GUIDE TO NETWORK MARKETING
KNOWLEDGE AND SKILLS (15%)
· all about the SYSTEM (So-You-Save-Time-Effort-and-Money)
· done with the right attitude
· all you need to do is to listen to it
· HAVE A NO RETREAT! NO SURRENDER ATTITUDE!
INVITING
Objective: Set up a schedule
Task: Invite a contact and make a PROSPECT LIST
Emphasis: Intensity/Excitement
PROSPECTING – Make a Prospect List
serves as an inventory of contacts needed for invitation contains at least 300 names and above and their contact numbers should be unedited; don’t prejudge people based on character; don’t put bias!
“Ay, eto si ano hindi talaga interesado to sa ganito. “(WRONG!) *should increase to at least 20-30% per month
“Sa 300 na friends mo, magkakaroon ka ng 60-90 new friends from them!”
Types of Prospect List
ABC System
A(YOUR FOCUS) B C
Positive
- warm leads/ circle of influence/close friends
- open minded
- positive thinker
- needs extra income
- full of dreams
- business minded
- fed up of his/her present work
-“Im interested, paano ba yan?”
50/50
- “To see is to believe”
- “May kinita ka na ba jan?”
- they wait for evidence
- “Sige, sali ako jan pag-yumaman ka na.”
- product user - satisfied in his/ her situation
- “Ok lang samin kahit ganito, basta sama-sama at masaya”
- Filipino mindset
- they don’t need the business right now
- “Sige tol, pag-isipan ko muna”
Negative
- no interest in the business
- “Scam yan! Walang kwenta yan!”
- not interested to survive
- has stop dreaming
- “Sumali na ako sa ganyan dati, di naman ako kumita.”
- Walang ginagawa sa buhay
- BUM LIFE
Divide and Conquer/ K-System (KAFFEAN SYSTEM)
a. Ka-pamilya/relative/pinsan
b. Ka-pitbahay
c. Ka-ibigan/Ka-tropa
d. Ka-trabaho
e. Ka-klase/ka-batchmate/ka-schoolmate
f. Ka-facebook/Ka-tweeter/ Ka-chat/ Ka-text
g. Ka-Dota/Ka-Ragnarok/Ka-Laro
h. Ka-kilala ng tita/tito ni…
* Choose the top 3 per cluster/ groups (prioritize, choose the closest/ most influential)
* Invite!
“Our task is to invite and present. Their task is to look, listen, and decide.”
“Our task is not to convince, but to SHOW”
-“Sige na bro! Sali ka na d2, bayad ka lang ganitong halaga. Kikita ka na!” (WRONG!)
-“Hi. I like to share this opportunity to you na kikita ka kahit nasa bahay ka lang…..(CORRECT!)
Objective: Set up a schedule
Task: Invite a contact
Emphasis: Intensity/ Excitement
FORMULA: KISS (Keep-It-Short-and Simple) + Excitement
= CURIOSITY AND SCHEDULE!
“Pag nag-invite ka, ayaw mo siya sumali, gusto mo magtaka siya”
Signal: he/she asks question/s: “paano ba yan?”
Methods of Invitation
1. Direct Approach
- for close friends
- “May ginagawa akong part time opportunity na pwede kang kumita”
- “Bro, my business ako, mura lang ang pay-in at madali lang ang inviting. Grabe!”
2. Second Opinion
- for people with High Profile (Boss, Professor, Adult)
- asking for opinion/advice
3. Third party
- “May kilala ka bang gustong kumita online or offline? You can give my number to them. I can definitely help that person.”
- “May friend ka ba na gusto kumita o magpart-time kahit nag-aaral? Refer my number to them. I can definitely help.”
Opening Leads
F.O.R.M (Ask Family, Occupation, Recreation to get the Message)
“Hi? Kumusta?”
“What’s your name? Where are you from? Where do you study/work?”
“Kumusta and family mo?”
“Ano pinagkaka-abalahan mo ngayon?”
*Then proceed with Ice breaker or with the presentation
Dealing with Inquisitive/ Resistive prospects
*Be excited!
***Response form/pattern:
1. An answer to his question that increase his/her curiosity.
Do not answer the question completely.
2. A positive statement about his/her benefits
3. Schedule (date/time/place)
*The schedule may not necessary if you present your site and proceed with online presentation.
*It doesn’t matter kahit malalayo ang prospects mo at imposible mong mapuntahan, you can show the link to them ng iyong business account and ipa-view mo ang video presentation ng company.
MOST ENCOUNTERED QUESTIONS:
Prospect: “What kind of business is that?”
You: “A business that generates income in a passive way. It is something that can change your life for the better. Add me on facebook and my contact # and visit this site… then you can ask questions.” Or
You: “One of the major ways to make income. It will surely help you and your family. . Add my facebook account and this contact #. And visit this site… then you can ask questions if you have”
Prospect: “Di ko naman kailangan yan eh.”
You: “I understand but it’s better to have what you don’t have now than need what you don’t have later on. Kailangan mo talaga tong Makita ASAP! Add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Gusto ko ng simpleng buhay.”
You: “Life is complicated and what we are providing is something that will make it better. So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Anong klaseng business ba yan?”
You: “It is related to technopreneurism. You will surely like it. So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Networking ba yan? Scam ba yan?”
You: “Bakit naman kita isasali sa scam, hindi kita isasali sa alam kong masama. Unless, magbebenefit ka pa dito. So, Add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Busy ako ngayon eh.”
You: “Sobrang sakto! Sobrang busy din ako eh. Alam ko busy ka din. If you can be very busy for 15K/month, eto 15mins lang. So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Yan ba yung benta-benta/ recruit-recruit?”
You: “Iba-iba, may benta-benta, may hindi. May loading pa! May travel commissions, may incentives pa! So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Pwede bang d2 na lang sa text/chat/fb/e-mail na lang?”
You: “Sakto! No hassle na talagang pumunta sa ibang lugar para mag-present. Dito you can actually present the business kahit nasa bahay ka lang. So, Add me on facebook and my contact # and visit this site… then you can ask questions.”
THE 4 C’s of Inviting
COMPLIMENT
Find something that you can genuinely compliment your prospect on.
CURIOSITY
Use power statements from the common responses to elevate the prospect’s curiosity. The sole purpose of the call is to get the prospect to commit to attend a meeting, listen to, or review the material. In order to assure the prospect’s participation, you need to keep the curiosity level very high. You accomplish this in two ways: First, you arouse the curiosity with tidbits of information – not by answering questions. Second, by raising your own level of excitement and talking with confidence and a smile.
CONTROL
Control yourself! The first question you will get is “What is it?” What they are really saying is “Please give me a little bit of information from which I can draw a snap judgement about what this is, so I can tell you I don’t need to do it.” Or, “I’m busy… tell me just a little s I have a reason to reject this on the spot so I don’t have to put one more thing in my busy life.” Control yourself. Don’t satisfy the prospect’s curiosity. Keep it as high as possible, because the higher you keep it, the greater your chances are of having them remain motivated enough to check it out.
COMMIT, COMMIT, COMMIT
If you don’t commit your prospects, you will be sadly disappointed when only a fraction them actually do what they said they would do. The stronger you are at getting a commitment, the greater your ratio of success will be. The bottom line of all inviting is to get the prospect to commit to see the business.
Pointers in Inviting
· Inviting is an art
· Be excited!
· Maintain the curiosity of the prospect
· Show that he/she will benefit
· Set a schedule (if for meet ups (Date/Time/Place))
What to expect when inviting
· Rejections and NO answers – these are pre-requisites to inevitable success
· “All successful people in the world have been rejected a thousand times”
· “Quitters never win, winners never quit”
· “NO RETREAT! NO SURRENDER!”
· SW4 (Some will join, some will not, so what, someone is waiting for you)
Dont’s when inviting
· Presenting/ Explaining the business on the phone/text or chat (this may vary from person to person)
· Answering all questions completely
· Kapag may tanong na hindi mo masagot, pass it to you upline
Caution on mentioning the following:
· P700 (May vary from economic status of a person)
· Networking/ Network marketing/ Pyramiding
· Bilog-bilog, yayaman ka
HOW DO I DO FOLLOW-UPS?
Your income depends on your ability to create lasting relationships with your prospects.
Sales Statistics -
-48% of sales people never follow up with the prospect
-25% of sales people make a second contact and then stop
-Only 2% of sales are made on the first contact
-3% are made on the second contact
-10% of sales are made on the fourth contact
-80% of sales are made somewhere between the 5th and 12th contact!
Most of us in Network Marketing never make that first follow up, and much less the 5th or 12th!
Follow-ups must focus on what the prospect wants. It is showing your prospects solutions. Talk less. Listen more.
•Call is better than sms; human touch
•Ask feedback of the business
•Detect objections by asking questions. Be sensitive. Be authentic.
•Invite for a second meet-up. Use the product-tasting approach. Give fb fanpages/websites link. Talk about discussing things on how you can help him/her get started. Talk about options.
•Show sincerity of your intentions.
•Last resort, ask for referrals. Do not burn bridges.
TIMING IS EVERYTHING!!!!
You just never know. Keep your pipeline full; be adding 2 people a day, 5 days a week and keep in touch!
KNOWLEDGE AND SKILLS (15%)
· all about the SYSTEM (So-You-Save-Time-Effort-and-Money)
· done with the right attitude
· all you need to do is to listen to it
· HAVE A NO RETREAT! NO SURRENDER ATTITUDE!
INVITING
Objective: Set up a schedule
Task: Invite a contact and make a PROSPECT LIST
Emphasis: Intensity/Excitement
PROSPECTING – Make a Prospect List
serves as an inventory of contacts needed for invitation contains at least 300 names and above and their contact numbers should be unedited; don’t prejudge people based on character; don’t put bias!
“Ay, eto si ano hindi talaga interesado to sa ganito. “(WRONG!) *should increase to at least 20-30% per month
“Sa 300 na friends mo, magkakaroon ka ng 60-90 new friends from them!”
Types of Prospect List
ABC System
A(YOUR FOCUS) B C
Positive
- warm leads/ circle of influence/close friends
- open minded
- positive thinker
- needs extra income
- full of dreams
- business minded
- fed up of his/her present work
-“Im interested, paano ba yan?”
50/50
- “To see is to believe”
- “May kinita ka na ba jan?”
- they wait for evidence
- “Sige, sali ako jan pag-yumaman ka na.”
- product user - satisfied in his/ her situation
- “Ok lang samin kahit ganito, basta sama-sama at masaya”
- Filipino mindset
- they don’t need the business right now
- “Sige tol, pag-isipan ko muna”
Negative
- no interest in the business
- “Scam yan! Walang kwenta yan!”
- not interested to survive
- has stop dreaming
- “Sumali na ako sa ganyan dati, di naman ako kumita.”
- Walang ginagawa sa buhay
- BUM LIFE
Divide and Conquer/ K-System (KAFFEAN SYSTEM)
a. Ka-pamilya/relative/pinsan
b. Ka-pitbahay
c. Ka-ibigan/Ka-tropa
d. Ka-trabaho
e. Ka-klase/ka-batchmate/ka-schoolmate
f. Ka-facebook/Ka-tweeter/ Ka-chat/ Ka-text
g. Ka-Dota/Ka-Ragnarok/Ka-Laro
h. Ka-kilala ng tita/tito ni…
* Choose the top 3 per cluster/ groups (prioritize, choose the closest/ most influential)
* Invite!
“Our task is to invite and present. Their task is to look, listen, and decide.”
“Our task is not to convince, but to SHOW”
-“Sige na bro! Sali ka na d2, bayad ka lang ganitong halaga. Kikita ka na!” (WRONG!)
-“Hi. I like to share this opportunity to you na kikita ka kahit nasa bahay ka lang…..(CORRECT!)
Objective: Set up a schedule
Task: Invite a contact
Emphasis: Intensity/ Excitement
FORMULA: KISS (Keep-It-Short-and Simple) + Excitement
= CURIOSITY AND SCHEDULE!
“Pag nag-invite ka, ayaw mo siya sumali, gusto mo magtaka siya”
Signal: he/she asks question/s: “paano ba yan?”
Methods of Invitation
1. Direct Approach
- for close friends
- “May ginagawa akong part time opportunity na pwede kang kumita”
- “Bro, my business ako, mura lang ang pay-in at madali lang ang inviting. Grabe!”
2. Second Opinion
- for people with High Profile (Boss, Professor, Adult)
- asking for opinion/advice
3. Third party
- “May kilala ka bang gustong kumita online or offline? You can give my number to them. I can definitely help that person.”
- “May friend ka ba na gusto kumita o magpart-time kahit nag-aaral? Refer my number to them. I can definitely help.”
Opening Leads
F.O.R.M (Ask Family, Occupation, Recreation to get the Message)
“Hi? Kumusta?”
“What’s your name? Where are you from? Where do you study/work?”
“Kumusta and family mo?”
“Ano pinagkaka-abalahan mo ngayon?”
*Then proceed with Ice breaker or with the presentation
Dealing with Inquisitive/ Resistive prospects
*Be excited!
***Response form/pattern:
1. An answer to his question that increase his/her curiosity.
Do not answer the question completely.
2. A positive statement about his/her benefits
3. Schedule (date/time/place)
*The schedule may not necessary if you present your site and proceed with online presentation.
*It doesn’t matter kahit malalayo ang prospects mo at imposible mong mapuntahan, you can show the link to them ng iyong business account and ipa-view mo ang video presentation ng company.
MOST ENCOUNTERED QUESTIONS:
Prospect: “What kind of business is that?”
You: “A business that generates income in a passive way. It is something that can change your life for the better. Add me on facebook and my contact # and visit this site… then you can ask questions.” Or
You: “One of the major ways to make income. It will surely help you and your family. . Add my facebook account and this contact #. And visit this site… then you can ask questions if you have”
Prospect: “Di ko naman kailangan yan eh.”
You: “I understand but it’s better to have what you don’t have now than need what you don’t have later on. Kailangan mo talaga tong Makita ASAP! Add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Gusto ko ng simpleng buhay.”
You: “Life is complicated and what we are providing is something that will make it better. So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Anong klaseng business ba yan?”
You: “It is related to technopreneurism. You will surely like it. So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Networking ba yan? Scam ba yan?”
You: “Bakit naman kita isasali sa scam, hindi kita isasali sa alam kong masama. Unless, magbebenefit ka pa dito. So, Add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Busy ako ngayon eh.”
You: “Sobrang sakto! Sobrang busy din ako eh. Alam ko busy ka din. If you can be very busy for 15K/month, eto 15mins lang. So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Yan ba yung benta-benta/ recruit-recruit?”
You: “Iba-iba, may benta-benta, may hindi. May loading pa! May travel commissions, may incentives pa! So, add me on facebook and my contact # and visit this site… then you can ask questions.”
Prospect: “Pwede bang d2 na lang sa text/chat/fb/e-mail na lang?”
You: “Sakto! No hassle na talagang pumunta sa ibang lugar para mag-present. Dito you can actually present the business kahit nasa bahay ka lang. So, Add me on facebook and my contact # and visit this site… then you can ask questions.”
THE 4 C’s of Inviting
COMPLIMENT
Find something that you can genuinely compliment your prospect on.
CURIOSITY
Use power statements from the common responses to elevate the prospect’s curiosity. The sole purpose of the call is to get the prospect to commit to attend a meeting, listen to, or review the material. In order to assure the prospect’s participation, you need to keep the curiosity level very high. You accomplish this in two ways: First, you arouse the curiosity with tidbits of information – not by answering questions. Second, by raising your own level of excitement and talking with confidence and a smile.
CONTROL
Control yourself! The first question you will get is “What is it?” What they are really saying is “Please give me a little bit of information from which I can draw a snap judgement about what this is, so I can tell you I don’t need to do it.” Or, “I’m busy… tell me just a little s I have a reason to reject this on the spot so I don’t have to put one more thing in my busy life.” Control yourself. Don’t satisfy the prospect’s curiosity. Keep it as high as possible, because the higher you keep it, the greater your chances are of having them remain motivated enough to check it out.
COMMIT, COMMIT, COMMIT
If you don’t commit your prospects, you will be sadly disappointed when only a fraction them actually do what they said they would do. The stronger you are at getting a commitment, the greater your ratio of success will be. The bottom line of all inviting is to get the prospect to commit to see the business.
Pointers in Inviting
· Inviting is an art
· Be excited!
· Maintain the curiosity of the prospect
· Show that he/she will benefit
· Set a schedule (if for meet ups (Date/Time/Place))
What to expect when inviting
· Rejections and NO answers – these are pre-requisites to inevitable success
· “All successful people in the world have been rejected a thousand times”
· “Quitters never win, winners never quit”
· “NO RETREAT! NO SURRENDER!”
· SW4 (Some will join, some will not, so what, someone is waiting for you)
Dont’s when inviting
· Presenting/ Explaining the business on the phone/text or chat (this may vary from person to person)
· Answering all questions completely
· Kapag may tanong na hindi mo masagot, pass it to you upline
Caution on mentioning the following:
· P700 (May vary from economic status of a person)
· Networking/ Network marketing/ Pyramiding
· Bilog-bilog, yayaman ka
HOW DO I DO FOLLOW-UPS?
Your income depends on your ability to create lasting relationships with your prospects.
Sales Statistics -
-48% of sales people never follow up with the prospect
-25% of sales people make a second contact and then stop
-Only 2% of sales are made on the first contact
-3% are made on the second contact
-10% of sales are made on the fourth contact
-80% of sales are made somewhere between the 5th and 12th contact!
Most of us in Network Marketing never make that first follow up, and much less the 5th or 12th!
Follow-ups must focus on what the prospect wants. It is showing your prospects solutions. Talk less. Listen more.
•Call is better than sms; human touch
•Ask feedback of the business
•Detect objections by asking questions. Be sensitive. Be authentic.
•Invite for a second meet-up. Use the product-tasting approach. Give fb fanpages/websites link. Talk about discussing things on how you can help him/her get started. Talk about options.
•Show sincerity of your intentions.
•Last resort, ask for referrals. Do not burn bridges.
TIMING IS EVERYTHING!!!!
You just never know. Keep your pipeline full; be adding 2 people a day, 5 days a week and keep in touch!