Stop Selling Your MLM If You Want to Succeed

Discussion in 'Network/Multi-level Marketing' started by Matt Zenittini, Feb 4, 2010.

  1. Matt Zenittini

    Matt Zenittini Silver Member

    Hello everyone~! =].

    LOTS of people in MLM are COMPLETELY struggling.

    Do you know why that is?

    I think its a mix between a lot of things like:

    #1. They are lead to believe it is going to be easy and when they find out it takes work to succeed and the upfront pay is low they decide it's not worth it.

    I believe the quote goes "If you are willing to do for 2 years what 98% of people are not willing to do.. You get to live the lifestyle 98% of people do not get to live." =].

    #2. Duplication is a great concept.. But it really does "weed out" a large portion of your downline that's recruited. Thus "using" them and wasting their time and money.

    I think that everyone should be treated ethically... And not forced into a "duplication" program. The same strategy is not what is best for everyone. Learn all of the strategies and train your downline where they need help.

    #3. You are probably "Network Selling", (it's a term I just made up =].) instead of "Network Marketing" (not my term)

    Seriously.. Marketing and sales are two COMPLETELY different departments... two COMPLETELY different degrees... two COMPLETELY different types of people!!.

    Network: To cultivate people who can be helpful to one professionally, esp. in finding employment or moving to a higher position.

    Marketing: Management process through which goods and services move from concept to the customer. As a philosophy, it is based on thinking about the business in terms of customer needs and their satisfaction.

    Marketing differs from selling because (in the words of Harvard Business School's emeritus professor of marketing Theodore C. Levitt) "Selling concerns itself with the tricks and techniques of getting people to exchange their cash for your product. It is not concerned with the values that the exchange is all about. And it does not, as marketing invariably does, view the entire business process as consisting of a tightly integrated effort to discover, create, arouse, and satisfy customer needs."

    Ok so this is a HUGE one.. Lets talk about this. Here is the line that I feel explains it the best: "it is based on thinking about the business in terms of customer needs and their satisfaction."

    Does every prospect you talk to have the same needs and wants? Will they all be satisfied with the same thing? NO. Don't be greedy. Do not try to "sell" your customer.. CONSULT them. Give them a consultation. If it is not for them.. Great. Part ways.. They are not a 2%er anyway.

    If it is for them.. QUALIFY them. Make sure it is something you feel they are going to follow through with and do. Make sure it is truly what they want and need.. Don't trust them to always know this. You know the business better than them. They know them better than you do.. So interview them.

    "Selling concerns itself with the tricks and techniques of getting people to exchange their cash for your product."

    If you are not consulting them and looking out for their best interest.. you are SELLING to them. Which many many people hate and refuse to do... So when they see you doing it they automatically know it is not the right business for them!.

    "And it does not, as marketing invariably does, view the entire business process as consisting of a tightly integrated effort to discover, create, arouse, and satisfy customer needs."

    You might think you will get more "sign ups" by selling and if you are very good at it you might... But in the long run by selling you are actually weeding out your managers, leaders, doctors, lawyers, etc... You are weeding out the HITTERS.

    I'm going to repost this because it is VERY important:

    "And it does not, as marketing invariably does, view the entire business process as consisting of a tightly integrated effort to discover, create, arouse, and satisfy customer needs."

    That is how you NEED to view your business process. This is it.. right here.. By doing this you will ELIMINATE some of the top problems all MLMers face today..

    Why is it that only 2% of us MLMers succeed?

    Find a mentor..

    Educate yourself..

    Step up and BE A LEADER.

    Your Friend,
    Matthew Zenittini
     
  2. talfighel

    talfighel Silver Member

    There are a lot of people and companies online who let the system or website to sell the opportunity to people.

    There is a program that I am in and the only thing that I do is to bring people to the company's site and people opt-in. Their is a short video that explains how the business works and what is the product. The nice thing is that the person pretty much sell to themselves if they want to get in or not. If they don't get in, the emails do the work for me.

    There are a lot of companies who do this and it works so well.

    I have had close to 30 people pre-enroll themselves (Join as a paid member) into the opportunity that I am in, in the past 3 months without me calling them or following up with them personally by phone.

    This is how many people and companies are working these days.

    Tal
     
  3. Matt Zenittini

    Matt Zenittini Silver Member

    talfighel: There are a lot of people and companies online who let the system or website to sell the opportunity to people.
    That is great when a website or system pre-qualifies someone..
    But NOTHING can beat the personal interaction of a follow up phone call.

    talfighel: that the person pretty much sell to themselves if they want to get in or not.
    I prefer speaking with someone personally and helping them make the choice that is right for them.. Instead of using a hyped up "system" that "sells" them into what I'm doing.

    I just truly want to help people. It's not about "selling" a business to as many people as possible.

    It is about truly helping as many people as possible. I feel the best way to do this is to automate part of it to generate qualified leads and personally help them decide what is right for them for the other part.

    Your Friend,
    Matthew Zenittini
     
  4. talfighel

    talfighel Silver Member

    I tried calling leads before and I must say that nothing beats the fact that a person can qualify themselves and not me have to convince anyone to do anything.

    While there are people online who call leads, there are plenty of others who don't and are doing better in terms of income.

    If you like calling leads and having the personal touch, then go right ahead. It might work for you.

    Tal
     
  5. Matt Zenittini

    Matt Zenittini Silver Member

    Mmmm,

    It's not about the "personal touch".

    Like I said it is about truly counting a person as a person and not just a number. It is about truly helping them.

    You will never reach your potential until you learn to be an ethical leader.

    talfighel: and not me have to convince anyone to do anything.
    You can continue to put words in my mouth but I never said anything of the sort..

    In fact I said exactly opposite... HELP don't convince. CONSULT don't sell.

    I sleep very comfortable every night knowing I help people.

    Matt
     
  6. ZriiProsper

    ZriiProsper New Member

    Matt, you seem like a bright guy. I wish you were in my organization. You're always willing to help others on this forum.

    About what you said about getting people in your organization that will eventually die out, the top network marketers work with a scalpel and not a machete.

    Design your team one by one. Learn what it takes to succeed in your pay plan and do that. In my company, my enroller (a million-dollar earner) signed up like 300 people in his first year. He went crazy. However, he signed up two doctors who each enrolled 2 people every couple months. Like 30 people for the year and make way more money than my guy did.

    Because they found the 30 right people and helped them find their 2 people every month or two who were the right fit for the company, and now they are milllion dollar earners and making more than their upline is!

    Yes, it is frustrating sometimes for me when I realize that I'm giving up a thousand or so dollars every month right now by not signing up every tom, dick and harry I can find, but I know that once I find the right combination ON PURPOSE, my team will explode. I'm fortunate that I have a great job that pays all my bills outside of MLM writing television commercials, so I can afford not to sign up any and everyone.

    However, I think recruiting with precision is the best way to build a team that won't drive you crazy or be constantly dropping out.
     
  7. westfam11

    westfam11 Member

    Matt Zenittini: If it is for them.. QUALIFY them. Make sure it is something you feel they are going to follow through with and do. Make sure it is truly what they want and need.. Don't trust them to always know this. You know the business better than them. They know them better than you do.. So interview them.

    In my mind this is the most important part. I always
    find out what "they" want and what "they" need in
    a home business. I would never want to recruit
    someone just to have them in my business. If
    it is not something they are interested in and not
    something they would enjoy it wouldn't work any
    way. I don't like to waste their time or mine.

    It really isn't that hard to find out what someone
    else needs or wants. You just ask questions, and
    really listen to their answers and they
    usually can tell you exactly what your next step
    would be, whether it is "I don't think this opportunity
    is right for you" or "this sounds like something that
    would work great for you".



    Becky
     
  8. Matt Zenittini

    Matt Zenittini Silver Member

    ZriiProsper: Matt, you seem like a bright guy. I wish you were in my organization. You're always willing to help others on this forum.
    Thanks! =]. I appreciate the compliment.

    ZriiProsper: Yes, it is frustrating sometimes for me when I realize that I'm giving up a thousand or so dollars every month right now by not signing up every tom, dick and harry I can find, but I know that once I find the right combination ON PURPOSE, my team will explode. I'm fortunate that I have a great job that pays all my bills outside of MLM writing television commercials, so I can afford not to sign up any and everyone.

    Very well said... It REALLY will help you in the long run.

    Here is a great article that explains how this helps for people that are confused =].

    Jason Better / MLM Training / The Difference between "Bullets" and "Duds"

    It is a really great article. If you haven't read it before I recommend you do. I've read it more than once!.

    Matt
     
  9. mtran2000

    mtran2000 New Member

    Matt Zenittini: Hello everyone~! =].

    LOTS of people in MLM are COMPLETELY struggling.

    Do you know why that is?

    I think its a mix between a lot of things like:

    #1. They are lead to believe it is going to be easy and when they find out it takes work to succeed and the upfront pay is low they decide it's not worth it.

    I believe the quote goes "If you are willing to do for 2 years what 98% of people are not willing to do.. You get to live the lifestyle 98% of people do not get to live." =].

    #2. Duplication is a great concept.. But it really does "weed out" a large portion of your downline that's recruited. Thus "using" them and wasting their time and money.

    I think that everyone should be treated ethically... And not forced into a "duplication" program. The same strategy is not what is best for everyone. Learn all of the strategies and train your downline where they need help.

    #3. You are probably "Network Selling", (it's a term I just made up =].) instead of "Network Marketing" (not my term)

    Seriously.. Marketing and sales are two COMPLETELY different departments... two COMPLETELY different degrees... two COMPLETELY different types of people!!.

    Network: To cultivate people who can be helpful to one professionally, esp. in finding employment or moving to a higher position.

    Marketing: Management process through which goods and services move from concept to the customer. As a philosophy, it is based on thinking about the business in terms of customer needs and their satisfaction.

    Marketing differs from selling because (in the words of Harvard Business School's emeritus professor of marketing Theodore C. Levitt) "Selling concerns itself with the tricks and techniques of getting people to exchange their cash for your product. It is not concerned with the values that the exchange is all about. And it does not, as marketing invariably does, view the entire business process as consisting of a tightly integrated effort to discover, create, arouse, and satisfy customer needs."

    Ok so this is a HUGE one.. Lets talk about this. Here is the line that I feel explains it the best: "it is based on thinking about the business in terms of customer needs and their satisfaction."

    Does every prospect you talk to have the same needs and wants? Will they all be satisfied with the same thing? NO. Don't be greedy. Do not try to "sell" your customer.. CONSULT them. Give them a consultation. If it is not for them.. Great. Part ways.. They are not a 2%er anyway.

    If it is for them.. QUALIFY them. Make sure it is something you feel they are going to follow through with and do. Make sure it is truly what they want and need.. Don't trust them to always know this. You know the business better than them. They know them better than you do.. So interview them.

    "Selling concerns itself with the tricks and techniques of getting people to exchange their cash for your product."

    If you are not consulting them and looking out for their best interest.. you are SELLING to them. Which many many people hate and refuse to do... So when they see you doing it they automatically know it is not the right business for them!.

    "And it does not, as marketing invariably does, view the entire business process as consisting of a tightly integrated effort to discover, create, arouse, and satisfy customer needs."

    You might think you will get more "sign ups" by selling and if you are very good at it you might... But in the long run by selling you are actually weeding out your managers, leaders, doctors, lawyers, etc... You are weeding out the HITTERS.

    I'm going to repost this because it is VERY important:

    "And it does not, as marketing invariably does, view the entire business process as consisting of a tightly integrated effort to discover, create, arouse, and satisfy customer needs."

    That is how you NEED to view your business process. This is it.. right here.. By doing this you will ELIMINATE some of the top problems all MLMers face today..

    Why is it that only 2% of us MLMers succeed?

    Find a mentor..

    Educate yourself..

    Step up and BE A LEADER.

    Your Friend,
    Matthew Zenittini

    __________________

    This Will EXPLODE Your MLM Business:
    Great post Matt.
    Mark
     
  10. mtran2000

    mtran2000 New Member

    talfighel: I have had close to 30 people pre-enroll themselves (Join as a paid member) into the opportunity that I am in, in the past 3 months without me calling them or following up with them personally by phone.

    This is how many people and companies are working these days.

    Tal
    In my opinion if someone is unwilling to discuss the opportunity on the phone, they are not going to be the best sponsor and come across as 'sign up and don't bother me" type of person.

    Mark
     
  11. Matt Zenittini

    Matt Zenittini Silver Member

    mtran2000: Great post Matt.
    Mark
    Thanks Mark. I'm glad you liked it!

    Matt
     
  12. ImportEyedea

    ImportEyedea New Member

    Matt, your post was very interesting to read and you bring up a lot of great points that many people can benefit from.

    There's one thing I do disagree with however and its this:

    "#2. Duplication is a great concept.. But it really does "weed out" a large portion of your downline that's recruited. Thus "using" them and wasting their time and money.

    I think that everyone should be treated ethically... And not forced into a "duplication" program. The same strategy is not what is best for everyone. Learn all of the strategies and train your downline where they need help."


    I think by equivocating Duplication with Unethical treatment you don't fully grasp the true purpose of duplication.

    When done properly it isn't an insult to your team members at all, if anything its a blessing. I can say that because for my boyfriend and I there was no duplication process to follow. There was no video training, no tutorial site or e-book sold to us.

    We simply were forced to figure it out on our own. And when we did, we discovered what worked were inexpensive methods of promotion that all members of the team could access from day one.

    By developing training methods of our own to pass down to the team, we allow everyone to work at their own pace. We're available by phone, email Skype and also hold webinars and we've found that to be invaluable to our team building as well. Our team members pass on those same training resources and it keeps everyone up to speed and quickly. With a team of over 1500 people, getting information out timely is key.

    Don't rule it out in your future. You may need to employ some version of a duplication based system in order to get your business to its fullest potential.
     
  13. Matt Zenittini

    Matt Zenittini Silver Member

    ImportEyedea: I think by equivocating Duplication with Unethical treatment you don't fully grasp the true purpose of duplication.
    I joined a company in the past where they said this is how you build your business. You buy leads and call them with this script, you send them to this website, you invite them to a webinar and keep doing that.

    I think when you teach your downline ONE way and ONE way only it does not align with what is best for everyone. That is what "duplication" is. Having everyone in your downline "duplicate" what you do.

    Sure it makes it easier to train and eventually you will build a business that keeps going. But you will weed out lots of potential hitters.

    ImportEyedea: We simply were forced to figure it out on our own. And when we did, we discovered what worked were inexpensive methods of promotion that all members of the team could access from day one.

    By developing training methods of our own to pass down to the team, we allow everyone to work at their own pace.
    I never said I didn't train them.. Or even not to train them for that matter. I said don't put them in a duplication system because you will weed out people. The other negative impact of a duplication system is.. MOST teams that do it do not offer support to team members who want to do it differently.. Then they get used and end up having to look for a different business or figure it out on their own.

    I just find it best for everyone if they get help and training where they want and need it.

    Do you honestly believe the same strategy is best for everyone?

    Teaching is not necessarily duplication..

    Duplication is having them "duplicate" your process and assumes that's the best way for them to build a business.

    Matt
     
  14. ImportEyedea

    ImportEyedea New Member

    Matt Zenittini: I joined a company in the past where they said this is how you build your business. You buy leads and call them with this script, you send them to this website, you invite them to a webinar and keep doing that.

    I think when you teach your downline ONE way and ONE way only it does not align with what is best for everyone. That is what "duplication" is. Having everyone in your downline "duplicate" what you do.
    I'm sorry you had a bad experience with a negative company. However I don't recall specifically stating what method we use to train our team, nor did I ever say what methods we use to gain them in the first place.

    Assuming that we purchase leads or encourage others to do the same is preemptive on your part. There are other ways to build a business, and in the long run if you rely on purchasing them from others you'll get nowhere.

    The webinars we offer, are our own, handled by us not the company we work for. We don't utilize a script, nor do we offer one to our team members.

    Believe it or not when I say "training" I mean we cover everything from where to best promote our opportunity, to what software is necessary and how to use it. We offer unique sales letters and emails (that I write individually per the team member) if they've not had prior experience in writing such.

    I'm not attacking your methodolgy I simply feel you are discrediting many of us who use Duplication to the advantage of ourselves and to the benefit of our team members. Just because some companies utilize the concept in a negative way, doesn't mean all of us are painted with the same brush
     
  15. shaun

    shaun New Member

    A little story for you all !
    See if you can see the analogy.

    I recently had to renovate a bathroom on an investment propertry.
    Now I have never tiled a bathroom before and had no clue whatsoever as to how to go about it. So I went down to one of the biggest hardware chains here in Australia to buy what I thought I needed after looking at some websites on how to tile.

    When I got to the hardware store they advised they were having a tiling workshop that weekend where you can see exactly how it is done.

    I waited until the weekend and attended the workshop. Now this workshop went through all aspects of tiling the bathroom. The workshop educated me in all the aspects i needed to know to achieve my end result or "solve my problem" if you like.

    The guy doing the workshop was NOT a salesman. He was a tiler employed because of his knowledge on the subject. At no stage did he try to sell any product. He just educated me to the point where I knew what I needed to do, as well as WHAT products I needed to be able to do it!

    I ended up buying a lot more than I first thought I needed but I had a lot more knowledge and at the end i had a bathroom renovation that looked fantastic...I couldnt believe I had made my bathroom look that good.

    You see I was shown how to achieve my outcome rather than have someone sell me tiles and grout.

    The point is I didnt want TILES, GROUT or WATERPROOFING PAINT
    I wanted a shiny, clean new bathroom !

    So if someone comes to you because they want out of the workforce and their crappy 9 to 5...show them HOW. Show them what they need to know rather than sell them an MLM. If you and your team/company have the solution to their problem THEN they will join you in your business.

    Regards
    Your Friend on The "Inside"
    Shaun
     
  16. Matt Zenittini

    Matt Zenittini Silver Member

    ImportEyedea: I'm sorry you had a bad experience with a negative company. However I don't recall specifically stating what method we use to train our team, nor did I ever say what methods we use to gain them in the first place.
    I never said that was how you built your business.. That was my example....

    ImportEyedea: I'm not attacking your methodolgy I simply feel you are discrediting many of us who use Duplication to the advantage of ourselves and to the benefit of our team members. Just because some companies utilize the concept in a negative way, doesn't mean all of us are painted with the same brush
    I explained this and you avoided my question.
    ----------------------------------------
    Matt Zenittini: Do you honestly believe the same strategy is best for everyone?
    ----------------------------------------
    shaun: So if someone comes to you because they want out of the workforce and their crappy 9 to 5...show them HOW. Show them what they need to know rather than sell them an MLM. If you and your team/company have the solution to their problem THEN they will join you in your business.

    That is a great story to explain how building value really works =].

    Great post as always Shaun

    Matt
     
  17. ImportEyedea

    ImportEyedea New Member

    Your question being: Do I think the same strategy is right for everyone?

    No. I don't.


    If you don't mind me asking you this, how many people do you work with in terms of your team? And if you're not "using a duplication system" how do you achieve consistent results from your team members? I understand you take people on on an individual basis, but you must have some base point for getting people on track with the tools they'll need for your particular opp.

    Or do you really research a specific plan of action per person that enters your team?

    shaun: The point is I didnt want TILES, GROUT or WATERPROOFING PAINT
    I wanted a shiny, clean new bathroom !

    So if someone comes to you because they want out of the workforce and their crappy 9 to 5...show them HOW. Show them what they need to know rather than sell them an MLM. If you and your team/company have the solution to their problem THEN they will join you in your business.
    Shaun, I can see you are a student of Dillard! He uses a very effective analogy to the same degree regarding shovels and holes. Traffic Formula is always within 2 feet of my computer =)
     
  18. Matt Zenittini

    Matt Zenittini Silver Member

    ImportEyedea: if you're not "using a duplication system" how do you achieve consistent results from your team members? I understand you take people on on an individual basis, but you must have some base point for getting people on track with the tools they'll need for your particular opp.

    Or do you really research a specific plan of action per person that enters your team?
    Results are consistent based off of the strategy they use to build their business. Everyone's consistent results are different based off of the work they do.

    Of course I provide people the tools necessary to work their business.

    Yes. Everyone has different needs as far as what will keep them motivated and building their business effectively.

    I suppose that is why the people I accept into my business.. Very rarely drop off. Because everyone is doing what they are comfortable doing and everyone sees consistent results.

    When I teach people how to build their business... I teach them the BEST way to build their business for them.

    I have many different kinds of training available to my team for all of the different methods of building a business.. And I build an action plan based off of the person.

    They I hold them accountable to it.

    Matt
     
  19. ImportEyedea

    ImportEyedea New Member

    "Matt Zenittini: #2. Duplication is a great concept.. But it really does "weed out" a large portion of your downline that's recruited. Thus "using" them and wasting their time and money.

    I think that everyone should be treated ethically... And not forced into a "duplication" program. The same strategy is not what is best for everyone. Learn all of the strategies and train your downline where they need help.
    okay that's what you said here on the forum

    but i just found this one your blog

    "3. Create a funded proposal to "weed out" people that are just going to waste your time.

    If you do not know what a funded proposal is, then you REALLY need to take my free 8 day video training course. It will tell you exactly how in the past 3 months I have grown my business over 50% each month just from implementing these strategies."

    i'm a little confused. do you or do you not advocate a system based around weeding people out?
     
  20. Matt Zenittini

    Matt Zenittini Silver Member

    I said "duplication systems" "weed out" a large portion of your downline that is ALREADY recruited..

    I also said that "duplication systems" "weed out" lots of potential "hitters".

    I believe in "weeding out" "duds" BEFORE they join your business.

    Do you not see the difference between them?

    Matt
     

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