Step 3: The Success Cycle


The whole System revolves around the Success Cycle. To be successful
you will need to understand and follow the Success Cycle and keep on
repeating it. Repetition of the Success Cycle is the key to your
ultimate success.

1.Name List
2.Invitation
3.Presentation
4.Follow Up
5.Enroll and Train


A. The Name List

This is where it all begins. You will need to take the time to list
down at least 50 names of people that you know. Do not pre-judge whether
these people will be suitable or responsive. Just make a list of 50
names of people you know.

You will need to include the following details:

1. Name
2. Address
3. Telephone numbers
4. Email address
5. Occupation

This list should be updated regularly.

Here is a memory jogger to help you with the name list.

MEMORY JOGGERS

WHOM DO YOU KNOW                  
                                             
Who looks like Tom Cruise                                                                                               
That you met on a plane                           
Who flies planes                                       
In radio/TV                                                                   
Named Debbie
Who needs extra money
At the gym
Who just quit smoking
Who looks like Tina Turner
Who just moved away
In politics

WHO IS YOUR

Mail carrier
Newspaper carrier
Dentist
Minister/priest/iman
Florist
Lawyer
Insurance agent
Accountant
Congress person
Pharmacist
Veterinarian
Favorite waiter/waitress
Chiropractor
Butcher
Baker
Bank officer
Printer
Optometrist
Travel agent
Hair stylist
Photographer
Architect
Exterminator
Dry cleaner
Mechanic
Landlord
Grocer
Carpet cleaner

WHO SOLD YOU YOUR
House/condo
Computer
Carpet
Car
TV/stereo
Wedding rings
Glasses/contact lenses
Vacuum
Boat
Camper
Furniture
Air conditioner
Appliances
Tupperware
Tires

WHO IS RELATED TO YOU.

Parents
Sisters
Brothers
Aunts
Uncles
Cousins

WHO

Lives next door
Lives down the block
Lives across the street
Lives upstairs/downstairs
Teaches your children
Was your best man/ushers
Was your maid of honor/bridesmaids
Are your babysitters parents
Was a service buddy
Did you go to school with
Used to be your teachers/professors
Is your old boss
Fixes your TV
Worked with you in past jobs
Went with you to the beach
Owns a restaurant
Installed your appliances
Is president of the PTA
Is in the local Chamber of Commerce
Is a policeman
Is in the military
Works at the video club
Is an actor
Is an author


ALSO..

Get out your holiday cards list. Your address book and any business
cards youve collected. If someones name is in there they should be on
your list. Take out the Yellow Pages and flip through from A to Z to
refresh your memory.


B. Invitation

Here are some guidelines for your invitation:

1.Have posture.
Speak with confidence and make it serious. This is a multi million
dollar business opportunity that you are presenting your prospects with. Do
mention to your prospect that you are only inviting a limited number of
people and appreciate that they seriously commit their time to it.
Otherwise, you will need to invite others first and fix a later appointment
for them.

2.Use the curiosity approach where possible.
Do not mention the business you are in or the name of the company. The
reason is that most people have a negative perception of network
marketing. The moment you mention Network Marketing or Multi-Level
Marketing, they will become defensive. Therefore, in order to have the
opportunity to give them the correct information it is important to have
their time to explain to them about the truth of the industry.

You could mention that it is a home-based business or relationship
marketing business. Also, say that you need to have at least one hour
of their time to discuss
about the business in more detail. It will not be fair to talk to them
now because you are not prepared and time does not permit. Tell them
that the business may not be suitable for them but they should at least
have a good look at it. There is no obligation on their part to get
involved. This will ease them so that they do not become defensive.

Your objective is to get an appointment to show them the full
presentation. If the prospects know that you are with a certain company and that
you are involved with network marketing, you need to tell them the
truth. Do not try to lie. Tell them Yes and ask them what they know about
the company and the network marketing industry. Listening to them will
reveal the extent of their knowledge about the
company and the network marketing industry. You will then be able to
provide them with relevant information to assist them to make a better
decision.

3.Give your prospects a choice of two dates. For example, Will 8.00 pm
on Saturday or Tuesday be suitable for you?

4.For the FIRST business presentation, it will be advisable for you to
fetch your prospects.

5.If your prospects are going to the business presentation on their
own, you need to be at the venue of the meeting early to welcome them.

6.Call your prospects to remind them at least 24 hours before the
meeting.

7.Invite more than what you expect to attend. You can expect at least
half of them to not turn up at all.

8.Be aggressive in your invitation, but do not appear to be too
pushy. If the prospects appear uncomfortable, please change your approach
and maybe talk about something else that they may be interested in.

9.Where possible invite both spouses. Both of them need to hear about
the business. We do not want the situation where one party attends and
gets excited, but later changed their mind because of the negative
influence of the other party who did not attend and therefore does not have
the relevant information.

10.Inform your prospects that this is a business presentation, and
therefore preferably they should not bring along small children.


C. Presentation

Effective presentation is the key to getting your prospects to join you
in your network marketing venture. Whichever meeting you are
conducting, the following guidelines will be helpful:

1.You must be prepared.
You must be prepared with the knowledge, tools, attitude and mind-set.

2.You must have the necessary UNINTERRUPTED time of at least 45
minutes.

3.You must have the necessary tools.
This includes the business presentation file, product samples for
display and demonstration. For bigger meetings you may need the use of slide
projector, multimedia projector, or personal computer.
     
4.If food and drinks are to be served, make sure that it is served
after the presentation is complete.

5.Make sure that the meeting is uninterrupted. There should be no
children running around or pets in the venue.

6.Edify the speakers and your upline leaders. This is crucial to give
them posture.
As an example, if your upline is a motor car mechanic, do not introduce
him as a mechanic. You can instead say that he is in the motor car
industry, which will give him better posture, but please do not lie.

7.Make the presentation short and simple, and follow the system set up
by your upline leaders.

8.Act enthusiastic.
You will pass your excitement and positive vibration to your prospects.

9.Have two or three excited associates share their experience. This
should not be more than three minutes each.

D. Follow Up


Guidelines for effective follow-ups

1.Follow-up should be done within 48 hours.
This is to ensure that the prospects will have sufficient time to make
their decision. But most important it should not allow them to have too
much time to receive negative feedbacks from ignorant people.

2.Follow-up should serve as a mean to provide the prospects with
additional information to assist them to make better decisions.

3.Always leave something informative and of value with the prospects.
It could be a brochure, book, tape, video or CD. This will allow you to
contact your prospects for further follow-ups.

4.When you are new it will be useful to bring your upline leaders
along.

5.Again be aggressive but not too pushy.

6.If you are visiting your prospects in their homes please make sure
that you call them earlier to inform them of your intention. Be tactful
and make the appointments at a reasonable time. For example do not visit
them when they are having their meals or when it is late at night.

7.Make the visit short. Be brief with your follow-up. Watch the
prospects for their reaction and body language.

8.Be enthusiastic and talk about positive news and events relating to
the products and business. Talk about new achievements or testimonies of
effectiveness of the products.

9.Plan your follow-up. Plan who to visit and the purpose of your
follow- up. Are you trying to sell products or show your prospects about the
business opportunity? Plan your route as well. This will ensure that
you do not waste time travelling.

10.You can only help those who want to help themselves. As a general
rule if a prospect or distributor shows no interest on the third follow-
up, just leave him alone for the time being. Spending too much time
with them will de-motivate or demoralize you instead. Follow-up with them
later when you have the time or when you have better success to talk
about.

11.Be patient at all times. You do not want to make a bad impression or
anger the prospects or distributors.

E.Enroll and train

Once the prospect make a decision to join you, you now have the
responsibility to assist, train and motivate them.

Always keep in touch with them by phone or email. You should always
encourage them and never, never, never talk about anything negative to
them.

Encourage them to follow the System that is set up by your leaders.

Ensure that they have the relevant information and tools to get
started.
Remember that the success of the SYSTEM depends on you. You need to
follow the Success Cycle, and teach others to do the same. Duplicate the
system to them and you will have a large and powerful network.