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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