Randy Gages Lessons in Network Marketing | Page 6

weight.

From dinner, it's off to the neighborhood video store where they'll
stack up six to eight DVDs - which is just enough to keep them from
thinking about their life of quiet desperation all weekend. Until
Monday morning, when the alarm clock goes off and they start the
process all over again...

Do you understand something? You don't need these people. They
desperately need and want what you have to offer. So stop
thinking, "Who can I get to do this?" Start thinking, "Who would
I like to offer this opportunity to?"


You may think your product is vitamins, or skin care, or discount
long distance service, but it is none of those things.

What you really offer is freedom.

Never lose sight of that. You're presenting people the opportunity
to become their own boss and control their own destiny. For most
of them, it will be the first opportunity they've ever had with
unlimited income potential. It's also the first time they've had a
chance to become successful by empowering others.

Of course, the first question to arise is, where do you find these
people? The place to begin is with people you know. This is the
natural place to start and it makes the most sense. You won't have
to make cold calls or talk to strangers. People who know you will
usually give you the benefit of the doubt and review a recruiting
tool or come to a presentation.

In terms of which approach to use, here is my experience: People
that you have a good relationship with are best invited to a
presentation, and they're likely to show up. So this works great
for the friends, neighbors and family. For people you don't know
as well, such as casual acquaintances, or a waiter, taxi driver or
someone you just met and impressed you, a tool is better. They
don't know you as well and may be hesitant to come to a
presentation, but are much more likely to review a tool.

One of the things that concerns me, is when new people tell you
they don't want to work their warm market. Usually there's one of
two variables at work.

One is, they simply don't believe it will work. They say things
like, "I don't want to talk to anyone I know yet. I want to take
ads and talk to strangers. Then, when I'm rich and successful,
I'll go back to my friends."

Of course, this is craziness. If you really thought you had an
opportunity that could bring you wealth, happiness and fulfillment
- wouldn't you be burning up the phone lines to tell your friends
and family?

These people need to be sponsored all over again, so they really
understand the business. And they need a tough-love sponsor who
will guide them, and even prod them into doing the things that are
in their own best interest.

Now, of course, the second variable that can be at play here is
that your new distributor has been an "MLM junkie," and they've
already been to their warm market 20 times with every kind of crazy
deal imaginable. They're simply too embarrassed to go back one
more time. I can relate to this personally, since I went through
exactly that.

But, I found a solution...

Whenever I am faced with a difficult challenge and there seems to
be nowhere to turn - I do something that too few people do. In
fact, most people think it's quite radical to even think about it.

I tell the truth.

Picture this phone call: "Steve, this is Randy. You're never
going to believe this - you have every right in the world to hang
up on me - but I've got to tell you something. I know we thought
we were going to make money in that vitamin deal, and the bee
pollen thing didn't work out, or the no-run-pantyhose deal, and I
know you still have those water filters I sold you - so you have
every right in the world to hang up on me - but I honestly found
something, and I think it's different. Here's why..."

Now, what if Steve hangs up? Then he's not a prospect, and you
lost nothing. Remember, all you need is a yes or no. The only
thing you can't use is a maybe. The worst thing that could
possible happen has already happened: Steve is not in your
business! So calling him one more time can't get any worse, it can
only get better, because he might take a look.

Truth be told, he's really not likely to hang up. When you just
tell the truth, and put it out there - most people will give you a
listen. And there will be dozens more people on your list who have
never joined any of the programs you ever worked. And you're
meeting