Selling, Helping or Both?Group: Your Travel Biz (YTB)
Read More: Advertising | Dealing with Objections | Marketing | Sponsoring and Recruiting
When you think of Network Marketing, immediately you think that its sales. It involves sells, but overall its about helping people. Your propect or customer will tell you if they need or want your product or service. You may want to let your prospect or customer do most of the talking. You would want to ask questions, so you can get to know your prospect. People do not buy the product or services they are actually buying you. So are you selling, or helping or doing both?
Wikipedia definition of sales: Academically, selling is thought of as a part of marketing, however, the two disciplines are completely different. Sales often forms a separate grouping in a corporate structure, employing separate specialist operatives known as salespeople (singular: salesperson). Selling is considered by many to be a sort of persuading "art". Contrary to popular belief, the methodological approach of selling refers to a systematic process of repetitive and measurable milestones, by which a salesperson relates his or her offering of a product or service in return enabling the buyer to achieve their goal in an economic way.
While the sales process refers to a systematic process of repetitive and measurable milestones, the definition of the selling is somewhat ambiguous due to the close nature of advertising, promotion, public relations, and direct marketing. Selling involves sales which are the pinnacle act of completed of a purchasing activity.
Webster definition of: Helping 1: giving assistance or support 2: to be of use or benefit.
Listen my friend, Network Marketing is both selling yourself and helping others. Okay, I know what you are thinking, I hate sales. We sell ourselves to our children, our spouse, our boss, our friends everyday. We are not born "sales people" It's a learned behavior, which compels you to help others. When you are helping others, you are actually selling yourself.
Here is the scary part... knowing when to sell or assist. Let me ask you a question. When you promote, or advertise your business, do you immediately start selling your opportunity? When your prospect inquire about your products or services, do you send them directly to the website, give them a DVD, or magazine? Most people think that its better to get the information in front of the prospect first. What you should focus on, is how can your product or services help make your prospect lives better? I suggest that you get to know your prospect first. Learn if they should qualify for your time, or assistance.
Here are four questions you should ask when qualifying a prospect .
- Does Time and Fiancial Freedom interest you?
- What kind of income would you like to generate in a business of your own?
- Other than money, what are you looking for in a business?
- In the perfect business, what would your business look like/be?
If your prospect qualify, get the information in front of them right away. Show a sense of urgency, so that your prospect will take a look at what you are offering now. Then ask, what did you like best about the ad, website, conference call (whatever source you directed them too)? If they see a opportunity, they will join your company or become a customer. You are in a win-win situation.
Once your prospect decides to join, help them get started and continue to support and train your prospect. If your prospect, decides they would rather become a customer, give stellar customer service. Please remember this, you do not have to sell, people hate to be sold. Prospect sell themselves, once you focus on their needs and wants. Expect to get one yes, out of every ten. You are looking for prospects that are looking for you. Also, try not to sell your customers the opportunity until they have used your products. If your customer is inquiring about your products, only offer the products. Refrain from offering both your opportunity, and the product at the same time. Most customers, become a business partner once they have experienced the products
Here is why, you want to get started helping and not selling right away! You want to build it big and fast! Bigger no longer mean better, fast is better. Separate yourself from others that are selling opportunities, and learn how to sell your self. You can do this simply by learning all about your prospect wants and needs. Only then will you grow a big network fast!
You may hear no, more than you would hear yes. Should you give up on your prospect/customer because he/she said no to your opportunity? No, do not give up on them. Sometimes, no means "I do not have the money", too busy, or afraid of what their spouse, friends or family members may think. My favorite objections is "I'm too busy." Here is how I handle that objection. I ask, "Mr.Prospect when is that going to change for you?" Have fun, but learn how to handle objections. "No's" are bugs on their windshield, help your prospect remove the bug. Continue to focus on their wants and needs so that you will have a successful business partner or a customer. Learn the art of selling, and help make people lives better.
Hey YTB Network Marketers, share with me how you help make your prospect or customer lives better?