There are many suggested techniques and ideas out there, but in one fundamental way many miss one key point. And this is also the area where the majority of network marketers make their critical mistake: As soon as a lead is generated, they jump in with a sales pitch.
Unfortunately, for most people a sales pitch is a total turn off. It achieves the opposite effect. You've probably experienced this yourself. Someone starts out by telling you how fantastic a company is and why you should join. Or they put out some kind of "Hurry! We're only extending this special opportunity for a limited time so if you don't join now you're going to lose out!" message. For most people, this only sends up red flags of alarm.
The Secret is To Presell
The single best network marketing secret out there is to presell before you ever even think about asking for the sale. There are a couple of gurus out there today who positively excel in teaching this technique. For instance, Mike Dillard, who can be found at Magnetic Sponsoring, and Ann Sieg, who is from Renegade Network Marketer, teach constantly that you must first attract and teach prospects.
The reason most people don't utilize this and take advantage of it is because they lack the patience. However, as far as network marketing secrets go, this is just about the most powerful aspect to building a business.
Preselling is an ability that is used to eliminate the need for a sales pitch. In order to make things easier, we've put together a quick example of how the process could work for your business:
1. A prospect comes to your landing page or other lead generator.
2. You learn about this prospect (perhaps they provide their email address inquiring about your free report). Of course, this prospect is immediately expecting you to come on strong with a sales pitch, as most network marketers do. But you surprise this prospect when you deliver no sales pitch at all. Instead, you provide information that talks about how they can focus on their own goals.
3. Your messages and communications continue over time, all focused on why the prospect would want to build an online business network and how they can succeed. You never mention your company, an offer, or ways to bring them in as an associate at all. No sales pitch.
4. Following communications conducted over a period of time-usually three weeks or more-the prospect trusts you and understands that you are sincerely interested in helping other people succeed in building an online business. They ask you what online network company you work with. A good number of them will inquire about how they, too, can join in this successful endeavor.
Can you see the difference here? Can you see why this process is different and so essential to success? When you educate your prospects to achieve their own goals, you are preselling yourself. This approach is the most effective network marketing secret out there. Now all you need to do is put it into practice.
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