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FreedomFire
Administrator
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Posted: Sat Aug 5th, 2006 02:46 am |
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Here's some more wit and wisdom shared recently from your favorite and mine....John Milton Fogg (aka The Greatest Networker).........
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The reason for "relationshipping"
... and why I say lead with the relationship NOT the product or opportunity.
I once asked a mentor of mine, Kurt Wright, why so many people struggle and fail in this business (the 95 percent will quit within a year stat).
Now, a bit of back-story to explain why Kurt is credible and worth considering: He and his wife Patricia were corporate America consultants and trainers for 30 years. During that time, they built an impressive business with Bodywise doing the classic 10 to 15 hours a week part-time effort. They were earning between $50,000 to $60,000 a year when they sold their business. Kurt is also the author of a remarkable book Breaking The Rules— Removing the Obstacles to Effortless High Performance, which is in my opinion perhaps the best kept secret in success literature.
Back to Kurt's answer...
He told me that the reason was that people had the wrong agenda. Kurt said the problem was that most all network marketers go out with the intention of GETting a customer or GETting a new business partner.
Ask yourself: What happens when someone (even someone you like or love) tries to GET you to do something?
I've asked this question to audiences around the world and the response is always the same. "I resist." When people are pushed, like good water balloons, we push back. I believe this is the source of most all "objections" people get when prospecting and selling.
I asked what the right agenda was.
Kurt said, "Go out and look for the FIT." What's the fit between that person and your product or service? What the fit with that person and your offer of business partnership... the fit between the two of you?
It's a whole different ball game when you go out to build your business by relationshipping and friendshipping looking for the fit.
Like trying on shoes, if you're a size 8, a size 4 or size 11 isn't a fit, so you don't buy them no matter how much you need or want shoes... like/love that particular pair... or that they're on sales for 90 percent off. If they don't fit you don't buy them. (BTW, those size 4 and 11... did they reject you? Did you take it personally that they didn't fit?)
Same with people and your products and your partnership.
Look for the fit... and you do that by getting into relationship with people, spending enough time to establish friendship (if you choose) all the while learning about their strengths, values, needs, wants, desires and dreams... i.e.; if there's a FIT.
Of course, this approach is GET RICH SLOW, and not appealing to people in a big hurry, which in my experience most new network marketers are in. But as a way to build a rock-solid long term loyalty-based organization, I do not think you can do or do it better.
Most of the enduring leaders I know personally and/or have interviewed did, in fact, base their businesses on "relationshipping", though a number of them didn't know that's what they were doing at the time.
Connecting is job #1. Whether through ads, leads, networking breakfasts, re-kindling old associations, whatever... we connect with people first, then get into relationship.
Most of today's leading marketing thinkers (and gurus) are all preaching and teaching "relationship marketing". Even the Internet masters: "You've got to be in relationship with your customers, prospects." Hits and visits don't matter any more. Unless there's a relationship... there's no commerece.
I sure didn't invent the idea, nor the term. Adding the "shipping" bit, maybe. In my playing Napoleon Hill in network marketing role, what I learned is the rock-solid, long lasting, rock star money people were all and always about relationshipping.
Two names you'll know for example: Tom Schreiter and his son-in-law protégé Art Jonak. Of course they have meetings, market, test, mail, build lists... and on and on. And, the bottom line of what they do is relationshipping. Ask 'em. Watch them. That's what they do. And honest, there are many, many, more where they come from.
Another thing I have observed over and over and... is that the massive action kids MUST remain in massive action. The turn-over in that game is huge and never-ending. One explain of this was provided in three threads titled "It's not your fault" by Roberto Torres over at the TransformingMLM.com/Weblog. Roberto's theme is, "The business model drives the behavior in the field." If you want to check it out, the first of the three is here (permalink to the post) and you'll have to scroll up to view the rest:
It's Not Your Fault
And please, if you go, let me know what you think. Fascinates me (but them I'm a sucker for authentic, intelligent, credible network marketing).
Here's another about "relationshipping" free for the browsing, clicking and listening here:
Master Mind Sessions
Scroll down to the Sesson titled: A Mann and a Woman. It's an interview/ conversation I did with (editor, author, and multi-million $ network marketer) John David Mann and his lady, now his upline, Ana McClellan. Click the < preview > (as said it's free). Ana's a $100K Premiere with Xango and she's all relationshipping and Get Rich Slow (and doing it rather quickly, thank you:-).
If you go, please let me know what you think and feel. (BTW, if you go, click a bunch of < preview > buttons. They're all free and you'll get a mini-intensive network marketing education that's remarkable.)
Thanks.
I appreciate you.
John
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God Bless,
Michael
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Mark LeBreton
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Posted: Mon Aug 21st, 2006 10:18 am |
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Hi Micheal,
Interesting article. I fully agree with this comment in the article "Connecting is job #1. Whether through ads, leads, networking breakfasts, re-kindling old associations, whatever... we connect with people first, then get into relationship. "
I see you're using Peak Impact Leads to "connect" with people. I'm curious to know your experince with these leads. In your site, there are various leads types i.e. fresh surveyed leads, real-time redirected, etc. Can you let me know which lead type you are using and your results/opinions on that particular lead type.
Thanks,
Mark
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FreedomFire
Administrator
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Posted: Sat Sep 2nd, 2006 12:03 am |
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Hi Mark,
Answering your question the way you asked it won't do you much good IMHO. It's based on my experience...and with leads I believe everyone's experience is their own based on a number of factors (e.g. read the thread here on "Straight Scoop On Leads"...... http://homebasedbusinessforums.com/forum3/1658.html ). That said....if you understand how to contact, connect, qualify, follow-up, and mentor your leads than most any "type" of lead will work just fine for you. Simply choose what best matches the level of niche targeting you want from your leads (e.g. area code specific, gender specific, company specific, Canada specific, etc.) and go from there.
Find what fits for you....don't just follow what others say works for them.
God Bless,
Michael
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MPieper
Moderator
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Posted: Sat Sep 2nd, 2006 02:42 am |
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Michael,
Thanks for sharing the article. I just picked up copies of John Milton Fogg's two books and plan to read through them over this long weekend. I read through the intro this morning over breakfast and coffee and have a feeling that I'm going to love what I read. I just can't believe I've been in the industry for so long and never got around to them before...yikes.
After three years of subscribing to the 'get rich quick' mentality and losing all my money, I too have adopted the attraction and relationship marketing technique. Funny, because I'm making a lot more money a lot more quickly this way  Interesting concept right?!
Yours in greater success,
Merideth
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work2bfree
Member
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Posted: Sat Sep 8th, 2007 11:18 pm |
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| The benefit of posting to forums is that it allows you to communicate with people and by doing so establish relationships with people who have similar interests and some not so similar. But, the end result is that once you have established relationships with people, forum posting can be enjoyable and who knows, the friendships you develop could be long lasting.
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Lawren
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Residual
Member
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Posted: Sun Sep 9th, 2007 12:17 am |
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It's all about building relationships whether you have a traditional or non-traditional business.
Now how are using html in your signature? When I tried it there were too many characters.
Sim
Skype: ResWealth
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mkeebler
Member
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Posted: Fri Sep 14th, 2007 07:32 am |
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| I will come back to read this again and again. Very good and I really needed to read this.
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Residual
Member
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Posted: Fri Sep 28th, 2007 01:48 pm |
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You know people may see some sayings as dichotomies with this business. For instance, we've heard that this business is a numbers game and I think it was Tom Shreiter who said people aren't numbers. Both statements are true though just like people aren't shoes, but we must talk to or interview enough people to see who would be a Fit for our business.
Now should you really determine if someone is for your business or should you let them decide? I personally try to remain a sorter not a convincer. Most people cannot sell and twist arms and that's good because I don't know anyone who likes those tacticts. I believe everyone can simply share or invite and ASK "Do you see this as a value?" A lot of people just forget to ask for the order.
We have to be aware of our product/service and which style of marketing is most effective. For most products companies use "pull-through" marketing or brand awareness, but for most services companies use "push-through" marketing or sales agents.
Basically, people already know what a product is (a soda, a burger or a car) but more people buy Coke or Honda's Accord because it has better brand awareness (TOMA) and more distribution points.
With services most people have to be educated on it and the differences between a suite of services a company may have. So although people know what car insurance is we still speak to an agent to go over the details.
Enjoy
Sim
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shankley76
Member
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Posted: Tue Oct 23rd, 2007 05:03 pm |
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| I agree mkeebler it's a good job its been bumped up!
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Chris Young
001-866-322-0657
http://www.2HappyHippos.com
http://www.workathomebusinessopportunitysecrets.com
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davidbatchelor
Member
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Posted: Wed Oct 24th, 2007 01:20 am |
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Relationship selling is overrated.
Relationships are great for getting appointments.
However, you might not want to hear the following:
Most prospects buy on wants and personal interests.
Most prospects won't buy something they don't want just
because they have a 'relationship' with you.
Prospects want their problems solved. They want things
to improve their lives. They want benefits . . . for
them.
It's great to teach our distributors some relationship
skills. But let's help our distributors even more by
teaching them how to help their prospects improve their
lives.
Tom 'Big Al' Schreiter
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reversefunnelpro
Member
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Posted: Wed Oct 24th, 2007 01:47 am |
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I chased people around asking them to "join and join now" for years before I really figured out that people are usually a lot more interested in what you're doing when you don't just try to sell them.
This is especially true on the Internet, where it seems like everyone is trying to sell something to everyone else. It's nuts.
Simply by changing my attitude and the way I communicate with people, I've found a LOT of people saying "By the way, what is it that you do?".
When finding that out is THEIR idea instead of yours... it's crazy how they pay more attention to what you have to say ;-)
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http://www.BramSmith.com
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Residual
Member
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Posted: Wed Oct 24th, 2007 02:42 am |
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davidbatchelor wrote: Relationship selling is overrated.
Relationships are great for getting appointments.
However, you might not want to hear the following:
Most prospects buy on wants and personal interests.
Most prospects won't buy something they don't want just
because they have a 'relationship' with you.
Prospects want their problems solved. They want things
to improve their lives. They want benefits . . . for
them.
It's great to teach our distributors some relationship
skills. But let's help our distributors even more by
teaching them how to help their prospects improve their
lives.
Tom 'Big Al' Schreiter
You know people may see some sayings as dichotomies with this business. For instance, we've heard that this business is a numbers game and I think it was Tom Shreiter who said people aren't numbers. Both statements are true though just like people aren't shoes, but we must talk to or interview enough people to see who would be a "fit" for our business.
Residual
You see? Dichotomies. Both again are true. I've personally recruited and sold to lots of people that I've never even met before. They paid their money for the benefits outlined to them and they trusted me and my company enough to at least try it out.
However, what keeps any customer buying from you especially if you have a thousand other competitors. Why do you go to same mechanic, barber, dry cleaner, accountant, etc? Is it because they're the only one that can provide those benefits or is it that you may have built up a good relationship and you know, like and trust them?
If you're building a team then relationships are even more important because, as I see it, every new recruit is a business partner and I can't be partners with someone I don't have a good relation with. Other companies are calling your people trying to pull them away from building 1 business into building another and why would your new person, who may not have had a lot of success, stay with your team? Is it because your company benefits are so spectacular or is it because they trust that your team/company will get them to their goals?
Enjoy.
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reversefunnelpro
Member
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Posted: Wed Oct 24th, 2007 02:59 am |
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In my experience, the people who are "right" for a business are most likely going to join it regardless of whether you sell them or whether you build a relationship prior to them joining.
However... I agree, if you want to KEEP them on your team (read: residual income), building a strong relationship is vital.
Just my two cents...
FYI, in my business, my first TEN referrals were people I had never spoken to personally, and that's on a $3K sale, so I'm in complete agreement that "recruiting" can be done without a prior relationship.
In fact, I'm starting to prefer that over building a relationship prior to someone coming on board, simply because I know those people who join without any of the "verbal manipulation" that a lot of networkers use are coming on board of their own free will, and are likely to take the business more seriously than those that need to be convinced of something.
I've heard it said.... "Some will, some won't, so what! Next!" ;-)
Not that every potential team member isn't important to me, just that I realize my time is better spent on people who are interested by the opportunity on its own merits, not because they consider me a friend or someone to confide in.
Those people can turn into serious time vampires. Any of you who have been in the industry long enough know what I'm talking about!
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Bram Smith
Marketing Consultant and Success Mentor
http://www.BramSmith.com
800-413-9458
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work2bfree
Member
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Posted: Sat Feb 16th, 2008 02:39 am |
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I started my nework marketing business 6 months ago; therefore, network marketing is somewhat new to me.
When I first started my business, I thought that the internet would be a good venue for me because I would not have to talk to people. I am shy and it is sometimes hard to talk to people; especially those who are rude.
But, I have recently discovered that network marketing is about building relationships with people. I assumed that because we are on the internet, that dealing with people could be avoided and one could still have a successful business. This is not true.
To have a successful business you still must establish relationships with people. There are many various ways in which to do this; such as, posting to forums, participating in social networking sites, submitting articles, to name a few.
So, if someone ever tells you that you can join their business and not have to deal with people; such as calling or talking to people. This is not true. In order to have a successful business, in most cases, you have to establish relationships with people.
In conclusion, despite the fact that I am shy, I still talk to people everyday. The more I do talk to people the better I get at it and the more my fear starts to dissipate.
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Lawren
Fire Your Boss. Work From Home!
Introducing OrGano Gold Healthy Coffee
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LindaW
Member
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Posted: Sat Feb 16th, 2008 11:47 pm |
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I know what you mean about being shy, My sister and I are partners in our online businesses and she is much better talking on the phone to our leads or anyone who wants more information about our product.
I don't have a problem with Emailing our prospects but I have yet to talk to them on the phone. I have a fear of drawing a blank or saying something really stupid!
I know I am going to have to do it eventually, but as long as she is willing to do all the talking on the phone, I'm not going to volunteer!
To all our Success!!!
Linda
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Tim_Welch
Member
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Posted: Fri Mar 7th, 2008 04:37 pm |
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I've been in this industry since I was 18 years old and I love it. I haven't always been successful, but the one thing I have learned is that this business and this industry is not about how much money you make or how successful you become.
It's about building relationships with people.
Don't build your MLM, build people and you'll have more success than you can measure.
Attract leaders by being a leader yourself.
Thank You All, great content here on this forum.
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Darrell Taylor
Member
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Posted: Tue May 6th, 2008 08:35 pm |
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I was in professional sales of technology to the corporate world for about 20 years. Sales, like network marketing, is all about relationship building.
That said, to be successful in sales or MLM one needs to prospect hard and unendingly to a large number of qualified prospects every day to build a team or customer list.
The internet has been used and misused as a prospecting tool, with some building teams without any personal contact at all.
Different personalities (in both fields) use different methods for prospecting and communicating with varying levels of success. The method that works well for one personality does not necessarily yield the same results for the next guy.
I use 2 methods for prospecting:
1. I like this the best. I use various methods to get traffic to my website where visitors can download my free ebook "Ultimate Marketing Kit". When they have read my book and have gotten to know me, quite a few of them call me. If I call them, they are generally very receptive and open.
These are the very best leads I have ever worked with.
2. Genealogy lists, just like Tracy Biller teaches. The beauty of these leads is that they are somewhat qualified and they are cheap. Most newbie network marketers cannot afford enough of the good "biz-op" leads to get their business off the ground. Genealogy leads overcome that and are generally better than calling cheap, aged, incentivized "biz-op" leads.
Good luck.
Darrell Taylor
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lwillard
Member
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Posted: Tue Jul 1st, 2008 03:14 pm |
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Listening, connecting, meeting needs and building relationships are the skills that produce long-lasting network marketing success. And if you approach MLM any other way, you’re building on quicksand. It is simply essential that you know how to build relationships with people for MLM success and life success.
Ask your prospect questions. And then listen. Ask more questions and then listen some more. Find out what they really want. And be patient. Network Marketing partnerships don’t happen overnight. It’s a process. So nurture it and have fun along the way.
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FreedomFire
Administrator
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Posted: Tue Jul 1st, 2008 08:00 pm |
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Thought I'd bump this up for more comments since we've had some interest shown in the topic recently.
God Bless,
Michael
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