Do Business Well

Research shows that four out of five prospects don’t sign up until they are asked to take a starter file or some initial action. Yet many networkers fail to do this. So nothing happens. You should always bear in mind the ABC of selling: Always Be Closing! Try to persuade the prospect to take action.

Strangely enough, many networkers are hesitant to close. It is as if the prospect has done them a special favour by seeing them. But this is not the case. If the prospect wants to see you, it is because she wants to know more. There is a mutual give and take of questions and information between the prospect and networker, which should naturally lead to the prospect joining up.

One of the reasons networkers do not ask for the order is that they fear failure. They know that the majority of sales calls, perhaps eight out of 10, end in a ‘No.’ And who wants to be rejected? None of us. But the fact remains that if you don’t ask, you will never receive. You won’t get the job you want, an increase or get married!

To overcome this mental block, take a positive look at yourself. Mentally say: ‘I will get a “Yes.”‘ And you will, especially if you present your ideas in a clear and compelling way. The reasons why many sales presentations flounder is that the prospect’s needs are not clearly established, the benefits of the product not clearly demonstrated, the prospect is not given a reason to buy and, before the prospect is even half-convinced, the sales person asks for the order! Small wonder the answer is ‘No.’

A networker should never hesitate to ask the prospect to sign up. After you have, keep quiet. Don’t move. Don’t say anything. Just wait. Let the prospect make up her mind. Either you’ll get a ‘Yes’ or, if the prospect is not convinced, she‘ll ask another question. Either way, you know where you stand.

Once a prospect has decided to start her own distributorship take these actions:

• Let her sign up as a distributor.
• Give her a starter kit and explain what it contains.
• Discuss a sales plan: what to do to get business.
• Help her with a first prospect list.
• Go over some of the major products and be excited and enthusiastic about them. (Don’t try to cover them all! That will only confuse the prospect.)
• Help the prospect place a starter order. Don’t overload her with a massive order she will not sell.

As soon as you have completed these tasks, thank the buyer, congratulate her once again on her decision (but don’t be overly effusive) and then leave. If you hang around, any nagging doubts may surface and you could find your prospect thinking it over again and having second thoughts.

Finally, once back at the office, send all new distributors a welcome letter to make them feel part of the team.

Make sure your new distributor:

• understands the opportunity — what network marketing is about and offers
• is fully informed about the products. You can’t leap it all at once, so start with the most popular lines first.
• understands the compensation plan and the sliding scale of benefits

• realises that she is not just selling products but active income-generating careers
• realises that it is better to sign up a couple of topnotch distributors rather than all and sundry

• has specific personal goals. Help her to set these. Don’t let her order stock for her business unless she knows what she is likely to sell. A two-week supply is all that is needed.
• has a plan of action and gets started soon. Work with her and help her create a prospect list. Prioritise these. Try for an early success.
• attends weekly meetings at which you continually motivate and encourage
• understands the various forms in your business. They may be clear to you, but are they clear to your new distributor?

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