First Step Marketing

If the prospect says that she is not interested in becoming a distributor, at least try to convince her to be a product user. Product users swell your monthly sales turnover and can give you good word-of-mouth publicity. What’s more, many users, once they are convinced the product really is good, become distributors.

You might also try to obtain a sales lead: ‘Mrs Dlamini, I understand your situation. You’re too busy at the moment. Perhaps at a later stage you will find the idea more attractive. Let’s keep the door open. I’m keen to make a success of this new career right now. Could you suggest a couple of people you know who would be interested in supplementing their income?’ In this manner you get straight down to prospecting for leads.

As in any business, you will be rejected on a few occassions. A positive way to handle this is to work out the value of each contact. If each new distributor makes you R90 per month and you have to contact six prospects before signing that person up, each call, win or lose, is worth R15 on average. So even if you get a rejection, mentally say: ‘That’s R15 in the bank!’ This keeps you in a winning frame of mind.

If your prospect is totally disinterested, move on. Thank her for her time, give her your card and leave. There are many more prospects and you can’t win them all. You said you wouldn’t bother her any more, so don’t.

EVALUATION: HOW GOOD WAS YOUR PRESENTATION?

A successful presentation catches the attention of your prospects, creates interest in the product and in the network marketing company, creates desire in the participant to own a downline and gets buying action from them.

How do you catch the attention of your prospects?

Show a professionally made video on the subject.

• Have the products, as well as free samples, on display.
• Invite other like-minded enthusiasts to the meeting.

How do you interest the prospect in the opportunity?

• Stress the benefits and the reasons for sales success, such as product value, uniqueness or some other feature.
• Demonstrate the products. Let the customer touch, smell, feel or use the product.

How do you create the desire of ownership?

• Emphasise what the product will do for the prospect. Paint powerful word pictures.

How do you get purchase action?

• Show the prospect that network marketing is a wealth of opportunity.
• Explain how networking works, what the marketing plan entails and how the support systems will work for them.
• Have a starter kit and products on hand.
• Congratulate all the prospects who join the network. Shake their hands. Make them feel good about themselves.
• End the meeting with an inspirational story that will motivate those prospects who are still hesitating.

Check:

that the video-recorder and television are connected

• that you can complete the necessary documentation to sign up a new distributor without mistakes
• that you know what the different rebates are.

Possibly related posts: (automatically generated)
What to do if the prospect is not interested

This entry was posted on Sunday, March 2nd, 2008 at 9:56 pm and is filed under Business Plans, Career Management, Marketing, Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.