How the Prospects Rated the Factors

We surveyed prospects to see how THEY rate the various factors that go into the presentation you give them. What caught their eye may surprise you.

#1 Who gave the presentation
This option won by a landslide. The #1 reason a prospect joins a multilevel company is YOU. The prospect can’t see or touch the company. The prospect does not have personal experience with the product line. The prospect has not visited the home office. All the prospect sees, is YOU? His thoughts throughout your presentation are:

* “Can I work effectively with you?”

* “Will you take the time to help me?”

* “Can you do the job?”

* “Are you telling the truth?”
How the prospect perceives YOU is the most critical factor in his decision to join.

#2 Upline support
Upline support translates into YOU again. The second most crucial factor rated by multilevel prospects was their ability to depend on their upline (YOU and others) to help them become successful. Soothe your prospect’s insecurities by showing how you and your sponsor have helped others become successful. Assure your prospect of upline support until he has reached a certain self-sufficient level of success. Your prospect wants to be successful. You hold the key.

#3 Training provided
Does your group have weekly or monthly training meetings? Seminars? Rallies? These are the classroom training events your prospect will be looking for. And that’s only half the story. “On-the-job” training is what sells your prospect. Why did franchises take off in the 70’s and 80’s? They offered a company-trained mentor to work at the franchisee’s location to help them off to a fast start. Tell your prospect you will give the recruiting presentations to his prospects while he observes. Anyone can feel confident if all they have to do is observe. Once your prospect feels he has sufficient skills and group-building success, then he may decide to continue without your help.

#4 Marketing plan and earnings potential
Surprised? The money doesn’t show up as a factor in the prospect’s decision process until #4. Promises of profits are meaningless without the prospect’s confidence that he can work the business successfully. Or, in other words, who cares if you earn 99% commission if you are selling ice to Eskimos? The belief that the prospect can succeed in the business transcends the percentages in the marketing plan. Remember your first exposure to multilevel marketing? Could you go home and thoroughly explain the subtler points of the compensation plan after only one exposure? Probably not. So don’t spend too much time making a big deal out of the 1/2 of 1% super- override bonus on non-qualifying directors on a regional basis. It won’t help your prospect decide to join.

#5 Product line
A great way to irritate prospects is to demonstrate every product in detail. An eager prospect wants to know one thing about the product line: Will people buy it? Your product may have gold plated bearings instead of stainless steel bearings. So what? If no one will buy your product, does it matter how fantastic the quality is? Your prospect does not want to join a company with products people don’t want. Professional recruiters concentrate on showing the market for their products and why the general public desires to have the product.

#6 Being first in an area
Maybe he’s not the pioneer to blaze the trail, but your prospect wants to see a tremendous potential of qualified prospects. Assure your prospect that together, you can actively create a viable business. This is already a minor point as we are in the bottom half of decision factors for the prospect.

#7 Company literature shown
Beautiful literature doesn’t sell; people sell. If you are relying on 70 lbs four-color enameled stock with artistic photographs to sign up prospects, maybe you should reconsider your career and become a photographer. If you are a jerk passing out nice- looking flyers, you are still a jerk. Do you think your prospect wants to bring a jerk to do a two-on-one presentation with his friends, neighbors, and relatives? Ha ha ha! Well, jerks believe so anyway.

#8 Company image
You are making a presentation to your best prospect in Miami, Florida. You show him a beautiful video describing the 45,000 square foot home office on 3 acres in the exclusive suburb of Olympia Fields, in the town of Flossmoor, Illinois. Big deal.

So what if the company has a lot of money for videos, offices, printing, etc.? The real question is: “Can my potential sponsor do the job? Will he be capable of helping me reach the success I desire?” After all, what can the home office do to help? Send the prospect another video? Oh, wow, that will surely help to build his business.

#9 Sales kit provided
An excellent collection of reading material, brochures, sales receipts, videos, cassettes, etc. – all utterly worthless in the hands of a prospect lacking confidence. Prospects get confidence and support from their upline, not from ballpoint pens and bumper stickers with the company logo. Inside joke of multilevel pros: “Here’s your kit. Go for it.”

#10 Company management experience
“Our president had 2.372 years of public auditing experience with one of the largest regional firms in the South Atlantic States. His grading on his personnel report by his superiors was 2.46, one of the highest ever given.” Pretty ludicrous, isn’t it? What not to say: “Our president has 25 years experience in multilevel management with five different companies.”

Brainstorming Session:
Is your presentation giving prospects what they want to buy? Or, is your presentation giving your prospects what’s important to you?

Effectively Talk to Therapists About Nutrition With These 6 Easy Tips

Many massage therapists, chiropractors, herbalists and healthcare professionals are learning how to provide nutrition counseling to address health issues from a whole-body perspective.  Nutrition counseling allows professionals to gauge a client’s lifestyle to look for problems that might be impeding their therapy.  While nutrition is just one piece of the whole-body health pie, it is a sizable slice, and it happens to be the piece that you get to eat.  Nutrition counseling is a central part of our jobs as supplemental purveyors, but it is just as crucial for therapists and health practitioners to be well versed.

Make Sure That Your Information Is Accurate

Before you can talk about nutrition, you need to learn about it.  Reliable nutrition counseling can guide clients into developing a health plan, but the key word here is, “reliable.”  Nutrition can seem complicated with the barrage of information people encounter every day.  Being bombarded with information, much of it contradictory, leads even health care professionals to provide poor advice.  There are a plethora of nutrients we encounter on the path to good health, and conflicting information about many of them.

We must evaluate the sources of our information.  Health blogs and Facebook posts ARE NOT reliable sources of information.  If your health source is trying to sell you something, then its reliability should be considered questionable.  I try to write honest health tips here at VitaMist, but I will certainly not be offended if you double check with other sources.  The sources you should rely on the most heavily are scientific studies, statistics with a large sample size and research from higher education institutes.  Research performed by corporations can be useful, but bear in mind that they have an agenda.

You don’t have to be a biochemist to talk about nutrition, but you should at least know what the biochemists have to say about it.

Back Your Information Up (But Only If You Need To)

Now that you have done your research keep those statistics on hand and sources in mind when you approach your prospective clients.  You don’t have to work those facts and figures into the discussion; you just need to know them.  Nobody wants to be bombarded by statistics, and doing so will lose people’s attention.  While you are dumping facts and figures on them, they will be thinking about all of the exciting things they would rather be doing than talking to you.  Keep your conversation casual and friendly, but be ready to dip into your well of information when it is needed.  You can be 100% correct, but the moment one of your claims is called into question, and you cannot support it, you will lose all credibility.

If someone asks you a question to which you do not know the answer, be honest about it!  Tell them you are not sure. But that’s an interesting question, which you would like to know yourself.  When you get a chance, look up the answer for yourself, and follow up with them!

Invite Your Prospective Client to the Party

You want to have a discussion about nutrition, not give a lecture.  If your audience is not participating in the conversation, then invite them with questions.  Seek their opinions, and attentively listen to them when they speak.  By making it a dialogue and not a sales pitch, you will only feed the conversation.  The time will pass before you know it, and both parties will come away feeling more satisfied than if you had used the opportunity just to practice your public speaking skills.  You will probably even learn a thing or two that you can add to your nutritional repertoire.

Keep It Optimistic

Poor health can lead to some heartbreaking results, but frightening people into thinking about nutrition does not have the results that you would expect.  When people hear about the effects of poor diet, they tend to believe that they have plenty of time to address the issue.  As a result, they push the information to the backs of their minds, where it takes up permanent residence.  When you talk about nutrition, you want the person you are addressing to be excited enough to take action, and to pass the information along to others.  As many adverse effects as there are with a poor diet, there are just as many positive results with a healthy diet.  Focus on the importance of nutrition when it comes to feeling good and staying healthy.  Stress the benefits of a healthy diet and proper supplementation.  Remind them of how good they will feel, and how much their clients can benefit.  Always choose the carrot over the stick.  After all, carrots are much healthier.

Present Yourself Well

There are few things more ironic than an unhealthy person lecturing you about your health, and how you present yourself goes a long way towards how people gauge your health.  Business casual attire that is free of wrinkles or stains, proper grooming, good posture, a bright smile, and a confident voice are all weapons in your arsenal when you present yourself.  Slumped shoulders, slang, frowns and messy clothing all give off the impression of poor health, regardless of whether it is true or not.  Before you meet face to face, make sure that you are looking your best.  When speaking on the phone, maintain a confident tone, while using proper grammar.  Do not try making yourself seem smarter by using words you would not normally.  Studies have shown that this often makes people seem less intelligent, rather than more, and nobody wants advice from somebody they consider unintelligent.

Know Who You Are Talking To

Knowing your audience may be the most important tip there is.  When discussing health, nutrition, supplements, or anything else, you always need to do your research about those to whom you will be presenting.  Before you say it, think about how the listener will want to hear it.  Not all audiences need or even want the same information, and not all audiences respond to presentations in the same way.  By putting yourself in their shoes, you will gain insight into what they want to know and how to convey the information.  Forbes magazine has called knowing your audience, “The Key to Success,” and the most important step to growing your business.

Forming Successful Business to Business Relationships

I hear a lot of the same questions over and over again.  Our distributors want to know who to sell to after they have talked to their friends and family.  They ask how to network, where to find new clients, and what shows they should attend.  One question I almost never hear is how to partner with other businesses, which is a shame because this is the question that you should be asking.  Our excellent distributors work long hours at shows, are diligent in helping and responding to the concerns of their downlines, and take the initiative to start and promote their own websites.  But our most successful distributors are the ones that partner with other businesses, and let those companies sell for them.

There are a few things that are essential when forming a business-to-business relationship.  First, both sides must be willing to take a chance.  For both sides to profit, both sides must risk.  Your prospective partner may be ready to take the risk by partnering with you to sell your products, but first, you must take the risk of approaching them.

Second, the partnership must start at the top. Forming a personal relationship with the senior members of companies you approach helps keep you in their minds, and makes sure that the relationship does not dissolve over time.

Third, real partnerships start with transparency. Be honest about what you are selling, and why you think it will benefit both parties.  Remember that they want to profit from the relationship just as much as you do!

Fourth, take the long view. Building relationships takes time.  Encourage your partner business to make a small purchase to test the waters.  There is no need to rush them.  Before you know it, you will see several business-to-business relationships blossoming at the same time, and everybody will reap the benefits!

Finally, put goals and expectations in writing. Though you want your business-to-business relationship to be friendly, it must also be professional.  Both sides will have expectations of the partnership, and by putting them in writing, nobody will be confused about what to expect or what is expected of them.

Stop working yourself to the bone!  Partnering with other businesses takes work off of your plate, and earns both you and them some extra income!