How to communicate effectively online

Many network marketers have realized the new gold mine of prospects that is now at their fingertips.  Many people wrongly assume that Facebook, MySpace, etc. are great places to start putting links for their business opportunity and/or presentation.  When contacting people and making new friends it is important to realize that initial conversations should be focused on the prospect, never sharing your business unless you determine they actually need what you offer.

You’re not looking to make a sale every time you meet someone.  You’re looking to see if there is a sale to be made.  The only process that really works is for the prospect to “self-identify” themself as a prospect for your business and/or products and services.  It is important to listen more than you talk, and ask questions to discover how you can best help them.

You must put your own agenda aside and engage in conversation with the prospect.  The most successful sales people are good listeners.  You want to discover three things before sharing your opportunity:

• Is there a problem to be solved?
• Do they have a need and desire to change?
• Do you have the right solution for them?

The degree to which a person’s motivation and commitment to change is present is in direct proportion to the amount of discomfort they feel about their present situation and will determine their openness to your solution.  Do they want and need what you have?  Most of the “no’s” you get are because you’re trying to impose a solution on someone before you know a need exists.

All the sales cliches are false, e.g. “every no is a step closer to yes.”  Most of the time, sales people have elevator speeches and are using manipulative questions to get the answers they want.  This usually raises a “red flag” and leads to an automatic “NO.”

In the traditional sales model, closing questions are used before qualifying a prospect, e.g. ” If I could show you a way to make big money working part time from home, would you be interested?”  Then qualifying questions follow, e.g. “  If you saw the opportunity and had the funds available, how soon would you be able to begin.”  This is commonly used in telemarketing, and is being taught to most network marketers as well.  The success ratio is extremely low using this method .. maybe 1 out of 200.

The relationship selling model begins with establishing a relationships and then asking questions.  Then new questions are formed based on the previous answer you get.  During the process, you can decide whether even to continue based on the answers you are getting, which can save you time.  Unfortunately, most in network marketing are being trained in traditional methods which are not as effective in communicating with your online prospects.

 

Stay Process Focused vs. Results

The inspiration for this article comes from a recent MLSP webinar. In particular, Amy Jo Neal the Internet Marketing Lioness, and others who shared this as her main take away from the recent My Lead System Pro Las Vegas event. Her reaction to meeting many attendees who were following her online, was one of amazement, not realizing that she was actually affecting lives through her efforts and got her thinking about how a focus on the process was producing results she was unaware of.  This sentiment was common among attendees at the meeting.

There are lessons for everyone in this insight about whether it is better to focus on the process or your results.  Athletes have been familiar with this concept for some time. Scott Molina, the Triathalon “Terminator,” explains his process focused approach as learning to enjoy the training vs. having strict time-based goals.  In the long run, this enables an athlete to reach time-based goals in the actual event.  The athlete is encouraged to find ways to make their training more enjoyable.

Another aspect that athletes understand well is commitment.  They know it takes a lot of work over a very long period of time even for the best athletes who are totally committed to the process.  Paradoxically, the best way to reach a big goal, is to let go of it while staying focused on the process needed to get you there.  Scott’s suggestions for the athlete are as follows:

1. Learn to enjoy the training and begin using uplifting words like challenging, uplifting, encouraging, satisfying, fulfilling, outstanding, and achievement.
2. Agree on reasonable goals with your coach or mentor.
3. Adjust your end goal, if you can’t meet the daily/process goals for some reason.
4. Understand that reaching long term goals can take years.
5. Even good athletes need to stay committed to the process, which even for them can take years.

These are excellent analogies for the internet/attraction marketer.  Do you know what daily actions would be needed to reach your big goals?  If not, find the best coach/mentor possible..one who’s already achieved what you want and find out.  If you know what is needed and aren’t doing it, then you need to reassess the goal.  Is it really what you want, or just what you say your want?  Find out what is holding you back, which for many can be entirely subconscious factors.  Find a way the break through the fears, doubts, and other factors holding you back and engage the process needed to carry you to the goal.

Noah St John Secret Code of Success Review

On a recent webinar, Noah St John, provided an overview of his book, “The Secret Code of Success.”  His book explains why so many people are continually seeking “how to” information, but even when getting it remain stuck in life.  This is even though they “desperately want to” succeed.

The problem is fundamentally in overcoming subconscious “why not to” factors present in almost everyone’s life.  Bringing these factors into your consciousness and/or reprogramming the mind is the key to understanding what is holding you back.  In personal mastery terms, this is explained as a person’s competing commitments, which are the strongest motivating factors in any person’s life, and explain much of human behavior.

On the flip side, there is a certain small percentage of the population, e.g., 3% who don’t prevent themselves from succeeding.  These are the unconsciously competent among us, who aren’t preventing themselves from success.  This is why the leaders in most ventures who have reached success, often are unable to impart their success to others via simply sharing their “proven” methods.

Noah explained how he developed his theory and why affirmations didn’t work for him by realizing that the process of human thought is in asking and answering questions.  Rather than stating his affirmations, he began asking them in the form of questions, so that his subconscious would engage and begin searching for the answer, e.g., “Why am I so rich?”  This became Step 1 in the Secret Code of Success, coining a new term:  “askformations.”  This also explains why most people are failing:  they are asking questions in the negative, e.g., “Why am I so broke,” and forming negative affirmations in their life.

Noah actually believes that no one on the planet needs more motivation, or by extension to attend every company event.  The “why to” is not the problem.  Nor is the “how to.”  Their foot is already on the gas.  The problem is their other foot is on the brakes.  You don’t need more training, to discover your “why”, or motivation in order to get on the path success.  You just need to take your foot off the brakes.  The four steps in creating “afformations” are as follows:

1. Ask yourself what you want.
2. Ask yourself in the form of a question why what you want is already true.
3. Give yourself to the question through meditation and prayer.  His website at http://iafform.com has recorded 101 recorded audios to change your subconscious.
4. Take new actions based on your “new” afformations.

Most assume that they “can’t” do it, whereas the already successful assume that they “can” do it.  Using “afformations,” you can move yourself into the latter category, although Noah cautions that it will take some effort.  His main advice is to use these secrets to “give yourself permission to succeed.”

MLSP Las Vegas Recap by David Wood & Ray Higdon

In this article, we summarize a recent live stream event which was a wrap-up of My Lead System Pro‘s first annual event in Las Vegas.  David Wood moderated a panel discusion of several attendees at the event.

About 500 people attended the event.  Most attendees expressed that events like this bring some “reality” into the business where many contacts are made initially online.  Whether marketing online or offline, network marketing is a relationship business, based on belief.  Believing in what you do is the critical factor that will take your business to the next level.

Several attendees related the one single thing that will move them forward:

• To think bigger about the possibilities available in network marketing.
• The new key to success is merging on-line marketing with off-line methods and marketing efforts.
• Depending on personality type, some people are good at paid ads, e.g. analytical types, whereas other social types might be better at Facebook marketing.  Those who are creative should consider blogging.
• MLSP leaders exhibit a high level of integrity and focus on personal development.

At one of the MLSP sessions, Mike Dillard, the father of attraction marketing, commented on warm market prospecting based on a question from Mia Davies.  He stated that if you have belief you can approach friends and family.  But more importantly, he stated that he is working on off-line methods and techniques to meet the needs of the baby boom generation, who don’t want to learn pay-per-click or have to establish an Internet funnel system.

Every 15 seconds a baby boomer will be going into retirement for the next 14 years.  None of them have enough money to retire, which means they’ll need an alternative.  In addition, many of their pensions have disappeared after 9-11 and the latest economic collapse.  For many of these people, Internet marketing skills are out of reach.  Every person by age 20 knows 2000 people, but even at this event of Internet marketers, only 3/100 admitted having a list of 2000 names.

David shared how he invited his personal network marketing team to a session in his hotel room, expecting 20 people to attend.  He and Jake Kevorkian, a co-owner of the company, were surprised when 150 people showed up.  He had no idea that he had that large a representation in the overall meeting (almost a third of attendees).  This attests to the absolute power of Internet marketing, when combined with effective relationship skills, which David has developed over almost 10 years in the industry.  His overall strategy is to learn, do, and teach simultaneously.

Ray Higdon, the #1 earner in David’s main company shared his thoughts.  The fact that he was even at the event is significant.  Ray shared that you are the product of the people you surround yourself with, so you should surround yourself with high caliber people.  If you operate as a “lone wolf,” it’s like mowing your grass with a pair of scissors.  Ray’s success story is based on simply making a decision to turn around his situation (he was broke) and surround himself with the types of people that could move him forward.

Events like this are a key to the generating the next Ray Higdon or David Wood story.   If you have the level of belief in yourself and could see an answer for yourself in network marketing, you should put MLSP’s next event on your schedule and find a way to attend.

Facebook Marketing Secrets

One indication that most network marketers are virtually clueless was  a recent webinar on social networking, where the most frequently asked question was the following:

“I post information about my products, about the company and about the business opportunity, but no one is responding. How do I offer information without being pushy?”

Is the level of training really this poor in the network marketing industry? In our experience, most of the training from MLM companies is about the company and products. Little information is typically provided about exactly how to share this information with others. And, in fact, most of the information provided by companies and “successful” associates is motivational in nature vs. oriented to practical methods that have proven success.

Of course, posting information about your network marketing company on your Facebook page, or even worse on others’ pages, is very ineffective. In the first place, most people are on Facebook for personal reasons vs. their business interests, and will simply remove you if you annoy them with your “marketing information.”  In fact, even having links to your network marketing pages on your profile will limit your ability in adding friends to your network to those already involved in the MLM industry.  And, MySpace will terminate members placing business links on their page,  since it is a violation of their terms.

So, what is the answer?  Should you set up a business (or fan) page or a group for your business?  Although  effective for some,especially those with traditional businesses, we would only recommend a business-oriented fan page for network marketing distributors already earning 6-figure income.   A Facebook group, which is similar to a membership site, can be used to selectively disseminate information to your current team members.

But Facebook, despite these factors, remains an incredible tool for network marketers, since people do like to buy, when the circumstances are right.  But since they buy only from people they know, like and trust, your job here is to build trust relationships and friendships.  Establishing these relationships is the key, which must be accomplished prior to EVER mentioning your company, products, or services.  Open ended questions are best for finding out about people, including the following:

• What do you do?
• What does that entail?
• How long have you done it?
• What did you do before?
• How do you like what you’re doing?
• How are you being affected by what’s happening in the economy?
• Have you ever thought about doing anything else?
• Are you familiar with the network marketing industry?

Through a line of questioning, such as the above, you can find out if there is a need or want for your product, service or opportunity before bringing it up, and only bring it up if a need exists.  Then you can follow the “training” which you received from your MLM company, typically transitioning to company or upline provided presentations which provide solutions for your new “friend.”

Self Motivation in MLM

If you’ve been around network marketing awhile, you know, like any venture where you’ve become your own boss, a different level of motivation is needed.  You are not out to earn points by “brown nosing” for sure, because this boss knows what you’re up to. But if you were in the position of needing to hire a new representative for your business, would you hire yourself, based on your production the last 90 days?  Most people need significant help with the discipline known as personal mastery.

If you’ve been in it awhile, and are still struggling, could it be time to look in the mirror?  Have you set “goals” each year faithfully and then come up short consistently?  What will it take to light a fire and get yourself into production mode?

By now, you probably know what you need to do on a monthly basis, weekly and daily in order to reach your income or status goal by the end of the year, 3 years, or withing 5 years if you consider yourself a part timer.  One thing to keep in mind is that virtually no one who puts in the level of effort fails.  Too often we hear about how 97% fail, but in reality it’s those that don’t make the effort, as in any area of life, who fail.

What are some motivators that will keep you consistently in the game?

1. Take a look at the success that your mentors in the business are having.  If you don’t have anyone who’s a fairly average person that you “know” you can easily surpass, then check around a little more.  Make sure these people that you are trying to emulate are truly focused on helping others succeed, e.g., they’ve established training for the team and are readily available when you need them.
2. Realize that you alone are responsible and must take action.  If your mentors and company have a success system, then get to work and follow it, realizing that it’s more than just you own life that depends on your outcome.  What about the family that is depending on you?  What about the team that you’ve brought along?  Their success depends on you going first.
3. Develop a sense of urgency and a little (or a big) fear of loss.  If you’re in the right place, right time like you’re supposed to be then hesitation will prove fatal.  If you’re not in the right place yet and know it, then first move to that new place.  Realize that even if you’re completely ordinary and average you have what it takes to break through. Train yourself to make the needed contacts and become a zealot for follow-up appointments with those that are candidates for your business.

Self motivation is crucial to success in any business start-up.  Working for the greater good, or at least for the benefit of those coming behind you may be the spark that gets your engine going.

Attraction Marketing Plan for MLM

In this article, we examine the best ways to apply attraction marketing to a network marketing business, from the perspective of having a team of tens or hundreds of thousands of people on your team.  Should you incorporate traditional MLM prospecting techniques?  What methods of marketing work best on the Internet?

An average person needs to have things in place in order to succeed quickly.  The tendency for many people, however, is to spend months setting up systems before even recruiting one person.  Therefore, it is important to use traditional methods up front while setting up the more complex internet marketing systems.

Within internet/attraction marketing, which lead generation methods are available and best for specific time frames and circumstances?

• Pay Per Click – Paid ads work the most quickly of any method, producing almost guaranteed results, as long as using well thought out and designed sales copy and you have a good offer on your squeeze pages.  Depending on your budget, this strategy should be used early on in your plan.
• Social Media – Facebook, MySpace, and others can be used both to connect with your current warm market and to make new friends.  Social media expert Max Steingart teaches that the new 3 foot rule is that the entire world is within 3 feet of you when you are on social media.  This is a free strategy, although most people will need some training in the best social media recruiting methods from experts such as Max Steingart.  His Endless Free Leads Curriculum is an excellent way to get started.
• Article Marketing and Blogging – For those who like to write, article marketing is another free strategy that can both create your on brand, You, Inc. and generate organic search engine results for your business.  Results can be seen in as little as 3 months up to a year or longer, depending on the level of effort that you can afford.  David Wood’s free training webinar is a great starting point and an example of generating significant earnings within a short time.
• Video Marketing – Another strategy which is essentially free is video marketing, although, again some skills and possible submission tools may be needed.  Videos are great for branding and establishing relationships with your prospects before you even meet in person.

There are many additional marketing strategies, such as ezine solo ads, online classified ads, marketing forums, and more.  Just remember to keep the basics in mind that have been learned and proven successful over the last 70 years in the network marketing industry.  Further information on setting up and attraction marketing system is available as well as complete turn key marketing systems, such as My Lead System Pro.