professional inviter

By Tim Sales

One of the first decisions you need to make before you actually speak to a prospect is whether you want to promote your product or the business.

In my opinion, which is backed by statistics, you can do either – just not both at the same time.

Leading with the product

I’ll first describe “leading with the product.” When you invite someone to look at your product and then around the same time (that’s a key part of it) tell them they can make money with it, well, I’ve not seen this work well.

In the few prospects I was able to get to talk to me about it, they felt “yucky” that I would be making money off them buying the product. I found a way around this, but this taught me that I don’t discuss buying a product and mention at the same time that they can make money doing what I’m doing.

Here’s how I was able to still promote the business by leading with the product though.

After the person has been a happy customer for a month or more, at the point where they place a second or third order, I ask them if they know anyone who would like to receive the same benefits as they have received. After they’ve given me a referral that wants to buy the product, before I place that referral’s order I will then call my original customer and tell them that I can take them to dinner and thank them for the referral or give them a commission for referring the prospect. I ask them which they prefer. This works the best.

Leading with the business

If you invite your prospect to look at your business you obviously have to tell them what the product is, but do not get heavily into product discussions. I’ve seen many times, especially with nutritional products, where the discussion heads into deep ingredient questions.  It’s really best just to keep the product description general.

Let me explain what I mean by general. I will talk about the product trends for the product my company carries; for example, let’s say I sell nutritional supplements.  I’d say something like, “Consumers spent X number of dollars last year buying supplements.” And that’s as deep of a discussion about products that I care to get into when leading with the business.

Otherwise it just becomes a Pandora’s Box – one question leads to another…that leads to another. This often starts because people want to try to impress their prospect by using big, technical words to show they’re smart – but all you do is confuse the heck out of them and have them think they have to become a biochemist to succeed.

Should I use a website that explains both my business and the products?

I don’t recommend it.  If you want to sell a product – have a web page with only that product on it. If that product is within a system of products that belong together it is fine to have the additional products within that system on the page. As an example if you sell weight management and you tell your prospect about the meal replacement shakes and on the same web page you have links to appetite suppressants that is fine – but do not include unrelated products or discussion on the compensation plan.

I remember when I saw my first presentation in network marketing the presenter said, “We show people the business and if they don’t want to be in the business we can get them on the product.” This sounded good to me, and I continually attempted to do it…but I was actually able to do it the way it was presented to me very few times.  I never had much success in creating new customers by leading with the business.

That concludes my first answer to leading with product or business. Now let me explain my other answer.

Answer Two

The best answer to whether you lead with product or business has to do with what the prospect needs/wants or doesn’t want.

This goes along with the qualify step of the Inviting Formula. If when talking with the prospect they have their focus on solving a weight management issue – then you would obviously lead with product – if of course you have a product that solves that problem for them.

Much respect and admiration,

Tim Sales

For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.

Tim Sales’ training is based on his personal success of building a downline of over 56,000 people while working full-time in the Navy.  Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011!  Visit www.firstclassmlmtools.com/ebook

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By Tim Sales

I find this question being asked quite regularly, especially by those who may be new to the network marketing business. Some people are incredibly keen to succeed with MLM, but they are fearful about making the initial contact…especially with friends or family members.  There is a simple and clear explanation for this.

The reason that you fear making that first initial contact is because you are fearful of being a sales person and pushing to get the sale.  I used to be the exact same way — I also used to be fearful.  Can I tell you, though, that I did not overcome my fear? Because if I thought for one moment that I’ve got to go up and talk to somebody and sell them on something, I would be fearful still.

When you approach people, think of yourself as the one person who can help them, but the only way you can do that is by focusing on them and not on your MLM business.  And, the way you focus on them is by finding out what their needs, wants, and don’t-wants are. So, what I’m suggesting to you is just focus on finding out what it is that would help them.

So, what’s my process for approaching people?

If you have a person standing in front of you, you don’t know if they need or want your product or your business, so you have basically two choices:

Option one would be to ask them if they would be interested in hearing about something. I may be totally wrong here (I doubt it) but the overwhelming chances are that, most of the time, you are going to get a resounding “No, I am not interested.” You and I both know that‘s the likely outcome which is exactly what leads us to be fearful of making the initial contact.

Option two is to ask questions about the prospect, and their interests, and be a problem solver to whatever comes up on the subject that is directly related to your business or products.  In my opinion, based upon successful experience, being a problem solver is always a better approach than soliciting for business.

Just communicate with someone, just greet them. Be genuinely interested in them with no hidden agenda about selling them anything gnawing at you. Yes, and as your conversation unfolds, you may discover that they do qualify and may well be interested in your products or your network marketing business.

Hopefully you will see that approaching people this way is more natural (it certainly is to me) and because you have shown a genuine interest in them, you are far more likely to get to the point where you can invite them to look at your product or your MLM business.

If I focus on greeting someone, I’m never fearful about walking up to anyone.   If I’m focused on selling, I’m always fearful.  That’s the difference.

Much respect and admiration,

Tim Sales

For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.

Tim Sales’ training is based on his personal success of building a downline of over 56,000 people while working full-time in the Navy.  Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011!  Visit www.firstclassmlmtools.com/ebook

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By Tim Sales

I’d like you to forget for a second that you’re in Network Marketing. What if you were starting any other kind of business like a retail store, a salon, or a construction company.  Where would you get your customers? Your employees? How about business partners? Where would you find them?

In one or more of those categories a friend, acquaintance or family member might be the right fit, maybe not. Maybe they know someone who would be the right fit. Somehow it always works itself back to an acquaintance, a recommendation or a referral.   In MLM, we called this your “warm market.”

Your warm market can be one of the greatest resources to your business.  And dealing with family and friends can be a blessing or a curse, but if you want your family and friends to continue to respect you, give you referrals, be your customer, and possibly say “yes” to your opportunity, I recommend you follow these five simple tips this holiday season when faced head on with your warm market.

Rule #1 Hold your tongue. Don’t ever insult someone for his or her decision not to participate with you in your business. Don’t tell someone they’re stupid for not doing business with you, even if it is “the way you talk to your brother.” It’s unprofessional and out of place.

Rule #2 Be wise. “No” rarely means no. That same brother in three weeks or three years could lose his job. If you’ve made a fool out of yourself, not only will he not do the business, he will beat you to all of your friends and tell them about the “scam” you’re in. All of this because “you told him” how stupid he was. That’s not wise.

Rule #3
Deal with it. For over 10 years I’ve dealt with objections, concerns, past failures, bad experiences, and more – all of which have all taught me how to successfully handle these issues.

Just as an experienced dentist knows that treating teeth is the easy part and the hard part is dealing with the patient’s “baggage” – like the time the “other” dentist stuck a six-foot needle in their gum when they were 14 years old. “Dealing” with these issues is what “wins” the patient. Once the trust is established you’ve got them for life or until you decide to stop servicing their needs.

Rule #4 Yes or No. Some prospects take just one conversation to be won over and some prospects take 10 conversations. (Nine of those conversations resulted in a “No” answer even though “No” was never stated.) If you take the thought process as being that either the prospect says “Yes” or “No,” then you’ll miss the art of communication and networking.

Suppose your company has 20 products. If your prospect says “No,” find out what they are saying “No” to. Are they saying “No” to all 20 products? Are they saying “No” to “I don’t want to diversify my income?” No to ”I don’t know anyone who needs or wants any of your 20 products?” That’s a lot to say “No” to. I recommend that you find out exactly what your prospects are truly saying “No” to.

Rule #5 Don’t be a bug. Do not ever “bug” family and friends about your company. Sometimes Networkers get extremely focused, which is good, and it should never be suppressed. Focus is what creates “eliteness.” Just be disciplined as to what and who deserves that focus. If it’s a friend or family member who clearly isn’t interested, quit wasting time there and go get in front of people who do want to be a part of your business or a product consumer.

Your warm market is an important part of your business. Abuse it and pretty soon you’ll notice they don’t return your phone calls anymore. Keep these five rules in mind when you’re at holiday gatherings this year and you will see that you can have a successful business and keep the respect of your family and friends.

And there you have it – five rules to follow when working with your friends and family.

Much respect and admiration,

Tim Sales

For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.

Tim Sales’ training is based on his personal success of building a down line of over 56,000 people while working full-time in the Navy.  Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011!  Visit www.firstclassmlmtools.com/ebook

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