A practical approach to building a network marketing professional.
Jim Rohn spoke about “The Bridge… the most fulfilling part of the network marketing profession.”
A professional network marketer helps people solve problems.
What I am going to explain are three steps that are iterated in developing prospecting skills in a business building approach. The style of a new marketer’s team has a big effect on the support, success and satisfaction of their efforts to build a business (please see my previous post about picking your team).
Step One: Know your Company and Opportunity. It’s important to have a practical (I said practical, not necessarily extensive) understanding of the key strengths of your company. This is straight forward. You can look up the history, the details of the compensation (“comp”) plan, how your company excels in customer service. You should be a regular consumer of some of the quality products your company offers.
Be “fired up” long term about the company and team you are part of and the solution you can provide for people who need it. You will need to begin with a balanced plan of training, coaching and prospecting based on your personal goals.
If you are in need of income, a greater percentage of your time needs to be involved in prospecting (steps 2 and 3). Spending too much time training and reading facts are not as advisable as, I would say, “going about your life” companioned with a different attitude (a more exciting and anticipatory attitude).
Network marketing is something where getting feedback from experience, mistakes and all, greatly speeds up the learning process.
Step Two: Build relationships. This is a people business. It feels like, every interpersonal skill you possess will be put to the test, but in a valuable and satisfying way. As you continue to test yourself in becoming a sponsor, you will become stronger and wiser, feeling more capable in helping others.
A sponsor is instrumental in formulating solutions and inviting. The best way to do that is to first understand the needs of a person. In order to be a good sponsor, first, you need to be likeable.
Being likable is significantly hinged on listening and empathetic skills. It is a misconception that a sponsor with strong “sales” skills will excel more than any other. It has been said that professional sales people usually require retooling of their philosophy to achieve greater success, the kind of success network marketing has the potential to create.
Step Three: Build Bridges. Learn to invite. This is where all of your skills come together into designing the “bridge” Jim spoke of, the bridge across which a prospect may see your opportunity as a solution.
At first, the design for the first step across the bridge looks pretty generic, a simple invitation. Every sponsor must go through the ongoing experience of how to involve their individuality, the needs of the prospect, and the chemistry developed in their relationship.
Everyone is different and unique, so your ability to be dynamic and flexible, pulling from an ever growing bank of experiences will pay big dividends for you in the future.
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I’ll see you… on the next page