Talking to people is the lifeblood of anyone’s network marketing business. Do you make these mistakes in your conversations or presentations?
1. (Breathlessly) tell them how amazing or unbelievable your product or service (or business) is.
2. Announce that this will be really big, or it’s the next Google or Apple.
3. Use technical language that you learned from the company.
NOTES
1. Everyone is selling everyone constantly and people are sick of the big claims, EVEN IF THEY ARE TRUE, because they don’t have to time to check out every claim they hear. Plus you are selling it, so your words are NOT taken on face value. Talk as you would if you were telling a friend about something you like, that you are not selling.
2. Hundreds of companies say they’re the next Google or Apple. Everyone knows that they almost ALL fail. People do not time to check out the many big claims they hear, and since the odds are low of any of the predictions being true, they pass. Some people are pitched 10-20 times per week. They can’t ALL be the next Google, can they?
3. Speaking a language no one understands but the other people in your company is silly. Using jargon and big words is not a good way go make friends and influence people. Try a conversational style instead. Talk about the product the way you would to your favorite Aunt – AND, as if you were not selling it.
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Customer Savvy/Customer Empire building program starts August 22. Active Participants SOLD OUT. But we can take five more Auditors (listen-only live). One auditor option includes a cheapie 3 Scripts CD set. Via phone from your home.
I once made all those mistakes, sometimes all three to the same prospect! That was before I learned that network marketing is not about selling but about relationships. It’s difficult to relate to people when you’re hyping the living daylights out of them.
Thanks for the reminder.
Steve DeVane
Hi Kim: I really appreciate this post. It took us a very hard time to learn this lesson.
It’s especially difficult when the only marketing information most network marketers get is from their companies.
My husband and I did not start getting this right until we really understood that no one wants to be sold. In this fast-moving, technolog-driven age, People are bombarded with sales pitches in all aspects of their lives. As a result, they’ve developed sophisticated radar systems that detect and repel anything that even remotely looks like a sales pitch.
We learned the hard way that people don’t want products per se. Rather, they are seeking a solution that will help them look or feel better. They don’t want a network marketing opporunity per se. Rather, they want an asset to help them achieve financial goals.
What’s the bottom line? We’ve learned it the hard way. People want a solution to a specific problem or challenge. And they are only going to trust you to be the bearer of that solution if you have managed to build some authentic and integrity-based relationship with them.
Thanks for your wisdom. I enjoy gathering insights from a master.
I used to do all these mistakes because that was exactly what i was taught to do. I am still catching myself from time to time to do some seller talk.
The challenge i am facing though is that my new distributors going at the meetings listen to the same training that give all this seller talk. Of course i created my own start up training manual with all the right language in it but they still have to go to my uplines training to “see the bigger picture”. I am not yet in a position to create this for them.
Kim what do you suggest i should do to “protect” my people from learning all these “bad” words/phrases they might learn from all my upline.
Theodore from Greece
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Theodore from Greece:
To protect your people from hearing and learning such language, I’d encourage them to 1) stop going to the meetings where that is taught and 2) offer get-togethers of my own with them, and practice learning better language.
Let your folks know that this type of seller language may not go over well with most people, and you don’t want them to get discouraged and quit.
I can tell you my my last business, we built a group and had our own meetings during the year. Every Saturday was Super Saturday with our team and once a year, we’d go to the company event. We had a higher retention rate than any other group in the company.
This is good stuff. I know I have had people tell me how they appreciate my “no hype” style. It sure is true that if you just “be yourself” you will get a lot better results. My #1 rule is to treat people the way I would want to be treated.
If we wanted to learn some of this information from one of the CD’s or books you sell, which one would you recommend?
Bret —
This kind of information for recruiting is in the Art of Recruiting CD program, and in the Truth book.
For building a customer base, it is in both the 3 Scripts CD + Orange book combo, and in the more recent Customer Enchilada CD + Orange book combo.
Hope that helps.
Both of those are on the store page here. (http://orderkim.com)
Kim