Had a chat with Ray today, a gent who just spent $1500 and five weeks so far to have a team of marketing people help him build his network marketing business.
He called, “desperate,” he said, because he needs 10 customers in the next two days to get his this month’s check…
“So,” I asked, “how many calls have you made already with what you’ve learned from this group…?”
“Well none so far.”
“So what have you been doing these first five weeks?”
“Learning all the things to get ready. And many many rebuttals.”
“Rebuttals?”
“Yes, in case they say ‘no’…”
“So what’s the initial pitch you’re learning to say to the leads?”
“If I can show you a way to get your health back and guarantee you that your credit card bill for these products will be paid for before it’s due next time, would you have 30 minutes to spend?”
Oiy vey. He can’t bring himself to make the calls, because he knows that:
1. There’s no guarantee his product will do for the other people what it did for him…AND
2. For the promise about the person’s credit card bill being paid in advance to happen, the other person will have to buy enough product AND sell it at a profit…no easy feat.
So Ray called me.
“What should I do? What should I say to these prospects? I’m desperate to get these customers in the next two days…”
So dear readers:
1. What’s your take on this kind of training?
2. What’s your advice to Ray?
Hi Ray,
Have you ever heard of Joe Vitale? Joe has a book called Spiritual Marketing. The basis of that book is we get what we focus on.
You have been focusing on rejections, so you will attract people who will give you those. With Kim’s system, you do NOT get the rejections.
It’s very sad that companies will take your money to teach you how to handle rejections that you should not be getting anyway if you are doing the business properly.
I wish you the best of luck. You are right where you need to be with Kim’s system. Start TODAY doing cadaver calls. Focus on the result you want to get.
Roxanne
Ray will likely have to miss this months’ check. He is in business, and business does not pay out regularly, but only when there are results.
On the training Ray is getting: an easy guess who the training company is. The founder knows his stuff, but he brings in underlings to do training and coaching that are not as good. My opinion? Buy his personally recorded trainings if you like his style (Ms Stud has some reservations here, as well), but forego the coaching program he offers. I looked into it, and amazingly the salesperson put a lot of pressure on me to buy the coaching so I could learn to sell without pressure…hmmm.
Ray should enroll in Kim’s Network Marketing School IMMEDIATELY!
Kim –
Ray should have spent the last five weeks making calls and getting the “No” responses first hand. Then he could have learned how to handle objections on the firing line. I know, bloody obvious.
Also, he should have been reading your books and listening to your CDs.
Ray, get a new icebreaker. Tell the prospect what the product has done for you and add the proviso: “I don’t know if this will help you as it has me, but what if it did?”
Learn how to use the “Repeat the Objection” strategy to give your brain time to conjure up something to say. It goes like this: “Now, (Prospect’s Name) let me see if I understand. You say that (repeat the objection). Is that right?” Also restate the objection this way: “Is this what you meant?” Do it in a way that will give you the opportunity to refute it, if that’s what you want to do.
Never, ever promise someone they’ll earn a specific amount of money. You don’t know them, don’t know their work ethic, don’t know their skill level. You can’t guarantee anything. All you can do is tell your story.
Finally, Ray, pick up the 800-pound telephone and start dialing. Don’t care if it’s so heavy you have to lie on the living room floor to make calls. Make the calls. Let me repeat that:
M-A-K-E T-H-E C-A-L-L-S.
You’ll probably fail on the first several hundred, but you’ll learn what to do and not do, and what to say and not say. Just don’t give up. Keep slugging. You’ll make it.
I agree with you Roxanne; whatever I am looking for is always what I get.
What I radiate is what I attract to me and what I focus on is what I will get.
I just love getting no rejections.. so much easier to get to MAKING THE CALLS.
Mary
This is a test…
Ray, I read today that the OBJECT of a business is to get customers, and the GOAL is to make money. (I read it here). Ray, take this to heart, as you have to get the customers first. It is so exciting that you called Kim for help, as if you take all this information to heart, there is no way you cannot get customers, and then—voila’—here comes the money.
Donna
So sad! This is why Network Marketing has such a bad reputation and people feel like they have been ripped off. I am so glad Kim is leading the way in helping us to change that.
Ray, I have spent money that didn’t turn out too. Sometimes we have to chock the losses up to lessons learned and move on. Finding the right company and the right training makes a difference. Even the right company with the wrong training for me didn’t work. Thank you Kim!
Wishing you the best Ray!
Karla
Time to make up some time Ray. Get Kim’s CD’s and books and sign up on NMC for help. That is what we are all here for. We have conference calls with Kim and get lots of help. Don’t give up. Maybe you need to find another company to work with. This should be fun not stressful. This will just make you stronger and smarter. Good Luck
Poor Ray. They took his money but never told him how to get customers!
Ray is missing a few key elements. Why is he interested in these products or this company? What is his story? What have the products done for him? Does he love them madly?
The cornerstone of NM is the personal testimonial and finding the people who would be interested having a similar experience. He’s not calling anyone’s name as a customer because he has no story.
Moreover, why spend some much time on the “rebuttal”? If they don’t want your products, why would you wan them to be your customers? If you coerce people to buy, they won’t stick because they don’t love it madly.
Ray needs to stop learning and start working. My hubby was doing this learning process forever and just could not get started. Since the phone call last week and pairing up with a buddy, he has made his script and called. He is on a roll now. He had butterflies and was nervous. The buddy system is great. Cold cadaver calls are a breeze now. Take Kim’s Classes. She will give you the wisdom.
Quick health! Quick money! Free products! Guaranteed! All you have to do is make these inane calls like I’m doing. Hey, you gotta be smarter than that because the people you’re calling are.
1. Have you found out if they even want to “get their health back”? And shouldn’t getting their health back be worth the cost of the products without trying to rig it so they’re getting them “for free.”
2. ditto to earlier comments about guarantees.
3. you’re mixing product user with business builder – just persue one or the other, not both.
Great comments, and love those profiles!
Hehehe.
This sounds a lot like the approach we were taught when we first joined the business. It never rang true with us, it was so unnatural. We realized there must be a better way to do business and started searching at that point. And we’re learning a lot from Kim!
Ray,
Let me first apologize for my brass, brutal and blunt comments.
However I do feel this should help you as it has helped me.
Sorry that you’ve invested $1500 in learning how to “work” your NetWORK Marketing business from people who don’t even know how to spell M-L-M.
Stop learning from people who are NOT building it TODAY! The same $1500 could have been better spent taking your wife/girlfriend on a sex-filled vacation.
Start learning from people who ARE building it TODAY! Find a mentor, a coach (like Kim Klaver or Roxanne Green) who will help you WITHOUT charging you thousands of dollars on crap that doesn’t work TODAY!
If you can get your money back, GET IT BACK!
As for the rebuttals and your pitch…
“If I can show you…”
1. Prospects don’t care what YOU can show them! They only care about THEMSELVES. Take you out of the equation. For example…
Say “If you can…”
Using words like “credit card, bill, spend” in your pitch are RED FLAGS for salesperson approaching.
Could you say something like…
“What are your two biggest health concerns?
This lets THEM tell you what their hot buttons are!
The ONLY question you have to ask next, after they tell you (or not) is…
“Would you like to do something about it?”
Again, this puts THEM on the spot… not you, and you look like a consultant rather than a salesperson!
Hope this gets your wheels turning,
Scott Lucas
Vice President of Marketing & Training
Genesis Health Solutions
1. and they’re still doing it… Does Ray know anything about the 95% dropout rate and any wonderment about why? Did he check the “success,” non dropout, rate of his trainers’ trainees, or did he “leave his brain on the train” like the rest of us-?
2. Ivy League may be expensive, but some of us have been paying tuition in Knocks College – we don’t even want to know the total – much less acknowledge it… some have paid enough for a PhD, the Sheepskin just hasn’t been sent yet…
BUT, just look where we’ve journeyed to – Kim and NMC and all these Greatest People.
When you get to that chapter, there is absolutely nothing like the Cross-Company Buddy System: procrastinating, which ever sort, can’t stand in light of the laughter, inspiration, get-with-it, motivation of having a like-bonded-buddy!
Ray, we welcome you to our Team, coming?
Carolyn
Just re-read this posting and the comments and want to add one more idea from my long time work as a therapist. When you are desperate – you talk and act as if you are just that…and not many want to work with, buy from or have a personal relationship with a desperate person…. Works the same way in business matters as it does in the social world….desperation and neediness send most people running away from you [sigh]
Lynn
http://growolderbetter.com
I cannot imagine having to do that for this business or any business for that matter – how exhausting. (Although that is what they teach in most sales courses.) I’m glad you have found Kim’s programs – I know I was when I was introduced to them by my mentor. We were taught to listen for a need – but not what to say in a normal conversation without hyping things. Kim’s program filled in what I needed and lots extra. Because I felt authentic in what I was doing my business grew and it worked so well I market my acupuncture business the same way. Good luck and welcome – there are really good people here that are authentic and motivated.
If you went to a good movie you would talk about it with excitement in your voice and it would be real when you told the story. People like to know you are real and have tried your thing too and want to hear what it has done for you. Try it … they love it.
Angela http://www.brooksherbaleanbiz.com/
Ray,
Here’s a principle you have to live your life upon – not just your business.
“What you think about, you bring about.”
This is something that you have to learn. I’m sure it’s been stated before, but if you’re focused on getting rejected – you will get rejected.
CDEEPER – Go Further.
Ray..oh Ray
Nothing truly worth while in life comes easily.
In order to achieve a bountiful harvest, like a garden, life needs sowing, pruning, watering and lots of attention.
One needs to do what is required.. a big effort reaps big rewards.
Allow me to share….I have formulated scripts from Kim’s book and CD’s and shared it with my down line. They were so inspired with the concept and loved it that I believe that is more then half the battle won. Now comes the easy? part.
Study and do what is required….get excited and make the calls.
Hi Ray
I know where you are coming from. I did the same thing. I thought people would find me and the orders would pour in.
Let me tell you what recently happened for me. I run a boarding kennel and decided to start calling my customers. I started with customers that had boarded their dogs during the past 2 months and called 25 in one morning. Well I got so many calls back I didn’t have time to even return all the messages that day. I used what I’ve learned from Kim’s book and CD’s and was blown away with the results. I was just looking for practice and ended up with 3 sales and 6 referals. Make the calls, it’s the only way you will make any money.
Ray,
We thought this quote carried with it the general gist of what everyone has shared so far. When we get ‘desperate’, don’t understand we have the power to project who WE are vs. who THEY are(company/upline)confusion and ‘fur-flying’ ensues…been there done that! Our heartfelt thoughts: breathe…get that O2 flowing to your brain, read Kim’s advise…it is some of the BEST out there, and truly connect with your why…once you do it is better then having magical powers, it’s the TRUTH!
“There are no accidents or coincidences in this world.
Nothing is by chance. Everything you experience is a direct manifestation of where you focus your attention and hold your vibration.” ~Jafree
Onward and upward,
Mark and Correen
http://www.klouda.us