To Prospect Long Distance
by Joseph S. Rubino, D.M.D.
though there are some Network Marketers who still feel that successful
prospecting, sponsoring and training must be done face to face,
this approach limits the speed with which you can build an organization
and the size of your downline as well.
the development of such communication technologies as voice mail,
three-way calling, telephone bridge hookups for tele-conferencing
and satellite transmissions, one-on-one, face-to-face presentations
are no longer the only way to build a business. And as the cost
of these technologies drops, they become more affordable for everyone
fact, it´s much more efficient both to present your opportunity
and to conduct weekly training electronically. However, there´s
a degree of skill involved in enrolling prospects and building
an organization in another state or country.
addition to contacting people on your names list who live in another
area, it´s possible to gain access to any particular market
through advertising. The most cost-effective type of ad can be
placed in the CLASSIFIED section of most local newspapers, as
well as in any number of specialty papers and magazines.
long-distance prospecting, whether with someone from your names
list or someone answering an ad, there are two initial approaches
you can use. Either one is fine.
First send the prospect a small sorting package to
stimulate their interest and arouse their curiosity, then follow
up with a phone call.
Call first, be brief and tell the prospect to expect a package
that will introduce the company and the opportunity; at the same
time, set up the appointment for a follow-up phone call.
sorting materials you send should outline the products
and their value, establish the company´s credibility and
give an overview of the opportunity and its possibilities. The
package can include an audio or video tape, some literature to
spark their interest and perhaps a sample of your product if that´s
this initial introductory package in hand, the next step is the
all-important follow-up. This conversation is best kept to 20
or 30 minutes, and should be entered into with a clear intended
result both you and your prospect understand. For example, the
intended result might be to enroll the prospect as a distributor,
to retail some product, or to have the prospect attend an opportunity
call or meeting.
a focused follow up call has a much better chance of bringing
about your intended result if you can adeptly steer the conversation
in that direction while satisfying your prospect´s questions
and concerns. Most successful calls effectively touch upon the
just dump information. People don't care what you know until they
know that you care. Network Marketing Sales is about honoring
a person´s values and providing them with those things that
are most important to them in their lives. So take a few minutes
and get to know them first.
questions about their family, occupations, residence, hobbies
and passions. The better you get to know your prospects, the better
you´ll be able to communicate with and serve them.
successful Network Marketing relationships go way beyond the business
end of the partnership. Since fun is mandatory for success in
this business, work with those people you enjoy and get to know
them from the start.
and Enlarge Their Why
a natural consequence of building rapport, you´ll get to
know what is most important to each person you prospect. Always
look to clearly develop the reason each person would want to become
involved with you and your company.
the extent that your prospect is in touch with their why
or reason for joining, they´ll have a solid purpose which
will help them through the tough times of rejection and when it´s
no longer convenient to go out and do what it takes
to build a business.
some, their why might be early retirement. For others,
travel, college education for the kids, a favorite charity, a
neglected passion or any number of reasons to pursue the freedom
that Network Marketing has to offer.
from the start, work with each person to clearly develop their
reason for becoming involved, embellish and amplify it, continually
redefine it and constantly return them to their why
as you both work in partnership toward achieving the goal.
the Seeds of Creative Discontent
addition to revealing those things that are most important to
each person, look as well for what is not working for them in
it´s dissatisfaction with their current occupation or salary.
Perhaps they´re working too many hours or not able to save
enough for a rainy day. Maybe they´ve given up on a dream
or passion they once had. Find these seeds of discontent and water
them until they sprout into full-grown weeds your prospect clearly
realizes they can no longer tolerate.
from being negative, this is a creative process that turns discontent
into an empowering tool for positive change.
the Value of the Products
crucial that you establish the foundation upon which your opportunity
is based. Without great products, the opportunity would be nothing
more than a pyramid scheme. So, stress the value in the products;
how are they unique, effective and in great demand. Tell stories
to demonstrate their value and always share any benefits from
matter how great ANY product is, there is a limit to the level
of enthusiasm that product alone can generate. And if you´re
primarily seeking business builders rather than simply retail
or wholesale product users, show how the products make the opportunity
tell stories of how the opportunity has had an impact on people´s
lives. Facts tell but stories sell. Show how real people have
had their lives positively and dramatically altered as a result
of their involvement with you and your company.
make the opportunity real for people. Pick a monthly income example
and show them what it would look like to reach that in terms of
their organization building. Sketch out a simple plan, such as,
each person gets five who each get five, all of them doing a certain
monthly volume. Make it concrete and speak about how you will
work in partnership with your prospect to attain that financial
contrast what´s possible with your company as compared to
the career course they´re on now.
a few economic and savings statistics like Only 1/2 of one
percent of Americans retire with financial freedom or The
average savings of a 50 year old in the U.S. is $2500. Show
them that if they continue where they´re currently
headed, they´re likely to get where they´re going.
Then, paint a picture of the alternative you´re offering
through Network Marketing.
Some Entry Options
a good, better and best entry
program to provide your prospect with a choice.
the good entry might be $100-$200 in product and a
minimal order. (If your company doesn´t offer one, do it
better entry might be $300 - $600 and a more substantial
monthly renewal order. The best might involve, for
example, reservations for a forthcoming seminar or convention,
and perhaps a share in a co-op advertising program you´re
achievement levels and monthly automatic orders will vary depending
on your product line and compensation plan requirements. The idea
here is to give people a choice, ask them where they see themselves
getting started and put together a sound action plan to work toward
can really forward the action to produce quick results by letting
your new distributor get a sense of what´s available. Set
up a training schedule both on the phone personally and on a group
call utilizing a teleconference bridge if available. Get a schedule
of all forthcoming seminars your company has available and make
arrangements to meet in person at a date in the near future.
a Vision of Success Through Partnershipping
two essential ingredients for success are VISION and PARTNERSHIPPING.
you talk about product, you´ll primarily attract product
you speak about the opportunity, entrepreneurs will show up around
if you work with these entrepreneurs to establish a vision of
what life will be like when they truly are financially free, you
will have developed a team of unstoppable visionaries with a solid
reason to persevere no matter what challenges they encounter.
by stressing the partnership aspect of your relationship with
your prospect, you will be duplicating the notion of committing
to their success. This Partnership transforms what
might be a perception of, Come into my business to make
me a lot of money, into the altogether different understanding.
Together we will both work toward your success.
when you have a team of such entrepreneurial visionaries working
in active, duplicable partnership together, you have an unstoppable,
geometrically growing force that can achieve anything--no matter
what physical distance separates you!
Joe Rubino is an internationally acclaimed trainer, author, success
coach and the CEO of The Center For Personal Reinvention, an organization
that provides personal and group coaching as well as productivity
and leadership development courses. He was featured on the cover
of Success Magazine and in the cover story, We Create Millionaires,
because of his ability to champion others to succeed. Joe is the
author of the best sellers, Secrets of Building a Million Dollar
Network Marketing Organization from a Guy Who's Been There, Done
That and Shows You How To Do It Too, The Magic Lantern: A Fable
about Leadership, Personal Excellence, and Empowerment, and, most
recently, The Power To Succeed: 30 Principles For Maximizing Your
Personal Effectiveness, Book I and The Power To Succeed: More
Principles For Powerful Living, Book II. For information about
The Center for Personal Reinvention and its services or to order
any of Dr. Rubino´s books, visit http://www.CenterForPersonalReinvention.com
. To contact Dr. Joe about the possibility of hiring him as your
personal success coach, email: DrJRubino@Email.com or call 800-999-9551