Although network marketers like to think otherwise, this industry is a sales business and they are the product. Yes, we are selling our opportunities or products, but truly, network marketing involves branding oneself more than anything else. Building trust is a critical element as we develop relationships with our prospects. When this factor is absent, so is our equipment and our residual income. People buy and team up with those they trust and when their needs match your offer, not before.
So what specifically do we need to do to convert our prospects into team members or customers? Well, first start with a casual conversation. We are expected to initiate valuable discussions because, essentially, that is what leaders do. Outlined are six steps to put you on the best path to team building success!
1) Create awareness
What you are not aware of, you cannot experience. You have to find marketing strategies that suit you to “get the word out” about your business. Strategies range from social media (Facebook, LinkedIn, Better Networker), to content sharing (blogging, article writing) and media sharing (YouTube). These outlets allow you to let the world know what it is you have that is life changing. There are training and marketing systems available that educate you on how to use these media effectively.
2) Provide value and solutions while showcasing your knowledge for FREE
People have to trust that it’s not just about the dollar! Ask yourself, “what can I give away for free?” What tools or training do you have to share? This is where you are creating value, drawing people to you (or inbound marketing). Examples include providing solutions to common online marketing problems on your blog or video. Be creative! As you go about employing your strategy, you position yourself as the expert. You are encouraging your prospects to join your list. When they are ready to act, it will be you!
3) Continue to provide value, but now is the time to offer something that will cost your prospect money
Now, if we are just giving out free stuff, how are we going to get the desired income? If you are only attracting the free prospect, you will not make money in this industry. Plus, your prospects know that the best information (or product) comes with a price tag. Here we want to offer a low-cost item. The emails in your funnel (or autoresponder) system should be information with a call to action. Everyone should jump in and offer to buy something.
4) Overdeliver on low-cost shopping by treating them to something special
Ask yourself, “Am I doing everything I can to keep them?” Think of innovative ways to add to your selling item. Examples include inviting them to a private team call or Skype chat, offering an additional product, anything of value. This keeps your client/team member connected to you and creates a sense of community. The icing on the cake, you continue to build your friendship.
5) Offer your customer a higher priced item, something you know is right for him
This is the only time you offer your new customer the star product or your opportunity. After you’ve completed steps 1-4, you should be comfortable with your decision and quite closed off. During the above steps, you are grooming your prospects, therefore selecting a better quality. Also, your performance shows that you are a worthy leader, so begging is not allowed! Don’t overdo it on facts, features, etc. Leave that to your third party system (website, targeting call). You must share your business and discuss the benefits of working with you!
6) Rinse and repeat
Evaluation time! What was effective and what was not? What could have been done differently to get better results? Asking yourself these business-reflective questions every day keeps your creativity flowing and you constantly reflecting on ways to add value to your system. This decreases complacency and stagnation. Great time to review your goals and visions, making sure you’re on track.
Take action now on your prospecting and patiently watch your business explode. Happy teamwork!
