Guest Post by David Williams MLM Author Amazon
Want to know the only REAL
way to help your team?
Normally I don’t like to
dwell on the negative, but at the same time, if someone is your navigator and
they don’t want to mention you’re heading for a cliff, well, let’s just say you
better hire a ‘negative’ navigator.
It’s the same for being a
mentor, nurturer, parent or leader.
There are times you must be
serious with your team, and yourself.
So, now that Thanksgiving is
over, and everyone is basking in family positivity, (I hope), I want to cover a
key MLM or network marketing path to disaster if you fall victim to it.
It’s called motivating not
training.
When someone in your team has
problems, they don’t need motivation, they need you to show them where their
problems are and then show them a training path for the solution.
How do you do that?
I’m going to show you
something I learned in my first year of MLM that was such a powerful tool to
reverse downline problems that I was totally awed by it. It helped my team so much, earned them and me
10 times what we were earning prior to me putting it into practice.
Prior to learning this tool,
whenever one of my team came to me saying ‘David, it’s not working for me’ I’d
give my usual motivating speech, re-selling them on their ‘why’, their dream,
the big picture, the size of the industry, about how going back to a JOB was
just NOT what they wanted’. This worked
for a few days, but it did not last. A
few days later they were still suffering from whatever problem they had.
Usually, they did not know what
their problem was, and neither did I. Giving
them a hot dose of motivation was great for a day or two, but then they were
back to square one.
So, what did I learn and what
changed my approach? And what works so
well when you or a team member has a challenge in the business that can
increase your earnings by ten times?
It’s finding out what the
problem is and prescribing a curative.
Sounds easy, but it’s not,
without using the following method to find the problem.
I’m going to make it simple,
but you can break it down further if you need to.
First, set up a meeting with
your team member that has the problem.
Now, when you set up this meeting
with this person, tell them you are going to find and solve their ‘why it’s not
working for you’ problem. Assure them of
that.
Be sure you have them bring
their daytimer (if they are old school) or laptop (and meet where there is Wi-Fi
so you can log into their back office, or if it’s an out of town or out of
country member of your downline, perhaps use Skype and have them share their
screen with you). You will see why soon.
Now, at the meeting, you
explain you are going to pinpoint the problem, offer a solution, and they will
find success. Explain you aren’t going
to sell them on anything, that this is a REAL business meeting, not a motivational
one. Tell them ‘that by the end of this
meeting YOU will know what you are doing wrong, and you will know how to
correct that action.’
To me, that IS motivating!
First question is to have you
team member look at their records and go through them, and add up how many
leads or prospects they had in the last 30 days.
Often they will redden, but
have them give you a definite number.
You will learn right here if
his prospect numbers are really low, that is the problem right there. They are in lead scarcity, not lead
abundance. You can show them the number
of leads you go through and get them on a new recruiting system or lead source
to answer this problem. If this is the
problem, you skip to the training/change part of this method, below.
Next, if the number of leads
is solid, you want to see how many of those prospects went through the first
stage of your ‘system’, (could be an opportunity meeting, conference call,
webinar, whatever you do in your company as your first main exposure).
You are looking to see how
good your person is at getting a prospect to a call, or to a meeting,
Now, if the number of leads
is high, and they contact them, and still can’t get them to attend a presentation,
you know they are not yet proficient on the phone. They need training on how to speak, present, their
confidence on the phone, etc.
Put them on a training for
that.
If they can’t even reach
their leads, you know they are either lazy or those leads are junk. You can determine that, and act accordingly,
(better leads, or explain to your team member they will have to prospect their
leads, not wait for their leads to call them, lazy people have lazy bank accounts).
If these factors are solid, i.e.
leads and getting people to presentations are high, your next step is concerning
their follow up skills.
How many prospects did you
follow up with? If high, move on, if
low, prescribe a training on how to follow up.
If they follow up and don’t
make enough sales or sign ups, then you know they can’t close well, and you can
set up a training on closing for them.
Just keep going over your own
system, finding if the numbers are high, and the action taken on the numbers is
a quality one.
If the numbers are low, they
need more leads, if the conversions are low, they need to get better at a
particular part of building an MLM business, (prospecting calls, follow up
calls, closing calls, etc.).
I’ll bet there are trainings
in your company for each of these areas that you can have them tap into. I don’t mean you should be doing one on one
trainings to deal with any of these things.
If you find you must do the training yourself, you should do it as a
group, either in a classroom setting or on a conference call and record it for
those who need it later.
Or, invite a guest trainer,
someone in your upline or sideline that is good at whatever it is that your
people need.
Sometimes a different voice
from yours works better – no one is a prophet in their own village, (an expert
is someone with an accent – i.e. someone different).
You can return the favor as a
guest trainer for their team. Just be
sure they only train on what you need, not a ‘different’ system or something
that will confuse the issue.
This is another reason for
you to never stop recruiting and building.
When you see or meet with your team member, show them YOUR numbers, let
them see what YOU do, this is what we mean by leading by example.
Know your numbers and know
the numbers, or ratios, of your key team members, and you will always know
where bottlenecks are.
Happy Recruiting!
I’m David Williams MLM Author
Amazon, and I will only show you what works and what I’ve done.
Check
out my books:
If you haven’t got your five
free email autoresponder messages, get them here:
Best for success to you, I believe
in MLM and if you work the numbers, I believe in you!
David Williams
P.S. I have a lot of good
training coming soon in this training-letter, do your downline a favor and
forward this email to them. I don’t
pitch any program, this is all about the industry: honest and integral training
and consulting.
Having challenges in your
network marketing or MLM business? It’s
not easy to build a business without the right training. Prospecting is hard if you don’t how to find
leads, or know what to say, or what to do next.
What’s the answer? Another $1000
boot-camp? No. Before you spend your cash on another big
event, invest in a few key books by MLM consultant, guru, trainer and top
earner David Williams. (pause) David
Williams MLM Author Amazon.
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