If you talk with the top income earners in network marketing, they will all say that prospecting is the key to success. It’s just like prospecting for diamonds, the more successful you are, the higher your income. Diamonds are very valuable and you don’t have to find very many of them to become wealthy. In network marketing, it’s the same – all you have to do is find a few diamonds. So, how do you find them? That’s what we’re going to discuss in this article.
First, let’s examine what a network marketing diamond looks like. Quite often, they will surprise you. My friend, Collette was a single mom with five children. She had no education beyond high school, was working as a part-time secretary, and had a mountain of debt. On the outside, Collette didn’t seem like a diamond, but she had a big reason to succeed. So, the first quality of a diamond is a big purpose or “why”. If the “why” is big enough, everything else will fall into place. Today, Collette is the top income earner in the network marketing company she represents. Beyond the big “why”, diamonds are also open to coaching, they schedule daily time for their business, they’re positive and upbeat, and they feel blessed and are grateful to have found the right business.
Now, let’s discuss how you can find those diamonds. As in the epic story, Acres of Diamonds, you may have diamonds right in your back yard. They could be your parents, children, other relatives, friends, co-workers, pastor, accountant, attorney, hair stylist, and so on. These are the people who make up your warm market (people you know and who know you). Typically, when you join a network marketing company, you are instructed to make a list of everyone you know and begin contacting them about your business. Unfortunately, this usually turns out to be disastrous, as the new networker is not prepared to handle the questions and objections. However, the warm market is a good place to find diamonds, so here is a time-proven, rejection-proof method for prospecting in your warm market.
Instead of calling the people you know and telling them all about your company, spend the time finding out about their life. Use F.O.R.M. – that’s Family, Occupation, Recreation, and Money. In your conversation, ask them questions about time with the family, how their job or business is going, what vacations they have planned, and how they are preparing for their financial future. As you ask the questions, listen for areas that are causing stress – working too many hours, not enough time with the family, possible lay-off, no time or money for vacations, no savings or extra money for investments, etc. Make notes of those areas and when you have two or three stress areas, then it’s time to present the concept of your business, with a question like: “You have several areas that seem to be causing stress (mention each one briefly) and I’m wondering if you would be open to a possible solution?” If the person responds favorably, then present information about your business and how it will be a solution to their areas of stress.
Beyond your warm market, there is a whole world full of diamonds. All you have to do is sift through the dirt to find them. Even better, would be if they found you. This is called attraction marketing. You set yourself up as an authority and high quality prospects come to you. One of the best training programs on attraction marketing is called Magnetic Sponsoring by Mike Dillard. It will teach you how set yourself up to attract quality prospects. Visit http://RWN.magneticsponsoringonline.com to order Mike’s book and participate in his program.
Another great way to find diamonds is through purchased leads. There are a number of companies that do the advertising for you and some even do the prequalification. You are working with people who are already interested in operating a home business, so all you have to do is present your company. Most of the lead companies provide you with scripts and some even offer phone training. The company I have used for many years is Cutting Edge Media, http://www.cuttingedgemedia.com.
A number of top network marketers built their large networks through advertising. They place small classified ads in the newspaper, business magazines, and on the internet. The add shares a few of the benefits of a network marketing business – fire your boss, time and financial freedom, travel, great tax benefits – and then directs the respondent to either call and listen to a recorded message or visit a web site. The message and site will continue to create curiosity, so that the prospect will move on to the next step – a phone call with you.
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