General

If you hate pushing your group…

In my first two companies years ago, I spent a lot of time following up. No, not with people who hadn’t signed up yet – but with those who HAD.

At the time the people signed up, they seemed motivated and ready to go. AND they had bought product.

Within two weeks, I was calling them, pleading, trying in the nicest way I could to persuade them to come to the meeting, listen to the conference call where successful people were telling what they did…etc.

But mostly, my new people told me it was Saturday, and they had to clean out their garage…

I hated that, and worse, I couldn’t figure out what had changed for them. Suddenly, their spunk for the business had disappeared into thin air.

My students tell me today is no different. People sign up for the business, buy product, then disappear.

How do you find someone that does not require babysitting, motivational pep talks each week, and who doesn’t start crying and blaming others when obstacles come up?

Two things I’ve learned these last 19 years of doing NM or NM training full time:

1. The promise of $ success is not enough to sustain a person’s motivation to learn how to do the business – not beyond the first 30 days. No matter how many people like themselves they see crossing the stage or how many success stories they hear or see online.

2. At the time someone is exposed to the opportunity, they must be either
a) extremely dissatisfied to the point of disgust with their current financial situation, (but they have not given up on themselves),
b) they must have a deep desire change the world, and they see your product or business is a way to do that, and
c) they totally believe in themselves and don’t ever give up. They adjust or change direction (i.e. do something else) but don’t give up.

In the early years of my NM career, we heard it was just a numbers game. Call hundreds and hundreds of folks, they said, and perhaps one of these types will appear.

Example. My top banana sponsor and the #1 guy in the company (her immediate sponsor) sent out 3500 letters once to past but inactive reps, offering to tutor someone to become a great networker. Only one person, they told a big audience, responded. Then they pointed to me and brought me on stage.

By then, I’d become the first person to hit the very top spot in that company, in the shortest time in their 25 year history.

One response out of 3,500 that turned out.

Today, I do not recommend calling hundreds and hundreds of people. First, most people hate it so they don’t do it. Second, the folks at the other end are none of the above. So who has time?

What I’ve learned is this: Like shopping for shoes, the process of selecting people for the business must begin by asking for the right style and size.

Describing who you want precisely goes totally against the grain – at first. Because a nagging fear immediately whispers: What if I miss someone? What if I miss someone?

Describing who you want to a T has an advantage, however.

Yes, the group of folks who respond is much smaller. But, consider this: If you want to buy a pair of a women’s size 8, white, Nike running shoe with shox, do you really want to try on ALL the shoes in Nordstrom, including all sizes and styles of men’s and women’s? Or just try on the 5-6 pairs the salesperson brings that fit your specs?


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About the author

Kim Klaver

11 Comments

  • If you take the time to create relationships and get to know someone BEFORE you sign them up, you will know if they are right for your business or not. You will know if they will go to work or flake on you.

    Sure it takes longer that way, but your organization will be that much stronger.

    Instead of slamming people into the business and having a precious few go to work, get to know them first, explain what they need to do and see if they are willing to do it. THEN, and only then, IF they are willing to do what it takes, sign them up.

    ~Roxanne Green~

  • Good thoughts Kim…to add…

    70% or more people are not taking action because life just gets in the way sometimes…they needed to get the car fixed, took child to doctor, went to a little league game, etc, etc…and these are important things.

    So making MANUAL phone calls to people to motivate them is a bad idea and not an effective use of time. Instead, put your team in an auto-responder that you can send emails each week that motivate.

    Make yourself available to those who want YOUR help instead of spending that time making phone calls to motivate people who just aren’t ready to take it to the next level.

    It also goes back to your ability to sort & qualify your leads on auto-pilot so you can focus on building your business…and this is what I teach my students.

    This allows them to learn and implement the ability to drive TARGETED traffic to their You Inc.

    Add in several other time leveraging technology, skills, and no how so you CAN have more time for your family but still be building your business and supporting your team at the same time.

    John
    http://www.IfGrandmaCanDoIt.com

  • Kim,
    You have hit the nail on the head. When I discovered you, I thought your take on network marketing was so refreshing. In the old school way we are trying to cram something down everybody’s throat and that is not the way things work. Sure we need to make our warm market aware of what we are doing, in other words PROMOTE, or else no one will know what we are doing. But you are teaching the right way to promote to the warm market by asking for referrals and making the right shoes come forward voluntarily. I recommend and practice your ways for getting customers and new business partners. Since network marketing is promoted as a low budget business (and that is honestly the biggest lure for most wannabe business owners) calling friends and family is the staple of doing business initially as long as it is done properly the way you teach, Kim. This provides the new recruit the ability to develop their communication skills and earn while they learn. But eventually one has to go to the worldwide pool of prospects. Here it is better if people come to you, in other words- advertising. If this is not done the right way, you can quickly spend more money than you can earn. And that will make a lot of people quit. Indeed at some point, finding new prospects becomes the biggest bottle neck for your business. I stumbled upon a unique concept of attration marketing and education BEFORE someone signs with you. I think new age network marketers should consider taking this approach.

  • Roxanne,

    You said,” If you take the time to create relationships and get to know someone BEFORE you sign them up, you will know if they are right for your business or not. You will know if they will go to work or flake on you.”

    How does the relationships you build with your prospects tell you that they will go to work?

    Curious,
    Tom Doiron
    Atlanta
    http://www.TomDoiron.com

  • Tom,

    That’s a great question. I take time, get to know someone and if they ask about my business, I give them “homework” to do.

    For example, I have a questionnaire that I ask people to fill out. A simple form that gets them thinking.

    I also have a short 5 minute video that I did designed to leave the person watching with a question or two.

    If someone won’t take 10 minutes to either fill out the questionnaire or watch the video and get back to me with questions, they are not coachable and will not go to work.

    I have a couple audios that I ask people to listen to that explain how this is not a get rich quick scheme and they will not get rich overnight.

    If someone does all of the things I ask them to do to get educated and see if this is something they want to do, and if I am creating a relationship and a bond with them, then I know that they aren’t going to “flake” on me the moment they sign up. Otherwise, they wouldn’t have done all of the preliminary stuff (getting educated).

    I hope that makes sense.

    ~Roxanne~

  • I like the shopping for shoes example.

    Everyone needs to develop their own way of prequalifying a prospect for their business, but if the truth be told, I don’t think we can pre-judge anyone else’s devotion to their business.

    I am willing to give someone a chance who tells me they are willing to do what it takes to make the business work.

    My time is valuable, however, and I only want to spend a lot of it with those who show me they are working.

    After spending a little time around them, you can tell who is going to put forth the effort and has what it takes to not give up.

    It all has to come from within!

    Brenda Bunney
    http://mlmsuccessbunney.com

  • I love your shoe analogy. Your post illuminates some very important principles I learned recently from talking with Bob Burg, who is the author of Endless Referrals: Network Your Everyday Contacts Into Sales. Great book available at Amazon. I highly recommend it. In fact, I recently had the chance to interview Bob Burg. I’ll be posting that audio interview on my blog in the next week or so http://www.championshipmlm.com. Over the years Bob has done a lot of coaching for network marketing professionals. He talks a lot about how to network correctly. Just as you say you would certainly not set the goal of trying on every Shoe in the Nordstrom shoe deparment, nor should you pitch your opportunity to everyone within three feet of you. Rather, we have to focus on building relationships. I like to think of it this way: Prospects in my funnel are a long term asset. The relationships I build with people create an opportunity for people to get to know me as a trustworthy resource in my field. If I am someone a prospect knows, likes and trusts, that person will feel comfortable tapping me when the timing is right for them to make a life/profession change. I always remember that having someone join my business is not typically a result of my talent in presenting it. Rather, it results from the fact that my presentation reached the prospect at the right time in his or her personal and professional journey. Thanks for your great insights in this post. I really appreciate your fresh and honest approach to this profession.

  • Right on Kim….to condense your blog into one word …you reinforce that “marketing” is the key to success in this great industry. That’s why it’s called network MARKETING!

    Keep on happening!

    Rivers Corbett
    CoFounder
    MLMOUTLAWS.com

  • SPOT ON!

    You can lead a horse to water, but you can’t make it drink. People have to have the passion and fire within to make success happen.

    You can talk and train and bend over backwards until you are blue in the face, but if the team members don’t feel the burn within, you’ll be spinning your wheels and going no where!

    I often hear “he/she can do it, but I can’t” at which point I explain “they have the exact same tools as you…” followed by “the only person to stop you from success is YOU!”

    Alethea Anderson

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