A Numbers Game That’s Not A Numbers Game.
A network marketer needs to put in the effort to go through a lot of leads to locate and develop suspects into prospects, into customers and business builders. Through a coaching process your business builders can become champions and leaders if they are well grounded with the desire to gain an above average lifestyle. But how do you find the proper person, determine if they are customers or business builders? How do you know which person you market to will, when given the chance, become a significant part of your networking team? In this letter, let’s examine how to cast your net wider while working smarter at the same time.Key networking and marketing maxims we’ll cover include:
A. Acknowledge that not everyone is your customer, but don’t use that as an excuse not to try sorting through groups of people to find the customers and business builders. Building a networking business is building associations and partnerships with people. You’ll often be surprised where quality people will come from.
B. Don’t automatically rule out any person or group of people, but don’t waste time and resources on proven unproductive pools of prospects either. For example, don’t get trapped spending the majority of your time on “freebie seekers” or “Lookie Lou’s.”
C. Building a thriving business is NOT done overnight, but there are many aspects of building your business that you can put on auto-pilot allowing you to do more, quicker and without pain.
D. Use tools like the Internet to more efficiently sift through the large numbers of suspects to get to the real prospects. Use these tools to help you better qualify people especially cold leads.
E. Realistically, you can only work directly with a limited number of people. That’s where the leverage of network marketing allows you to go beyond your normal reach. Focus on taking care of the few that you’re already in contact with, and make sure that you serve them well. They will take care of you and grow your business.
It’s a fact that you need numerous exposures to most prospects before they will seriously consider your offer. World-class marketers such as, Jay Conrad Levinson, the father of guerilla marketing, taught that a prospect often has to see your message 30 or more times before they respond. For the majority of those exposures to your marketing message, the prospect is not even conscious of seeing it. We are so bombarded with advertisements and promotional messages that most don’t even register on the conscious level. Our marvelous brains have a built-in ability to block out 99% of the messages continuously beamed at us so that we will notice the ones that are important to us. That who process is often referred to as the reticular activating system.
All of this makes it critical that you focus on those individuals who really want it. Learn to recognize and pay attention to those who have raised their hands rather than chasing those who aren’t ready yet. Focus on those who have raised their hands, dropped their shield, and allowed your message to take center stage.
The reason it’s not really a numbers game is that you have to prospect smarter. You have to locate prospects that really want to build better, more successful lifestyles. You can’t want success for people more than they want it for themselves. If you do, then you’re likely to end up doing all the work FOR them not “WITH” them.
You must look for “doers” and those willing to take small risks. Success generally involves you and your team members being willing to step outside of your comfort zones. You’re not really looking for those people Earl Nightingale once described as timid feeders only willing to stick to the safety of the lagoon. Instead you want people who want success bad enough to go to work for it, even if that means that they have to venture out into the vast open ocean.
One final thought before we jump into the how-to of making follow-up and follow-through one of your habits, and one of the reasons that you will succeed. That is that as you look at what’s really required to build that successful business please remember successful people do things that unsuccessful people don’t like to do. These are often the very same things that successful people “don’t like to do.” However, successful people force themselves to do these things anyway initially – and then they become ingrained habits. Forcing yourself to properly follow-up and follow through with prospects, customers, and team members is one of those habits many marketers have to force themselves to develop.
Success=Action
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