What’s you’re why? That a funny sounding question, isn’t it? Reminds me of “Who’s on first?” great bit, if you haven’t seen it.
But I digress. This is a question that is posed by most sponsors. “Know your why.” The “why,” in this case is why are you building a business.
Most people tend to focus on the “what’s in it for me” aspect of the question. You know, the I want a new car or a bigger house. Maybe it’s a long vacation in the tropics or to send the kids to college.
Or maybe you just want out of your job. All of these are great reasons to build a business. I have to cut out pictures on my refrigerator to prove it too! Maybe you do as well.
But if all it took to be successful in business was to cut out pictures of Hawaiian beaches and a Mercedes Benz, don’t you think that more people would have found success?
Network marketing is a relationship business. It always has been and it always will be.
You need to build it on personal relationships. Both customers and recruits. Have you had much success with asking someone to sign up with your business by telling them that it will make you rich if you they do? Probably not.
You need a twist. You need a compelling reason “why” to share with both prospective clients and prospective recruits. You need to engage people on an emotional level. Anyone you talk to needs to become emotional involved with you and your story.
I’m not suggesting that you make up a sob story to make people feel sorry for you. In fact, I am not asking you to make up anything. You need a real story. A real way to connect to people and have them connect with you.
You will want to approach those that are closest to you. Your relatives, your friends and if you have co-workers that you are close to. Those that are known as your “warm market.” You will say something to the effect that you have started a new business. That you are trying to raise a little money each month to try to pay for “something.” That “something” is your “why.” Tell them that they could help you by doing you a favor and being your customer. Who could say no to helping out a close friend or relative?
Maybe you have a medical issue that people would want to help you with by being your customer. Or maybe little Johnny needs braces or you need to put Jane through college. Maybe you want to be a stay at home parent.
Most people will have no problem coming up with something that is compelling enough to emotional connect to others. If you can’t come up with anything, then you probably don’t need to build a business.
This is one of the easiest techniques to teach. Once you have proven to your self that this will work you will find that it becomes much easier to recruit people too. Share this with them and they too will find out how easy it really is.
Prove it to yourself. Come up with a compelling reason “why.” Make your list of those who are closest to you and call or visit them. It should go something like this …
“Hi. How are you? How are the wife and kids? What have you been up to? I was wondering if you could do me a favor?”
“Sure, what is it?”
“We have started a new business. We’re trying to make enough money to help pay for our son’s college tuition next year. I’d like you to be our customer.”
Now how can anyone say “no” to helping you like that. Even if your product or service is a little more expensive than retail store prices, they know they extra money is going to a good cause.
If someone does say no, ask them how to they can say no to helping you. These are your best friends and relatives.
Just don’t tell people that you’re saving up for that Hawaiian vacation.
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