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Please consider this free-reprint article written by:
Kim Klaver
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Article Title: Which Dance Do You Do?
Author: Kim Klaver
Word Count: 679
Article URL: http://www.isnare.com/?aid=100833&ca=Marketing
Format: 64cpl
Author's Email Address: refresh.me[at]gmail.com (replace [at]
with @)
Easy Publish Tool: http://www.isnare.com/html.php?aid=100833
================== ARTICLE START ==================
When someone asks a network marketer, "So, how do you make
money?" or "What do you do?" the dancing begins. Have you
noticed that?
They waltz, they do the funky chicken, they shuffle and jump
every which way just way just to avoid saying they�re selling
something.
We've all come to distrust sales people. Who wants to be
identified with the smarmy sales person who, as the villain in
the musical My Fair Lady, �oiled his way around the floor,
oozing charm from every pore.�
Women especially don't want to be seen as the typical sales
person (=someone who will say whatever she has to, to make a
sale). Or who makes friends in order to make sales. We don't
want to be excluded from our social circles because of NM.
This leads to some interesting dances. When I asked an audience
of networkers last weekend at a teleconference, "How do you make
money in this business?" here were some responses.
�Work really hard.�
�Duplicate.�
�Know about the product.�
�Teach others.�
�Share the product.�
�Talk to people.�
�Tell the story.�
I egged them on: �Any more? So far, none of these things will
make you money.�
Who here knows people who work hard, but don't make money? Or
who talk to people but don't make money?
Things became quiet. The next responses were more tentative:
�Uhh, recruit people?�
�Ask your upline?� (Who was sitting in the room)
�Learn the pay plan?�
Guessing, hoping and dancing. Anything but sales.
Some people actually say, "We don't sell. We share. We educate
and teach..." Yet, without someone buying a product because of
you, there is no money going to you, is there? Someone has to
pay your company money, and they give you a cut. That's called
a sales commission/bonus, on a SALE.
So I wonder now: Is our own anything-but-sales mindset leading
us into the same tactics of the less-than-forthright sales
people we love to hate? Will WE ourselves now say whatever we
have to, to avoid telling someone else that the Network
Marketing business actually involves sales? Hmm.
Next time someone asks what you do to make money, how about
this?
There are two ways to make money in a network marketing
business:
1. Find customers who will buy your product or service; or
2. Recruit Sales Reps who will buy your product or service, but
will also find
their own customers who buy and will also recruit other Sales
Reps.
Customers pay money for your product or service which earns you
commissions from your company. You must love and revere them.
They�re like the famous jeweled Faberge eggs of the Russian
aristocracy. They dazzle, they glint, they shine and they are
incredibly valuable. Treat them like your rarest possession,
because they are. Repeat customers can give you income for
years and years, after the initial work of getting them is
done. Show the person how that works for 10, or 100, or 1,000
customers 5-10 years out.
Sales Reps (distributors, whatever your company calls them)
help you lengthen your reach into the marketplace and they help
you multiply sales. It�s like forging a chain, link by link. The
more you and they recruit the right ones, the longer and
stronger your chain becomes. The more Sales Reps you have the
stronger and further your sources of income become. When you
show this, disclose the stats - that most recruits don't last.
On the other hand, the fast start bonuses give a quick
financial shot in the arm.
Then be straight and tell them the odds for both options. Don't
let anyone start the business with you, thinking it's easy, that
anyone can do it. We know better, don't we?
P.S. Let THEM decide which to focus upon more, Customers or
Sales Reps.
About The Author: Kim Klaver is Harvard & Stanford educated.
Her 20 years experience in network marketing have resulted in a
popular blog, http://KimKlaverBlogs.com, a podcast,
http://YourGreatThing.com and a giant resource site,
http://BananaMarketing.com
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