One of the biggest challenges people deal with in the network marketing industry is approaching their warm market. Some people don’t want to do it. Others are scared to approach their warm market for fear of destroying their existing relationships. Even worse, some folks are taught the wrong way to do it and they end up straining their relationships with their friends and family and become part of the No Friends Left Club.
I hope to cure that for once and all. What I want to do in today’s post is share some simple things you should and shouldn’t do when it comes to approaching your warm market. Keep in mind that if you approach people the right way you will never jeopardize or ruin any relationships. It’s only when you do it the wrong way that you can strain your relationships.
These are things I have learned from trial and error (mostly) over the past thirteen years. I hope it helps.
Things You Should Do
# 1 Notify Everyone of What You Are Doing – Your job is to notify everyone that you know to tell them that you have started a new business. That’s it. If they ask for more information or have questions about what you are doing, by all means set up a time to share a complete presentation with them. If they immediately change the subject and start talking about the weather, you know they are not interested, so you should let them be. Once again, it’s simply your job to notify people and let them decide for themselves if they want to learn more about what you are doing.
# 2 Treat Everyone with Respect – You should always treat everyone with respect, regardless of their reaction or decision. Remember that your friends and family are your friends and family. They were your friends and family BEFORE you joined the business and ultimately you still want good relationships with them in the future.
# 3 Be Honest, Sincere and Genuine – This one really should be common sense, but a lot of new reps really mess this up. Treat everyone as well as you would treat your parents, loved one or child. Have a genuine interest in others and don’t just think about how much money you could make if they joined your team. Avoid hype and pressure at all costs. Be yourself. Don’t let the business change your core values.
# 4 Don’t Pre-Judge – At the end of the day, you never know who will and who won’t be interested. I wish everyone wore a sticker on their head to identify if they would be interested or not, so this process would be much easier, but they don’t. Notify everyone, even your rich Uncle Larry, and let them decide for themselves whether they are interested or not. After all, usually the people you think will be interested won’t be and the people you think would never do it, will be interested. You don’t like when people pre-judge you, so don’t do it to others. Let each person decide for themselves.
Things You Shouldn’t Do
# 1 Deceive People – Never be deceptive when you are talking with someone. Be straightforward and upfront. Let them know why you are contacting them. Never, and I mean never, invite someone over for a BBQ and then start showing them the plan. This is a quick way to piss people off! This is one of the reasons our industry gets a bad name. If you want to show your Uncle Lou a business presentation, invite him to see one! Never use trickery or deceptive recruiting techniques.
# 2 Pressure People – Do you like to be pressured? I sure don’t. Never guilt trip or pressure anyone into joining your business or buying from you. No excuses. Be calm, cool and collected. Don’t act like a desperate used car salesman trying to meet his monthly quota on the last day of the month. Just keep it real with people. After all, these are your friends and family we are talking about.
# 3 Try to Sell or Convince – Contrary to what your sponsor told you, you are NOT in the selling business. It is NOT your job to sell, persuade or convince anyone. You are in the SORTING business. You are looking for people who are looking. You plant seeds. That’s it. You invite people to take a look, give them the information they need to make a decision, and collect a decision. Their decision to buy (or not) is totally up to them.
# 4 Blackball or “Disown” People for Not Joining – In my first company I was taught to separate myself from anyone (even friends and family) not interested in working with me because they are “negative” and “unsupportive.” You should never blackball or disown your friends or family. Blood is thicker than water. Always be nice, loving and supportive of your friends and family, even if they have no desire to join your team or be a customer.
There you have it folks. I know none of this is rocket science, but you would be amazed at how many distributors in our industry are never taught any of these basic principles. Never forget that there is nothing more important in life than your friends and family. Never jeopardize those relationships to make a quick dollar. If you follow the advice mentioned above, you can still work through your warm market to build your network marketing business, but not risk damaging or straining any of your relationships.
What are your thoughts about these do’s and don’ts of contacting your warm market? Leave a comment below to let me know what you think. I look forward to hearing from you. Have a great day!