Have you ever seen those guys who can solve a Rubik’s Cube puzzle in like 10 seconds while the guy next to him tries his guts out for an hour until he finally swears his Cube is broken or something?
That was me when I first started my network marketing journey…The guy with the broken Cube! LOL
That is, until I got the “cheat code”. Or, as it pertains to the Network Marketing profession, the system.
It’s important to understand the flow of how the Network Marketing business model should operate. Once you have that, you can be like a Network Marketing factory, crankin’ out results!
That’s what you’ll get today: A clear cut blueprint for duplication and an understanding of each step of the process and how to transition to getting your person self-sufficient, which leads to absolute freedom for YOU.
DIRECT SALES MODEL:
All Direct Sales Businesses need three primary things to be successful. They are: Lead Generation, Lead Conversion and Lead Fulfillment.
First thing you need to understand is EVERYONE is a lead. There’s tons of different ways to generate more leads online AND offline but just remember EVERYONE you ever see or meet is a lead. Lead generation is an entire training by itself and we’ll cover that in a different article. Once you’ve generated the leads, now you’ve got to start the lead CONVERSION process…
I’ve broken the ENTIRE process down into 7 steps which I call The 7 P’s:
1. Posture
2. Prospect
3. Pique
4. Point
5. Pass
6. Plug
7. Promote
If you want a detailed training on the 7 P’s, that’s day 2 of the free “Becoming The Alpha Marketer” course you get on the home page of AustinZulauf.com 😉
Now that we’ve covered the entire process of Network Marketing, as it pertains to the systematic steps, here’s the 3-step process after you’ve gotten your new person started in your business:
1. Training (where we do 90% of the work)
We show them how to live in this world by the action they see us do. We virtually take them along for the experience with us by giving them the training materials and explaining the application for each of the training pieces. I’ve found that the “show-tell-show” method works well in this step. That’s where you show them what to do (possibly through role-playing), you tell or explain what you just did and why and then you show them again so that they fully understand it. Plugging them into the team community is also part of this step, which will help them connect with others, see what they’re doing and feed off of their excitement so they don’t feel like they’re in the business alone.
2. Mentorship (where we do half)
This is where your new guy has developed an understanding of the process but we still help often with things like 3-way calls, helping with an advanced understanding of basic to intermediate principles and simply checking on them to make sure they’re still plugged in and excited. This is more of the goal setting and accountability maintenance part where we keep them focused.
3. Coaching (where we do 10%)
The coaching section is fun because you start to see your student take the reins and teach the system you taught them to their own people. You start to see yourself multiplied through them in this part and they don’t need you as often. You still check on them, remember, it’s always good to maintain that contact, but if you’ve done the previous steps correctly and thoroughly, you probably won’t hear from this persona as much because they’re too busy winning. Look at you, you awesome leader you!
That’s one way we experience duplication…It may seem slow or like work BUT it’s no where near as much work as having to constantly replace the people falling out of your business…
LET’S TALK ABOUT THE INVITATION since that’s where most people stumble. There’s a difference between a HOOK and the invite. The hook is a powerful “one-liner” you can use to get to an invite. The invite isn’t rushed, whereas, the hook is brief.
*Example of a hook:
“Are you absolutely MARRIED to your job or if you heard of something that appeared to be less time consuming with the same or more income, would you be open?”……”Do you ever feel time deficient, like you don’t have enough time for YOU? (YES) If I could show you a way to get a lot more free time, would you want to look at something like that?”
We have proven over and over again that it is best to keep the Invitation Process as BRIEF as possible. Your goal is to build trust & rapport then get their interest piqued OR get their contact information (if you’re not already on the phone) and setup a follow-up time for a call or live meeting after they’ve reviewed the information you send them.
PRO TIP: Always appear to be BUSY This will make you seem successful and let them know your time is valuable, as people always associate happily busy people with being successful. This will help keep you in control, also, which is good because now isn’t the time for Q&A.
PRO TIP FOR DUPLICATION: Remember, whatever YOU do, they’ll think that’s what THEY have to do. If you present your opportunity solo then the prospect is saying to themselves, either consciously or unconsciously, they have to do what you are doing to be successful. That’s why the initial conversation is typically solo but then point them to a tool (i.e- A video, hangout or opportunity call)…because ANYONE can do that!
The primary focus should be on their Motivations and your Common Areas Of Interest. These two focus points give you the greatest rapport with the New Warm Market prospect.
Once you have rapport you are ready to transition the conversation to the second Stage of the Invitation Conversation which is Framing the Opportunity which is TRULY important because this will have them WANTING to follow up with YOU when you part ways, which is what you want!
The process of Framing the Opportunity is simply telling the story of your company, product/service and opportunity. All network marketing is, is telling a compelling story that someone else would want to be a part of. With this in mind, you may want to think about the different aspects of YOUR story. Is the story you’re sharing compelling, is it interesting and would YOU want to be a part of that story if you were them?
IMPORTANT: Remember, your goal is not to sell, close or convince the New Warm Market Prospect to join or buy. Your goal is to get them to the next exposure! The point of each exposure is simply to get them to the next exposure. You may try to close them any and even every time they get a new exposure but you’re always keeping in mind the next exposure is the target.
You will sense when the person has heard enough that that they are interested enough for you to set an appointment. Here, you pass them to the information and set the appointment to follow up before you get off of the phone. (Remember BUSY, IMPORTANT & IN CONTROL)
If you’re doing a 3-way call during your follow-up, the 3-way call during your follow up ends one of 3 ways:
1. The New Warm Market prospect becomes a new partner or customer by an enrollment occurring at the end of the call.
2. A second appointment is set for the Enrollment call within 24 to 48 hours.
3. The New Warm Market prospect is not interested at this time and a future follow-up date is set.
…after learning THIS information, all you really need to keep in mind is 2 things:
1. “The fortune is in the FOLLOW-UP!”
2. “If you’re not growing, you’re dying!”
Make sure you’re adding people to your network each day, constantly gaining new exposures and following up.
…RINSE, REPEAT! 😉
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I’ve created an entire course that shows EXACTLY how to create MASSIVE duplication throughout your organization. These were some solid tips but if you want the expert secrets, CLICK HERE.
