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 Most
of you have seen or read about the comparison of aces in a poker deck
to leaders in your names list. There are always four aces in a poker deck,
regardless of how apparently illusive. The same is true for prospects.
In poker, there isn’t much you can do to coax those aces out of the deck
when you need them. But in networking, there are many things you can do to attract
your aces.
Prospecting Tips
- Maintain a long list of specific prospects: names, phone
numbers, and addresses. Get administrative help to create and
maintain it. A long list of prospects constantly calls to you… "call
me."
- Set yourself "on fire"… and people will come watch you burn.
Prospects are attracted to someone who is "on fire" about what
they are doing. How do you do it? With a crystal-clear vision
that moves you.
- When you prospect, be in a hurry. Act like you have 50 people
to see today…. Motion creates emotion in your prospects. Inspire
them with your massive action.
- Use money with laser precision and always use money unless
your prospect gives you a better reason. Offer people one-third
of what you think their full-time income is. Just guess based
on their occupation if you don’t know. When you lead with a
product, always follow with "When you see how effective this
product is, I’ll show you how to earn $____ a month with it… part
time. Would you spend 15 minutes to see how?"
- Limit your prospecting objective to getting a "yes" to a
presentation. Don’t try to prospect someone into the business.
Focus on closing for the presentation only. "Would that be
worth it for you to just take a look?"
Sponsoring Tips
- Always leapfrog your prospect into the business. The picture
of "People I know will do well at this. I already have
a dynamic profitable organization" will compel your prospect
to not only enroll but to hit the ground running… like
a leader.
- Paint the big picture as you go. Show them as much as they
can absorb. Leaders can visualize far more than the basic presentation
offers. As long as they are receptive, show them the recognition,
the trips, the leadership opportunities, the character and
leadership development, the residual income, the big money… real
big money, the corporate vision, your vision, cultural commitments,
the future of Network Marketing, etc. Be the artist. Paint
the big picture.
- Be the master storyteller. Teach your new distributors the
foundational success stories of your company. Nothing is bought
until the story is told.
- Give your new distributors responsibilities. Responsibilities
will call out the leaders. Ask them to play a leadership role
by:
- Qualifying themselves for immediate bonuses.
- Registering for your next conference.
- Helping to set up the meeting room at local meetings.
- Speaking at local meetings.
- Speaking on your conference calls.
- Submitting their testimonials on products and programs
to corporate.
- Exemplify leadership yourself, and your leaders will jump
out of the deck.
- Hold weekly meetings.
- Prospect daily.
- Enroll new distributors every month.
- Stay focused and positive on your vision.
- Avoid gossip.
- Be straight with people in your communication.
- Make unreasonable requests.
- Do whatever it takes.
- Do it anyway.
These tips will make the difference between "missing" the
leaders in your deck and feeling like someone stacked the deck
full of aces in your favor. Master them.
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