LESSON 3 IN NETWORK MARKETING

Lesson 3: The Success Cycle


The whole System revolves around the “Success Cycle”. To be
successful you will need to understand and follow the
“Success Cycle” and keep on repeating it. Repetition of the
Success Cycle is the key to your ultimate success.

1. Name List
2. Invitation
3. Presentation
4. Follow Up
5. Enroll and Train


A. The Name List

This is where it all begins. You will need to take the time
to list down at least 50 names of people that you know. Do
not pre-judge whether these people will be suitable or
responsive. Just make a list of 50 names of people you know.

You will need to include the following details:

1. Name
2. Address
3. Telephone numbers
4. Email address
5. Occupation

This list should be updated regularly.

Here is a memory jogger to help you with the name list.

MEMORY JOGGERS

WHOM DO YOU KNOW…

Who looks like Tom Cruise
That you met on a plane
Who flies planes
In radio/TV
Named Debbie
Who needs extra money
At the gym
Who just quit smoking
Who looks like Tina Turner
Who just moved away
In politics

WHO IS YOUR…

Mail carrier
Newspaper carrier
Dentist
Minister/priest/iman
Florist
Lawyer
Insurance agent
Accountant
Congress person
Pharmacist
Veterinarian
Favorite waiter/waitress
Chiropractor
Butcher
Baker
Bank officer
Printer
Optometrist
Travel agent
Hair stylist
Photographer
Architect
Exterminator
Dry cleaner
Mechanic
Landlord
Grocer
Carpet cleaner

WHO SOLD YOU YOUR…
House/condo
Computer
Carpet
Car
TV/stereo
Wedding rings
Glasses/contact lenses
Vacuum
Boat
Camper
Furniture
Air conditioner
Appliances
Tupperware
Tires

WHO IS RELATED TO YOU….

Parents
Sisters
Brothers
Aunts
Uncles
Cousins

WHO…

Lives next door
Lives down the block
Lives across the street
Lives upstairs/downstairs
Teaches your children
Was your best man/ushers
Was your maid of honor/bridesmaids
Are your babysitter’s parents
Was a service buddy
Did you go to school with
Used to be your teachers/professors
Is your old boss
Fixes your TV
Worked with you in past jobs
Went with you to the beach
Owns a restaurant
Installed your appliances
Is president of the PTA
Is in the local Chamber of Commerce
Is a policeman
Is in the military
Works at the video club
Is an actor
Is an author


ALSO…..

Get out your holiday cards list. Your address book and any
business cards you’ve collected. If someone’s name is in
there – they should be on your list. Take out the Yellow
Pages and flip through from A to Z to refresh your memory.


B. Invitation

Here are some guidelines for your invitation:

1. Have posture.
Speak with confidence and make it serious. This is a multi
million dollar business opportunity that you are presenting
your prospects with. Do mention to your prospect that you
are only inviting a limited number of people and appreciate
that they seriously commit their time to it. Otherwise, you
will need to invite others first and fix a later appointment
for them.

2. Use the curiosity approach where possible.
Do not mention the business you are in or the name of the
company. The reason is that most people have a negative
perception of network marketing. The moment you mention
“Network Marketing” or “Multi-Level Marketing”, they will
become defensive. Therefore, in order to have the
opportunity to give them the correct information it is
important to have their time to explain to them about the
truth of the industry.

You could mention that it is a “home-based business” or
“relationship marketing business”. Also, say that you need
to have at least one hour of their time to discuss
about the business in more detail. It will not be fair to
talk to them now because you are not prepared and time does
not permit. Tell them that the business may not be suitable
for them but they should at least have a good look at it.
There is no obligation on their part to get involved. This
will ease them so that they do not become defensive.

Your objective is to get an appointment to show them the
full presentation. If the prospects know that you are with a
certain company and that you are involved with network
marketing, you need to tell them the truth. Do not try to
lie. Tell them “Yes” and ask them what they know about the
company and the network marketing industry. Listening to
them will reveal the extent of their knowledge about the
company and the network marketing industry. You will then be
able to provide them with relevant information to assist
them to make a better decision.

3. Give your prospects a choice of two dates. For example,
“Will 8.00 pm on Saturday or Tuesday be suitable for you?”

4. For the FIRST business presentation, it will be advisable
for you to fetch your prospects.

5. If your prospects are going to the business presentation
on their own, you need to be at the venue of the meeting
early to welcome them.

6. Call your prospects to remind them at least 24 hours
before the meeting.

7. Invite more than what you expect to attend. You can
expect at least half of them to not turn up at all.

8. Be aggressive in your invitation, but do not appear to be
too “pushy”. If the prospects appear uncomfortable, please
change your approach and maybe talk about something else
that they may be interested in.

9. Where possible invite both spouses. Both of them need to
hear about the business. We do not want the situation where
one party attends and gets excited, but later changed their
mind because of the negative influence of the other party
who did not attend and therefore does not have the relevant
information.

10. Inform your prospects that this is a business
presentation, and therefore preferably they should not bring
along small children.


C. Presentation

Effective presentation is the key to getting your prospects
to join you in your network marketing venture. Whichever
meeting you are conducting, the following guidelines will be
helpful:

1. You must be prepared.
You must be prepared with the knowledge, tools, attitude and
mind-set.

2. You must have the necessary UNINTERRUPTED time of at
least 45 minutes.

3. You must have the necessary tools.
This includes the business presentation file, product
samples for display and demonstration. For bigger meetings
you may need the use of slide projector, multimedia
projector, or personal computer.

4. If food and drinks are to be served, make sure that it is
served after the presentation is complete.

5. Make sure that the meeting is uninterrupted. There should
be no children running around or pets in the venue.

6. Edify the speakers and your upline leaders. This is
crucial to give them posture.
As an example, if your upline is a motor car mechanic, do
not introduce him as a mechanic. You can instead say that he
is in the motor car industry, which will give him better
posture, but please do not lie.

7. Make the presentation short and simple, and follow the
system set up by your upline leaders.

8. Act enthusiastic.
You will pass your excitement and positive vibration to your
prospects.

9. Have two or three excited associates share their
experience. This should not be more than three minutes each.

D. Follow Up


Guidelines for effective follow-ups

1. Follow-up should be done within 48 hours.
This is to ensure that the prospects will have sufficient
time to make their decision. But most important it should
not allow them to have too much time to receive negative
feedbacks from ignorant people.

2. Follow-up should serve as a mean to provide the prospects
with additional information to assist them to make better
decisions.

3. Always leave something informative and of value with the
prospects. It could be a brochure, book, tape, video or CD.
This will allow you to contact your prospects for further
follow-ups.

4. When you are new it will be useful to bring your upline
leaders along.

5. Again be aggressive but not too pushy.

6. If you are visiting your prospects in their homes please
make sure that you call them earlier to inform them of your
intention. Be tactful and make the appointments at a
reasonable time. For example do not visit them when they are
having their meals or when it is late at night.

7. Make the visit short. Be brief with your follow-up. Watch
the prospects for their reaction and body language.

8. Be enthusiastic and talk about positive news and events
relating to the products and business. Talk about new
achievements or testimonies of effectiveness of the
products.

9. Plan your follow-up. Plan who to visit and the purpose of
your follow- up. Are you trying to sell products or show
your prospects about the business opportunity? Plan your
route as well. This will ensure that you do not waste time
traveling.

10. You can only help those who want to help themselves. As
a general rule if a prospect or distributor shows no
interest on the third follow- up, just leave him alone for
the time being. Spending too much time with them will
de-motivate or demoralize you instead. Follow-up with them
later when you have the time or when you have better success
to talk about.

11. Be patient at all times. You do not want to make a bad
impression or anger the prospects or distributors.

E. Enroll and train

Once the prospect make a decision to join you, you now have
the responsibility to assist, train and motivate them.

Always keep in touch with them by phone or email. You should
always encourage them and never, never, never talk about
anything negative to them.

Encourage them to follow the System that is set up by your
leaders.

Ensure that they have the relevant information and tools to
get started.
Remember that the success of the SYSTEM depends on you. You
need to follow the Success Cycle, and teach others to do the
same. Duplicate the system to them and you will have a large
and powerful network.