Today, I want to share what I consider are the top 11 skills of successful network marketers. These are skills that ALL top earners have in common, regardless of which company they are affiliated with.
People might leverage these skills in different ways, depending upon their company, personality, or overall game plan, but regardless, they have MASTERED these 11 skills. And that’s why they are successful in their business. Here they are in no particular order.
1. Lead Generation
Leads are the lifeblood of your network marketing business. I’ve said that 100 times or more on this website. Without someone to share your products and business opportunity with, you will be out of business in no time. I was going to call this skill “prospecting” but I think lead generation is a better fit.
Most people think of prospecting as “face to face” but I think of lead generation as “any method you can use to find prospects for your business.” Several examples include face to face prospecting, buying leads, video marketing, blogging, home parties, newspaper advertising, social media, etc.
The bottom line is that you need to have an online or offline lead generation strategy (or both) that you can use yourself and teach your team. There really are hundreds of ways to generate leads, but you need to find something simple that works for you and your team.
2. Qualifying Prospects
Just because you generate a lead does not mean they are a good lead. Smart network marketers qualify their leads by asking questions. They sift and sort through people. They have no desire to waste their time by showing a presentation to someone BEFORE they qualify them. Trying to do that would be foolish.
It would be like being a realtor and trying to sell a house to someone who doesn’t want to buy one and can’t afford it. The bottom line is that you need to learn how to qualify people by asking them questions to find out if your products or business opportunity are a good fit for them, BEFORE you give a presentation.
3. Inviting
Inviting is a special skill that successful network marketers have mastered. Once you’ve qualified your prospect you need to have an effective and simple way to INVITE them to see a complete presentation, such as an in home meeting, a one-on-one presentation, a three way call, webinar, etc. The art of inviting others to see a presentation is a special talent. There are plenty of books, videos and articles on the subject so I suggest you take the time to learn more about it. Other than generating leads, this is the most important skill on this list.
4. Showing the Plan
Showing the plan is what you do only after you’ve generated a lead, qualified them and invited them to a complete presentation. You need a simple, standardized 20-30 minute presentation that explains your company, the products, compensation plan and industry. I suggest you develop a simple presentation that works for you and then you use it EVERY single time with your prospects. You can even record it, so your prospect can listen to it without you being physically present, and your team can have access to it.
5. Following Up
Following up with your prospects is a very special skill. If you get nothing else out of this post except one thing, remember this: When you look back 10 years from now, most of the best leaders in your organization will be people who told you NO several times before they eventually joined your team. Never forget that. That’s why you need to build a database of EVERYONE you ever talk to about your business (more on that in a moment) and keep in touch with them a few times each year.
You see, people’s situation in life can change. People lose jobs, move, get divorced, retire, have kids, go bankrupt and countless other things. Just because the timing is not right for them to join your team right now does not mean it will not be the right time for them later on down the road.
The only way to sponsor them later on down the road is if you stay in touch with them on a regular basis. Send holiday cards; give them occasional calls, send a free gift, write a quick email or anything else you can think of that will help improve your relationship with the person. Focus on building friendships and always keep the door open. That way when the time is right they will seek you out.
6. Retailing the Products
Successful network marketers retail the products. They might not be retailing machines, but they normally have at least 10-20 personal customers that they service. Let’s face it; all businesses need customers. If you don’t have customers buying the products at the suggested retail price, you don’t have a real business. And you can’t teach your team to get customers if you don’t know how to find customers yourself.
7. Getting People to Live Events (Promoting)
Successful network marketers understand the importance of live events. They promote events like crazy. They promote local, regional and national events for their company. They know that if they can get their team members to the events it will help build belief and enthusiasm in their team. In most cases, successful network marketers host their own events, too. Successful network marketers attend all events, sit in the front row, and lead by example.
8. Getting People Started Right
Another important skill of successful network marketers is that they have a game plan to help their new team members get started right. This doesn’t mean that every distributor FOLLOWS the game plan they are shown, but they are at least given a game plan. Successful network marketers don’t just sponsor someone and forget about them. They invest time, money and energy with their new distributors helping them get started and showing them what to do. They know that the first 90 days are CRITICAL for their new team members so they do what they can to help them.
9. Documenting and Systematizing
Successful network marketers are big fans of using systems. They document everything that they do and turn those processes into written and automated systems. They have success guides and getting started guides for their team. They have lead generation and training systems. And they share these systems with their team.
10. List Building
This is another VERY important skill of successful network marketers. The top earners are ALWAYS adding names to their database. They realize that every name they can add to their list is like depositing money in the bank. They build a list, build a good relationship with their list and eventually monetize their list. Your primary goal in your network marketing business should always be LIST BUILDING. Use a CRM program, Excel Spreadsheet, or email auto-responder and make sure you add new names to your list daily. Your list will be your biggest ASSET in your network marketing business.
11. Developing Leaders
Successful network marketers are great at finding leaders, but they’re also great at developing leaders. They look for people with lots of leadership potential and they invest their time, money and energy in them to help grow them. They do this through effective mentoring, coaching, supporting and just loving on their team. The best way they develop leaders is to set a strong personal example. You also need to invest one-on-one time and group time with your team.
Final Thoughts
In summary, these are my top 11 skills of successful network marketers. These are the skills I’ve noticed among EVERY network marketing top earner I’ve ever interviewed or studied. What I suggest you do is evaluate yourself in each of these eleven areas and figure out what you can improve upon.
What are your thoughts? What are the top skills of network marketers as you see it? Leave a comment and let us know. I look forward to hearing from you.
Chuck Holmes
20+ Year Network Marketing Professional
Top Earner & Top Recruiter
Email: mrchuckholmes@gmail.com
P.S. Learn how to grow a successful network marketing business. Secret tips, training, and practical ideas. Free training delivered by email.
It is amazing how well people respond to these seemingly simple steps! One question I have is in regards to qualifying prospects. I have always thought of this as “deciding for them” before presenting the opportunity. The added step of asking questions before presenting gives a good buffer zone it seems. Making sure people are a good fit and streamlining time spent on the business.
I think people should ask if their prospect is open minded to something new, before they tray to show a presentation. This can save a lot of time.
Chuck, just reading through the way you laid it out, makes it all sound so simple that even a caveman can do it. You would think that more people would be successful. Often time the simplest things to do are the hardest.
All prospects are not good prospects. Those new to multi-level marking get caught up with the recruiting, thinking that just adding as many people as possible will make them money. While initially you may make a little cash, that’s it. Your goal should be to build a sustainable and consistent business that gives you the financial freedom and flexibility most are seeking. It’s better to have 5 hard working and productive distributors than 100 who do nothing.
Ty, I must say a big Amen to your comment. If many of these network marketers would just consider the retail aspect. Get customers should be one of the first priorities. This will provide a working income and take that financial “demon” off your back. Many of these customers may soon be able to be “flipped” into distributors when they realize you can get the products or services cheaper, or even free. Too many network marketers go out thinking distributors and they get rejected and dejected. Not long after, they quit.
Chuck’s list here is dead on and every network marketer should read this.