|Independent Associates of "
Youngevity" (R) Products
|How To Build Your Network Business Part 2
Now that you have cleaned out that closet and vacuumed the floors, are you now ready to polish your image as a sales
person and recruit prospects. If you have studied Building Your Business Part 1, and applied those principals to your
approach, you can now attempt to master the next part. What does it take to be successful at network marketing? What do I
need to do to network? This will prepare you to network, meet prospects and keep them. I will go over what you need to
do to make that connection that will lead to a relationship that will make your prospect into a distributor and business
builder. Remember a sale is a relationship, the buyer buys the sales person not the product. It is important that before you
begin that you understand the dynamics of making the personal connection. These are broken down into six steps. I learned
these at the last MLM Master Mind Event I went to in Houston Texas, they are.
1. Prospecting. Commonly associated with the first phase in mining or looking for gold, the term prospecting comes from a
Latin word meaning “to actively look.” And, to be successful in sales one must actively seek people with a need for the
product and service that your network marketing business is selling. This requires initiative, good time management, and an
ability to handle objections and rejections. See part one of building your business if you have not already. You also need to
be looking in the right places or you’ll waste a lot of time. Don't go to trade shows or some other venue where everybody
there already has a business and is prospecting each other. Look for customers by finding out their needs and make them
2. Assessing. Once you find someone who could benefit from your product or service you need to learn about their situation.
Sometimes called “qualifying,” this step requires genuine listening on your part as you work to truly understand your
prospect’s needs. What are their needs or concerns? This is the relationship building part of the business or sale. This
includes asking good exploratory questions as well as good clarifying ones. I can’t emphasize enough the need to spend a
lot of time on this step. Skimp here or cut your time short and you’ll be shortchanging your paycheck. Its also a good time to
take notes on what their problems are and how you plan to help. It means a lot to a client when they call you, that you
remember everything that you talked about and have some information on how you can solve their problems. That goes a
long way to building a relationship if you can do this without them having to list everything they told you the last time you
talked. Keep a file on each customer.
3. Presenting. This is what most people think of when we talk about sales, giving a demonstration of how your product or
service meets the needs of your customer. It comes after the Assessing phase because until you actually understand your
customer’s situation, you won’t know how to tailor your presentation to show how your product or service meets your
customer’s needs. Learn which Healthy Start Packs treat which illnesses.
Flexibility and adaptability are key in this step. Your product may have 50 features and benefits that you have memorized,
but if the customer brought up only six or seven that are areas of concern and you still cover all 50 points in your
demonstration, you can easily overwhelm your customer with too much information. You don’t need to cover everything.
Highlight the key points that are of concern to your customer and maybe a few more. Don't throw up on people or try to feed
them with a fire hose.
4. Handling Objections. Do not be afraid of objections, for they are a normal part of any sales process. When a customer
presents an objection it is merely because he or she has a question that you haven’t addressed yet. That said, the easiest way
to prevent objections is to spend more time asking questions in the Assessing step. The more time you spend there the easier
it is to tailor your presentation so that objections are not raised. Note objections so the next time you present, you can
address them before they happen. And above all else shut up a listen to the prospects concerns. Do not talk to much that just
opens the door for more objections. Listen, then address their concerns. Don't elaborate.
One process that works for many types of objections follows the acronym CIC, which stands for Cushion, Isolate, and
Commitments. Cushion means to provide a little time and some emotional space. People don’t mind buying something they
need, but they dislike being sold, especially with high-pressure. A little time and emotional space helps a customer feel
safer, not pressured. Second, isolate an objection by asking clarifying questions so that you understand it very clearly. Don't
let them snow ball into a rejection.
Then, after you have isolated the objection, explore your customer’s commitment to the purchase by asking more qualifying
questions. In a very general way, it might sound like “if I can address this health concern to your satisfaction, is this the
product you would want to buy?” Or "do you have any other health concerns that you would like to address, so that I
can add that product to the Healthy Start Pack that you need to order today?" You would be amazed at how well
5. Closing. If you have done a good job up to this point, then closing should be merely a formality. In other words, if you
spent a lot of time discovering your client’s needs and concerns and then showing how the products of your multilevel
marketing business meets those needs and concerns, then a simple question such as “would you like this on auto-ship
today?” will close the sale. However, feel free to float trial close questions along the way, such as “how many Healthy
Start Packs would you need?” or “would you like to order one of these for your (insert a relation here)?”
The important thing is to not give up too soon. Studies have shown that customers will say “no” six or seven times before
they finally say “yes.” In advertising it is known that a person will hear or see an advertisement six or seven times before
responding or buying. You must understand that "no" means "tell me more." Most sales fail because the sales person fails
to ask for the sale.
Many years ago when I first started my carrier in aviation I worked for an oil company called Clements Petroleum. My job
was to fly the executives out to oil leasing areas and land them in cow pastures as close to their prospects as I could. My
boss and mentor, was a brilliant oil man named Jimmy Clements, who my first born son is named after. If you don't know
the oil business its very simple in a complicated way. You go around to all of the people that own mineral rights to an area
that you intend to drill, and you get them to sign an oil lease. Once all of the rights have been secured its just a matter of
getting a company like Exxon to come drill. I don't know if you are familiar with the people that hold most of these rights,
but most of them are the most country, backwoods, nonsocial, suspicious of strangers, people that you have ever met. Let
alone us who just landed a plane in their front yard.
One day we were at an older couples home explaining the lease details to them, and how this oil lease would lead to us
drilling a well, and how that would help their family, and how it would change their lives. These people were well known
for not signing oil leases, they never have, they did not trust people, the government or strangers. They did not need or want
any more money and were not really interested in signing any contracts or leases. The client said "so if I decide to do this
where can I find you?" I will never forget what Jimmy said, "I will be easy to find, I will be right here on this couch."
The guy signed the lease. Jimmy just happened to be the first and only oil man to ever ask for the sale.
6. Following up. Too many salespeople believe that once the customer signs the papers, the sale is done. In truth, a
long-term relationship can result in multiple purchases plus multiple referrals as well as them building a business.
Therefore, make sure your customer gets his or her order delivered correctly and on time, and take initiative to help fix any
problems that might come up, don’t just pass them off to someone else in your organization. It’s much easier to keep a
current client than it is toget a new one, and referrals are a gold mine all by themselves. We have found that a customer will
order, use the products, say no, cancel autoship, and go dormant. Then without warning place a thousand dollar order and
become a CEO while signing up other people in a business building spree that you need to be on top of. Follow up and
keep up with their needsso you can anticipate what they might be interested in when a new product comes out. It only takes
one success to overcome previous doubts the customer may have had.
Now that you have cleaned out that closet, vacuumed and dusted your house and polished up your image, you are now ready
to network. You will no longer meet and run off prospects before you can close the deal. You now have the tools to prospect
for clients, find out their needs and help them fulfill those needs. You now know how to pitch your business and answer
questions all while building a relationship based on trust and respect. You can close the deal and follow up by keeping tabs
on the customers needs and satisfaction. Now you know how to network! Now that you know how, I can tell you where to
network. The best times and places to prospect for customers and network to build your multi level network marketing
business. And what will bring you that nextrank advancement and bonus check.
Look for that in Building Your Business part 3.
|Believe not, and fail you will.
|Find any pay dirt lately?
|I hope this is the place.