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Category Archives: Recruiting Strategies

The Five Factors for Entrepreneurial Success (Part Three – Identifying Your Target Market)

 

Success Factor #3
Identifying Your Target Market

To build a solid foundation for your business, you must first identify your typical or desired customer, and tailor your marketing message accordingly.

It never ceases to amaze me, when internationally known network marketing companies secure my consulting services, to find their answer to the question, “Who are your targeted customers,” to be something like, “Anyone with a pulse…” or something general like “baby-boomers”.

I think that a lot of time people go for these general answers, because they think that identifying a target market means that you exclude someone else, who might not fit your criteria for “targeted customers”. And that’s simply not how it works.

Identifying your target market is about working smarter. It’s about making sure that you know who will be most likely to be interested in your product or services, and then deciding if you’re interested in working with that kind of customer.

For example, if you find obesity repulsive, and find that you just don’t like overweight people, you probably don’t want to get involved in a weight loss company; but if, on the other hand, your desire to help people extends to wanting to help those who suffer from weight problems, and especially if someone you love has struggled with obesity, then a weight control company might be a perfect fit for you.

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Who Else Can’t Stand Typical Network Marketers?

I am neither impressed by, nor approve of the methods of “typical MLMers”. In fact, it’s fair to say that I find them to be among the most unprofessional, annoying, pushy and self-absorbed jackasses on the planet.

If I have to “hammer the phones” 12-15 hours a day, making “cold calls” or calling the people who hung up on my 800#… there’s something intrinsically flawed with my company, my product or my presentation.

Professional entrepreneurs understand that growing a STABLE business, that will produce six and seven figure returns, is ONLY possible when your focus and intentionality are BUILDING RELATIONSHIPS & CULTIVATING PRIMARY GREATNESS.

Self-interest, making a quick buck, or hounding your people to “get out there and sell” are the strategies of the kinds of people who populate the world’s binary, Ponzi, and urinary comp plan schemes … You know, the kinds of companies that like to make outrageous claims… slam the folks in by moving them from one failing company to the next “great deal”… and then broker backroom deals for the “top players”, without the majority of folks ever making more than $50-$200 a month tops.

I am not interested in competing with every vitamin, nutrition, and miracle juice drink company out there. I am not interested in competing with the cosmetic counter at the local department stores, or my local grocery store. I will not compete with my local utilities companies, or sacrifice my integrity, by offering people the “amazing opportunity” to pay absurd prices for technologies like video chat, video email, SMS messaging and other things that are already available for free for over a decade now!

I understand that in order for a compensation plan to generate residual income, the easiest way to do that is to ensure consistent monthly orders. However, I will only do business with companies that recognise that the professional model for distributor compensation must allow the minimum personal volume requirements to be fulfilled by cultivating retail clients/customers, not restricted to personal use, autoship orders or mandatory inventory. In fact, I will not do business with a company that encourages independent consultants to carry inventory, because this is the 21st century, and that is an outdated approach to ecommerce.

I do not need to do three-way calls, and ambush my prospective business partners with pushy, obnoxious and self-interested sales people. Expressions like “the three-foot rule”, “FRANK Lists”, “BAMFLAM”, “home parties” and “hotel meetings” have NO PLACE in my business and marketing strategy, and are best left to the carnies and snake-oil salesmen, who have given MLM the reputation it now has (and deserves!).

My product and opportunity are strong enough to stand on their own. If I make a thorough, ethical and solution-oriented presentation, and provide the prospect with easy access to me and anyone else they may need to speak with in their due diligence process, I will cultivate lasting partnerships.

When you have the right business, the right product, and the right compensation model, you can leave network marketing and 1980s MLM/Direct Sales behind you, and emerge as a leader in the movement we call “Entrepreneurial Dialogue 2.0”.

 

– Dr. F. Gianmichael Salvato
Barefoot Millionaires Dream Team
ph: 202.297.3223
http://bit.ly/gtncall

(thanks to our pal, and true pioneer in the field, Art Jonak for the “urinary plan” giggle!)

 

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Three Keys to Achieving Greater Network Marketing Success

You’ve seen the websites promising to reveal the “secrets” to success, but if you’ve taken the time to look at what 98% of those so-called “experts” offer, you’ve likely discovered that the only “secret” is that most of those folks have no clue about network marketing strategies or effective online marketing.

It’s no secret that I am not a fan of the typical network marketer or MLM-mentality that sadly is taught by 99% of the major network marketing companies today.

I don’t like that personality type, and don’t do business with people who are obnoxious, pushy, self-interested megalomaniacs, because I know that they are the reason this industry will have to dramatically change or die. They’re the one’s who turn every business they touch into a marketing scheme or scam.

My commitment is to provide entrepreneurs with a way to achieve greater success, in less time. And we’ve been fortunate to create a 90-day success system, which doesn’t require aspiring or existing entrepreneurs to “change loyalties”, abandon a company whose products they might genuinely like, or which forces them to stop doing anything that might already be working for them.

In short, I decided it was time to approach this industry the same way I’ve approached my work as a philanthropist and spiritual teacher: by keeping the good, and offering better solutions to replace the things that no longer work the way they should.

There are three important keys to immediately increasing your income and success, month-after-month:

KEY ONE: Sort… don’t sell.

Realising that not everyone is “wired” for success, and even fewer people are serious enough about achieving success to be willing to actually devote 30-90 minutes a day toward achieving it, we need to move out of the typical MLM mode, where we try to “recruit” everyone into our business.

Lead lists might provide you with hundreds, even thousands of names and email addresses… but 98.5% of those people will never be serious enough about success to actually pay attention and work for it. And timing may not be right for the remaining 1.5%.

So instead of “selling”, we “sort”. We start by finding out what it is they are looking for, and what they are comfortable doing in order to achieve it. We let folks know what we can offer them, and let those who are serious come to US, instead of chasing THEM.

You see, I know that I’ve created a system that realistically allows people I work with to increase their actual income by an average of $800/month in their first four to six weeks… without inventory, without signing up for autoship products, without hotel meetings, and without paying for new websites, recruiting systems, etc.

I also know that it takes 30-90 minutes a day to develop that kind of income, because I did it, and 85% of the people on my team have done so. And for those who want to develop an additional $800/week or more, it requires a commitment of 10-15  hours per week, and 90-days of focused effort to “get ‘er done”.

So when someone is serious enough about wanting to succeed, the first thing I tell them to do is to put their wallet away, because I don’t want or need their money. What I am interested in is helping them succeed… and they’ll do that by taking action, not by spending money.

In fact, I’ll give any entrepreneur who asks, access to over four and a half hours of high quality video and audio training materials from some of the top names in the industry, over a ninety-day period of time. And that information will do two things: it will help them immediately begin to profit, and it will sort out the ones who are serious from the tire-kickers and whiners.

KEY TWO: Build Depth.

Unfortunately, it’s a little difficult to address this issue, without sounding like I am bashing certain companies’ compensation plans… which is not my intention. It’s a fact that some compensation plans are weaker than others, and don’t always provide the proper incentive for networkers to support their downline team.

But compensation plans can change. What matters is that a professional networker learn to discipline themselves to shift their focus from some of the nonsense that is passed off as “traditional wisdom”, and focus on strategies that work.

Chief among those ideas is understanding that duplication is the key to your success. We teach our team members to focus on developing a team of just FOUR serious entrepreneurs, and then focus their efforts on helping those five to do the same thing. And it works.

But the really incredible thing about our system, is we teach people how to do something I’ve never seen done in this industry. If they will simply focus on identifying and partnering with just TWO people, and allow me to coach and mentor those two people to do the same thing, we can very quickly put $800 in their pockets within their first 7-10 days in the business. And it works every single time!

Starting with just two to four aspiring wealthbuilders, I grew my organisation to 358,000 men and women, in under 18 months with my previous company. And we did that without sponsoring any “teams” from other companies. All we did was teach a simple, fun and duplicable system.

I would ask aspiring networkers:

“If I could show you a way to increase your income by $800 to $1200 in the next couple weeks, without inventory, expensive start-up kits, hotel meetings, or making a list of friends, family, etc., do you think you could find just TWO other people who would LOVE to learn how to increase their income by the same $800-$1200 in the next few weeks as well?”

If they say yes, we roll up our sleeves and get started… and then I focus immediately on helping them to do the same thing. As a result, they actually end up earning closer to $1600 in their first month, but our focus remains on helping EVERYONE to make that extra $800 in two or three weeks, first.

KEY THREE: Customers or Associates? Stay focused.

Too often, I encounter people who are so emotionally invested in their company’s products that they are ruining their businesses.

I know that sounds a little strange, but when you become emotionally attached to a product, especially to the point that you begin believing all the hype about it, and imagine that it is the “best” whatever, you are setting yourself up for failure.

Very few entrepreneurs got into the business because they love a particular product. They got into the business because they want to increase their income. So they choose network marketing as the VEHICLE for their wealthbuilding, and the product is the FUEL used to power that particular vehicle.

Don’t get emotional about a product. Recognise that your business will grow in direct proportion to the number of customers and associates you bring to the table, but that in most cases, you’ll prosper faster, by having a stronger team of associates. For that reason, we consciously look for associates, who will also be customers.

For example, my primary company offers the first product of its kind, in the service industry, and one which 98% of adults in the 220 countries in which we do business, already want, use or need. But of equal importance, we offer a product that they would buy whether or not there was an income opportunity attached, because it’s priced very reasonably, and offers unparalleled value in the marketplace. So I look for people who are not only dedicated to bettering themselves, but those who share my interest in empowering individuals to create better lives for themselves in everything they do. By doing this, the people who become part of my team are people with whom I not only work in business, but enjoy relaxing with when we take weekend retreats to some of the most incredible resort locations around the world, just to get better acquainted, and to have the chance to mastermind.

At one such weekend, recently, I was with some friends who work in the mobile spa industry, and for that weekend, I focused everything we did on helping them to develop a better strategy for recruiting, training, and developing a stronger, more successful team. We enjoyed a few nice dinners out, and I came along at the end of the weekend as a guest at one of their training sessions. My consultants and business partners would tell you that becoming involved in my mentoring system was the best move they ever made, because I shared with them the possibility that real entrepreneurs are not threatened by other companies, other opportunities and other businesses, but instead, find new and innovative ways to support the owners and consultants from those companies, to help them do better and make this industry a better place to do business.

The longevity of any business is dependent on “lifelong customers”. So I am constantly cultivating relationships with people I believe will benefit from my product. Some of them will become my customers, but even those who don’t will become my friends… and friends always happily refer new business to their friends.

Put these strategies to the test! And if you’re seriously interested in success, just drop by and subscribe to my free personal mentoring and training series and we will begin the process of cultivating a new, mutually respectful and beneficial business relationship, which will likely end up likewise becoming another valued friendship!

Unlock your potential for Primary Greatness, Personal and Financial Success and Peak Performance. Click this banner for more info!

 

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Recruiting is not an Activity… It’s a Process

Why is it that so many marketing professionals and aspiring entrepreneurs in the network marketing and direct sales fields have such a difficult time recruiting?

One of the biggest reasons so many people find the idea of recruiting and prospecting to be such a challenge is that they approach it as an “activity”, rather than understanding that it is an “outcome”.

You see, most folks think of prospecting for network marketing leads as something they actively do. They think it’s about such absurd 1980s concepts as the “three foot rule” and “making lists”. When you approach prospecting as an event or action, then the fear of being told “no” can be paralysing, and frankly results in most new consultants never really getting started.

I was so fortunate to have had the opportunity to personally work with two of the most amazing direct sales mentors in the world, during the 80s and 90s. The late Mr. Jim Rohn, and Lawrence Thompson, taught me the secrets that would translate into a six and seven-figure income for more than 18 years, allowing me to retire before I turned 40, and giving me the privilege of financially supporting a community of more than 50 Buddhist and Franciscan monks, who worked amongh the poorest of the poor, bringing meals to the homeless, and caring for the sick and dying.

And the secret they taught me was that recruiting was not an event… it is a process.

I never focus on signing someone up in my business. Yes, I said “never”. In fact, you’d be hard-pressed to find someone in my business whom I asked to join us. I just don’t ask anyone to join me, because I don’t believe in asking folks to join me. If I do my job, and cultivate sincere and meaningful, value-based relationships, I know that those who share common interests and who possess the skills and values that are necessary to work with me will ASK ME TO JOIN.

So I focus on BUILDING PEOPLE, and know that when I do that, those people will build my business.

It’s all about bringing value to the marketplace. And recognising that prospecting is a journey that is taken with everyone we meet. It’s an unhurried process, because I operate from a consciousness of abundance, and know there are literally hundreds of thousands of people right now who are LOOKING for a business like mine.

So I don’t have to bash someone else’s company. That does nothing to build-up anyone, including myself.

I don’t have to ask people to leave the companies that they might really like. If they’re not making the kind of money they need with their present business, why wouldn’t I help them turn things around with that company, while they learn about my company? Several of my personally sponsored folks are leaders with other companies, and rely on the $3200-$4800/month they make with us as a means of bankrolling their promotional campaigns with their primary businesses.

So I don’t look at people as “objects”. I don’t say, “Hmmm… She looks like she’d be good at our business,” or “Eh, he doesn’t seem like he’d be very good at this.”

I genuinely listen to their stories, and try to find out what it is they are looking for, how much time they have to devote to growing their business, and what their personal comfort zone includes.

Then I ask them if their business experience would be easier, if they knew that all they had to do was cultivate new friendships with folks, and if all they ever had to do was introduce TWO people to a product they probably already want and need, and then let me teach those two people how to do the same thing… and then I would pay them $800… over and over and over again, for doing something that simple.

Some people are ready for that right away. Others are more interested in learning how to apply the revolutionary concept of Tribal Marketing to grow their existing businesses. Either way, I meet them where they are, and do whatever I can to help them.

I don’t worry about whether they are interested in joining us. My income increases every week, whether I am actively enrolling people or not. So there is no stress… no anxiety over having to get more people right away.

And guess what else happens? My team is more relaxed. They LOVE hearing from me, and look forward to my weekly training videos, my team calls and personal follow-ups.

Some of us have even taken a week off to spend some time relaxing in the Smoky Mountains recently. Just kicking back, getting better acquainted and doing some amazing mastermind sessions.

Always remember, everyone’s process is different. Everyone is at a different place on their journey toward success. By becoming more sensitive to their needs, and by committing myself to BUILDING PEOPLE, the business will ALWAYS build itself!

“Whatever we build,” Jim Rohn would teach, “ends up building us. It’s not about what we GET… it’s about what we BECOME that matters most!”

Copyright © 2011-2012 Dr. F. Gianmichael Salvato, P.A. (Team VISION Global Consulting, S.A.) All rights reserved. No part of this article or material may be reproduced without written permission from the author. When written permission is obtained, full attribution, including this copyright must be included in any republication, broadcast or reproduction of this material. Address all inquires to: Dr. F. Gianmichael Salvato, P.A. (gianmichael.salvato@gmail.com) 407 Holly Hall, Middletown, PA 17057 USA.

 

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