So you’ve decided to join the profession of network marketing. CONGRATULATIONS!
There’s no question in my mind that we have a better way.
Now if your response to my last question was, “WHAT weekly and monthly goals?” then we know exactly where to start: at the beginning. Setting (in writing, then in motion) small milestones will keep you on track to achieve the bigger goals you’ve set for yourself.
If you already have weekly and monthly goals, here are some follow-up questions for consideration:
- Are you reaching them regularly? If not, why not? Are they unrealistic? Are you not doing the behaviors and smaller action steps required to reach those goals?
- If you ARE reaching your smaller milestones, but still not reaching your larger goals, it’s likely that your milestones are too small or too few (or both). Work on increasing the frequency with which you’re adding prospects to your Active Candidate List (which is the ongoing list of prospects to which every new person you meet gets added.)
If you want to have more income, you need to have more outcomes.
I offer a weekly “funnel call” to each of my team members. It’s a BRILLIANT idea to do this with your teams (and I can call it a brilliant idea because it wasn’t mine) so I highly recommend you schedule these weekly calls with anyone on your team who’s serious about building an organization (and that you have one weekly with your own sponsor). Here’s the fifteen minute format:
- How many prospects do you have in your funnel? (We’ll quantify this by the number of people you presented the business to — via live presentation, 3-way call, or a video/audio tool — who did NOT give you a “yes” or a no” on joining the business.) These people remain in the funnel until you expose them again (with another live presentation, 3-way call, or video/audio tool) and they give you an answer on joining your business.
- How many “yes” answers did you get from those you exposed to your business?
- How many “no” answers did you get from those you exposed to your business?
After hearing the answers to those 3 questions, here’s what we should know:
If you had a high number of “yes” answers, you should have enrolled that same number. Congratulations! You’re effectively sharing the business and your check is going to go up! Be sure to teach your new team members how to duplicate what you’ve done. And by all means, keep doing it yourself.
And if you have a large number still in your funnel, meaning you’re not getting either a “yes” or a “no”, then it’s likely you need to ask your upline for help in bringing prospects to a decision (unless they were all early exposures, in which case you’ll need to exercise a little patience and a lot of follow-up; it takes an average of 5-6 exposures for someone to have enough information to make a decision).
It’s also possible that you’re not actually asking people to join you! I see this happen a lot (and have been guilty of it myself).
Sometimes, we give a prospect all the information they need to make a decision, and never actually articulate the invitation to join. So be sure you’re actually asking your prospect to become part of your team. My favorite way of delivering that question is to say, “Sounds to me like you’re ready to join.” And let them tell you yes… or why they’re not. If they’re not quite ready, you can find out what additional information they need, and then provide it.
Each week as you revisit your funnel, you should be moving people through it. Mark Januszewski (The World’s Laziest Networker) says we’re in the business of collecting decisions. So go collect them. Some will decide to join. Others will not. Either way, you’ll need to know their decision so you can move them through your funnel and add new names. Each decision you collect is a new outcome — good or bad.
Remember, if you want to have more income, you need to have more outcomes. So go get them.