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MLM Recruiting Examples for your to use as a guideline to building your business within your own Warm Market

Scenario #1: You are a ‘Product Person’ marketing to your Warm Market.

We have developed a step-by-step process that has proven to get results time and time again

Product-to-Warm Market System

1. Figure Our What Makes You Attractive
2. Don’t Confuse Anyone
3. Use/Consume the Product Yourself
4. Further Analyze Your List
5. Re-evaluate your up line support
6. Use The K.I.S.S. Principles
7. Talk – Don’t Write (ask for what you want)
8. Be the Messenger – Not the Message
9. Go with the Flow
10. Ask For What You Want

1. What Makes You Attractive (AKA: Know your USP)

To do this go through the 5 Rules Of Attraction Marketing clarify exactly what makes you attractive.

Be Different

• What makes you different? What do you have, or what have you done that will increase your credibility ranking with your warm market and/or make you different. Identifying this aspect of your USP is especially important for people who are familiar with network marketing. They will be much more attracted to your product if you have something that makes you different.
• Point #2 alone will make you different than 99% of the other network marketers out there but what else makes you different.
• What is going to make you more attractive to support? Do you have a personal story (health reasons, business solutions – tech product) that your warm market can relate to? Are you going to offer a free month if they buy three months of product?  Do you have skills (nurse – health; business person – Tech product; etc) that your warm market respects already that you can leverage to have them see more value in your product.
• It doesn’t really matter what it is, just find something that is unique to you that people will either relate to, see as more credible, or both.

Teaching Sells

• You don’t have to know everything about your product, you just need to know something unique about it that you can teach to your warm market in a sentence or to. What can you tell your ‘product people’ that will make them take more notice than just to support you?
• Make sure that your ‘teaching’ is done to explain how the product can benefit them (Remember Rule #5: No One Cares About You)

Established a Laser-Focused Message

• Combine the first 2 to create your Laser Focused message. It has to be one that you believe in and are comfortable talking about. If it’s not something that is ‘true to you’ then you haven’t done the first 2 steps properly.
• See #7 for some examples of a Laser Focused Message.

You Start With Zero Credibility

• You may have credibility or you may not. It doesn’t matter. You can build your credibility through the help of your upline or just let the quality of the product your promoting do the talking for you.

No One Cares About Your Or Your Opportunity

• Remember that people want to know what’s in it for them. They want to see the benefit that they are going to get from the product. Your Laser-Focused message needs to speak to your prospect and because you know who these people are, you can adjust your Laser-Focused message to speak directly to your prospect. (the message won’t change but the delivery might)

2. Don’t Confuse Anyone

One of the main reasons people struggle to sell their network marketing companies product/service is because they are confused about what their goals are. When you are confused about what your goals are then you are sure to confuse your prospect. So what’s the point here you ask?

“If you are going to sell product then sell the product and don’t even bring up the business end.”

I have seen more associates fail at selling product than I have seen people succeed and it is all because of one thing – the associate tries to do too much – they don’t have a laser focused message. They want to sell the product but they lose the sale of the product because they bring up a business model that causes their prospect to forget the benefits that they were going to get from the product. They are so busy trying to figure out how they are going to say ‘NO’ to the business that they lose sight of what the product can do for them.

What’s the Moral of the story – if you have identified yourself as a product person then don’t concern yourself or your potential customer with the business model. You can do that later; for now, just focus on your goal – Sell Product; the Business Partners will come with time.

3. Use/Consume the Product Yourself

You are now a walking billboard for your product. You don’t have a store front therefore you are your storefront. You don’t have to use all the products be you to at least use some of the products that your company produces. This helps to increase the level of trust your potential customers will have in you and your company

4. Further Analyze Your List

If you haven’t already done so, break your list into product people and business people, or both. As a product person you are obviously going to target the people who you know are interested in the product first, then the people you’re not to sure about and then you’ll move over to the business people. Once you have identified the product people, review the list and identify whether each individual is:

1. The Excited to Help Type – these are people who trust you already and you just know would try anything because you asked them to.
2. The Personal Reasons Type – these are the people who you’ve identified as someone who believe would benefit from the product/service you are offering.

5. Re-evaluate your Upline

Is the person(s) that you previously identified as the person(s) that you will use as your experienced support knowledgeable in the product enough to be a benefit for you? Do they have a personal testimonial that works for you OR do they have access to someone else who has a personal testimonial that can benefit you?

Chances are you have thought about this already but because it is so important for you to work with people who are going to help you, we thought it was important that we mentioned it again.

6. Use the K.I.S.S. Principles

Before you make any phone calls I want to remind you to follow the K.I.S.S. Rules – KEEP IT SUPER SIMPLE

1. DO NOT over complicate this. These people that your have identified as potential customers know who are and they have a level of trust in your decision making process.
2. Remember that you’re like a baseball player – there is a good chance that you will ‘fail’ more than you succeed BUT it’s the consistent successes that will help you quit your job early.
3. USE YOUR PERSONALITY – you don’t have to be anybody but yourself. Have confidence in the fact that you will have the skills to win in the network marketing/internet industry whether these people buy from you or not because you are going to know exactly how to develop business from the cold market online.

7. Talk – Don’t Write

To a certain degree, this goes hand-in-hand with ‘c’ above. Too many people think that an email is a sufficient way to introduce your warm market to the products that you have. Unless you are completely frightened about talking to people who know, love and trust you, you will have a lot more success if you pick up the phone and ask for what you want rather than cop-out and email them.

Regardless of your personality or who you are talking to, you should state your intention. This tells them where you stand and displays the fact that you are now running a business.

Example #1: Selling a health Product to a Truster

• “Hi Jane, how you doing… (Insert small talk here) Jane, if I bought a restaurant you would come and support me right? (she says “yes, did you buy a restaurant?”)… No, I haven’t bought a restaurant but I do want you to support a business I have started by trying one of my products. The product is going to make you feel more energized every day (you could say why but I suggest stopping here and letting the conversation flow from there).” – I love this script because establish so much in a short period of time. People have committed without committing (ex: restaurant support); you’ve established the benefit and you’ve shown your different just by being confident.

Example #2: Selling a Tech Product to an Analyzer

• “Hi Jane, how are you doing… (Insert small talk here). Jane, I’ve got a product that I want you to try… (she says OK). It’s a cell phone adapter that gives you a hands free speaker ability in your car that I’ve been using for a while and I liked it a lot so I bought the rights to sell it. Will you be my first sale?” – This tells them what it is, let’s them know the benefit and assumes a sale. (How can anyone say no to that) – (if they ask questions, which the analyzers usually do, give them the information and let them do there research)

8. Be the messenger – not the message (especially when you are starting)

People tend to talk too much when they are nervous – THIS SHOULD NOT BE YOU. #1: you don’t have to be nervous because there is no reason to be – you will win with, or without these people as customers. #2: Let the tools do the talking for you.

You don’t need to know every last detail about what you are selling – you just need to give people the answers that they need. You’ll know what questions they have when you give them the ‘product information tool’ that you have chosen for them to review (if they want to).

9. Go with the flow

Every person you talk to will want to know different things and will have different questions therefore there isn’t a magic formula that I can give you that will tell you exactly how every situation will go. What I can tell you is that, it is not your job to know all the answers, your job is to provide the information and get the answers to any questions that they may have.

10. Ask for what you want and sign the papers

How would you expect to get anything in life without asking for it first? If you haven’t done so yet,

“ASK THEM TO BUY FROM YOU”

That’s what you want right? All you have to do is ask for it.

If you follow the above process, you should have no trouble getting some paying customers. Once you’ve got them on board, DON’T JUST LEAVE THEM HANGING. You are now running a business and part of your business will be providing service to your customers. If you are in contact with them regularly, they will be more adept to recommend you as a trusted source for whatever product you sell.

Scenario #2: You are a ‘Business Person’ marketing to your Warm Market.

There are some definite similarities between building a customer base and developing a solid foundation of business partners but there are still some unique aspects of finding business partners that forces you to treat the 2 in a different way. So, without further ado, here is the list you can follow when you market to people you know (your warm market)

Business-to-Warm Market System

1. Remember the Attraction Marketing Rules
2. Don’t Confuse Anyone
3. Remember that you are like a Baseball Player
4. Choose Your Upline Support
5. Prioritize Your List
6. Surround the System
7. Make the Call – Don’t write
8. Be the Messenger – Not the Message
9. Go with the Flow but Maintain Control
10. Ask For What You Want

1. Remember the 5 Rules of Attraction Marketing

What Rules of Attraction Marketing do you need to remember when you are developing business relationships?

• Be Different – What sets you apart?
  • Do you have a job, or experience that may give you some credibility when it comes to the network marketing business model? Do you have a personal story that relates to most people? (ex: the quit your job early theme that I use – how many people do you think want to quit there job early)
  • Teaching Sells
    • What can you teach your potential business partners that will make you different? My personal favorite is teaching passive income and how it relates to what they want out of life. Check out my passive income article to get a feel for what I’m talking about.
    • You could teach the advantages of passive income, the company reputation, the movement towards direct sales, or the tax advantages of owning your own business.
    • Give a Laser-Focused Message
      • See #7 for examples.
      • You start with Zero Credibility
        • Use the reputation of your upline, your team or the company to increase your own credibility ranking. Or you could use some of your personal experiences.
        • No One Cares About You or Your Opportunity
          • Make sure your message relates to them and isn’t all about you or your company.

2. Don’t Confuse Anyone

The key here is the same as above with one minor difference, or advantage, depending how you look at it. The advantage of starting with the business is that you can always fall back to the product. What I mean by this is that, for those people who have decided not join you in your business at this time, you can ask them to purchase product.

With that being said, don’t lose your focus; you want business partners and you want them as quickly as possible so go after what you want.

3. Remember that you are a Baseball Player

There are a lot of variables that are going to play into your success with network marketing and one of them is to understand that not everyone is going to see what you see. That means there are going to be some people who you thought would join you who aren’t going to join you. This doesn’t matter to you; do you know why? It doesn’t matter to you because you have the ability to build business online and because you can do that, then you are not dependent on your warm market joining you right now.

Depending on what type of business model you are using, you are going to need a minimum number of people to get the ball rolling (if you are in a binary – that number is 2, I you are in unilateral then that number changes) so focus on getting that number and nothing else.

4. Choose your Up-line support

Just like we stated above, you’ve probably identified some upline support people that you believe can help you with your goals. All I want you to do here is to make sure that you’ve identified at least one person that can really helping build a business rather than just sell product.

5. Prioritize your List and don’t waste time

Identify whom you are going to call first, second, third and so on. My advice is to start with the easiest people and work your way down. As you work your way down the list, your confidence will grow and you probably should see faster results doing it this way.

The other thing that is of vital importance is to make sure you DON’T WASTE TIME. Don’t start by calling one person a week. Start by calling them all within a week. You want to get answers as quick as possible and because you’ve got a lot of ‘irons in the fire’ at one time, you will be much more focused on the task at hand. You also won’t feel ‘needy’ towards one specific person. Not only because you’re not dependent on their answer but also because you know that you can start to implement the cold market strategies.

6. Surround the System

Most companies supply you with a website to build your business with which is kind of nice right? What you need to determine is whether or not the site that your company provides:

1. Is something that you can be proud of
2. Follows the Rules of Attraction Marketing

In my experience, most company websites don’t follow the rules of attraction marketing. They do a phenomenal job of talking about how great the products are, explaining the ownership of the company and showing the compensation plan BUT they usually do a very poor job of Teaching how someone can use the site to their advantage or talking about the benefits for the potential business partner in any great detail. That’s why you need to surround the system as is displayed in the diagram below.

MLM Recruiting - Surround the System

My philosophy is that people that are attracted to the business of network marketing are that way because they see it as a simple ‘vehicle’ to use to get to something better. I doubt there are very many people in this world who grow up hoping they can be a network marketer, or an Internet marketer. My guess is they use these things as a means to be able to live their life doing the things they really want to do. That’s why I think it’s important to surround the system, or tool, you’re using to explain the opportunity that your company represents.

When you surround the company system (the website, magazine or even the ‘dreaded’ traditional hotel meeting) with your personal touch then you give people an indication that you are committed to their success. In the diagram above you see a number of different things you can do to surround the company system.

You can

• Tell them your vision
• Explain the training that will almost guarantee their success
• Present some financial projections
• A simplified business overview that identifies the area’s of strength

As an example, the system we use for my network marketing team goes something like this

• Brief Video Explanation
• Business Overview that follows attraction marketing principles, which means the information follows this order
  • Re-affirms the result – paints the picture of what their benefit will be for them
  • Builds the foundation – how leverage creates passive income – allowing for my prospects to see the possibility of living a great life
  • Identifying the advantages of using network marketing, attraction marketing and the internet as the vehicle to Live the perfect life
  • Why it’s important to have a mentor/training system to stream-line their Success – establishes our credibility ranking because it shows that we know what we are doing
  • Why it’s important to incorporate the internet into the business plan – says to them that it is “hard to fail”
  • A brief description of the company we use and why
  • A full explanation of the training system
  • The Company System – a link to the company website
  • The Numbers
    • A video re-affirming the simplicity of our business model
    • Financial Projections on what to expect when they execute on the plan that we have for them

With our system, we don’t want to leave any question in their mind that if they want to ‘Quit Their Job Early’, we are the group who to show them how to do it better than anyone else.

Now, I don’t advise that you go ahead and build your own system off the start, if ever. You don’t absolutely need it to succeed, you just need to understand that the more you can offer a complete package the more you can If you are lucky, you will be working with a team that has this type of system that offers the complete package (just like in the Subway example). What I do advise you do is that you surround the system with your own personal touch.

Some examples:

• I describe myself as a ‘numbers guy’ which basically means I like to know what the financial side of things is going to look like if I have moderate success, average success, or phenomenal success so one of the first things I did was run some numbers. I assumed some duplication rates (the amount of time it take a new member of our team to find a minimum amount of business partners required to get the ball rolling. In our case it was 2) and used those as the basis to develop some financial projections. Here’s what I learned.

• 1-month duplication rate =  $5000/month for me, or a new team member, in less than 6 months
• 2-month duplication rate = $5000/month for a new team member in less than 12-months
• 4-month duplication rate = $5000/month for a new team member in less than 2 years
• and so on

Then I used these numbers to give my prospects an indication of what they could expect if they put a little effort into it. This helped me increase my average because people could see that I was serious and that there was some real potential.

• I had a friend who was really good at Internet marketing who used that knowledge base to attract people who wanted to learn more about the Internet and how to capitalize on it. He surrounded the company system with his knowledge and the fact that he could train the people who joined him how to build a business online. This was much more attractive to his potential business partners because he was Surrounding the System.

• Another colleague of mine was one of the Likable/Excitable types so he surrounded the system with his personality. The system became secondary to doing business with him and having fun. He basically surrounded the system with a ‘party.’ (that’s actually harder than it looks)

The point is that you don’t have to surround your companies system with anything but if you do, it will drastically improve your average because you will stand out from the rest of the world.

7. Make the Call – Don’t Write

Ask yourself this – would you want to be introduced to what could be the vehicle that allows you to Quit Your Job Early through an email from someone you know? I’m guessing, probably not. Like I said before, unless you are very timid, when it comes to talking to people you know, pick up the phone and call them. Don’t sweat it, keep it super simple and at the very least, tell them you are going to be sending them some information. Here are a few examples of how I would approach it

Example #1: Calling a Truster/Seeker (these are the easiest people to call)

“Hi Jane, it’s Donny here, how are you? (Insert small talk here). Jane, I’m calling cause I’ve got a project I want you to work on with me. (They will say OK – because they trust you). I’m going to send you some information on it right now that I want you to look over tonight (setting a timeline is critical – it creates expectation). Is that cool with you (they aren’t going to say no – remember who you’re dealing with here – truster/seeker). Cool, you’re going to like it, trust me.”

What you have done here is ‘edified their ego’ (you have picked them to work with over others), created expectation (timeline), re-enforced the trust they have in you (“trust me”) and set their mind-up to ‘like it’, AKA – more attractive (“you’re going to like it”)

If I was calling an analyzer who knew nothing about network marketing

“Hi Jane, it’s Donny calling here, how are you? (Insert Small Talk Here). Jane I’ve got some information that you need to look at. (they will say OK and then ask what is it). It’s a business I want you to learn about because I want you to partner with me. I know you are an analytical type and I want to work with someone like you on a project like this. (They may ask for more specifics and you can answer if you want to – if you don’t feel to confident in answering them then just say this). It’s a network marketing business model, which I’ll explain in detail when we get together but there is no point on doing that until you review it first. That way, you’ll have an idea of what I expect we can do together. Trust me, I’ll clarify things after you’ve had a chance to check the information. (if you aren’t comfortable answering questions, get your upline to do it for you.

You’ve basically done the same thing here.  You’ve edified their ego, created expectation (“when we get together”), re-enforced their trust and told them that it might make sense but you’ll make sure it does when you get together.

8. Be the messenger; not the message

Do I really need to expand on this? Unless you are really comfortable speaking and teaching people something new, you want to let your company’s website, or let your upline do most of the talking for you. Especially when you are just starting out. As you gain more experience and have more success, you will be able to find what works for you and run with it.

9. Go With The Flow But Maintain Control

Like we’ve stated many times, there is no particular system that is going to work for everybody when you’re dealing with your warm market. That’s why it’s important to be flexible with how you work with individuals but always remember that this is your business and you need to have success. DO NOT; let things get out of your control. If people are looking for answers and the conversation continues to move forward then go with the flow but it is up to you to make sure that the conversation is always moving forward.

A good rule of thumb is to follow the ‘STEPS’ rule: You want your prospects to become your business partners so the top step represents the completion of the learning process for each person. The bottom step represents people who are you are planning to phone. They haven’t started the process. Between those 2 steps, are numerous small steps that include some or all of the following (these are in no particular order):

• The company tools
  • Website
  • Magazine
  • Brochures
  • Etc.
  • Your personal Website (if you have one)
  • Your Teams Website
  • Introduction To Your Upline
  • One-on-One Meeting
  • Home Meeting
  • Local Hotel Meeting
  • Corporate events
    • Conventions
    • Regionals
    • Etc.

If your prospects aren’t advancing to the next step (whatever that may be for you) then move you have a choice: you either initiate the next step for them or you move on to number 9 (ask for what you want).

10. Ask for what you want

If you haven’t already done so (and you should have at this point), ask your prospect to join your business. People are looking to you for leadership and if you don’t join them then you are going to have a difficult time building a significant passive income.

There is not going to perfect examples that I can give that will be the same as what you are going to experience because everyone is different but if you follow these MLM Recruiting Examples, you’ll have a much greater chance for success.

Until Next, Cheers To Your Success,

Donny Watson

204.223.3655:  Please Feel Free To Contact Me At Anytime With Any Questions That You May Have