Network Marketing Secrets with Candy Webb
Recruiting – love it or not, you’ve got to do it!
In other columns, I’ve often talked about the dis-similarities between network marketing companies, and the truth is – there are big differences! Differences of course, in product line, in compensation, in qualifications, in training provided, support given, on an on. But one of the basic tenants on network marketing is this: The best recruiter wins! I know we sometimes would like to think otherwise, because recruiting is definitely the heavy lifting of industry, but there is simply no other way to build and expand your organization. Today, with so many chat rooms, blogs, Twitter-type sites, websites, etc. many networkers through out a very big net by virtue of the internet. And it does work if that’s your area of expertise and if that is what you enjoy – enjoy being the operative word. But, what about those old-style networkers, the belly to belly types. Do they still exist? Oh yes, oh my, they not only exist, they prosper, and frequently they are the number one earner in the company.
Observing the Pros
There are many facets to being good at the art of recruiting and it most probably starts with your basic personality. Can the right personality traits be learned? Yes! It’s like anything we learn to do well, some will come to the game with better skills than another. But, it can be learned. I think the most valuable training here is simply one of observation.
Observation of those who are at the top of their game is unequaled in terms of being able to adopt those characteristics and skills to your own personality. This observation is usually easy to come by as most companies promote leadership events, training events, etc. that give ample opportunity to watch the best in action. You can read the words, of course, from a great network marketing book like “My First Year in Network Marketing”, by Mark and Rene Reid. Or, an oldie but a classic – “Being the Best You Can Be in MLM”. You can listen to great CDs (I’ve put out a few as have many other leaders in the industry), but none of this is equal to actually observing. Reading gives you the words, but seeing and listening gives you the music!
Be Yourself
One other key point as you are watching these leaders, remember that most of them are originals. You can pick up great ideas, great traits, but you absolutely must be an original. You have to let your authentic self come through in all contacts you make. And in fact, your authentic self needs to be on display every day in everything you do – you can never know who is observing you. It might be that perfect new partner you’ve been seeking in the most unexpected place – the line at the bank, the grocery store, a seminar – they’re watching and observing you!
Of course, we have our most positive spit and polish on, and all shined up when we are “actively” recruiting. That’s a different thing. Active recruiting (which is a skill you need to develop early on) is actually just being a good networker. These are the skills and tips that you pick up from reading TheNationalNetworker! My own targeted recruiting over the years (and remember, I am currently in my third million dollar networking enterprise) has encompassed all the usual endeavors with Chamber of Commerce and leads groups being among the top ways of producing good candidates for my business.
Picking a Venue
Of the two, I much prefer Chamber activities to the organized, structured lead groups. The lead groups are normally quite restrictive with rules and regulations that restrain your interaction and also there are normally small memberships. So, I’ll concentrate my remarks on Chambers of Commerce. You may live in a small community where the choice of chamber is limited. Or, you may be in a metropolitan area where the choice is broad – some of them ethnically based, some type of business based, but my favorite type of chamber is the group that has a predominance of small businesses. I find these people far more entrepreneurial and open to opportunities than the employees of a large company with a more bureaucratic bent.
Once you have picked a chamber, the next step is to get involved. Enter the chamber not only with a view to what you can achieve for your business, but most importantly – how you can serve the group and the community. Be an Ambassador, join committees that interest you. Don’t expect to just attend a once a month mixer and produce large groups of leads. Like any worthwhile interaction, you need to build relationships. People need to see you on a regular basis – that’s how trust is established. They need to see you not just promoting yourself, but helping at the luncheon, signing people in, working a community benefit program. And guess what? The more you get involved, the more you will enjoy it – it’s a win-win.
Less is Better
When I go to a mixer in hopes of connecting with some people of like interests who might be interested in either my products or my business, I am very careful not to just “gather cards”. If there are 150 people at the mixer, it’s quite possible I will come home with no more than 10 cards, but here is the key. I will have spent at least 5 minutes talking with each of those folks, finding out who they are, what they are looking for and the most important: I will ask each of them “How can I help you; what types of referrals are you looking for?” Remember, an attitude of service. The point of all this – limiting the number of conversations, asking how you can serve that person – is so that you are “memorable” to that person. When you call them the next week or so to meet for a cup of coffee, they will be anxious to continue their conversation with you.
Is it Working?
One of the things that most people don’t do is actually evaluate the productivity of their networking efforts. By this, I mean give the association an ample period of time to work for you but then be aware if nothing is happening. I see some people at chamber events who are literally fixtures, but I suspect because of how they handle themselves, that they are actually not getting anything out of it. Of course, they may simply enjoy the social interaction and the community service which is a good goal. But don’t feel married to a certain organization. Perhaps you have chosen the wrong chamber. Shop around, o to other mixers just to assess what types of people are in another organization. You may find a better match for you and your business.
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Making Money – Having Fun
Relax! Learning to network effectively is not natural for most of us but it can be learned. And the best part of this journey is that it can be extremely enjoyable as well as profitable. Learn to express a genuine interest in the people in your group (feel this sincerely) and offer your unique talents to the organization in any way you can. Think about the people in this organization as potential friends, perhaps life long acquaintances who you will nurture and enjoy for years to come. When you get dressed up to go to the events, make sure that your attire fits in with the majority of the people there. If you are over-dressed in a very casual, perhaps rural chamber, you won’t be comfortable. But, even more important – don’t be underdressed. This is a professional, business group and you are trying to put your best foot forward. And speaking of appendages, take a good look at your hands. I’m serious. You will be shaking hands, handing out cards, receiving cards and all of this will draw notice to your hands. Being clean and neat is the key – no bizarre, multi-colored manicures with fancy designs and for you guys, make sure nails are trimmed, no dirty nails even if you routinely do dirty work.
I get excited about going to these events. I go with an air of expectancy. I rarely attend a chamber event that I don’t meet some interesting great person. I normally get there early and stay late to extend my networking time. If you have any questions about how to get the most out of your networking activities, please email me – this is a topic where I not only have extensive experience, but I love to share tips that work!
Your Network Marketing Coach,
Candy Webb
916 408-3637
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1 comment:
Hi,
Thanks for your post. Network marketing is seen to invest more energy on the recruiting exercise as opposed to the actual selling of the products and services they offer. To most it would appear that MLM will be recruiting more competitors offering the same product and services but contrary to that belief, multi-level marketers benefit from the cuts they receive out of the profits of these recruits.
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