| Your goals and mood towards client |
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| Автор: Юрий | |
| 01.09.2009 18:21 | |
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Two soldiers (one of them is young and another is an old-timer) are sitting and looking to the steppe. The old-timer asks the young soldier: “Can you see the souslik?” “No”. “Me neither, but it is there”. (from the Russian movie “DMB” – demobilization) Most of people, who are occupied with cool contacts, try either sell something to every single person, or to make every person his or her partner. Unfortunately, I know network companies’ workers, who tried to sell produce at any price. Consequently, they possessed the skills of making offer, when potential customer couldn’t find any defect and bought a product. And after a while (when husband came home or after a careful examination of a buying) a customer understood, that he or she spent the money for nothing. Of course, after the story like that nobody will listen to distributor. After such work consultants made an alienation area for themselves. It’s so called “scorched earth” principle. It’s important to understand, that we shouldn’t sell everybody the produce, but only to people, collaboration with who will be advantageous for both sides. Think over such thing: do you want every citizen of your city to be your customer? My own experience shows, that only 40% from all responded people give a positive answer. Let’s imagine that there are 100.000 citizens in the city. If every person will be your client, each one will phone you and ask to bring him or her some produce at least once a month. To serve a customer, first you must call at a warehouse. When the client is new, he or she inevitably will have some questions concerning the usage of produce. Even if we concede, that you spare on every your client 30 minutes a day on average, you won’t have time even to sleep. The principle of the network marketing is as follows: it’s not obligatory for you to do a big sales volume. You task is to make a circle of patrons (from 20 to 50) and to serve your customers constantly: consult them, maintaining friendly relations. Now let’s answer the next question: do you want every citizen of the city to be your partner of the first line? And again, my experience shows, that such people still can be found. From the first every beginner is a real generator of questions. How to use, how to pay, they replied wrong on the warehouse, what to do? There is no result, what to do? Relatives said such and such, what to do? All this flow of questions will pour out the sponsor. If each one of 100.000 citizens will call you at least once a week and complain about something, will you want to work? Moreover, that it’s physically impossible to cope with such volume of work alone, it’s also absolutely useless. It’s quite enough for you to have 5 clients a week, who begin working actively. Somebody of them will become independent and will advance, somebody will rest on his laurels, and somebody drop out of the business. You can search for another 5 for the next month. Tom Schreiter said: “If you’ve got one leader, you are well-to-do person. If you’ve got two leaders – you are very rich person. And if you’ve got three, four or five leaders – you should glance back, it seems probable, that you had miscalculated.” Always remember these wise words and define the right goals: you should find only 1-2 leaders, who will ensure your profit. When the right goals are defined, you should be able to be geared up for working. Imagine, that now you are standing in front of the big dwelling house, where is 10 storeys and 5 entrances. You work in a company, which is engaged in cosmetics. While you are standing there, one resident of the house, for example, a girl is preparing for a meeting with her friends or for a date. She is sitting in front of the mirror, putting her face on, she takes the lipstick from her cosmetics bag and finds out, that it ran out. What if you ring the doorbell now, tell, that you are representative of such-and-such company? What will be the probability of buying? Of course, 100%. If you are the representative of the company engaged in health improvement. Can you just imagine, that at the moment, when you are standing and looking at the house, one of it residents of one flat gets up from the sofa and feels the pain in the back (knees, neck). What will happen, if you’ll ring his doorbell and offer the produce, which will help him to solve this problem? The probability of buying is equal to 100%, of course. Your mood, goals and faith – are guarantee of successful work in cool contacts. The picture of the man, who is standing in front of a big dwelling house with many entrances, and looking at it from below. To be geared up for something and believe in something, I usually advice a technique as follows: get on the upper floor or go into the balcony and look down the city. There are people, many cars. Looking down, ask yourself: do you see the leader among all these people? Of course, you can’t see him, all people are like ants in a anthill. But leader are there for sure! Because there are people, who need money, who want travel abroad, who want to buy a car. All you need is to find them. Remember, how you were searching for some document in a pile of papers. There were many papers, and you looked over all of them, carefully and not very carefully – but you looked through every paper. Were you upset, when the next paper wasn’t that one you were looking for? Did you give up searching? Were you angry with a wrong paper? Did you say, that searching for necessary document is quite needless work, that it was quite useless to search for that document? No! You didn’t hope every paper to be the one you were looking for, you were searching methodically, because you knew for sure, that the paper was just in that pile! You only had to lock through every paper! You can’t see souslik, but it’s there! Look for it, because it needs you, may be, even more, than you need it! Practice. Remember situations from your life, when you were looking for something and were sure, that the thing was in its place, but it “didn’t want” to be found. And only because of your persistence, you could find it.
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