What Your Prospects Really Want To Know

HI Friends,


In this issue I want to share the network marketing success principle of "The Big Four Of Duplication." What we do in our network marketing business either meets the "The Big Four Of Duplication" or it does not. Sometimes it's obvious. Other times it's not.

Let's take a look at one thing we do that may not be so obvious. An activity that was slowing down the duplication in my business -- and I didn't even know it! I learned this one by observing Tom "Big Al" Schreiter.

When Tom "Big Al" Schreiter does a workshop, he doesn't do any introductions and he doesn't spend any time talking about his credentials. He just starts sharing prospecting techniques. The workshop participants don't care about his credentials. And, they are right. His credentials won't make them a cent.

Tom Schreiter has written six books on how to sponsor distributors. Because he wrote these books, not a single meeting participant will earn an extra dollar on his bonus check. Even if his credentials included a Ph.D. degree in Networking, his credentials still don't mean a thing.

Why? Because the workshop attendees don't want to know about credentials -- they want to know about EXPERIENCES. The size of Tom Schreiter's personal bank account balance or business won't put money in the workshop participants' pockets. Real life experiences, case studies, proven real world strategies and techniques are what distributors want to hear.

The same principle applies to sponsoring. What don't your prospects want to know?

* They don't want to know how big your car is.
* They don't want to know how big your bonus check was last month.
* They don't care how many heavy hitter awards you have won.

All these things are things you've accomplished. Your prospects may not believe they have the same skills or abilities to match your accomplishments.

So, what do your prospects really want to know?

Experiences.

They want to know how you helped other distributors become successful. They would like to hear about other people in similar circumstances who have been helped by you to become successful. If you're successful in networking, you should have lots of these real life experiences to share with prospects. Your sponsoring presentations will be easy.

What if you're not successful in networking or just starting? What should you do then?

Sounds like a great time to start building your successful experiences. Instead of sponsoring wide, wide, wide, why not concentrate on your best distributor? Put some extra effort into helping one of your distributors make it to the top.

Once you have your first success story, move on to your next. You'll soon get the reputation of somebody who makes people successful. That's a great reputation to own, and prospects will be attracted to you.

It makes sense. Prospects don't care what you have done for yourself. They want to know what you have done for the people you have sponsored.

And one more thing... if you do have tremendous credentials, and you're using them to sponsor people, how does this fit in The Big Four Of Duplication? That's right, it doesn't.

Using your credentials to sponsor:

* can't be done 10-15 levels below you;
* can't be done by somebody you don't know;
* can't be done by someone who lives 2000 miles away from you; and,
* can't be done if they are a dud about ready to approach a stud.

If you're using your credentials to sponsor, you will probably never get any depth going on your team.

Until next issue, happy prospecting!

Cory Gilkey, Internet Marketer
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