Work Smarter, Not Harder in Network Marketing

When it comes to getting involved in network marketing, most people experience a certain degree of fear. That’s perfectly normal. While the prospect of having your own business is exciting, if it’s your first time considering such an ‘independent’ venture, many pitfalls also come to mind. Stop right now and turn those negative fears into positive actions. Let’s focus instead on the skills you need to succeed.

The skills you need most are “people” skills. This includes an understanding of some very basic principles involving how and where to meet new people, making good first impressions, getting to know them and building the relationship.

How and Where to Meet New People

We all meet new people all the time through our jobs, while traveling, at social events, and so on. Yet, when we think about ‘having’ to meet new people to build a business, many panic at what to do. That’s because meeting new people [Read more…]

What you should know about building trust

During one of the most brutal battles of World War I, the fighting stopped for one particular evening. Christmas Eve. Men on both sides of the battle lines hunkered down in their cold fox holes for at least one night of peace.

Soon, a Christmas carol was heard floating on the cold air across the contested ground. The language was different, but everyone knew the tune and soon both sides were singing together. Before the evening was over several of the men emerged from their muddy trenches, met in “no man’s land,” and exchanged greetings and even humble Christmas gifts with their enemies.

If battle-hardened men who were in the midst of trying to conquer each other’s territory can find common ground in no man’s land, then certainly we salespeople can do the same thing on the showroom floor, at the executive desk, or the dining room table.

Finding that common ground is critical to building a level of trust that lowers sales resistance. During this early segment of the sales process, you should search for areas of interest you share with each new person you meet. The supply of topics is practically endless. For example, family, the weather, sports, hobbies, or current events are natural choices in consumer sales. If you’re in business-to-business sales, you can always ask those questions as well as questions about their company, products or industry. [Read more…]

Use an Intent Statement

I recommend the use of intent statements to set the stage for every presentation. An intent statement is designed to reduce sales resistance that is created by the unknown. When potential clients don’t know what to expect next their minds tend to wander and their anxieties build.

Your intent statements tell your clients clearly what they can expect from your time together and relieve any sales pressure they are imagining. It accomplishes two very important tasks:

1. It introduces an agenda of sorts so everyone has a clear picture of what to expect.

2. It lets your potential clients know that it’s okay to say “no.” (No, I’m not crazy…read on!) [Read more…]

Ignoring Clients = Lost Sales

The average business loses 15% of their clients on an annual basis. It’s safe to assume that some clients move away or sadly, pass away. If you sell to businesses, some of them may close. But, many simply stop coming. That’s because you haven’t established relationships with those clients. The clients feel no loyalty…no obligation to return.

With the cost of gaining new business five times that of keeping current clients, it’s wise to do all you can to keep those people coming back for more.

Even if your product has a long life span and people shouldn’t need to replace it for a long time, you still want to work on keeping those clients loyal to you. The reason: They’ll tell their friends, relatives and even strangers about what a great experience they had with you. They’ll be your biggest fans and provide free advertising for you with their testimonials and referrals. [Read more…]

Listening Cues

listening cuesLearn to listen for specific clues as to how to best present information to new potential clients. By that I mean to listen for them to say, “I see what you mean,” or, “We look for ____ in a supplier” which usually means they relate best in a visual manner. Gear up your visual aids or computer graphics presentation for this person. Use lots of color, charts, photos, graphs, and diagrams.

For those people who say, “I hear what you’re saying,” you’d better gear your presentation to be more of an oral report. Be sure to include plenty of descriptive word pictures.

When people ask about investment information before you cover all the benefits they’re looking for, they’re probably “bottom-line” kind of people and your dollars-and-cents information had better shine.

People who like to “get a feel for” something will need to have something to touch during your presentation.

Remember, it’s the little things that make the biggest difference!

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

Closing Strategy, Put the Shoe on Their Foot

This close can be used when you meet someone who either does not like you or does not like salespeople in general.

Phraseology: “First, Mr. Johnson, let me apologize for the poor service you obviously received. Tell me, if you were President of ABC company and a sales representative treated a customer the way you’ve been treated and you found out, what would you do?”

Be patient and let them tell you what they’d do. Then, if appropriate, say:

“That’s just about what happened in this situation. By the way, it’s now my job to show you how professional our company is. And, do you know, when I meet someone like you that’s unhappy with a person in our company, it represents a challenge to me. I’d like to give you such special service. Could I just keep in touch with you over the next 20 years?”

To read all of my closes, get a copy of Sales Closing for Dummies. To listen to them delivered and learn how to write your own, listen to my audio titled, Academy of Master Closing — available in both CD and MP3.

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

 

 

Qualifying Potential Clients

When people think about making a purchase, they aren’t likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That’s because they recognize doctors as experts in their fields.

Your goal is to have your clients see you the same way. When they have an ache or pain related to your type of product, they should immediately think of calling you. That’s because they’ll be confident you have the right prescription for their ills. [Read more…]

Building Client Relationships

When it comes to building long-term relationships with clients, it’s very similar to building long-term friendships. In kindergarten, children are encouraged to make new friends by talking with others, inviting them to play, and being “nice” to them. They often hear these words: “To have a friend, you have to be a friend.”

In many business situations, clients often become more than clients. They become friends…not necessarily the kind you would invite to non-business gatherings, but people you truly care about and who care about you. [Read more…]

Be Aware of Unique Cultural Needs in Sales

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those from other countries who have relocated near your place of business. If you want their business, you have to understand their needs on many levels.

Also, if you are building a web site for your business, you need to consider who the viewer might be and their cultural situations. Some words and phrases just don’t translate to have the same meaning that you may wish to impart, thus, confusing the visitor.  Or, worse, the translation may unintentionally be offensive when made.

Here are a few things you need to be aware of when dealing with clients from different cultures than your own.

* Be patient when building trust and establishing relationships. People from countries other than the U.S. generally need more time to build trust. It is important to observe a greater degree of formality when becoming acquainted than you would use with a client who was born and raised locally.

* Speak more slowly than you normally do, but don’t raise your voice because you think the other person can’t understand you. Volume doesn’t usually increase comprehension. Also, don’t speak down to them as if they are children.

* Avoid slang, buzzwords, idioms, jargon, and lingo. These can all be easily misunderstood by those who may not speak your language as their primary language. Just use simple language until you can get an idea of what level of your language they understand.

* If you’re using an interpreter, make sure the interpreter meets with the people for whom they are interpreting before you actually begin to sell them your product or service. This will allow the interpreter to learn the language patterns, special terminology, and numbers used by the people they’re translating for. If you’re business sells to other businesses, you need to be certain you are both using the same product identifiers or other codes specific to that company or industry to ensure that you both understand the needs and terms of any transaction.

* Pay attention to nonverbal interaction cues. The word yes or an affirmative nod often means, “Yes, I hear you,” in Asian cultures, not, “Yes, I agree.” If you see a nod and move on to closing the sale, you may frighten them off with what appears to them as over-zealousness.

Culture is as much an influence on people as their personal experiences, so knowing about your clients’ customs and traditions only makes sense. That way, neither you nor your client will be made to feel uncomfortable and selling can be done.

If you need or want to find out about another culture, some wonderful resources are available to steer you in the right direction and tell you everything you need to know. Spend some time browsing through your local library or bookstore to see what’s out there. Or go online and look under the topics of “protocol,” “diversity,” or “cultural awareness.”

Depending on your product and how much business you might be doing with clients from cultures unfamiliar to you, a good source we found is: http://www.usaprotocol.com/. This where you’ll find the 25th Anniversary Edition handbook for U.S. diplomats on proper etiquette and protocol for engagements with people from diverse cultures around the world.

Remember: Knowledge is power when properly applied to the right situation.

Learn more now>>

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).

 

 

7 Steps to Establishing Rapport

Before beginning your presentation, spend some time establishing rapport. This is a vital “warm up” to any sale. You have to make your potential clients comfortable with you before they’ll want to listen to you or answer your questions.

First, always use the client’s name the way they give it. If your client introduces himself as Anthony, don’t call him Tony. Don’t ever change a name. Just remember it correctly and be prepared to use it a few times during the presentation.

Next, make good eye contact. There is an old adage that if you can’t look me in the eye, I can’t trust you. I don’t know if that is necessarily true, but if they believe it, it is! [Read more…]