Dear Uncle Russ:
“One of my biggest frustrations happens when I am talking to someone I think may be an excellent prospect for my business and they say: ‘I don’t know anyone.’ How would YOU respond to this?”
Iris B. Athens, Greece
Dear Iris:
My first recommendation is to not be upset or frustrated by this very common response. Intellectually we immediately realize that this is not true, but obviously, it won’t serve us, or them, to point out its absurdity. I begin by hearing ANY kind of resistance as a “concern.” If you get interested in the concern, rather than try to explain it away or overcome it, you will immediately relax the person you are speaking to.
Another possible practice is what I call listening to what they are NOT saying. “I don’t know anybody” may just be a deflection that they don’t like selling or having conversations with people. So a response such as “What do you mean>” or “Please say more about that.” Again, addresses, non-invasively, what they are hiding which could be critical to know to establish the connection or relationship you want.
Finally, an excellent response might be; “Do you have a concern that you need to know a lot or a certain kind of people, in order to build a business like this?”
In the end it all boils down to not “reacting” or panicking, but rather asking yourself: What is the concern, here? or What are they “not” saying?
Dear Uncle Russ:
“How many people do I have to enroll to build a successful network?”
Playing The Numbers – Dublin, Ireland
Dear “Numbers”:
ALL of them! The operative word here is “enroll.” For some time an illusion of network marketing has been that “the more you recruit, i.e.: sign up – the bigger the organization, and thus, the more money you earn (success.)”
It is common today to see online stories of adding hundreds or even thousands to a “team” without “actively prospecting a single one.” Sorry, I’m throwing the “foul flag” here. I say,the difference between recruiting (signing up) v. enrolling is VAST, indeed.
Lots and lots of people “sign up” for things every day. Many are persuaded (heavily) to do so. That’s why people HATE recruiting, in my opinion, because it feels like dragging kicking and screaming, or worse: “begging.” But when someone enrolls or is enrolled it is THEIR idea, NOT the prospector’s. So they are more likely to “stick.” So I believe it is quality not quantity that breeds long-term success. Does it take more effort? Undoubtedly. Is it worth it? YES!! ‘ I’d put my eight “enrolled” in terms of what they’ll produce and duplicate over a hundred “sign-ups” any day. So can you play the numbers game and eventually the law of averages will produce some good activity? Yes. Will they go out the back door as fast as they came in the front (attrition?) Probably.
I believe in “stacking” the odds in my favor; building a “dream team” and teaching them to do and teach the same.
Dear Uncle Russ:
“How do you know if a Network Marketing Company will last?”
READ MORE…. These articles are reserved for subscribers of the Network Marketing Magazine. Visit The Network Marketing Magazine to discover how to take advantage of this great resource for you and your team.
Russ is the Founder and President of Success by Design Global, LLC and a contributing editor to The Network Marketing Magazine
His own sales organizations have set records and standards for the MLM Industry. Mr. DeVan is the author of state-of-the-art training methodologies and concepts used by thousands of network marketing professionals worldwide.
PUBLISHER'S NOTE:
WE ARE HONORED TO HAVE RUSS AS A KEY MEMBER OF OUR TEACHING CONTRIBUTING EDITORS.
The thing that I want you to know about Russ is, for years, I have admired the book, The Greatest Networker In The World. The “greatest networker,” that John Milton Fogg created the character from, in this classic story, was Russ DeVan! You know that you will be getting incredible wisdom for yourself and your business. I am honored to be working with The Greatest Networker!
Welcome aboard Russ!
George Madiou
CEO & Publisher of
TheNetworkingMagazine.com
- TNMM October 2023 “Ask Uncle Russ” by Russ DeVan - September 28, 2023
- Why Do People Leave? By Russ DeVan - September 27, 2023
- The Power of Teambuilding a 1993 Classicby Russ DeVan - August 23, 2023
