Clay: “Below is some wonderful and insightful information from my Dad
Tom Eudaly. He often writes about the Golden Rule of networking, getting
our mindsets and perspectives right, and learning how to avoid sounding like
a sleazy salesman. This is Part 1 of 5 of a series called “The Five Needful Things”
Great stuff Dad, thanks!”
FIVE NEEDFUL THINGS (Part 1)
- PART 1/GET YOUR MIND RIGHT…THE GOLDEN RULE
As you and I look at this network marketing business as a profession, and by the way that is the only way you will ever join the ranks of people who make significant income from this business model, there are some “needful” things to take stock of in your minds eye. In this first series of five “needful” things we are going to explore how to get a proper fixed mind-set of how to think every day about this business. As man thinks, so he is. It is also true that as man thinks about others, so he treats them accordingly. This may mean you will have to revamp and retool your whole approach to expanding your future plans in how you interact with people. People are not targets or numbers to file through, but souls to make a lasting connection with. Some of these souls will become our business friends, but if not, all should become friends.
I know many network marketing newbies that tend to look at prospecting people as business partners or consumers with an attitude of “selling”, “closing”, or “convincing” them this business model, service or consumable product is right for them. It’s a numbers game, they say. Sadly most people in the world have a sense that people in the MLM world want to “sell” them something they don’t want or need. And if that is the way you think about the profession of network marketing then, hasta la vista to your success.
We all have a “warm market” that we start out with as we consider expanding our business and product distribution network. These are our friends, family, acquaintances, and business contacts. This may be 25 folks or it may be in the 100’s. Just as it’s true for you and I, these people don’t want to be thought of as a TARGET for some MLM salesman to pitch and close. Would you have wanted to join because if you felt pressured into it? No way Josea.
So how do we fix our minds in the right way so we are then able to think about approaching our “warm” market and our “cold” markets differently? Simple. Treat others the way you would want to be treated. Put yourself in their shoes, think of how you would like to be approached by your friends, family or business contacts. This is a network marketing golden rule. “Do unto others…” Respect, integrity, honesty, courtesy, we all want these in our relationships — whether casual or long term, business or just life. Do not treat people like the business cards you collect: something to file away in your Rolodex to hit up later.
Mind-Set Change #1 :
You and I are looking for folks who are looking for us. We are not “selling” anyone anything they don’t want. What a waste of everyone’s time!
Our first job as a network marketing professional is to identify like-minded qualified individuals, then with the Golden Rule above firmly in mind, give them enough objective information so that you both can make the best choice for both of you. A “Dual Interview” is always a win / win.
Your goal: Renewing friendships and making new ones. In our mind, we have to stave of the wrong attitudes, which are “target acquired”, or that someone was “won over” or that this is some product or opportunity that we have to “sell” people on. The goal at the end of the first meeting is to have the person know he was treated with the Golden Rule by you, and if you called them again they would want to answer the phone and not avoid your calls for fear your going to try and “get” him or her in your deal with a swanky and sophisticated sales maneuver.
A “fair & square deal” my Grandpop used to call ‘em. Your friends, family or business contacts MAY want what you have, so give them enough simple information so they can decide if this is an attractive and fair & square exchange of value. This is a mutual “feeling out” process that should always end with them feeling like they have enough information to say “Maybe” or “Not right now” or “No thanks”. A “Yes” response, (and also the “Maybe” people) should be then asked if they wanted a follow-up conversation with you and one of your Upline partners, strictly for more information. To be fair and honest with an immediate response of “Yes”, it is your responsibility that they have fully counted the cost of the opportunity you presented. Again, Treat them as you would want to be treated. If you are “marketing” anything to them let it be truth, not hype, hope in hard work, and a friend to be trusted to “go to war” with. As one great old business sage has said “win friends and (then) influence people”.
Work hard my fellow Pros,
Tom Eudaly
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