In a training call in one of my old companies I learned something very valuable when it came to inviting people. That is the language you use when inviting people can make a difference to how they respond to your invitation. If you ask someone if they are “interested in starting a home business” for example you will probably get a “no.” If you ask that same person if they are “open to new ways of making money” you are likely to get a more positive response. Why is this? This is because people want to be “open” as it has a very positive connotation. Try changing these and see if there is a difference when your inviting guests to your home business, or network marketing business.
Consistently approaching ten people a day is a pattern I have noticed in a lot of different businesses. When I first got into network marketing it was with a large company. My coach in that company was very good at business building and recommended I approach ten people per day. I then dropped out of that business because there were certain parts of it I didn’t like, and I entered the field of real estate. My broker then recommended I approach at least ten people a day to grow my business. That was when a light-bulb went on for me.
There is a pattern here in the advice. We don’t need to even approach ten interested people a day. It is however recommended to talk to that many people per day to achieve quick results in the business. Even if people don’t respond to what you say to them at all, this activity still counts as an approach towards your business. You could approach ten people for example and have only one or two good conversations. That would be a great momentum for working on your business. This is just one of the patterns that home business building has that is very similar with other types of businesses that I thought I would share. For me it reinforced the validations of my efforts.
Eric Worre is a very successful network marketer, and he came up with a concept called “If I would, you.” This concept works well in helping us getting people to commit to take action when we are introducing them to the product, or home business opportunity. Some examples of using “If I, would you” are below.
“If I send you a video presentation, would you agree to me calling you after watching it?”
“If I invite you to a presentation, would you be able to commit being there?”
“If I let you try this product, would you let me call you after you try it?”
The list goes on, I’m sure you can figure out a way to use this wording with your home business presentation or products. When following up with a prospect, agree to a time that you are able to call them. This looks good, and you can do this because your time is important. You also are showing respect for them and their time as well.
So this book is written by Tom (Big Al) Shreiter who has over 40 years of experience in network marketing. This book I believe is a must read for anybody in network marketing. The reason being, this book basically goes over four main personality types for network marketing and gives the knowledge how to explain your opportunity to all four types. The book teaches people understand things in their own individual language. People will all want to join your company for different reasons. This book condenses the reasons and explains how to share your company in a way that will appease the person’s personality. For example some people will be turned off if you start talking about the income possibilities. Other people will only want you to get to the point and want to know the bottom line income capable from your business. This book is highly critical for learning how to communicate the right points of your business without turning the other person off, or possible boring them. If I had read this book sooner, it would have saved me some time because the fact of the matter is, every presentation could be catered for the individual instead of the same one size fits all pitch.
As a business man, I assumed the majority of people thought the same as me. After reading this book I realized that the parts about network marketing helping others, making money, sharing good products, meeting new people, are all appealing and unappealing to different people, depending on who they are. I feel lucky to have leaders in the industry like Tom “Big Al” Shretter to show us how simply we can adjust our presentation and how we talk about our business opportunity in the ideal way for a specific candidate.
Someone in my current organization taught me a pretty valuable lesson just recently. She was at a getaway with some top leaders, and as she was brushing shoulders with some of the top of the industry they did an exercise which she recommended. The exercises were about how certain words can make us feel about the same things. They first said to say “I can’t do …” and then say something you feel you can’t do. Then see how it feels, then try saying “I won’t do…” and say what you just said you can’t do. Feel the difference? The sense of ownership makes the difference of emotion, it is more empowering to say “I won’t” than it is to say “I can’t.” It’s not externalizing the cause of why the task won’t be completed.
Then, when thinking of a goal, saying “I will” versus “I’ll try” there is also a difference of emotion linked to the ownership of the goal. Many who say they will try end up giving up which is acceptable, because after all, they were only giving it a “try.” I don’t recommend leaving yourself any outs, If saying “I will” could make the difference, why not test it for a while and see if it does?
One of the top books I have read since being involved in network marketing is “How to win friends and influence people.” I remember the feelings I had when I first read this book. I felt very enlightened and at the same time I felt a little bad about the way I treated people over the years. I was struggling with my communication and social skills, and my up-line, Corey, said,
“Aaron do you even know why so many people like me?”
I thought about it long and hard. Corey was a very charismatic person, everyone was always happy to see him and he had a lot of followers in his company he was a big earner in his company, and young as well.
I sighed and said “No”.
He then laughed,”It’s easy, people like me because I am a good listener.”
He then handed me a copy of How to Win Friends and Influence People. The book teaches the importance of listening to others and also ways in which we can positively influence and help people based upon what we are hearing.
I remember the feeling of gratitude when I realized I could change my ways, be a better listener, a better family member, and a friend to others. I could also be a larger influence on other peoples’ lives, simply by paying more attention to them. It was a feeling of being empowered, by being given information to connect with people in ways I was not able to before. The key is listening. There’s a little more to it (I recommend reading the book). The next time you see someone sharp, realize they are simply implementing behavior either consciously or naturally that can be learned over time.
Home Business Specialist
Founder of teambrandgrowth.com
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