Last month I did a couple of webinars and received a variety of great questions from the audience. I thought it would be a good idea to memorialize the Q&A, so there will always be a record for new people coming into the business. Here are three of them …
Is there another 10 to use in selling network marketing? How is that done?
If there ever was a situation where the Straight Line applied, it’s network marketing. Why? Network marketing is very simple. You’re selling an opportunity. The product in network marketing is the opportunity. You go to sell someone into network marketing, there’s three things they’re buying.
Number one, they have to believe that the actual product is good – that the product itself works. Part and parcel of that is: can they make money? That’s the opportunity you’re selling – can they see themselves making money? Does that add up? And by the way, there’s gonna have to be a logical case. Explain to them logically and succinctly how they go about signing up people, how they get paid through their downline, and so forth.
But then of course the emotional component to that is financial freedom. The big thing with network marketing is that you can start off part time, and you have all these people that made all this money, and all these people in your downline.
And while they’re all working for you, you could be sitting in Tahiti sipping your piña colada and enjoying your life and sailing on a yacht. Then there’s all these testimonials that drive network marketing. It’s all about the emotional sale.
But both of them are required. So you need to have the logical case and the emotional case. It can’t be just for the product – the product being the opportunity and the product itself.
The second thing is: do they trust you? All right, I’m going to be in this person’s downline, this person is going to be my so-called mentor, do I trust this person? do I connect with this person? That’s the second 10.
The third 10 is: what about the company that I’m buying into? Are they an ethical company? Are they going to be around for the long term? Or are they going to be one of these fly-by-night network marketing companies that get a piece of bad press and all of a sudden there’s no more network marketing company. Now I’m out money and my friends will hate me, and so forth.
Again, the Straight Line System is so perfectly suited for network marketing. Like anything else, you just need to make sure that all three of these 10s are lined up.
What happens when you’re 18, you know you can sell, you know you can close, but you just don’t know where to start.
This is an open-ended question. It’s like saying, “How do you know you have talent?” I assume you’ve sold something before. So you start by selling something.
When I choose what business I am going into, I asked myself this question: what do the top producers in this industry make? If the top producer makes $1 million a year and an average producer makes $60,000 a year, it’s probably not an industry I’ll want to go into. I want an industry where the top producer is making $50 million a year and an average salesperson is making a quarter of $1 million a year. You want to choose an industry that, if you’re right, if you succeed, you have some massive upside potential.
Now … this is not always possible, but try to sell something that you love, that you’re passionate about, that makes you want to jump out of bed each day and go to work. So don’t just settle for any firm. Think about your future because you want to love what you’re doing. That’s how I’d start.
Are the three 10s the same if you’re selling in a developing country like Nepal?
Absolutely, yes. Depending on what country you’re in, depending on what industry you’re in, sometimes, some of these things are already pre-established – they’re very easy. A person will walk into a sale with preconceived notions that land them very high on the certainty scale.
For instance, let’s say you’re selling Facebook ads. Are people going to doubt that Facebook is a real company? You’re pretty much at a 10 right there. They trust that Facebook is going to be there. Now perhaps there are things they don’t know about Facebook. What does Facebook do when people spend money and don’t get a good result? Does Facebook stand behind you? Will they hold your hand? Will they educate you? Will they work with you to improve your results? There is more to it than needs the eye.
But clearly, if you work for Facebook it’s a lot different than if you’re on ‘Joe’s Internet Gateway’ trying to sell someone ads. You’re going to have a lot tougher time. There is a higher threshold of getting people to believe in Joe’s Internet Gateway.
In Nepal, depending on what you’re selling and who you’re selling to, there are going to be peculiarities that are specific to your country, your product and to you, that land people at either higher or lower spots, on average, on the certainty scale. I don’t care what it is you’re selling, people are smart. People have to at least think that the product is going to help them. They have to at least believe they’re going to trust you. Let’s face it, if they don’t trust you, how are you going to get them to buy from you?
Let’s say they love your product, but don’t trust you. What will they do? They’ll say,”Let me think about it,” hang up the phone go find someone else to sell them the product. Same thing goes with the company. These things always line up. The peculiarities, the differences, depend on: where does the average person land, in terms of their preconceived notion, on the various three 10s on the certainty scale.