If you ask the average networker what is their greatest challenge in their networking business most would reply ...
PERSONALLY SPONSORING!
The truth is most people who get into network marketing are not equipped with the skills to attract quality prospects to their opportunity, and lead them to their own logical point of conclusion.
It is also true that few people joining have sufficient influence within their warm market to personally sponsor enough people to reach the higher levels of their companies compensation plan.
One of the great failings of our industry is how we teach people the sponsoring process.
As a result we see the average networker sponsoring 3 to 5 people personally with most eventually dropping out.
The reality is you need to personally sponsor 25 to 50 people as a minimum to enjoy success in network marketing. Some would say even more personal sponsoring is required.
So what goes wrong?
Why is that the one skill we most need to enjoy success is also the one we are most challenged by?
Well from my observation and experience we have the entire sponsoring process back to front.
When we join a network marketing opportunity we are taught to make a list of everyone we know in the world and then approach all of these people about our opportunity.
The approach can be through sending people to a website, giving them an audio CD, or DVD to watch, or inviting them to an opportunity meeting.
This is the standard approach taught in most network marketing companies today.
Does it work?
Well not entirely no ...
As we have already discussed the average person in networking struggles to sponsor more than a handful of people.
I know this was the case for me. I failed in network marketing four times using this standard approach to sponsoring. At most I sponsored five people personally and none of them duplicated the process.
Then I decided that there is no point continuing with an approach that is not working regardless of what my upline or sponsor tells me ... if its not working then its just not working.
So I studied the principles of marketing and then applied them to my business ... in effect what I did was reverse the sponsoring process.
What I discovered was that the traditional sponsoring system taught in network marketing is in fact a PUSH marketing approach. This is where you push your opportunity out into the marketplace in general.
The big problem is that so few people are looking for an opportunity ... in fact I suspect it is 1 to 2% of people are looking right now for an opportunity like yours.
What this means is that you are pushing your opportunity onto 98% of the people who are not looking.
Many networkers, when push marketing does not work, move to begging, pleading and persuading as sponsoring tactics. Its no wonder that networking has in the past earned the wrong reputation.
The whole sponsoring process breaks down with only a few people rising to the upper levels of a compensation plan.
When I finally understood that in order to sponsor more people I had to ATTRACT them to me ... literally PULL them to me and my opportunity, everything changed for me. My ability to personally sponsor increased dramatically and it led me onto success.
So I worked on how to reverse the sponsoring process!
Today I have people contacting me about my opportunity rather than me contact them.
Today I have people selling themselves on the opportunity rather than me having to sell them.
Today I have a growing database of potential new business partners that makes me a profit rather than paying for expensive leads from lead companies.
Today I literally have a stream of highly qualified prospects for my business opportunity rather than a warm list that I am busy crossing people off.
It became possible for me when I reversed the sponsoring process. When I focused on PULL marketing rather than PUSH marketing.
It is understanding a few basic marketing principles, and some universal laws that govern success, and then applying them in a systematic way.
Here are some clues to creating a PULL marketing system that will enable you to sponsor more people:
1/ Stop marketing your opportunity up front. If you lead with your opportunity you narrow down your visibility in the market place.
2/ Learn how to target market. Different groups of people are looking for different things. There is no one approach that fits all. You must understand who your target market really is and how to appeal to them.
3/ Focus on building your database first, relationships with this database second, and sponsoring third. Most people focus on sponsoring first and never build a database which is a huge mistake.
4/ Understand what is attractive to potential business partners. Here is a hint ... its not your opportunity! What is attractive is giving information that is of value that will help people improve their lives.
5/ Position your opportunity at the right point within the marketing funnel.
6/ Create automated systems that allow your prospects to sell themselves on your opportunity. Never sell your opportunity directly.
7/ Sell the system ... many people have been in networking and dropped out. They would love to have success but like me know that the old system does not work. So spend more time selling your prospects the PULL marketing system.
If you can understand these steps and learn how to apply them into your business then you can reverse the sponsoring process, attract highly qualified leads to you, and sponsor more people.
Understanding and mastering this can take time. The fast track to success is to find the right mentor or teacher who has successfully implemented such a system and work closely with them.
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Rod Moore is the creator of the Total MLM System. To find out more about how you can attract high quality leads for your MLM business create a free members account at Total MLM System today at http://viralurl.com/sczepanski/totalMLM
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