Do Business Well

After contacting your family and close friends, contact those prospects on your prospect list who are likely to give your business a flying start. Who are these people? Research suggests they have these characteristics:

They are enthusiastic and positive about what they do

Enthusiasm is like the glowing embers of a fire. Blow these embers gently and soon you have a roaring fire. Enthusiasm is catchy. It rubs off and it spurs people toaction.

They are believers in your products and company

You need convinced people in your network. There is nothing as convincing as someone who talks passionately, not because she believes that an idea might work but because she knows with mind, body and soul that it does.

They are ambitious

All progress depends upon ambition. If you are not ambitious, you will stay as you are for the rest of your life. Nothing will change. You want people who believe that they can make a difference.

They are social people

Networking is a people business. So you have to like people. You have to want to help them and enjoy social interaction.

They have some spare time which could be put to good use

Some people’s lives are dictated by circumstance, such as having to look after an ailing child who needs constant attention. But most of us have spare time which we can use for a hobby, to play sport or for network marketing. Your good network prospects may be housewives, retired persons or students with spare time.

They have strong self-esteem

Prospects who have high self-esteem are well-groomed and take pride in their appearance. They are prepared to work hard for what they want. You need some of these drivers in your downline. They look at activities in terms of results. Through their success they show that network marketing makes sense.

They have previous sales experience

People with sales experience have a head start in network marketing. They have a natural empathy with people and will have acquired some of the selling skills necessary to persuade prospects.

They have initiative

A good prospect makes things happen. If sales are slow, they don’t bemoan this fact. Rather, they think of some idea to get sales going again in full gear. They are prepared to try out new ideas and methods of generating business. They take a creative approach to network marketing.

They are hard workers

Need more be said?

They are caring people

Would you prefer to buy from someone who just wanted to do the deal or someone who is interested in your problem and in helping you? No prize money for the right answers there. People with a genuine interest in the prospect and in helping her will succeed.

They want to make money

If your prospects do not have this need for whatever motivation, you could be wasting your time. Ask a couple of questions to establish whether there is a real need:

• ‘I don’t know about you, but some families are finding the rising cost of living pretty tough. I imagine you wouldn’t say no to earning more?’ (Focuses on basic survival need.)
• ‘Have you ever thought what you might do if you were retrenched?’ (Focuses on security needs.)
• ‘How would you like to spend a fun-filled holiday with your family at the Lost City?’ (Focuses on social needs.)
• ‘Have you ever imagined yourself driving a BMW?’ (Focuses on esteem needs.)
• ‘How would you like to be your own boss?’ (Focuses on self-actualisation and realising your true potential.)

What motivates people to become involved?

The mainspring of motivation — the inner core that drives people forward — varies tremendously. Here are just some of the motivations for people wanting to get involved in network marketing: for some people it is the chance to earn more money, for others the fun of the social network, the challenge of building their own business or the desire to improve their station in life and purchase things such as:

• a new car
• a new home
• a holiday home
• a swimming pool
• overseas travel
• home improvements
• financial planning for retirement
• home furnishings or appliances
• money to pay the bills
• supplementation of present income
• investment — the nest egg
• life insurance
• new clothing
• medical care
• greater savings
• education for the children
• a family wedding.

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