for at least a year. To achieve success in network marketing, as in any other business, a certain level of professional skill is required. Any sane person is aware that one does not become a professional in one day or in a month.
It requires spending a lot of time, mental and physical strength. One year is the minimum time to acquire the necessary skills and competencies. In one book on sales, I remember reading that you can only consider that you have learned how to sell when you have at least a hundred clients. It will take about a year or so.
During the first year in network marketing, as a rule, a person will already make all the main mistakes, understand the assortment and fall in love with the products of his company, gain experience and confidence. Plus, regular actions will lead to certain results within a year: the new consultant will have a circle of regular clients and the core of a future successful structure, income will become stable and quite sufficient in order to decide to engage in network marketing professionally and choose this type of activity as the main one.
One of the most important advantages of the MLM business is the opportunity for different people to achieve success in their own way and way. Everyone has their own path in this business, and whatever it is for each of us, the year is the time when success will be, if not achieved, then certainly manifested and significantly closer. And this success will not be “imposed from above”, but your own, native! You must stay in business for at least a year.
Condition three
Focus on leaders. This condition is realized in two ways. At the beginning of your activities, you need to focus on the leaders of your sponsorship branch, your company, and the industry as a whole. The more professional and successful those you follow as an example, the more effectively your business will develop and the faster you will get to the place where you want to go. Then, when potential leaders begin to emerge in your structure, we add a second factor: your main focus when working with the structure must be transferred to the leaders.
Network Marketing is the business of Leadership, and only the presence of leaders in your structure is a criterion for the success of your business. The Pareto Rule, which applies to our organization, states that 80% of our profits come from 20% of our consultants, and the remaining 80% of people bring in only 20% of our revenue. Therefore, 80% of our time must be spent with the 20% that are most important for our business. This does not mean that you should stop communicating with others. Not at all! You just need to correctly prioritize your communication: 80/20.
Now we have created a button that will almost 100% guarantee success. Especially if you familiarize the candidate with the algorithm of its operation even before he has filled out an application for registration with the Company. It is possible that he will refuse to cooperate with you. Well, this also happens, but you saved a lot of time and effort on training this candidate. And you can invest this freed-up time in finding a truly worthy partner. And he will definitely come to you!
If you follow these simple rules of the magic button, your network will consist of serious, purposeful partners, psychologically stable and successful. They will not be greedy for “better conditions”, “more profitable marketing”, “freebies” and “ethereal mountains of gold”, but will, together with you, step by step, move up the career ladder, earning more and more, developing as personality and receive great satisfaction from this together with you!
It’s easier to succeed than to explain to everyone why it didn’t happen. Jim Rohn.
Successful business with ORIFLAME: Earn money today and make your dreams come true tomorrow!
Network marketing and companies working in this direction are accepted differently in the CIS and in the West. While in developed countries this is considered a legal way to sell products, in the Russian Federation and other post-Soviet countries the reaction to network marketing is aggressive. Many people consider such companies to be a scam and a means to extort money.
Let's see how to succeed in network marketing. To succeed in this area of business, you need external and personal factors. Let's look at them so that you understand whether you can make money working in the field of network marketing.
Having decided to engage in network marketing, distribute the company’s products and build your structure, you need to understand the organization’s products and the company itself. It is necessary to look for information in different sources, and not just in advertising brochures of the company whose distributor you decide to become. You should study the issue thoroughly and be as objective as possible in order for network marketing to bring you success.
What to look for when choosing an online business
- Products that will need to be offered to customers. This is the main “trump card” of the work. Personal experience using the product is recommended. If you like it and it’s really high quality, it will be easier to implement it. Otherwise, it will be difficult to promote products, and it will be more difficult to convince partners/potential consumers. If you use the product yourself, your customers will be impressed;
- Operation stability And the time of its existence. If an organization has existed for no more than 3 years, we do not recommend contacting it. Of course, there are exceptions to the rule, but statistics show that 80% of young organizations cease to exist in the first 36 months;
- Marketing plan Analyze it and think whether it is possible to achieve success in the shortest possible time;
- Attitude of managers towards distributors Is there a training system for new employees, are there mentors, what is the pricing policy, how do the “tops” treat the rapidly growing income of the company’s employees.
Now let's assume that everything is in order with external factors, the company is reliable and you can work for it, distributing a high-quality product. However, we are all naturally different, so not every person is able to successfully work in the field of network marketing. And here “internal factors” are important. These are the qualities needed to work as a networker.
What personal qualities are important for success in business?
You will be successful if you have the following characteristics.
- Ambition;
- Activity;
- Focus on success;
- Having a positive attitude;
- Sociability;
- The skill of persuading people;
- Ease of finding a contact;
- The ability to feel people’s moods, understand and find a common language with them.
A closed person who has difficulty communicating and does not believe in high earnings is doomed to failure. It is unlikely that such a distributor will be able to promote the company's products.
The importance of organizing working hours
Another important factor is the organization of working time. Networkers have a flexible work schedule, so self-discipline plays a huge role. To work successfully, you need to allocate time for training, meeting with clients/partners, working with the client base and your structure.
The more rationally you arrange your work schedule, the easier it is to work.
You must understand that at first the income will be insignificant. But by working hard and having patience, after a certain time you can achieve good active and passive income. For some distributors this will take six months, for others – a year, for others – 2 years. You need to be prepared for such a turn of events, and not live in the illusion of super-income, which will instantly fall on your head as soon as the initial steps are taken in network marketing.
Let us offer you some strategy on how to succeed in your online business. Recommends starting work in a comfortable environment. Offer the company's products to people you know well. These could be relatives, friends, good acquaintances, work colleagues.
We recommend making a list of people to whom you decide to offer the product. As you look through it, think about which of them might fit into your structure. Make an appointment with them, tell them about the company, your work and products. However, you should not be too persistent. If you see that your interlocutor has taken your information aggressively and flatly refuses to cooperate, you can ask him to recommend people who might be interested in the information.
You must have confidence that you will become a good distributor. You should strive to achieve success in network marketing and make good money. Only then will your dream come true.
how to sell, how to convince a client in network marketing?
Who will buy your product?
If you focus on the benefits of your product, more and more people will come to mind who can benefit from the benefits of these products. This number will be greater than you could imagine.
Where to look for buyers of your product?
The best answer is the story of Russell Conwell. It's called "Fields Full of Diamonds." There lived a farmer in Africa. At this time, large deposits of precious stones were discovered. One day a man came to him and told him how many people were raking in millions from their mines. The farmer immediately sold the farm and went in search of diamonds.
He wandered for a long time throughout the continent, but did not find any diamonds. Sick, impoverished, broken, he threw himself into the river and drowned.
Long before this, the man who bought his farm had found a large strange-looking stone at the bottom of the stream that crossed his property. He took it into the house and placed it on the mantelpiece. One day, the very man who told the first owner of the farm about the discoveries of diamond deposits came to him.
He examined the stone and told the new owner that it was probably one of the largest and most valuable diamonds ever discovered. To the surprise of the visitor, the farm owner replied: “Really? My fields are full of such stones.”
Regardless of your place of residence or occupation, each of us is surrounded by fields full of diamonds - if you just look at them.
Who are your first clients?
Write down every person who comes to your mind. I'm planning to make a list of 100 names. This is not difficult at all, since according to statistics, every adult over the age of 21 knows at least 200 people.
And don't forget that Network Marketing is a sorting business. Approximately 20-30% will be categorical refusals. This is fine. Next!
What to do if clients live in another city?
This is good. Do not have prejudices against those who live far from you. There is a telephone - there are no distances. In the case of Network Marketing, you can organize a successful business throughout the country.’ In addition, modern technological means of communication, such as faxes, the Internet, and e-mail, provide exceptional opportunities to maintain contact with many people over a greater distance.
What are the rules for talking on the phone?
There are three rules that you must follow when talking on the phone. These rules will significantly increase the efficiency of your calls.
Am I calling on time? - if your client is watching the football championship or is late for a date, arrange a time for your call at a more convenient time for him. Otherwise, the result will not be achieved;
share your feelings - effective communication is not only the transfer of information, but also the inspiration of one person to another. The more enthusiasm and inspiration, the more the client will want to communicate with you, the faster you will achieve success;
The purpose of the call is to keep the initiative in your hands. When making an appointment, do not ask: “When is it convenient for you to meet?” Offer him a choice of dates: “It’s more convenient for you to meet on Wednesday before lunch or on Thursday after lunch.”
Do I have to be a “super salesman” to be successful?
It depends on what you mean by this word. If you mean a person who forces his way into offices, “foists” his goods on you, or catches your eye in subway passages, asks questions in stores - then the answer is NO.
But if your ability to sell is about being yourself, being comfortable, communicating with people, sharing your feelings and enthusiasm for your product, then the answer to the question is definitely YES.
Do you need to walk the streets, stand in the subway and sell?
Only if you want it, I will. We use the expression “work smart” to describe the right way to build a large, successful online business. Working with strangers is not an example of “smart work” and is more like “hard” work to make ends meet (except when you enjoy it).
Most Network Marketing products are truly of the highest quality and live up to their advertising promises. If you are delighted with the results of your products, then others will likely be excited to try those products. In addition, there is a placebo effect. When various people were given a drug that pretended to be a drug but was not really one. One third felt an improvement, another third felt that there was no change, and the final third could not determine whether there was an improvement or not.
Based on the exclusivity of your products, you can double this percentage, namely 60% and above.
Agree that the first time you heard about network marketing, you thought it was sales. Today this is more of a philosophical question, because whether you should sell or not depends on the product you are working with and your marketing plan. And also on your goals. Let's talk about this in more detail in this article.
Let’s immediately make a reservation that the principle of network marketing itself does not imply sales in our usual understanding. This is more like recommendations from some people to other people to change their usual store to another with a better product. Well, those people who recommend do so for a certain reward - namely, receiving commissions from the network of consumers they have created.
But different companies have different marketing plans. Some companies are focused on recruiting and network expansion, while other companies, on the contrary, specialize in sales.
Is your marketing plan tailored to sales?
To get started, just calculate whether your company’s marketing plan obliges you to make sales. How to do it? Very simple!
Look at the cost of the products. Then see how much personal purchase you have to make.
And after that, just figure out whether a person can use these products in a month or in a catalog period. No? This then means that when the marketing plan was created, it was assumed that people would simply have to do sales.
If this is so, then you are not going anywhere...
The company has a monoproduct
Does your company have only one product? Then, in order to increase your turnover, you need to do sales yourself and teach your partners how to do it!
For example, I know one company (we won't name names), in which the only products are perfumes. At the same time, mandatory personal activity is five bottles of perfume per month.
Now tell me, will a person buy five bottles of perfume a month? I think this is unrealistic!
Hence, the partners of this company must understand that they will always need to be engaged in sales!
If the company has a lot of products at an adequate price
If your company has a lot of different products, you have adequate mandatory personal activity, and by adequate activity I mean activity in the region of 2-3 thousand rubles, but not eight, much less more!
So, if these conditions are met, then you will not need to sell!
You can simply use the company’s products and invite people who will also use the products and recommend them to others!
And sales in this case will be like a great bonus for you!
Or maybe it’s worth doing sales?
But there is another situation. You all just use the company's products. And a person comes to your team and says: “Sponsor, I want to make money on sales quickly! Teach me this!” . What are you going to do?
Can you teach a person how to make successful sales in network marketing if you don’t do it yourself?
I don't think you can set an example! It is for this reason that, despite the fact that our company has reasonable prices for products, we have a lot of products, coffee is in special demand, which does not even need to be sold. People ask him themselves, I go to cold sales! I go and collect contacts!
And when a person who wants to sell comes to me, goes out to sell and encounters objections, and asks me how to work with these objections, I can answer these questions. Because I have my own experience!
Watch my video about this:
Conclusion
And it turns out that in network marketing with a normal marketing plan, there is no need to engage in sales, because it does not imply this. But if you want to become a real leader and earn more than 100-200 thousand rubles a month, then I recommend that you start doing cold sales.
Well, warm sales, i.e. when friends buy from you, they will do so themselves, because you will use the company’s products and share your emotions with other people!
And I wish you to successfully develop in this simple business and reach any heights!
Sales in network marketing is perhaps one of the main concepts of this industry.
It is on sales and turnover that the entire MLM business is built. Therefore, despite the fact that many articles are devoted to this topic, it always remains relevant.
To begin with, I would like to understand what types of sales generally exist.
Sales in network marketing can be divided into 4 groups:
1) And the first type that I would like to talk about is PASSIVE.
These are sales in which the seller does not tell us anything about the product and we do not ask anything (for example, buying bread). Those. we needed bread, we come to the store and buy it. In our business, this type of sales also takes place. When your regular customer already knows our product, he calls you and orders something.
2) The next type of sales is AGGRESSIVE.
This is when one of the parties benefits to a greater extent. After all, when selling, there are always two parties: the seller and the buyer. And we all often come across such concepts as “to impose a product”, “to push in”, “to push in”. Here, of course, only the seller benefits.
But it should be noted that this is not our style of work. After all, a regular customer is a satisfied customer. You should never look for immediate benefits; they will probably be one-time ones.
3) Another type is FRIENDLY.
In this case, on the contrary, the buyer receives the benefit. Those. We sell products at a very good discount or even give them away, just because it’s inconvenient to take money from your best friend. However, I would like you to remember: “You cannot sell products below the catalog price!”
What can you offer a person when he says: “I love discounts so much and all companies offer discounts, well, give me a discount, well, sell at your price.”
In this case:
A) First, offer to subscribe,
B) Second, give a gift.
Here are two methods that can be used in this case to ensure that both parties are satisfied. But under no circumstances should you sell below the specified price and thereby spoil the market. But you can sell above the catalog price, if you have such an opportunity, please sell. This is your business, this is your profit.
4) And the last type of sales is EFFECTIVE.
An effective sale is a sale in which everyone benefits, both parties, the seller with a profit and the buyer happy. This type of sale is the most successful, because... everyone is happy.
These are the four types of sales that we have.
What is selling in principle?
SALES IN NETWORK MARKETING is the process of helping the client make a mutually beneficial decision.
There are many definitions of this concept, but this is the most concise and understandable.
Now I would like to understand what are the stages of effective sales in network marketing.
Stages of selling in network marketing:
1. Preparatory.
In fact, preparing for sale is already 70% of success.
What are we talking about, what exactly needs to be prepared? Those involved in sales will say: catalogue, price list, notepad, pen, products, brochures, samples, business cards, calculator, wallet, etc. And they will be right.
But besides this, you also need to know the product (knowledge of the product is also preparation), you need to create a neat appearance, prepare a few stock phrases, and, of course, take a positive attitude with you.
2. Establishing contact.
Once you have prepared, you go out to sell.
If these are cold contacts, it is necessary to establish contact with potential clients. First of all, you need to behave confidently. When you knock on the door, don’t wait for someone to open it for you. Feel free to enter and immediately go to the middle of the room. You need to use compliments, be sure to use humor. This is a very important selling point, otherwise you will be asked to “close the door.”
3. Identifying needs.
Here you can open the catalog and put the products on the table. By the way, it is necessary to go with the products. If you don’t have your own, ask for a loan from the warehousekeepers, or leave a cash deposit. In general, agree.
It is better to go to sales together. Firstly, you will tell us better and more about the product, and secondly, it will give you more confidence. If you are making sales together, be sure to agree in advance that you will split all profits in half to avoid further disagreements. Next, it is necessary to identify what a person needs, because it is impossible to tell about all products.
4. Confirmation of needs.
After you have found out what the person is interested in, you ask a clarifying question: “Did I understand you correctly, ....”.
5. Presentation of benefits (argumentation).
The argument can be a favorable price, the quality of the product (you always need to clarify what is more important for a person: price or quality), and composition.
6. Dealing with objections.
7. Reaction assessment.
If a person is ready to buy this product, then we move on to the next point. If not, we return to the previous points. Either we identified the need incorrectly, or we didn’t make contact at all. Therefore, assessing the reaction is a very important psychological point.
8. Completion of the transaction.
You definitely need to ask if the person is ready to make a purchase now. Offer a related product (for example, you can offer a balm for shampoo).
You can give a gift if a person has made a purchase for a good amount. After everything happened, don’t forget to take the phone number.
9. Post sales service.
In no case should you forget about your client after making a sale. 2-3 days after the transaction is completed, you must call and ask about your impressions. This is a very important point.
If a person has a good impression, he is satisfied with everything, firstly, you will acquire another regular customer, and, secondly, you will once again be convinced of the quality of the product.
If a person has a negative opinion, you need to ask what exactly you didn’t like, how you used the product, etc. Post-sales service also includes keeping a file cabinet with all your clients.
These are the 9 main stages that we must go through when making a sale in network marketing. I hope my tips will give you confidence and really help you increase your turnover and achieve your goals. Don't be afraid of anything and you will succeed!
P.S. Are you involved in network marketing sales? Write your comments!
