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[Peter Arnold Contribution Level: 3]

MLM => Lead with the PRODUCT -or- the BIZ OPP?

Hello Partners:

As Network Marketing business builders - what should we L-E-A-D with...

=> the PRODUCTS or the BUSINESS OPPORTUNITY?

This Question has been 'bantered around' for decades within the MLM-Network Marketing industry.

Here are a couple of my own thoughts on this, if I may...

Our GIFT-- As compelling as our magnificant Products are -- personally, I have always preferred to lead with the BIZ OPP -- as I feel strongly that the greatest "Gift" we're offering people through MLM is -- HOPE for their financial futures -- HOPE for a lasting, peaceful (passive) recurring Income.

And I love the power of being able to LEVERAGE our time / efforts / resources.

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OK => but do we lead with the PRODUCT - or the BUSINESS OPPORTUNITY?
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How about NEITHER ONE?

How about leading with the R-E-L-A-T-I-O-N-S-H-I-P?

Before we "attract" people - before can expect the privilege of "serving" potential customers OR business partners, I believe we must first develop a RELATIONSHIP with them.

A relationship that's built on TRUST and mutual respect.

COMMUNICATING Effectively- To earn that trust - I feel we must first 'get to know' those we're communicating with - get to 'understand' them - get to 'appreciate' their goals / questions / concerns.

Yes, this will take some patience - some hard LISTENING - and a little time (some say - 'too much' time).

It will require our knowlege of 'what makes people tick' - their different personalities (colors) - their individual makeups.

Call it a bit of a 'courtship' if you like - but it's absolutely critical, if we wish to ever do business with someone - partner with them - coach and mentor them - help them become LEADERS.

Our U-A-F - One of our "first sales" must be our own UAP (Unique Attraction Factor) - as that's what 'separates' US from everyone else - what WE have to offer - what "values" and "vision" WE bring to the table - for them.

It is THESE attributes ((building "relationships" + "serving" others - both, with integrity)) that makes us MORE ATTRACTIVE as Leaders.

BABY BOOMERS - Recent results of a 'Modern Maturity // My Generation Survey' were released in regard to the FIVE (5) aspects of life most essential to Baby Boomers. Here are the things they said were "most important" to them:

= 61% said - spending more quality time with family was #1
= 59% said - a fulfilling relationship with a spouse, or significant other
= 50% said - staying healthy and fit was most important
= 46% said - feeling good about themselves was most important
= 44% said - having a fulfilling religious or spiritual life was #1

The Baby Boom generation is still the largest demographic group in North America. There are 87 million BABY BOOMERS (those born between 1946 & 1964) in North America (US and Canada). THEIR "needs and desires" have been the driving force in the marketplace since they started to arrive.

If we develop honest RELATIONSHIPS with them first, we'll "discover" what it is they WANT.

If we GIVE them what they WANT -- they're more likely to WANT what we've GOT -- be it our Products//Services - or the chance to create additional income from home, via our Biz Opp -- along with the Friendship // Relationship // Partnership // Leadership attractions.

As I see it, this is a total WIN-WIN-WIN.

Just my own 3-cents (Canadian) worth. : >))

What are your thoughts on this?

Sincerely, Peter A.
http://www.PeterArnoldOnline.com

Peter Arnold, CLU, CFC // Founder
Business Achievers Academy // Canada

[Dave Hayes Company: Empower Network, LLC Contribution Level: 9]

I couldn't agree more with the last post.

97% of people fail in this industry because they 'sell' they're biz opp to people who already have a Business they are happy with, but may be struggling with.So therefore they don't need more of the same!

They need a solution to Market their business, people will always buy solutions to their problems quite happily.

I have a Business which is succcessful but Having used this http://viralurl.com/davehayes/sm totally changed my tactics completely & increased my sales.Its even inspired me to do something to help others totally Free - watch this space for more details or you can follow me at http://www.twitter.com/davehayes

Hope this helps a bit!

Dave

[Jim Ticehurst Contribution Level: 4]

Peter absolutely first class (as always). One thing kinda puzzles me a tiny bit: when does 'building a relationship' stop being an act of friendship, and become an act of manipulation?.
I know that there are many on here who will say (quite rightly maybe) that if I have to ask the question then I would not understand the answer? maybe they are right... However Peter I would appreciate your comments on that , many thanks in advance, regards Nemo.

[Peter Arnold Contribution Level: 3]

Hey Dave and Nimo:

Many thanks for your interaction on this.

Up front, I believe that far too many in this industry are still "pushing their DEAL" at prospects (products / services / biz opp) -- before any RELATIONSHIP is forged.

There needs to be some COURTSHIP first -- otherwise, here's how I (personally) see that playing out - - -

MARRIAGE Proposal? - How many marriages do you think would become truly "successful" - long term - if they took place right after the very first date? Virtually NONE - because there would be NO opportunity to get to know each other - to sort out differences - to see if there's true compatibility - to develop any kind of real trust / respect / friendship or "relationship" first. In other words - there would be no 'courtship' before that 'marriage proposal'! I'm guessing the divorce rate ((rate of attrition)) would be HUGE. Yet that is exactly what is happening - far too often - in our MLM-Network Marketing businesses => prospects are being clobbered "on the very first date" with our Biz Opps / Products / Services / Comp Plans! That's what is being promoted first - because sadly, most MLM companies and Uplines are teaching this - to brand the "products / company / opportunity".

The only way to solve this is to use the ATTRACTION business model - and to brand Y-O-U.

It's All BACKWARDS - To expand on the last point - most MLM companies [naturally] want you to "sell the Biz Opp" first - and [in most situations] that's completely backwards - because our Biz Opps are really "back end products" which should only be sold/offered to those who are "already" our Customers/Clients. Trying to sell/offer the Biz Opp right off the bat creates at least three (3) major problems => 1)- a Biz Opp is far too difficult to sell - up front [the competition is usually much too "fierce"" as well - everybody else is doing that] => 2)- unless your 'conversion' rates are insanely high, there's usually not enough cash flow from the Biz Opp - in the beginning - to "fund" your business ((see my AUDIO below on that)) => 3)- the best solution is to lead with Free Information Products [eBook, eCourse, Special Report, etc] - then, with higher value Info Products that are "monitized" [Funded Proposals] - in order to "educate" people and to build that trust. Yes, the BIG money is at the "back end" for sure [the MLM residual income] - but the way to "get" there is not to 'hit people over the head' with your Biz Opp right up front. No.

Bottom Line - Smart marketers NEVER chase after clients / customers / patients / associates / prospects with their DEAL. Instead, they attract these people to themselves first, by building TRUST with them. How? => they offer them something of very high VALUE. The result? => they end up being the ones spough after. Imagine what it would be like to have 10-20-30+ people contacting YOU each day!

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But is it G-E-N-U-I-N-E? - Nemo, I totally understand what you're saying. Where does that "relationship building" process cross over to becoming one of "self-serving" (manipulation)? Does Relationship Marketing really have a "hidden agenda"? Here's my response...

First, we are all 'in business' to make a PROFIT. Nobody here would dispute that, I'm sure.

However, is "relationship building" strictly a "means to an end" (to that profit)?

Each of us will need to answer that one for ourselves, but here are my own thoughts on this:

HONESTY - Building Relationships must never, never be faked. It must always be genuine and truthful. Ethics and INTEGRITY must always reign supreme.

Example - Take the matter of being a "champion" or a "cheerleader" for - or "edifying" someone - during that Relationship Building process. Edification does not mean 'praise without foundation', as there are times when we [as leaders] may need to make tough decisions that won't always be popular with everyone. Unlike the corporate world though, where some (not all) attain higher and better paid positions by stepping over, around and on, others to get to the top - our Network Marketing enterprize is a PEOPLE community - where building trust and friendships and close partnerships with women and men of like interests and values is KEY to success.

I hope this helps answer your question, Nemo.

Again, I appreciate the input on this issue.

Sincerely / Peter A.
http://www.PeterArnoldOnline.com

[Connie Loeschen Contribution Level: 3]

Trust is the emotion of network marketing. You have to earn it. I comes from consistently doing what's best for your people. So first, you need people. You must get very good at building personal relationships. If you become a mentor with a servant's heart, people ask you to PLEASE sponsor them into your business.
Connie Loeschen

[Malika Duke Contribution Level: 3]

'Nuff said Connie! You have just given everyone the keys to the kingdom. I wonder how many will take it?

Malika

[Nathaniel Johnson Contribution Level: 6]

One thing people overlook is the ability to quickly change markets by altering the way you present yourself.

If someone strictly focused on leading with their business opportunity as as a product, they would find themselves in a sellers market. They will find them selves peddling their product to others who all have a product of their own. Their are a TON of people out there who still believe in putting themselves behind the product and all you end up with is a bunch of faceless billboards.

On the other hand if someone shifted their focus over to asking themselves what can I do for people rather than what can my company do; you then have someone who can create any niche they wanted. Their marketing plan is no longer constricted by any numbers or statistics but by what they create.

These are the type of people who will thrive on this deepening recession....

[Elwood Crane Contribution Level: 5]

You answered your own question. Lead with yourself and the value you have to offer. We are not in a product or opportunity business. We are in a people business. You will find most people are looking for solutions to their problems and an individual to guide them to success.

When you lead with products and companies you are seen as a salesman and not a help mate.

LIVE YOUR DREAMS...may your '09' be filled with joy and happiness.

[Jim Ticehurst Contribution Level: 4]

Boy what a great phrase, it says it all.....

"become a mentor with a servant's heart"

Nice one Connie

[Peter Arnold Contribution Level: 3]

Hi Connie:

Yes, as others have said - you nailed it!

Sounds like you're part of MD's 'Mentoring For Free' group (as I was at one time

Thanks for sharing.

Warmly / Peter A.
http://www.PeterArnoldOnline.com