Forty years ago when multi-level marketing was busy hitting the streets, the objective of going door-to-door was to let people know you existed. The winners of that game were the ones who knocked the most doors. If you knocked on enough doors, got enough “No” responses, you’d end up with enough “Yes” responses to make your business successful. We learned by knocking on doors until we got a Yes. Because that was our goal.
But marketing has changed, and nobody is home when you knock on the door. Besides, they have a security camera taking your picture while they’re in Cancun on the beach slow dancing to the Tiny Bubbles song with someone really cuter than you. They don’t want to see you.
They still want what you offer.
Just because they’re not home, and don’t want you knocking on the door doesn’t mean they don’t want what you offer. They still do need cookware, soap, vitamins, kitchenware, make up, and all those fancy candles and bags. They just don’t want you visiting them to show them what you have. You’ll need to find a better way.
How about the internet?
There’s a reason why social media marketing has gone through the roof. Everyone still needs STUFF, but they would rather spend their time on the beach than shopping. If you can find a way to reach your audience online, you’ll sell product, make connections, and actually be able to maximize your marketing efforts with more and more team members.
Conference lines and sales calls are quick and easy once you’ve made the connection (online) and they’ll probably accept your call if they know who you are. Connections made online can show up on their cell phone – with your name (Who knew?) and they’ll take your call when they recognize you.
It’s always so much more fun when you know someone (really know them) to chat on the phone. So this part’s important.
Master the Art of the CALL.
“Hey, Shawn, this is Jan. We talked online, and you’re interested in my business. Is this a good time to talk?” You know it is, because you made an appointment online. But you’re still going to ask, because it’s polite.
“Great, I don’t want to waste your time, but I did want to connect and let you know that I’m going to be sending out some special offers that I know you’re interested in. I’m sending along those special discounts we talked about. Do you have any other questions?” Be sure you mention that you’ve already talked and have his permission – you did, right? And ask for questions. This is the point where you’re building the most trust, because he can hear your voice.
Hearing your voice is important. But getting off the phone is important too. Ask if there’s anything further you can help him with, and LISTEN. When he’s done, remind him you’re always available online and get off the phone.
No, he doesn’t want to know your dog died.
Efficient, Effective, and Fast.
You can’t be fast on the phone if you’re telling everyone you talk to your life story – that’s what your ABOUT page is for, on that website you designed to market your products. Be sure to define your purpose. Get to the point. Close the deal, and get off the phone.
Remember, you’re a professional, and you’ve already provided a bazillion ways to solve his problem. You called with a specific purpose in mind. Don’t be rude, but do be brief. Do what you called to do, because the recipient of your call has a life to get back to living.