Network Marketing Success - Are You Bringing Me a Cold Fish?
I was really disturbed today on my way to a presentation.
A friend of mine and I had agreed to catch the train together, all in an effort to keep the greenhouse gas emissions down.
I was late getting to the station where we were meant to meet. But an annoying woman intercepted me with a sales presentation for some gadget.
Can you imagine what was on my mind? I was late, my friend was waiting for me, and the next train was due to arrive any second. Do you think I could hear anything this woman said?
I was a cold fish. I was closed, not open. I told the sales woman that my friend was waiting for me below, I would get my friend and come back and talk as much as she liked. I meant it too! She had the nerve to say, “NO NO NO!! This will only take a minute, come here.”
I tried to humour her just to save face, but as I saw the train arrive, all I was thinking about was “Did I just miss my friend’” Finally, in exasperation, I rudely told her to leave me alone and walked off.
Perhaps I should go back and thank her for showing me what your prospects feel like when you approach them with your business?
Many network marketers face an enormous amount of unnecessary rejection because they fail to open their prospect. Even if you were offering someone free money, they wouldn’t care what you had to say if you just forced them to listen to your presentation.
I don’t even know what she was trying to sell, that’s how closed I was.
An open prospect is one that is actually listening to you.
Some associates in my USANA team still bring out cold fish to meet me. They usually bring them out in one of two modes:
1. Body-Bag Prospect: This kind of prospect was dragged by force to a presentation because you nagged them to come without showing them enough value to merit them wanting to be there without pressure.
2. Kidnap Prospect: This kind of prospect had a sack put over his/her head and was abducted to a presentation. You probably told them something like “let’s meet up for coffee” or “I want you to meet my business partner” or “I want to tell you about what we do.” You then sprung your presentation on them or had your expert do it.
This is the perfect business; it’s a gift worth multi-millions to you and your prospect. There’s no need to use trickery to get people out to a presentation.
In the first case, your prospect has not come out ready to listen to your expert’s business presentation. And in the second, your prospect does not know your intention in the first place to even consider doing business with you or your expert!
However, in the first instance, it’s my job as the expert to open them up. I rather they showed up open in the first place, but hey the world isn’t perfect. My prospects cut their work shifts early, catch a train over 50-60km distances, and walk in the rain, and still arrive early at a time and place I choose.
If you want to learn that skill, I suggest you begin educating yourself on attraction marketing which my colleague Mike teaches a free course on (check below).
For the second kind of prospect, though, it’s your job to make sure I as the expert, am speaking to someone who at least knows what they’re meeting me for. It is part of the edification process that puts value on me and the opportunity I choose to offer your prospect.
What do you think the purpose of the meeting is in the following scenario: “Hey, Jack, I’d really like you to meet my business partner for a coffee–we’re doing this great business called USANA, and he’s really smart you should come.”
Put yourself in your prospect’s shoes. Would you become excited and think, “They want me to be a partner with them, this is a chance of a lifetime, I’m definitely coming”?
Or do you think, “I get to have coffee and meet someone smart who’s doing business with my friend”?
You invited them to coffee, not an opportunity for them to make a fortune as a partner with us.
Your expert can give a brilliant presentation, but when your expert ends the presentation saying “So, are you ready to get started’” the prospect is shocked. This was not part of the plan and no they’re not ready to get started.
In fact, your expert just lost credibility.
So don’t bring me a cold fish. Make sure your prospect knows exactly what they are coming out for.
–Jim Yaghi
Jim Yaghi is a successful USANA distributor and a professional internet marketer who specializes in training people to build their own cash-flow streams on the internet. If you would like to speak to Jim or to learn about his team’s internet marketing system visit: http://secrets.ozibillionaire.com/
If you like to learn about attraction marketing from my colleague and mentor Mike, sign up here to his free 10-day boot camp: http://MagneticLeads.Ozibillionaire.Com/’mad=9491
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