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There Are Too Many Who
WANT It!By Cathy Fothergill, Copyright 2000
If you've been involved in Network Marketing or MLM for any length of time, you've seen it. As your team begins to grow, there always seems to be one "prospect" (and I use the term loosely) that everyone on your team is trying to "get in". It actually turns into a game of sorts. One team member gets an appointment with "Prospect" and is stood up. Another is promised, "If I get in, it will be with you." Yet another is told, "I want to look at this for you." The result of all of this is broken promises, angry team members and a frustrated upline!
Facts:
1. The more you nag, the more you decrease the value of your opportunity in your "prospect's" eyes. If they do finally get involved, what will they do in the business? Probably, nothing!
2. Chasing a "prospect" will stagnate your business. You spend your time so focused on someone who wants to play games, that you don't have time to focus on good, qualified prospects. It also gives the "prospect" the impression you NEED them to assure your own success. Do you want someone with a "You need me" attitude on your team?
3. If the "prospect" is making appointments and not keeping them it shows you (and your upline in a 2 on 1 system) a complete lack of respect. Do you really want to work with someone who doesn't respect you enough to honor a commitment to you?
4. If the "prospect" isn't committed enough to themselves to keep an appointment with you, they won't be committed enough to work for themselves if they do "get in". Do you really want to do all the work in order for this person to succeed?
5. The "prospect" may be enjoying all the attention they're getting. If that's the case, you're being used. Wise up! If you DO get this person in business with you, they'll KEEP using you to stroke their ego. It's not about egos here...It's about teamwork!
There are plenty of people out there who:
1. Are looking for a business that will offer them above average income with some work on their part.
2. Will keep appointments because they understand the value of your time (and theirs)!
3. Are committed enough to changing their future, that they will give your business a serious evaluation.
4. Won't play games.
5. WANT a business...maybe yours!
MY POINT: Don't let one "prospect" who is "playing the game" shift your focus and derail your business. Will your business fail if you don't "get" so and so? If you answered "Yes" to that one, you might want to take another look at whether Network Marketing is REALLY for you. YOU are the ONLY one who determines YOUR success!
** Article by: Cathy Fothergill, Copyright 2000. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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Are You
Nagging?By Cathy Fothergill
Do your children ever nag? You've already said, "No" or, "Let me think about it." They keep coming back, giving you another reason you should let them do or have the thing they want. What is your reaction? Is it negative or positive? Do you angrily repeat, "I said, 'No!'" Do you give in just to shut them up?
Are there any parallels to this scenario in Network Marketing/MLM? Of course there are! Have you or a team member ever nagged a friend or family member until the response is an emphatic "NO!", or until they finally give in and join your team?
Unfortunately, many distributors confuse nagging with follow-up. The two aren't even similar. Effective follow-up brings about a positive conclusion, even when the prospect doesn't join the team.
With effective follow-up there are two possible outcomes.
1. The person joins your team and goes to work.
2. The person doesn't join the team, but you could approach him/her again in a few months. The door is still open.
Nagging always brings about a negative conclusion. You will end up with one of the following results:
1. The person becomes angry with you because they told you, "No." and you kept pushing. The result is, they very angrily tell you what you can do with your opportunity. (Use your imagination). This effectively closes the door to any future communication regarding this or any other opportunity.
2. The prospect gives in and joins your team, but they join just to shut you up. Now they resent you for being so pushy and they also resent it every time you contact them. For this reason, they don't do any work.
Let's be professional, folks. Proper follow-up projects a very professional image. Nagging is very unprofessional and childish. What kind of image would you rather project?
**Article by: Cathy Fothergill, Copyright 2000. First published in You Plus Two, 11/01/00. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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The Most Important
Person You Can Sponsor By Cathy Fothergill, Copyright 1998
Have you ever given it any thought? Just who is the most important person you can sponsor in your network marketing business? Is it the guy down the street who's already building the "other" network? That's what a lot of folks think. How about the guy with all the "big bucks". A lot of others think that, too. What about that "heavy hitter" that always makes it to the top in a hurry? After all, if you get that one you're set, right?
By now, a lot of you are saying, "I know where you're going with this. We're supposed to say, 'It's our best friend.' Yeah, that's gotta' be the answer.' " Well, if you said that, you're partly right.
Just who is your best friend, anyway? Who is the one person who will never let you down? Who is the one person that is always there? Who is the one person you can always rely on? Who is it that always has your best interests at heart? Who is the only person YOU can control? Now you're starting to figure it out. That's right, I'm talking about YOU. The most important person you can sponsor is yourself!
How many times have you stayed home from a meeting because you weren't going to have a prospect there? That is precisely when you NEED to go the most. Hey, we are all guilty! Attending a meeting, seeing the plan again, serves only to reinforce your original decision to start your business. If you don't "responsor" yourself every chance you get, you are in danger of losing your vision for your business. The more out of focus that vision becomes, the less likely you are to work at it. We all know that if we don't work, we can't get paid! Don't buy into the current hype that you don't NEED meetings to have a successful business. Build your business, starting with your most important distributor. Responsor yourself!
**Article by: Cathy Fothergill, Copyright 2000. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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The Most Important
SentenceBy Cathy Fothergill
We hear a lot about first sentences in this industry. A great first sentence is very important when approaching potential prospects or retail customers. Good first sentences help assure our immediate success.
Possibly more important, is our last sentence. It is the last sentence that assures our future success. It goes something like this: "Can you think of anyone who might....?" This is the sentence that can assure a steady flow of fresh leads.
We all start with our warm and hot market. One of the biggest complaints I hear is, "I don't have any warm or hot market left". So where do we go when we've exhausted our warm and hot contacts? Do we join lead programs? Do we advertise? There is nothing wrong with using these tools. If you find yourself in this position, guess what? You're probably leaving out your last sentence.
If we would all get in the habit of asking the important last question, we would have a continuous flow of new leads. Since these leads are supplied by friends of the people being referred, then they are better than the cold leads gained by lead programs and advertising.
Think about it. Are you using a great last sentence? Practice it. "Do you know anyone who might...?"
**Article by: Cathy Fothergill, Copyright 2000. First published in You Plus Two, 10/15/00. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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Who
Cares?By Cathy Fothergill, Copyright 2000
We've all seen it happen or had it happen to us. We join an MLM. We like the products. We see the income potential. We sign the paperwork and fork over our money. Then we never see or hear from our sponsor again.
That, "Now, just go do it." attitude is one of the things that's killing the chances of most "average" people in MLM or NWM today. As GOOD sponsors, we have to care about the success of team members, or forfeit our own success.
Face it, most of our new team members don't have a clue what the first step in buiding a business should be. They are excited (at least when they fill out the contract and write the check). Beyond that excitement is a black void. "Where do I go from here"?
As leaders and GOOD sponsors, it's our job to show team members what to do. Yes, it's hard work to show a new person the steps in doing business. It's also very time consuming. Would you rather do it by yourself for the rest of your life or would you like to have several capable people doing it with you? The best way to guarantee the latter, is to teach your team.
We have to CARE about our team. PERIOD. Does your sponsor have a "system"? If so, use it and teach it. If not, go upline and find someone who does. If your upline isn't using a "system" then you'd better develop one. Make sure your "system" is something the average person can and WILL do.
Most of the first people who join you will be your friends and family. You'd better care about them! If you don't, there's something gravely wrong! As you care enough to teach, a funny thing begins to happen. Suddenly, you get more excited about the checks coming to your team members than you do about your own. Meanwhile, your checks are growing as well. So who cares? It had better be YOU!
**Article by: Cathy Fothergill, Copyright 2000. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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Network Marketing: Are the Old
Methods Dead?By: Cathy Fothergill, copyright 2001
Let's take a brief look at the beginnings of MLM aka, Network Marketing.
The Concept:
A few people tried a product or line of products. They recommended those products to their friends. Then they converted a few of their loyal customers to distributors.
The Method:
1. Use the product(s)
2. Recommend the product(s) (to friends, family, people you meet)
3. Sell the product(s)
4. Convert your interested *customers* to distributors (back door method).
5. Share the opportunity with a few of your *special* friends and associates
Notice that the foundation was built upon use of the product. The positive side of this approach is that you have loyal customers and stable distributors. The down side is that earning significant income can take a very long time.
Over the course of the last 40 (or so) years since the inception of MLM, things have changed.
Now the concept is:
"Do you want to get rich? Look at this!"
Now the method is:
1. "Here's the opportunity."
2. "Look how much money you can make."
3. "Oh, by the way ...the product is... But I don't care, it could be bags of (whatever) and I'd still buy it just for the opportunity to make $X on X sales."
4. "Do you want in?"
5. "You don't want to retail? Great! Do you think I retail? Forget it! Unspoken: "I couldn't even tell what our product does."
Notice that the foundation for this approach is based solely on making lots of money in a short period of time. The positive side of this approach is that just a few opportunity marketers on your team can make you a ton of money in a short period of time. The down side is that when their money slows down (and it will), they will move on to the next "greatest opportunity". The only loyalty that has been created is to the "almighty dollar".
There has to be a balance. No one can make any type of serious money if all they do is sell products. At the same time, touting only the opportunity does not produce stability because it is entirely dependent on new sales.
Statistics say that MLM companies are going under faster than ever before. I also heard that even old, well established companies are struggling right now. Could it be because we have lost our focus? Could it be that the get rich quick mentality and opportunity marketing are destroying the foundation on which MLM was originally established? What is that foundation? It is quality, affordable products that people can't buy at their local discount store. If you don't think the product is important, think of how many people you know who have remained loyal to a product long after they have ceased to see the opportunity with a particular company. Someone is still making money from their product purchases.
We are beginning to hear it again. "Use the products if you want to build a truly stable business." The funny thing is that some are touting product usage as a "new" concept. Actually, it is a "back to basics" approach. Some say that because of technical advances, we can never revisit the "old ways". Is it possible that we are viewing the advances from the wrong perspective? What if we viewed them as "enhancements" rather than changes?
We can achieve a true balance between product marketing and opportunity marketing. We can use all the technology we have at our disposal to enhance what has already been proven to be a solid business model. What we need to do is figure out how to make it all work together. Are the old methods dead? No, they're just being reborn.
**Article by: Cathy Fothergill, Copyright 2001. First published, You Plus Two, 08/15/01. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
The Golden
Rule Of MLMBy: Cathy Fothergill
There used to be a kind of unspoken rule in MLM and Network Marketing. "Thou shalt not approach thy business associates with another program". In fact, this "rule" is actually written into many MLM and Network Marketing Companies' rules and regulations. In many (or maybe I should say most) companies, an attempt to sponsor a person for *another* program is considered grounds for termination. These programs allow for a person to approach someone they personally sponsored, but that is as far as it goes...legally.
Things are changing. Our fellow distributors are finding other opportunities and then going to everyone they have ever met in the current opportunity, trying to sponsor them into the next "biggest program" to hit the industry. They are completely ignoring the rules and regulations. Maybe they think that they cannot be reported. Maybe they think that the company will not take action. Maybe they think that if they are terminated from the current opportunity, they can always find another one.
Pre-launches, pre-pre-launches (is there really such a thing?), ground floor opportunities, start ups...yadda, yadda, yadda.
Have YOU been approached? I don't think there is anyone who hasn't. So why is this happening?
Following are some possible explanations:
1. They don't believe in the company or product with the current opportunity.
2. They don't respect you as being able to earn money in the current program.
3. They look at you as someone who can help them make a quick buck in their new start up before it goes down the tubes.
4. Greed: They don't care what they have to compromise in order to make a quick buck.
5. They don't care about destroying their own or someone else's downline in the current program.
6. They don't know how to provide long term support for their downline, so when things slow down, they start looking.
7. No persistence. If they put the kind of effort into the current program that they are putting into trying to recruit you into others they'd be multi-millionaires.
The list could go on forever. It actually boils down to a couple of things.
1. Lack of respect for you and your business.
2. Lack of integrity. It's o.k. to break the rules.
Let's get back to the golden rule. Let's operate in an atmosphere of mutual respect and high integrity. Our "competitors" may be building different programs, but we are all in the same business. Let's make it the BEST business.
**Article by: Cathy Fothergill, Copyright 2001. First published, You Plus Two, 02/01/01. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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Are We Missing The
Boat?By: Cathy Fothergill, copyright 2001
Promoting a Network Marketing business is no different than any other. You still have to market it. It's still about benefits. It's still about establishing yourself as an expert. It's still about integrity and name recognition. I could go on and on.
As a general rule, those of us with Network Marketing businesses are missing out on one of the best FREE ways to market on the internet. I'm speaking of writing articles. No, I'm not referring to sales letters. I'm referring to informative articles. Articles with content that everyone needs, regardless of whether they decide to buy your product or participate in your opportunity. There are some who are using this avenue, but most are writing on general topics that have little or nothing to do with their product or opportunity. They place their business information in the resource box and count on those 4 or 5 lines to do all the selling for them.
I say there is a better way. Why not write an article about some aspect of your product? So, how do you promote your product without writing a sales letter? It's actually quite simple.
1. Make a list of benefits. (Where have you heard that before?)
2. Pick one or two of the benefits and write a short article containing generic information and facts about that benefit.
3. Put your link and contact information in a resource box. Include a statement that ties the article and resource box together.
4. Start submitting it to publishers.
Here is an example:
Say, your product is an immune system builder. You might want to write a short, generic article on diseases that are caused by weakened immune systems. Be sure to site your information sources, ie... "according to the American Medical Association"... (you get the idea).
Be sure that you don't mention any specific product or company in your article. Most publishers will reject these (myself included). This also guards against any violations of company policies. Most companies will only allow you to use their name in "official" advertising.
Write your resource box: Here is where you make your sale.
"Article written by: your name, copyright 2001. Discover products that help build your immune system, naturally. visit: www.yourwebsite.com or contact yourname@yourwebsite.com?subject=more_info"
Now if you've written a good article, the reader will already be wanting to improve their immune system. The reader will recognize you as an expert. Your resource box will guide them right to you AND your product.
You don't have a web site? Well, you need to get one. In the meantime, you can still use your well written articles in the "offline" world. Simply turn them into brochures. Be sure you include a way for people to contact you in order to receive information or request a catalog. All that is left for you to do is hand out the brochures.
So what are you waiting for? Start writing!
** Article by Cathy Fothergill, copyright 2001. First Published You Plus Two 11/02/01. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com/art.html and start submitting.
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Network Marketing and The Volunteer
ArmyBy Cathy Fothergill, copyright 2001
An army is an organized group of persons, all focused on a common goal or objective. Most of the time we associate the word army, with military objectives. In peace time, a military army is comprised of volunteers. In times of war it incorporates draftees.
In network marketing, we are building an army of sorts. This army is comprised of a team of individuals working toward the objective of building a long term, substantial, residual income that will benefit them and their families for years to come.
Ideally, this Network Marketing army should be completely comprised of volunteers. In other words, people who start their business of their own free will. Unfortunately, this isn't always the case. Some "would be" sponsors will spend hours, even weeks trying to convince a prospect to join their opportunity. This may result in a new distributor and a commission for the sponsor, but what happens from there? Most of the time, distributors who have been pressured or oversold will do nothing or very little. Often, they will call their sponsor repeatedly, expressing serious doubts about themselves, their abilities and the opportunity. The sponsor has to resell this distributor every few days.
As good networkers, we should not be trying to draft distributors. Instead, we should be seeking distributors who will join of their own free will...volunteers. Network Marketing is not a war, it is a peacetime activity. Let's find volunteers, not draftees.
**Article by: Cathy Fothergill, Copyright 2001. First published in You Plus Two, 6/15/01; Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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Sponsoring vs.
RecruitingBy: Cathy Fothergill, copyright 2001
There has been a lot of talk lately about the difference between "sponsoring" and "recruiting" in Network Marketing. Some have even gone so far as to say that if we describe what we do as "recruiting" we are somehow "lesser" networkers.
Let's examine the definitions of these words. According to Webster's Dictionary, the word recruit means, "to supply with new soldiers or to obtain new members". The word sponsor means, "to be responsible for". As I see it, the two terms do not oppose one another.
Both actions are part of the network marketing equation. Those who are truly working, constantly seek to "obtain new members" for the team. By extension, the really good networkers then become "responsible" for training and assisting these new team members. So, are we recruiting or sponsoring? The answer is, both!
Many get into trouble when they leave out the sponsoring portion of the equation. Remembering that we are responsible to train, teach and help our new recruits will ensure that we build strong teams.
Let's not get caught up in arguments over terminology. Let's just remember that the two acts must function together. We must "sponsor" everyone we "recruit". In doing so, we'll see success.
**Article by: Cathy Fothergill, Copyright 2001. First published in You Plus Two, 6/15/01. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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Waging War On
Attrition: One SolutionBy: Cathy Fothergill
I think we all agree that the best road to reducing attrition in MLM/Network Marketing is to help our team members make money. In order to have a stable team, we must have a low attrition rate.
There are multiple theories on how to reduce attrition. The general consensus seems to come down to money. If we can help our team members make money, we will have a stable business. Some believe that achieving a certain monthly income amount assures long term stability. So how do we accomplish that feat? I personally believe the answer lies in how we, as the upline and/or sponsor treat the goals of our team members.
Before we delve into this issue, let me pose some questions. Do you know the business goals of each of your personally sponsored people? If you do, have you helped them develop a business plan that works for them? Are you assuming that their goals include wanting to make a lot of money? Are you imposing YOUR goals on your team members?
As an illustration, I'd like to relate a true story. The names have been changed to protect the innocent (and the guilty).
Recently, due to a need to lose some weight, Joe decided to start using a product that had worked very well for him in the past. With an interest in purchasing below retail, he decided to execute a distributor agreement. Joe has a full time job, so he plans to build a stable, additional income with his business. Let's look at his goals.
Step One: Use the product and lose weight. (become a walking testimony)
Step Two: Share how he lost the weight with his friends that also need to lose weight.
Step Three: Make enough retail sales so that his product is "free". This, he promised to his wife, Sally (to protect the family budget).
Step Four: Begin building a profit through retail.
Step Five: Convert interested retail customers to distributors as they begin to see their own results.
Joe shared these goals with his successful upline, Harold. Harold said it sounded like a great plan to him. Later in the same conversation, Harold began to encourage Joe to aim for a particular "position" in the company within the next 30 days. That was NOT in Joe's plan.
Is Joe's plan a way to build a quick income? No. Is it a stable way? Yes. Did Harold really listen to Joe? No. Was Harold trying to impose his own goals on Joe? Yes, definitely! Herein lies the problem. Joe shared his goals with his upline. Joe could have used some guidance in how to reach them within the company's compensation plan. Did Harold provide that guidance? No.
One of the surest ways to alienate team members is to become deaf to what they want to achieve. In some respects, it's natural to assume that everyone in this industry joined because they wanted to make a lot of money. That is not the case, though. How many of us are guilty of this approach with our team members? I say, many. It is our job to help our team members achieve THEIR goals, not OUR goals for them.
As a good sponsor or upline, if we respect the wishes and belief level of the members of our team, they will respect us. When they begin to respect us, then and only then can we begin to "push" those team members a bit beyond their original belief level. In doing so, we help them achieve above and beyond their original goals. Then we reduce attrition and become great sponsors and team leaders along the way.
**Article by: Cathy Fothergill, Copyright 2000. First published, You Plus Two, 12/2/00. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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The Important Things
Never Change! By: Cathy Fothergill
We hear a lot of talk about change. Yes, we must constantly change our ideas and techniques in order to keep pace. The industry also constantly changes and we must flow with that change or be left behind. The important things never change.
Why did you start your network marketing/MLM business? Perhaps it was because you wanted something better for yourself and your family. Maybe you wanted to earn extra money for a few "luxuries". Perhaps it was concerns over job stability.
Everyone without exception, needs a vehicle for financial success. Network marketing/MLM remains the fastest vehicle to get us there. Is this business easy? Of course not! It is a business just like any other and requires some time and effort to bear fruit. The real question is, are WE willing to pay the price?
First, we must be committed enough to ourselves to be determined to reach our goals no matter what obstacles we encounter. It is that commitment to self that gives us the courage to go on, no matter what! THAT should NEVER change, regardless of anything else that does!
Second, we must be committed to the success of our own business. THAT commitment also should NOT change! We need to make certain that we do not adopt an attitude toward our business that lends itself more toward hobby than business. Hobbies are, "When I have time", businesses are, "This IS the time". Using the latter approach will ensure continued growth of our business.
Third, network marketing requires a commitment of time. The amount of time committed may change. The way we use the time may change, but the need for time commitment does NOT change! Whether we are building a traditional business or a network marketing business, we MUST commit time. It doesn't matter whether it's 3 hours or 30 hours per week, that time commitment must be consistently followed.
Time commitment naturally brings us full circle, back to commitment to self. We need to examine: Are we committed enough to ourselves and our "WHY" for doing this business to treat it as a business? Are we committed enough to put in the time? Are we committed enough to develop ourselves? If we are committed enough to dream the dreams, set the goals, make the plans and commit the time, nothing can stand in our way. Then it does not matter what other changes happen within our business, we WILL ultimately achieve success!
Some networks may be simpler to build than others, but the building of ourselves and our financial future always takes diligent effort.
Finally, suppliers may change. Products may change. Methods may change and demand may change. Commitment to self, to business and giving of time NEVER changes. These are the essentials to success!
**Article by: Cathy Fothergill, Copyright 1998. First published in You Plus Two, 7/98, revised 10/00. Do you write articles? Great! Webmasters and ezine publishers are just dying to hear what you have to say. Get on over to: http://www.connectionteam.com and start submitting.
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