*Ahem. Christmas Commenter Raffle below.
In yesterday’s post (“Beware of Doctors…” here) we saw how Dr. Andrew Weil got skewered for using his MD status to recommend supplements that he’s also earning money on.
So now we come to us.
How many people have come to believe the same thing about us (after an experience or two)?
“Beware of friends who sell what they recommend…”
After all, that’s what we do, right? Don’t we use our status as someone’s friend or acquaintance to recommend our products or business to them? And don’t we make money on the things they buy?
Hence the description of network marketing (or MLM) as that business where you “make money off your friends.”
This is not a good thing. What can we do?
Some ideas next post…
Your suggestions to overcome this perception?
*Ahem. To entice you to turn on your brain about this, commenters to this post will be entered into a little Christmas raffle and one commenter will win either:
1) a 3-month membership to Network Marketing Central‘s community ($116). (If you already have one, you could win a 3-month extension…Hehehe. Or
2) a Skeptical Market Recruiter CD program. ($119)
Your choice – IF you win the raffle, of course. So turn your brain on, and share your thoughts about this sticky stigma our industry is stuck with.
Well you could lead with your story. Explain why you chose to take the products and then just be honest with them. I have had success by just being honest about owning a business in the Health and Wellness industry. You can become a go to guy (or gal) for them when is comes to a problem that you can help them fix. Tell them you don’t know if it will work for them. But what if it does?
In my 29 years with the same company I have always been up front about the fact I was selling the product I was so crazy about but sometimes people are uncomfortable buying from friends. If they don’t like the product they are embarresed to tell them or ask for their money back. But I prefer to do business with people I know something about – like their character – and if they sell a service/product I need or want I want them to make money so they can stay in business. Bobbie
For starters the playing field is LEVEL.
I can introduce my doctor to the awesome product that has helped me feel better, and I get paid on it, and so does he, and so on, and so on. Or HE can introduce it to ME.
This is how I see it: If I go see doc, he is probably gonna give me an Rx. I go get it, and if it doesn’t help me, or worse, it gives me nasty side effects…. TOUGH, I’m stuck with it. I add it to the pharmacy in my top cupboard. Back to the drawing board.
If he recommends I use a natural product distributed by a network marketer that doesn’t help, or I don’t like …. I CAN RETURN IT, and try something else.. WIN WIN WIN
I don’t, DON’T talk to my warm market first. I can’t take the rejection. (I might send them a letter, or flyer, or write a blog). I let them come to me. And they do.
I have no problem with someone getting paid for something they recommend. I think it’s a beautiful thing. God Bless America.
Lisa Dingel
It seems to me that if you are recommending a product or service that you have personally experienced, then the “selling question” doesn’t come into play. Remember: If it works for me, maybe it will work for you, too!
If we’re just telling our story, are we really recommending anything? This is especially true if we use words like: “Do you kow anyone who could benefit from a product like that?”
Kim,
Yes, we earn money on those we care about if they purchase our products, but they are already purchasing these types of things in some store in their own neighborhood anyway. My question is: Do you think that your friends/family would rather support you, someone they care about, or a big corporation that uses millions of dollars on TV or magazine ads to sell their products. The money for corporate ads does not really add to the value or the quality of their products, but it adds to sales.
Our company’s choose to use real people who really use their products to do the advertizing, thus money goes back into the pockets of regualar families like yours and mine. In my particular company as many as 7 families can benefit from one person’s orders. The money saved by not advertizing on TV etc, goes into research and development of better quality and safer, more natural alternatives … products that all families purchase on a monthly or weekly basis anyway.
I would hope that anyone who is sharing a product line, truly believes in them and has been helped in some way by the products.
In my case, and I am sure yours, many of my customers also have experienced health improvements in their own lives and a safer place to live.
So…my question back…what is wrong with that?
Darlene
The first obvious – and imperative thing – would be to let people know – ahead of time – that we are marketing whatever we are talking to them about. It doesn’t have to be pushy – it can be in a “here’s what happening with me now” kind of way.
Another thing is to be sure not to “hype” things up when we’re talking to anyone – family, friends or strangers. After all, as you so often remind us, Kim, just because we’ve had a great experience with something doesn’t mean someone else will.
For those of us who prefer to avoid this with the people we care about, we can learn to talk to strangers appropriately, letting them know what we have, asking if they know of anyone like us and finding the matches – kind of like playing that card game “Fish” -“do you have any …?”
Network marketers are not the only ones who “make money off their friends” – think of Person A who asks his friend (Person B) to submit a resume for him at Person B’s employers. Do people look down on A because he got a job as a result of “insider” help from B? Isn’t A in effect “making money off” B?
What’s the difference? It’s known up-front and unambiguous.
I think the key to remember is that we all sell something – whether it’s NM products, our skills to get a new job, or our attractiveness to get a mate. In all of our dealings we need to realize that honest, forthright communication is always the way to go. No hard selling, no hype.
I would be relieved if a dr knew enough to recomend supplements instead of perscription drugs, even if he was selling it. I would think if he sold it he must have researched the products
Throughout the years I recruited many network marketers who claim to have previously “burned all their bridges” when it comes to friends and family. This I find incredibly sad. Not that the bridges are burned – but because they actually believe that they are.
Hey, we all make mistakes. And those of us who are entrepreneurs are going to make the biggest ones of all. That is how we learn. That is how we develop, and that is what makes us successful in the long run.
It is our own perceptions that either limit us or set us free. If we perceive that we will be burdening our friends and family with our business, then guess what? We will be. However, if we perceive to be helping them and sharing with them something that we feel strongly and passionately about – then looky there, it isn’t so bad after all.
In my experience, those who fear presenting to friends and family are not entirely confident with their own product or service. Think about it. If they can’t speak with conviction to those closest to them, how are they going to assure strangers?
Dr. Weil sells products for profit. Is that really a surprise? The man sells his own experience and expertise in the writing of books. Why then, as an author, was he not viewed as a profiteering disgrace to the medical community?
I believe it was all perception.
Well let me think about this one. The products that I market were developed by a doctor as would be the case for many of us selling supplements, NO? Doctors get paid whether it is their own product or not and this is America and if a doctor feels that a particular product he recommends happens to be his own, so what.
We are doing the same thing only we are not doctors. Doctors are people to. He believes in his own philosophy, Natural Medicine. He is one of the few that does. He is a smart guy. If you are going to his site to ask for help, then he is giving it to you. What should he do, refer you to someone else’s product. Rediculous. It is free enterprise in America, remember.
I market a product that blah, blah, blah. It worked for me, maybe it will work for you. Sound familiar.
He is a network marketer. Ta Da!
Kim
I have always said I’m marketing or selling these products. Even before I knew how to work with my 3 scripts I would say “I’m a marketing consultant” if I was talking with a local business. If it was a kennel customer or any other person I would say I’m selling this product. I didn’t know what to say except I’m selling these products.
As for Noodler’s comments about ‘those who fear presenting to friends and family are not entirely confident with their own product’, etc. This was so not true for me. I had total conviction in my product. I did not know how to speak to my warm market until I got involved with NMC and listened to the 3 scripts CDs and read the book “If my products so good why can’t I sell it”. I wish I had known 3 months ago what I’ve learned here on NMC and maybe I would feel like I could approach family and friends as an advisor instead of just a sales person. I scared people off by trying to sell the business before the product. Anyway everyone knew I was selling.
Robin
This is one of the biggest mistakes I see so many network marketer make. How can you sell a product you have never used, don’t use or believ in. If I like amovie I tell my friends about it. If I like a restaraunt I tell my friends about it. Those things I don’t get paid for. There is nothing wrong earning an income off of helping family, friends etc save money, improve their health or whatever else is out there. Who carews if they like it or not and if they are really friends then they have no problem asking for a refund if it doesn’t work for them like it did for you. Imagine how a friendship or family rift could be created if I am am saving money, making money, or having amazing health etc and not sharing that with someone. That’s just selfish and in this business it is not about being selfish.
I was reading all these comments, and wondering, “why is it that I would avoid the Mary Kay lady, and other people like that?” And would somebody really prefer to give their money to strangers than friends?
I think they generally would. But, why?
Rejection. Not being rejected, but being put on the spot, and forced to reject somebody they identify with, and maybe like, whose opinion they value. When you go to some store, you don’t have to look such a person in the face and tell them you don’t want to do business with them anymore. When you buy from someone you know, face to face, you set yourself up to have to do that in the future.
I’m glad you asked this question, because I knew this was an issue, but I never thought about it deeply enough to put my finger on it before. When we buy from faceless entities, we don’t have to reject anybody. Nice people don’t like to hurt other people’s feelings.
The best way to deal with that, I think, is to be real clear about the fact that you’re selling something, and make a nice fat line between that part of your relationship and the warm, fuzzy part. Business is business.
That’s my 2-cents.
bk
“Hence the description … you make money off your friends.”
I would like to take this one step further. What if those friends joined your business, but then failed? This is something I’ve been struggling with lately. We all hear about how great it is when someone in our downline finds success and lives a happier life due to network marketing. We can find satisfaction in knowing that we helped them. But what about those who put a lot of money into the business only to lose it (whether it was a high sign up fee, large purchase of product, or enticement). Some people go further into debt in the hopes of making big money, while we make money from their loss. Are we not to be concerned about those who have failed while helping us move up rank? I think the perception is not only that we make money off our friends, but also that we make money while they lose money.
I have never liked having something shoved down my throat and I don’t like pushy salespeople.When a friend or relative ask whats different or why are you always happy or where do you get all the energy, thats when I bring up the product and let the business follow. If they see what the products do for you they want it now! They know if it has a lot of value to you it must be fairly priced and they don’t think about how much your making off of them. Sometimes you hear it must be expensive because every one in your upline is making money off you, so you sell and you’ll do the same. I can see a doctor selling his product after discussing the patients problems or examining them but not asking just a few general questions which apply to all the population that come toyour site.Everything is not for everyone, I guess thats why we have 120 some companies represented on NMC.
Great comments. Until I learned in the New Networking School how to “ask for the business” I felt uncertain and unsure about how to approach friends and family and so usually didnt.
Now, that has changed because I now know what to say using my story and if theres a match we go on and if there isnt we dont.
Yesterday, at a get-together someone said, “what do you do?” .
And “I market a product for someone who…” rolled right off my tongue.
I just love it!
Thanks
Mary
This may not be NM correct (it’s correct for me albiet a little slower than some may like), but I approach my NM business the way I approached my Financial Planning business in my “previous life”. I never sold a friend or relative an investment or an insurance policy, although I had friends and relatives as customers. They all knew what I did for a living(just by the normal interactions of life and not some hyped up approach), and that I was proud of my products. I decided early on that friends and relatives would have to “take it away from me” for them to be my customers. I think they appreciated my honesty and approach. When the time was right for them (not me) and they were looking for the type of product I had they would let me know. It was surprising the number of fiends and relatives that became customers, but were never sold. It was the way I was comfortable. And it worked then and it still works today for me.
Of course I always lead with the tried and true “first date script”, it lets them know up front that I’m selling something (and obviously making money on it)but also that I use it and believe in it. I’m emotionally tied to our products because I truly believe they gave my sister her life back — I include her story in my “script”. But here’s the catch, I have a 2 sided business card — one side health & nutrition coach, the other weight loss with my before & after photos right on the card. If they seem at all uncomfortable, I take the heat off immediately by letting them know that if they want more information or decide they’d like to order later, they can just visit my “brochure in the sky” which is how I refer to my website. It lets them investigate anonymously and order if they feel like it — without that feeling of the salesperson hanging over their shoulder pressuring them to buy something.
About doctors and ethics — one of our doctor/distributors hosts an INDEPENDENT scientific medical conference (2nd annual this Feb)for anyone in the medical/health/nutrition/wellness field. It’s sort of an educational Network Marketing Central. He has a host of lecturers from the above mention fields to educate and get attendees to understand the importance of nutrition and prevention. Last year the immediate past president of the AMA addressed the conference on the issue of ethics. He cleared the air on why (and how)doctors can be network marketers without damaging their practice. As our Dr. K says — if he has a patient who needs a hysterectomy, he’s not going to send her down the street to another docotor, so why would he send her to Weight Watchers (etc) when he believes he has the best solution for her need for weight loss? He’s upfront about it and refers them to his (separate)wellness office which is “staffed” by his downline. Many of whom are also his patients.
If anyone wants info about the conference, email me at:
https://www.networkmarketingcentral.com/?profile=253
I have been with a MLM for 30yrs. Most of my friends and family know and love the products. I am very upfront about choices they can make. If they want to be a client then that’s wonderful.
They can be home shoppers, make a bit of money, make more money or move on up the ladder of Management. I explain the whole process and they all know what percentage I make off their orders.
If they try the products for the first time and love them great!! If they live far away it is much more sensible to sign up and get a discount on the products. I help my team so they become successful.
We have teleconference calls, lots of training and I am available to help them every step of the way.
If someone doesn’t like the products then I will buy them back. I don’t want anyone “stuck” with products they don’t love. I have a passion for the products I sell. This process is working for me.
I don’t like to make decisions on the spot. When I see someone trying to sell me something, I run away.
I like to take my time and make a decision based on what I enjoy.
I would shared my story– something like Before I took the product, I couldn’t run anymore. After taking the product for 6 months, I can run again.
I would wait for them to let me know if they are interested or not.
Enrique
em99_9@yahoo.com
Good question Kim
I’m still newish where I live so I ask friends and neighbors about restaurants and businesses and most then tell of their experiences – good or bad – with certain places and they do not tend to promise me I will like it. Isn’t what we do the same thing? Telling others what our experiences have been?
I don’t get angry with my neighbors if I try a place and have a different experience. We are all different and may not have the same results. That’s why we have learned to say..”I don’t know if it will work for you…..”
We tend to get angry mostly when we have been hyped into buying something based on a promise – then when it does not work for us – we are mad at the person who sold us that product or idea – and especially angry if they have made money on that sale.
When I was in college I had a great teacher for one of my classes who said “Don’t make threats you can’t keep.” It’s one of the few quotes I still remember and it’s the same with promises – Don’t make promises you can’t keep.
Lynn
http://growolderbetter.com
Here is the essay I wrote on this topic for my budding business builders. Note the heavy Klaver influence and reference, :).
Are we selling, or just sharing?
Let’s get one thing straight:
People hate feeling they are being sold. Most people do not wish to be sales people.
On the other hand, people enjoy hearing about products that work from people they already know, like, and trust. Most people recommend products and services to each other.
Where does that leave us as network marketers? Are we selling, or just recommending?
The answer is: both.
And it is important to be totally clear and honest about both aspects.
Network marketing is a form of direct selling that uses referrals by contented customers instead of stores, ads, and a professional sales force.
We are recommending, because we use the products ourselves.
We are selling, because we get paid a commission on referrals.
The “Let me share something with you” approach often creates resentment and resistance. Why? Because when the seller’s financial interest comes out, it appears there was a hidden agenda all along.
Many prospects will now dismiss the whole previous conversation. It was just sales talk,
and therefore not to be taken seriously. (Thanks to Kim Klaver for that insight)
How do we get around that?
We mention the referral factor first, upfront and above-board, before any sharing.
The most brilliant training I got on this topic came from Gold Ambassador Joy Gilfilen at an Amazon Herb Company training. AHA!!
Joy pointed out that people distinguish between private space and commercial space.
They both have their place. We all shop, don’t we?
If you opened a shop you would invite all your friends to the grand opening.
They would come with balloons and flowers and generally wish you well.
And they would know your shop is commercial space, even to friends.
We really resent an unexpected intrusion of commercial space into private space.
Using a private social occasion as an opportunity to sell is just plain bad manners.
Inviting people over for a social evening or lunch and then springing a so-called opportunity meeting on them is a disgusting approach that has given MLM a bad name.
Inviting friends to something like a Tupperware Party is totally different.
The party creates a commercial space at home. The intention is honest and clear.
Much awkwardness that occurs in your networking marketing business comes from not knowing how to cross that gap between private and commercial space.
The gap is easily crossed by being honest and asking permission.
Here are two dialogues to illustrate the point. The product is obviously fictional.
The bad case scenario comes first.
Carol: “Hey, Liz, its Carol. You know how my knees have been bothering me? I found something that really helped. I know you were looking for something for your aching back.”
Liz: “My back has been killing me lately. I’ll try anything. What is it?”
Carol: “It’s called Joint Fixer. It is an herbal formula based on Traditional
Chinese Medicine, enriched with genuine powdered Unicorn Horn.
It sure is working for me!”
Liz: “Sounds interesting. Does the neighbourhood pharmacy have it or do I have to
go to the Health Food Store in the mall?”
Carol: “You can’t get it in stores. You can buy it retail from me, or I can set you up
with your own account with the company I get it from.”
Liz, indignant: “Oh, you are trying to SELL me something!! Don’t tell me this is one of those MLM deals like the one uncle Archie was into? He would never take no for an answer and he was driving everybody nuts.”
Carol, stumbling and on the defensive:” Eh, yes, it sort of is, but we are not like uncle Archie! “
Liz, cynical: “Yeah, sure. Sorry, I am not interested. “
Now, compare this to the following, where Carol is totally honest about her interest.
“Hey, Liz, its Carol. You know how my knees have been hurting? I found something that really helped. I know your back has been bothering you. This stuff just might help you.”
Liz: “My back has been killing me lately. I’ll try anything. What is it?”
Carol: “Before we go any further, I have to tell you that you can’t get his stuff in a store.
It is only sold through independent distributors. My friend Ann told me about it.
I just became a distributor, so if you want to try it, I earn a few bucks. Can you live with that?”
Liz, laughing: “Of course I can live with that, what are friends for! Say, is this one of those MLM companies?”
Carol: “Yes, it is”.
Liz: “I’d like to hear what you have, just don’t expect me to start running around selling,
OK? I am not into that. My uncle Archie was with one of those outfits and he drove the whole family nuts.”
Carol: “No problem! That part is totally optional. Now, shall I tell you what I am using?”
Liz: ”Please!”
Do you get the picture?
Carol has asked for and received permission to enter commercial space.
Liz has in a way stepped into Carol’s store and is now open to the information she will find there.
Kim Klaver has an excellent article on this topic on her website.
The link that is coming is an affiliate link. The article is free to read, but if you decide to buy any of Kim’s books or CDs, I earn a few bucks. Can you live with that?
You will find the article in the side bar on the left, in the article archive.
It is titled “It’s just like recommending”.
Go to: http://www.whowho911.com/?ienvan
Happy selling/sharing everyone!
Permission is granted to use and share this article as long as credit is given and nothing is changed.
Ien van Houten
ienvan@telus.net
http://wildhealing.net
I certainly have enjoyed reading all of the previous posts….
My dentist is my friend.
My general practitioner is my friend.
My hairstylist is my friend.
All of them have been in business a long time, now.
When “my friends” recommend a toothpaste, a prescription, a cut.
I listen, and most times I “go with it”.
They have credibility.
I feel that all of us in sales must earn that, credibility.
How can we do that?
Is it through the telling of our own experiences and testimonials?
Or, can it be earned by the way in which we conduct ourselves?
Do we make up results, embellish?
Do we follow through?
Do we present ourselves in a professional way?
Is our service, good?
Do we live by the “Golden Rule”?
It takes time to establish a good reputation, to earn that credibility, that good name.
But, is it only about the product?
It’s very important to remember, that ultimately, it’s, “YOU”,
that you are selling.
It won’t matter whether you are selling to a friend or a stranger.
Do you pass the test?
Should buyers, beware?
I choose whom I do business with.
Don’t you?
I certainly want them to be successful so I can continue to do business with them. And, yes, they all are making a profit due to my patronage. And that’s a wonderful thing!
Awhile ago I had the opportunity to tell someone about our products. He became angry and said “I suppose you get some money if I buy the stuff, right?”
I was going to say “Yes, but if that is what will hold you back from purchasing the products for your health, I can tell you other ways to purchase it and I don’t get a dime (not a good saleswoman, I know!)”
All I got out was “Yes…” before he blasted me with being an opportunist, etc.
I will print out what Kim will write as follow-up to this blog and eagerly read it!
When I first read this post, I remembered the ‘epiphany’ I had a few years back concerning TV commercials that show two people talking. One is bemoaning how miserable they feel, and the other is recommending a product that is supposed to help with that particular problem. You see this alot with over the counter and prescription drug commercials.
At that moment in time, I remember thinking: “Why do people buy products based on what they see on TV rather than support people they know (friends and family) who aren’t doing anything different than the people on TV?”
Aren’t most, if not ALL, TV commercials designed to get you to buy something? And don’t we go out and buy what we see on TV? So why do people that we know have a hard time buying from us? They know us, they don’t know those TV people, and what’s more, they have no way of knowing if those TV people actually use the product they are promoting!
When I first became involved with network marketing, I did everything I was taught, but obviously did everything wrong. I let all my friends and family know that I was a distributor, but I couldn’t understand why people I knew wouldn’t support me in my new business. There was ALWAYS an excuse. In hindsight, I believe it had to do with my trying TOO hard and telling TOO much.
Now that I’ve gone through the highs and lows of this industry, I have a better understanding than when I first started. I’m beginning to relax and have a different attitude than that of desparation. And I’m learning what language actually puts up barriers versus words that will get the answers I want.
What I have also learned is that people I thought were friends, were actually just people I used to work with. Real friends will support you just because they like you. And if family needs what you have, they will at least try it.
This is very interesting to me. As my doctor makes money on some other things he recommends. For example..when my dentist suggested that I needed a root canal, and showed me the x-ray to with the internal decay, I did not complain that he would be making money when he performed the root canal. His job is to recommend as necessary for me to have a healthy smile.
I would not be offended if a doctor recommended vitamins, if he gave me good reasons why I would benefit by taking them.
I think as Network Marketers, we need to self-examin what our intentions are. When asked what I do for a living, I respond that “my passion is spreading the news about how people can take care of their own health… I do this by offering private or group discussions including diet, exercise, sleep, and supplements when needed.”
Almost everyone, responds positively including some who ask what kind of supplements do you offer?
I respond that “supplements are only one part of the health consideration, but when a person feels they need supplementation in their lives, I recommend “my company’s brand”, because I have found that they provide the results I want for my family.
“My son in particular used to live on OTC allergy products, until an email I received from a friend prompted me to start giving him “my company’s product”. He now has a summer job mowing lawns, with no allergy troubles. My whole family has had similar positive results.
“Because of these good results, I have decided to add distribution of “my company’s products” as a part of my business, so that after our discussion, if a person decides they want supplements, I can provide them an easy way of getting what they think they need.”
I know this is long, and sometimes I only say parts of it. Or this conversation will happen over a period of time and various school or social events.
But my point here is that I truly want to help people, and portray that as my passion.. because it is. And I think people respond to my genuiness.
Everyone needs money… we all need to sell something… as NWM or as a person in a office… we all have customers looking for our service or product.
So be passionate about your “why” and that will come through as you explain that you are doing this as a business as well… because why wouldn’t you want to be passionate about your business.
(I bet, you’ll make some people jealous… because they are not passionate about their j.o.b.
Kathy
Kim, I have learned from you to let people know upfront that I sell whatever it is I’m recommending, and to allow them to make up their own minds without any pressure from me. However, I have found that some friends don’t seem comfortable buying from me and I agree with Anita that real friends will support us because they like us (as long as we aren’t hounding them).
I normally say very little about my products to friends and family unless I hear them complaining about a health issue they are having. I then ask them would they like to do something it? Then depending on their answer I will recommend it to them. It’s then their choice. If they have a problem with me making money from their purchase it’s their problem. I think we focus to much on prople who don’t have the right mind set when it comes to things like this. We are not doing anything wrong. They have no problem going to the corner store. What’s the differance?
I market a product for people who don’t have the energy to get out of bed in the morning, like I used to be.
HEHE
signed
tired of making things harder than they are
Cindi N
Unfortuntly, we can’t change the whole perception of our industry with a snap of our fingers. The only thing we have control of is how people percieve us-and when they do, WE are the industry. So, we can only change this one conversation at a time.
I don’t think that people have a problem with people they know making money off of them. I think people have a problem with what they percieve our motive to be. If it seems that our only concern is making money off of them, without any regard to thier well-being, then that is a problem. Most of us don’t like to even have an extended conversation with people who are self centered and disrespectful, so why would they buy something from someone who behaved that way???
Part of my solution to this challenge in how people percieve my marketing is to implement “generous marketing.” After I have used the scripts in Kim’s book, and they want to try the product, I give them a full bottle. I order and carry enough product with me that I can give it away. It reinforces my position as an advisor. I have great confidence in my product that when a person has enough time to feel the benefits, they will want more and be eager to pay for it.
Would someone who was only interested in making money off of them give the product away??
What I also know is that nutritional products have the greatest customer loyalty of almost any industry. Once a person is hooked, it requires a lot for them to change their mind. This is one of the reasons network marketing works, product loyalty. It is the mechanism behind residual income. Customers buy and buy over and over.
The other part of my solution is that I display genuine concern by listening. Once someone starts talking about what really bothers them, I just listen. That is what most people really want, to be heard. By being generous with time and attention, people feel safe and they get the sense that my motive is out of real caring for them, not just myself. They know that I sell the product, and it doesn’t seem to bother them because they also know that I care about their well-being.
After I give them product, and they have tried it for a few days, I call to check on them and see how they are. It makes them feel cared for, and they can ask questions or get clarity about something. It is also a good way to make sure that they took it correctly.
I think that changing people’s perceptions happens in the details. It is the little touches that make the difference. No matter what our “technique”, people know if you are really in this just for the money, or if you are in this because you also care about others. People are not as easily duped as we might think. And even if people can be duped sometimes, you know the truth, and you have to live with it.
What wonderful responses here!
I’m forever amazed that friends are often reluctant to buy products from me, knowing I’ll make a few dollars on their purchase, and yet they’ll hire our realtor friend to sell their home, knowing she’ll make thousands of dollars on the transaction. But, my amazement no longer fazes me, thanks to Kim’s training. My friend can say, “I market houses for people who want to move” and I can say “I market a product for people who want to eat more fruits and vegetables” — the end. Thanks, Kim!
Dianne
Whenever I speak to friends or family, particularly those I haven’t spoken to in a while, I always tell them that I’ve started a new business. When they ask what business I’ve started (I’m a scrapbooking consultant), I tell them, then invite them to attend a workshop to try out our products. If they are not interested, I ask if anyone they know scrapbooks, and if it’s still no, then I thank them and change the subject.
It’s okay for them to not want what I have to offer. It’s not okay for me to not offer because they may not want it. 🙂
My $0.02