TITLE: Network Marketing

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Other Ways Of Increasing Your Sales

Be Aware of Every Opportunity to Tell Your Story. Wherever you are, whomever you are with, look for an opportunity to talk about your product or business and how it has helped you. For example, suppose someone mentions a problem (such as being tired). You might offer a solution (try your product). However, when you do share what you are doing in a social or nonbusiness situation, don't sound like you are giving a sales pitch. Simply share about the value of the product or the company, and how either has improved your life.

Drop Teasers about Your Product or Business. You can even do this in the course of everyday conversation. Then let others ask you for more information. The advantage of this approach is that people get intrigued and reach out to you for information, instead of your persuading them to do something. As a result, they don't think you are trying to sell them something and get defensive.

This strategy is particularly good with friends, who might be sensitive to your using their friendship to make them act. But you can employ this approach with anyone. Just dangle out some information—such as how your new business helped you save on taxes or get a new car—and see if people bite. Then, like a person who's good at fishing, let out plenty of line, and if people pull on it, reel it in.

Avoid a Canned Sales Pitch. When people think you are giving them a preprogrammed or rehearsed story, it sounds very phony and is a real turnoff. Instead, speak with sincerity and from the heart about how your product has helped you and how it might benefit others. Have the key points you want to mention in mind, but adapt your presentation to your listener's interests, wants, and needs. Also, only share what you believe yourself. If you don't have the conviction and are just trying to sell something without real knowledge, it will show.

Sell Your Prospect on You First. To make people respond more positively to your product or business opportunity, sell them on you first. You may have an easier time with people you know, because they are already sold on you, though some may still have to be convinced. However, the people you don't know need even more reassurance.

So take time to get to know your prospect (if you don't already) and let that person get to know you. Show that you care. For example, ask a few questions about his or her family, job, or recreational interest to create a feeling of rapport between you. Then, only after you have sold yourself should you try to sell your product or opportunity, for doing so helps to smooth the way.

Use Yourself as an Example. It's a good way of persuading others if they can see how you have benefited or succeeded. One approach is to tell people how using a product has changed you or how well you have done in finding others to join your sales team to market the product. Or let the way you have changed speak for itself with people you know. For example, suppose you have lost 20 pounds or have gotten a new car. People will notice. And when people see your success, they will start asking how they can have what you have, too.

So, as a sales opener, use you! Your own actions and success are more powerful than anything you might say. They not only grab attention, but they have the power to convince, too.

Get as Much Information as You Can about Your Prospect in Advance. This way you can find out who your prospect is and what motivates him or her before you make your sales presentation. Essentially, in this preapproach phase, you want to gather information to find out the person's primary motives. What does he or she want out of life? What does he need? Then, you can show how your product will fill the bill.

Also, gaining advance information has several other advantages. You avoid mistakes, such as telling someone about a great vacation plan when he or she has just lost a job. You avoid wasting time contacting or making a presentation to people who are not likely to be interested. Also, you can make your presentation with more confidence, because you know more about what your prospect wants. And having extra information gives you an advantage over your competition.

The two main ways to get this information are to (1) ask people who know the prospect about his or her interests and needs, or observe yourself when with this person or at his home (for example, you can get insights from the way a person's home is furnished or the books he reads), and to (2) ask your prospect what he or she wants or needs, or how he or she thinks his or her problems might be solved.

Qualify Your Prospect at the Outset. Determine if your prospect really might be interested in and able to purchase and afford your product or business opportunity at the beginning of your discussion or presentation. You don't want to spend a lot of time explaining something to someone who doesn't qualify or already has what you are selling.

To qualify your prospect, ask a few leading questions. These can be excellent attention-getters, too.

Follow Up. Frequently, one contact—whether by phone, letter, or in person—is not enough. After you set up an appointment, things can happen or the person can forget. So it's a good idea to call back to reconfirm, and then, if necessary, be prepared to change the arrangements or reset the appointment. If you send a letter, it is often helpful to call a few days afterward to find out the response—or even to remind the person to read the letter. Likewise, after a presentation, if a person wants to think it over, be prepared to contact that person in a few days if you don't hear from him, since your call may be what's needed to spur him into making a positive decision.

And when you follow up, do it quickly—while your initial contact or presentation is still fresh in people's minds. This is when they are most interested. Don't give them a chance to cool off, though also be careful not to be too pushy. If you find your follow-up is making the other person become defensive, respect this and back off, though if you can leave an opening for further follow-up, such as suggesting "Sure, I understand you need to think it over. So when would you like me to call you back?' or "Well I can get back in touch with you in a few weeks, if you like."

Employ the Principles of Good Communication. An essential component of being persuasive is being clear about what you want the other person to know and presenting this so he or she understands how it will benefit him or her to take some action. So know what you want to say. Be clear about the purpose of your message and the ideas you want to present. Also, keep these principles of good communication in mind.

• Know who your audience is and orient your message to that audience.

• Consider the interests, needs, and wants of your listeners, and appeal to these.

• Talk about things people can readily identify with to develop rapport with your audience (for example, make your point by telling a story or sharing a joke).

• Use simple, concrete words to promote understanding.

• Communicate only a small amount at a time so people can readily follow your message. Then you don't overwhelm and confuse listeners with too many points or too much detail.

• Use repetition and associations with familiar ideas to promote retention of your message. In other words, say the same thing several times in several ways so people remember it!

• Use the appropriate tone, manner, and gestures in presenting your message, because these are part of your message, along with your content. In fact, the way you say something can be more influential than what you say, because people react on an emotional, feeling level.

• Emphasize the areas where you and your listeners are in agreement. This promotes rapport. Then, if you want to promote change or the acceptance of new ideas, start where your prospect is; then once you have that kind of rapport that comes from being on the same wavelength or in tune with someone else, you can gradually work toward shifting that person's point of view. But you need to start from that point of commonality and agreement first to help make that person more receptive to change.

• Get feedback by asking questions and listening.

• Anticipate the objections that might come up and learn how to overcome them.





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TITLE: Network Marketing

Network Marketing Category: Network Marketing

Shopping Mall: Network Marketing

Network Marketing Topics: Network Marketing