Should you lead with your products or business opportunity? This might just be the million-dollar question in our amazing industry.
Fortunately, there is no right or wrong answer. Your job is to pick the strategy that resonates with you the most and focus on that. I know people who’ve built big teams with a product focused approach and I’ve met people who built large teams by focusing on recruiting.
What works for one person might not work for someone else. Besides, if you don’t feel comfortable with the strategy you’re using, you won’t stick with it.
The Goal of Network Marketing
Network marketing is not about selling a product. Yes, sales must be made. If no one buys the products, no one makes money. I get that.
The real purpose of network marketing is to build a large organization where everyone (1) uses some products each month, (2) sells some products each month, and (3) and teaches others to do the same things.
Network marketing is about LEVERAGE and DUPLICATION. It’s hard to make much money in our industry if you just focus on selling products.
Network marketing is about a lot of people each doing a little bit, not one person doing a lot. It’s about having 1,000 people each use $100 worth of products per month, rather than one person selling $100,000 worth of products. Make sense?
Entrepreneurs vs. Consumers
Here’s the truth. Not everyone is entrepreneurial, but everyone is a consumer. Everyone spends money and buys stuff.
If you only focus on recruiting distributors, you will leave a lot of money on the table BECAUSE not everyone wants to own their own business. Most people are quite content with a job.
For example, if you approach 100 people about a business opportunity, maybe 5-10 will be interested in learning more. However, if you approach those same 100 people about a product, I’d bet that minimum 20 to 30 of those 100 people will be interested in learning more about it.
Assuming your company has a legitimate product or service that is priced competitively and offers REAL VALUE to the end user, I’d recommend leading with products.
However, make sure your prospects know about both the products AND business opportunity, not one or the other. Give them both sides of the coin and let them pick the option that makes the most sense for them.
Retail to Recruit Strategy
In recent years, the retail to recruit strategy has surged. Reps understand that it’s easier to acquire a new customer than to recruit a new distributor. That’s why many people are leading with the products.
When someone becomes a customer, uses the product, and likes it, they are then informed about the business opportunity. Many of these folks become distributors because they are product evangelists and want to share the products with others. Others simply remain customers.
In a nutshell, acquire a customer first, keep them happy, and upgrade some of your happy customers into distributors.
What I Do
What’s my recruiting strategy? Do I lead with the products or business? I rarely mention the products. Instead, I focus on the opportunity and I only prospect people with MLM Experience.
That is just my strategy. It’s not necessarily the best strategy, but it works for me.
I focus on recruiting distributors because that’s how you get leverage in our industry. I also know the fastest way to find more customers is to recruit more distributors.
What Should You Do?
What do I recommend you do? Well, I think you should pick the strategy that resonates with your beliefs, skills, and goals. If you are over the top passionate about your company’s products, lead with the products.
If you’d rather focus on the leverage aspect of network marketing, lead with the income opportunity. JUST DO SOMETHING!
When you approach people, be heartfelt, sincere, and honest. Avoid hype and drama and pressure. Be a professional and treat everyone well.
One Final Thought
Remember this. Your prospect thinks they must share the products or business opportunity with others the same way you shared it with them. Remember to use third-party tools to keep it simple so you can be the messenger, not the message.
Don’t come across as an expert or polished salesperson. Be relatable. You want your prospect to think they can do what you do, so keep everything third grader simple. If a third grader can’t do what you are doing to retail and recruit, don’t do it!
In conclusion, these are my thoughts about whether you should lead with the products or business opportunity to grow your MLM Business. I hope you found the information helpful.
What are your thoughts? Do you lead with the products or business opportunity? Why? Leave a comment below to let me know what you think. I look forward to hearing from you.
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Network Marketing Professional (21+ years)
Top Recruiter & Top Rep