RANDY FRIED

The scariest part of a distributor’s

career is when they have to change the

personal conversation to a business

presentation.

Why is this so scary?

The new distributor:

* Hates rejection.

* Doesn’t want to appear to be making

money off his friends.

* Doesn’t want to take advantage of his

relationships.

* Doesn’t know how to turn the

conversation to business.

The easiest way to eliminate these fears

is to tell your new distributors:

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Now, on to the second skill you will want to

teach your new distributors: “How to

give a one-minute” presentation.”

In 1970, people did not have:

* Cell phones

* Cable television

* SMS messages and texts

* Hundreds of afterschool activities

* Facebook messages

* Email

* Smart phones

In 1970 you could go to someone’s home

and say:

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The first and easiest skill for
networkers to learn is that there are
four different languages.

You already speak one of those languages
natively. You think and explain things
in your native language.

But what about the other three groups of
people who understand one of the other
three languages?

Well, when you talk to them, they just
don’t “get it” and they don’t join. Why?
Because you explained things in your
language, not theirs.

Here is an example:

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More REAL MLM training thanks to Michael Oliver,

Last week I responded to a readers email and talked about 3 steps you can use to address concerns. These 3 steps allows you to continue your dialogue without having to resort to confrontational “objection handling” techniques.

This week we’ll move on to the second issue of addressing the possible fear of someone being afraid to join your business. It might seem odd that this could come up, so let’s look at possible causes of these fears before exploring how to respond to them.

As an example, what if the fear came from having done something similar in the past and it didn’t work out? Or what if their present self limiting belief doesn’t allow them to believe that having their own business can work for them?

Whatever it is, the way to talk about it is similar to the approach in addressing other concerns.

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More great advice for the fire hosers from Michael Oliver……..

Here is a question I received from FC.

He wrote…

“Do you have any suggestions in responding to people’s objections (or fears) about getting started?”

This question really has two parts. There’s the general issue of responding to people’s concerns. Then there’s the deeper issue of allowing people to overcome the fears they may have about choosing to move forward with you.

It might seem odd that people might be afraid to join you but it does happen. I’ll discuss this more in the second part of this article next week.

First, let’s look at the issue of addressing the concerns that people might raise (for example “I don’t have the money”).

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Wow I did this in my first business…..Thanks to Michael Oliver for sharing with us.

I was talking with someone the other day and he was telling me his upline insists that the downline make at least 50 calls a day, every day. In addition, no one is allowed to spend too much time on each call, as the objective is to “get” them to a website where all the information is. (I think you know how I think about this last bit! However, that’s another discussion!)

When my friend went to him expressing despondency after making 50 calls and none of them coming to anything, his response was “That’s just great! You achieved your goal for that day! Keep going, you’ll soon find someone who will say yes!”

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Ahh more great info to help the constant fire hosers from Michael Oliver…..

Here is a question from CM, who writes;

“I started using the Natural Selling methods a couple of years ago and have found it to be very effective in my lead calling. Previously I was trolling through the numbers as we were taught to do and my sign up rate was about 1 in 50. With Natural Selling I have signed in 3 people out of 10 that I speak to. More usually it is around 1 in 10-15. Much better rates and the conversations are more pleasant too.

However, despite this I am still having a fairly high attrition rate – can you give me some advice on how to prevent or at least reduce this when calling leads?”

First, congratulations on increasing your conversion ratios.

To answer your questions, I have to ask some questions which will possibly give you some clues.

1. What is the quality and focus of your lead generation?

If the copy in your advertisement is geared toward things like;

• Just getting leads

• Finding people who just want to make lots of money in a short amount of time

• Making statements like you have an “easy duplicatable system” and “that it’s easy to do” and “anyone can do it in their sleep”

….then you’re likely to have a lot of tire kickers who are just interested rather than serious. People who will probably drop out when they finding there is work involved!

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If you would rather build a big business that has big retention you might want to change the way you build, less link firehosing and more relationship building, here’s a small example from Michael Oliver.

Many Distributors feel dejected if someone declares they love their job. Why? Because they’re attached to, and hoping for, the opposite response!

But it doesn’t matter whether someone says they love their job or hate it. It is what it is, and you can’t hope they will say something you want them to say.

Another reason it doesn’t matter is that if you probe a little further, you’ll discover that most people usually have two truths. Very few people love or hate 100% of what they do or where they are.

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More wisdom from the master business builder Tom “Big Al” Schreiter,

Professional recruiters spend time in front of qualified prospects. Amateurs spend time in front of anyone and everyone. To give you an idea of the inefficiency of making presentations to unqualified prospects, let’s look at the following example. Joe Distributor’s appointments take about two hours each. The actual presentation is only 30 or 40 minutes, but travel time and waiting time add an extra 1½ hours. This means that Joe can only make two appointments per evening after he leaves his job. If Joe Distributor makes 10 appointments with unqualified prospects, he wastes an entire week. This is how discouragement can begin to grow. What professional recruiters need is a system to rate or
measure prospects. We don’t want to waste hours with impossible, unqualified prospects. That’s working hard, not smart.
What if we worked with just one good, qualified prospect each week?

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The following is one of 1000′s of discussions on linkedIn. I thought it would make a good blog post to help others clear the MLM fog from their minds……after I post to this comment this is one of the private responses I got…

I just wanted to thank you for this post. I have been following this thread for some time now and was disheartened by all the previous posts. This was a fellow entrepreneur looking for advice and instead he was being pitched. You have responded in the most concise manner, straight forward and to the point. I’m happy to see there are people on Linkedin willing to aid others and NOT always be concerned with their own bottom line.

Want to build a big business??? Give people help, not a link to business…

I ask myself, WHY should someone loving coffee decide to switch brand to Xxxxxx, when Xxxxxx is much more expensive? In Thailand you can buy 30 bags of instant coffee for 90 bath. Xxxxxx charges US$45 for 24 bags. Plus freight from the USA. That is more than 60 baht for 1 bag of coffee! Compared to the average coffee from say Birdy or Nescafe at 3 baht per bag.

What I mean is, if I continue this game, all I can hope for is that others will join my down line but they will undoubtedly see the same pattern as me:

The only way to succeed in this MLM business is to grow a huge down line, who ALL need to buy the coffee to “stay alive” in the business. And THEY can also only earn money to grow their down line. In other words…nobody really buys the coffee because they love it….but because they are forced to it to keep up their hopes earning money on it!

I also hear that Xxxxxx Coffee is 100% more expensive in the USA than famous Starbucks for their instant coffee….so I believe that also Americans will find it hard to sell to consumers!

What is your thoughts??

Here was my comment……..

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