Secret of the Heavy Hitters (3 of 3)

1. Make a written plan with all your goals and steps to get there.

Psychologists tell us that when we write something down we are more likely to commit to it. That’s why you are required in a contract to place your signature on the dotted line—helps you keep your end of the bargain.

Every business owner should have a goal to which they are aspiring. If you aim for nothing you are likely to strike it. If your plan is to get to a recurring income of $10,000 per month then you should set smaller goals on your way there. Say, $3,000 per month after the first year, then $7,000 per month after the second year and finally $10,000 per month by the third year.

A very important part of writing out this plan is to calculate what is required to get to your goal. So if you must call 20 people to get 1 ‘yes’, and that prospect is worth $50 per month to you, you will know how many calls you have to make per month to get to $3,000 per month in one year. Looks simple, but most people don’t do this kind of calculation and so they run their businesses with blind expectations.

Knowing where you are going is one of the easiest ways to get there!

2. Continually work to improve your people skills, especially your listening skills.

At its core, Network Marketing is really people management. If you don’t like dealing with people then this is not for you. You are always going to be in direct or indirect contact with people and so you should brush up on your people skills.

One of those skills that you’ll need to primarily focus on is your listening skills. One of the most common downfalls of Network Marketingers is that they talk too much and don’t listen enough. This applies to the majority of salespersons. You have to always take time to listen to the customer because if you do - they will tell you what they are looking for! Here are some quick tips to improve your listening skills (particularly on the telephone):

(a) Well ... just stop talking and listen. That’s the toughest part.

(b) Learn to view things from the prospect’s position. Is your prospect a single mom struggling to make ends meet? Empathize and provide the solution.

(c) Restate what the person tells you to be sure that you understand what they are saying. This also makes the other person feel “heard.”

(d) Try not to interrupt them while they are talking—another hard one.

(e) Ask a lot of questions for clarification but not to be confrontational.

(f) Avoid jumping to unnecessary conclusions and learn to “listen between the lines.”

(g) Smile! You’ll be surprised to see what this does to your tone of voice.

3. Stay informed in what’s happening in the industry by subscribing to at least one professional Network Marketing journal.

There are many magazines to choose from and many books written on the subject of Network Marketing. As an “expert” in the field you should be able to speak of it in a professional way and be aware of the latest trends and technologies available to you. Think of how impressed your prospects will be when you can quote them the latest statistics. This helps you to build immediate credibility with your prospects. If you expect to make $20,000 per month, think about what other professionals with similar salaries had to endure before they reached that level, a doctor for example—years of medical schools, educational loans and internships! Don’t be skimpy on your education.

4. Write your own book or produce Network Marketing tapes and CD’s.

This may appear to be a tall order but it is not as difficult as it first appears. First you can publish an E-book even if you have this book written by a professional ghostwriter. You can place a bid at a website such as Elance.com and have writers bid on your job. This book will have your name on the cover and no one has to know that you never wrote one word!

Audiotapes and CD’s can be produced at home using a stereo recorder or in a local sound studio. You can also use your computer with the appropriate software and hardware to do this. There are many companies that will reproduce these recordings for you at minimum cost. Having your name on these products can be a real income booster. People want to know that they are following a leader and that is the way you are presenting yourself.