In his book “One Small Step Can Change Your Life - The Kaizen Way", Robert Maurer tells the following old joke:
A drunk was crawling about on the sidewalk under a lamppost at night.
A Police Officer came up to him and inquired, “What are you doing?"
The drunk replied, “I'm looking for my car keys. "
The Officer looked around in the lamplight, then asked the drunk, “I don't see any car keys. Are you sure you lost them here?"
The drunk replied, “No, I lost them over there", and pointed to an area of the sidewalk deep in shadow.
The policeman then asked, “Well, if you lost them over there, why are you looking over here?"
The drunk looked at him and said, “Because the light is better over here. "
How many of us like to take the blame when something we try doesn't work?
Didn't make money with an internet business, network marketing program, or home business? It was a bad web site, it was a saturated market, it was a scam.
Shine that light over there, Officer!
I recently received an email from someone who was interested in an internet program I had been toying with. The gentleman made it fairly plain that if “the program" didn't produce a decent amount of income within a reasonable time, he would just have to figure it was a scam! He gave no thought to the concept that a real business would have to “be worked", not just “work".
Have you ever run into someone who would tell you that a certain network marketing program was a scam, a rip-off, even though you personally knew people who had been successful with the program? Or maybe you knew people who had used the product or service and had been very satisfied. If you tried to convince the other person that maybe they were wrong, you quickly learned that their mind was made up, and there wasn't much you could do about it.
Wow! Wouldn't it be great if we could get people in our downlines who were as adamant about the positive aspects of our business as those in our anti-downlines who would cheerfully cast us into hades?
You see, these people were hit right where it hurts. . . not so much in their pocket books, as in their pride. They had failed, and it hurt! No, I'm sorry, the Business, the Company, the entire Network Marketing Community had FAILED THEM! They had put their trust in all of us, and the next thing they knew, their money was gone, maybe their friends and family were snickering. . . at least they thought so! No way they were going to take the blame for that.
SO WHAT'S THE SOLUTION:
Well, for starters, be as open and as honest as you can with potential recruits. You and I know that the potential for failure in this business is greater than the potential for success. However, we constantly see ads touting, “Just sign up and see the money roll in withing two weeks". . . or some such garbage.
These people are looking to us for guidance. We need to provide that guidance, and that includes a realistic presentation of the business potential.
I'm not saying that we have to tell all potential recruits that they will probably fail, or anything like that, but we DO have to tell them that they WILL HAVE TO WORK if they want to be successful. They will have to get up off the couch, mail some postcards, answer some emails, whatever! They have to DO SOMETHING, and you and I know it.
They will also have to do this for some time, and “some time" is totally unpredictable. Also, most programs are not totally self-sustaining. We will all probably have to keep doing something to keep our incomes rolling in. . . at least until we are at the top of the heap and have set up some sort of retirement plan!
We have to give people honest replies to honest objections:
- It won't work for me.
- I don't know how to make it work.
- I see this all over the place. How can I make any money with it?
- This is illegal.
- I don't understand what I am supposed to be doing.
Once they are in the program, it is our job to keep them motivated, answer their question, provide tools, and to train them.
In his fantastic little book, “Super Prospecting: Special Offers and Quick-Start Systems", Tom “Big Al" schreiter, outlines the use of what he calls the A. S. K. System. A. S. K. stands for Automatic Sponsoring Kits.
I won't go into Big Al's system here, but I do recommend finding and reading a copy of the book.
The purpose of the Automatic Sponsoring Kit is to provide the new recruit with the tools necessary to be successful. We cannot be everywhere at once, and we cannot do the work for our new downline members. However, we can put together a packet of information and guidance that will help new members achieve the success they are looking for. If we provide this guidance, and if the individual has been given honest answers and information about the expectations and potentials of our program, they will hopefully be successful, but if not, they will have an understanding of what possibly went wrong, and, better yet, will understand that they have not been ripped off by the network marketing or internet marketing community.
In another of my articles, “The Best Kind of Advertising", I point out that the greatest and most effective advertising in the world is the genuine and heartfelt remark of a satisfied customer. The same is true about the genuine and heartfelt remark of someone who feels they have been duped.
Even if their failure is really because they did not do all that was needed to be done, they will shine the light anywhere but on themselves. When we fail to treat a potential downline or network marketing prospect with respect and honesty, we are beginning the process of adding a strong and vocal marketer to the huge downline that sees our business as questionable or worse.
The author is retired from the Army after 21 years of service, has worked as an accountant, optical lab manager, restaurant manager, and instructor. He has been a member of Mensa for several years, and has written and published poetry, essays, and articles on various subjects for the last 40 years. He has been an active internet marketer since 2000, and now makes his living online. Get a free copy of Dotcomology - The Science Of Making Money Online at http://www.donovanbaldwin.com/dotcomology.html Read additional articles on business related subjects at http://donovanbaldwin.blogspot.com