One of the most concrete “how am I doing?” questions Donna Johnson posed during our interview is:
Are you doing 2 x 2 x 2 each week?
“Two get-togethers per week (or ‘parties’) with a group of 3-10 people you know; two one-on-ones, and two sponsoring interviews, the latter coming from the first two sets of activities.”
That sounds easier than it is. But people do it. Here’s step one: Learn tell your authentic story persuasively during that first conversation when you’re setting trying to set things up.
“The time has come when we must offer a product or service that is demonstrably better. It is no longer enough to simply tell bigger lies in a louder voice than the next guy. If you want …to be productive, you must have a story to tell and you must tell it persuasively.” -Roy H. Williams.
Think?
All great Leaders have “structure”. I think both Kim and Donna are great examples of this very important and necessary foundation.
This structure is a “success habit.” Another success habit both Kim and Donna clearly do is follow-up. The “fortune” is in the follow-up, and they follow-up when expected.
What I also noticed is that both Kim and Donna “attract” people like themselves and/or the type they want to work with. They have a very clearly defined expectation of the type of person they want in their group. They’ve put it out there and also put themselves in places where they will meet those types of people.
I haven’t been doing exactly the 2x2x2, this is actually the first time I’ve heard of it. When I stopped and looked at what I am doing I’d say I am probably doing my equivalent. I’m doing 4 to 6 one-on-ones, and one to two business presentations a week. As well as, one or two calls with my downline a week depending on what we’re working on and what’s happening.
These interviews are showing me how I can be even more effective and how I might want to tweak my structure and success habits a bit. Even if I never do the precise 2x2x2, I do know that consistancy over time creates results.
Thanks Kim & Donna for taking the time to provide this for us.
The 2x2x2 is an excellent practice. I am working on putting that into my business model now. It is easier said than done but it can be done. Telling our story honestly with a tinge of persuasiveness on how the product or the business captured us will make reaching the 2x2x2 easier.
I’m all for growth,
Nancy Carlson
http://www.perfectmombusiness.com
2x2x2 does sound easy, but it is much harder than it seems. Generating momentum in the beginning is difficult. This is especially true for people who have exhausted their warm market and/or have a small number of people they know. If you’re one of those people who is hundreds or thousands of miles away from you’re upline, it’s a bit more tricky. This is our situation.
My wife and I love to do parties and we have been wildly successful selling products at parties…the 4 times we’ve done them. The parties are product only, no business presentation. To do 4 parties has taken us a year. Now, we don’t have anyone left to invite. Also, none of our guests have been willing to host a party or invite their friends to our house. This is very odd because these people love the products, most are still using them. Plus, they enjoyed the parties. Go figure.
We want to do more parties, we just don’t know how. We’ve offered free product, food and drinks, and even cash as incentives, but no one has helped us out. There is a huge cold market out there, but we don’t know how to reach it. Any ideas?
Of all those people invited to those 4 parties, who are your top 20 product purchasers on a recurring basis? Call of them and invite them to a “business launch” event. Also invite the rest of the group invited previously.
You clearly mentioned NOT talking about the business opportunitiy at those events. Now create a “business launch” and by starting with those to have shown they love the product, the probability of them wanting to take a difference look at the company is very good.
Re-invite them to this type of presentation… Just say, “Remember, Sue, when you and Rod you attended our party and we introduced xyz products? Well, we’ve decided to take our business to the next level and we are hosting our “business launch” and we are going to do a presentation on how the business helps families create additional income.
If they say, they have no interest in “doing the business”, you tell them, “That’s okay, We would still like you to attend because ____________(give them why you thought of them). or Ok, I understand, this business isn’t for everyone; We really could use your help in finding some people to help earn more money. Even though you think our business is not for you, after you hear the presentation maybe you can think of somebody it might be a fit for. And, We would LOVE to have you attend so that you could also give us your feedback on the presentation. You would also be entered into our $XXX valued door prize drawing.” Will you be there?
Have TWO business launch dates available for them so that if they cannot make the first date, you offer them the second date. If neither work, ask if you can put them on the list for the 3rd or 4th scheduled dates when you have fixed them in your calendar.
Cold market is basically developing the rapport w/them and finding out if they are interested in hosting a class to introduce you to people you don’t know and earn free product is available. Remember, the “party-plan” is not for everyone.
Hope this helps.
Charlene Malsom
Connelly, it does seem that you don’t have the “momentum” if you have only done 4 parties in a year.
Charlene’s suggestion about a business launch is outstanding, it works, and I encourage you to try it.
Does your company promote home parties? If so, how do others get new bookings and bookings from parties using your product?
Do you do lots of one on one presentations? Can you develop an incentive for that new person to have a couple people over?
Are you focusing on “parties” to people. That sometimes evokes more than one wants to get into. Have you tried asking, could you have a couple friends or neighbors over to try ……… or whatever?
Just some ideas. Sounds like you have enthusiasm for your business and love the product. That will continue to develop business for you.
Good luck, and keep us posted on your success.
Donna
Connelly,
You have some great suggestions already but I just wanted to add one more. I too had almost exhausted my warm market. I had one more party booked. I took a hard look at how I was doing the presentations and what worked and what didn’t. Before I went to that last party I changed some vocabulary about how I ran the business but my biggest change came on how I treated the hostess. I raved on and on about her. I treated her like a queen. I gave her great incentives(which cost me real money). It worked. It was my best party and I now have two more booked and more leads to still follow up on. Listen to Donna Johnson’s conversation with Kim this week, then evalute what you could do better and do it.
Little by Little.
Nancy Carlson
http://www.perfectmombusiness.com
I guess I need to clarify a few things.
When I refer to parties, I am talking about anything from a get-together of 3-4 people up to 10 people with food and product demonstrations. I just used the term “parties” to avoid all that typing.
Doing business presentations was not an option for any of these parties. Some people even told us they would not attend if any business opportunity was part of the party.
All of our customers are aware of the fact that they could sell these products, but none (yes, none, no exaggeration)want to. The topic is not open for conversation.
We have gone back our customers, some more than once, and asked them to invite a few friends over to either their house our ours. We’ve reminded them the only reason they have the wonderful products they now have is because they came to a party. We’ve offered to handle everything including clean up. We’ve offered free food and products and door prizes. The best response we’ve received was “I see if I can think of anyone who would be interested and I’ll get back to you.”
My company doesn’t have a Party Plan like Pampered Chef. We do everything ourselves.
We love doing the parties. We want to do them. Our warm market and current customer base are resources to draw upon. We need to learn how to go into the cold market. I know this is the hard way to do it, but it’s what’s available to us. We just are not sure how to go about effectively reaching into the cold market.
When I first read 2x2x2 I didn’t think it looked easy at all. In fact, my first thought was I don’t have time for this. If I can get in 1-3 hours a week, I’m fortunate. If this is what it takes to be wildly successful, then I guess I know why I’m not. I’d also wonder if I was chasing a dream that’s not attainable. I don’t want to be negative, but if I’m a “nylon stocking” kind of marketer, this is way beyond what I’m willing or able to do.
Hi Connelly: I think I understand your question. How can I get into the cold market? That’s where I’m headed, too. There are actually several good lead generating services out there that also offer excellent training. It costs a little money but certainly no more than providing food & drinks for parties. I am happy to share with you what I know but I’m not sure I am permitted to give the names of these companies in this blog. Feel free to email me if you are interested gojican@gmail.com Abby Carter