A team that understands people and knows how to bond with prospects will always outperform the team that memorizes their presentation. Building a smart and nimble team can take time, but if you want a business that can withstand hard times and flourish in good times, you must be bullheaded with your determination to train and mentor people to think and listen instead of just memorizing facts.
Leaders in direct sales organizations have been teaching their “factory” workers for years to say the same things, memorize little sayings and get together once a month for a shot of enthusiasm to keep them from quitting too early before they can sell them some more tools or product. Many entrepreneurs and members of direct sales organizations mock traditional education. Let me tell you, direct sales has a failing grade in real education too. It is time to start teaching our people to solve real problems and lead, not just memorize if we want to thrive in the new economy.
According to Nutrition Business Journal the Internet and other non-network-marketing direct sales companies had a banner year in 2009. As people lost their job and benefits, they turned to preventative health, which means increases in supplements. So, why are sales for nutritional supplements down for network marketing?
When people don’t make money, they look at how much they are paying for their $30 bottles of juice and switch back to Wal-Mart multivitamins and $4 orange juice.
For you new business owners and also you job-laden entrepreneurs seeking to strike out on your own and throw so-called security to the wind in hopes of achieving the seductive dream of riches and independence, I speak to you. I embrace you, my fellow entrepreneurs, and applaud that fire in your belly that keeps you up at night seeking something more, but I also have a couple of suggestions and warnings.
Money is a measuring stick (a tool) and most people subconsciously know that. That is why it scares the heck out of them. People feel that money proves they are worth little and accomplish almost nothing. Why do you think people run from the topic of money and are secretive, embarrassed and conflicted about the subject of money?
It borders the absurd how we describe the accomplishments of ordinary people. This improper characterization is bad for new people and discourages rather than keeping them going. Who in the world really ever built their business without getting the crud beat of them?
Rule 3 - Test your people who say they are committed. Many marketers cringe at this rule. "I want everyone to be comfortable," they think. "I don't want to blow anyone out." Well fine, have an underachieving group that never gets big if you don’t have the guts to ask more from your people.
If you believe in your product or service, you should passionately push, but do so in a manner that does not offend in the process. This takes practice, study and time for most people.
One who is committed to a cause will not simply “go through the motions” in becoming a leader. A committed distributor will not be satisfied with just making a visit to one of his downline so he can report to his mentor that his job is “completed” or “done.” A committed distributor would not be content to merely “give” a presentation but would want to teach with passion. The result, if your leaders have the guts to ask for it, will be making a real difference in the impressionable lives of the new distributors entrusted to his or her care. It will create real leadership.
Understand the new leverage in today's network marketing. Live your story, yes live your story. Give me happiness, not ingredient lists. Give me joy, not promises of riches I don't really believe in. Give me a way to feel younger, with people that build me into greatness not scare me into submission. Give me life, don't take it away from me. Don't tell me you care about how much money I make and then threaten me if I think the opportunity is better else where. Give your people a reason to stay other than the lottery ticket chance of $10,000 a month. LIVE your story.
Without the interaction and training, your people will find other things to take up their time and energy. To turn an employee into an entrepreneur does not happen overnight, but it does and can happen.