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But The Light's Better Over Here, Officer!
Copyright 2005 Donovan Baldwin
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 here, 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 within 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.
The list goes on and on, and it reflects a great lack of
knowledge and experience in our potential recruits. It is up to
us to train and prepare them for this new world they have chosen
to enter...if we can lead them up to it.
Once they are in the program, it is our job to keep them
motivated, answer their questions, 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.
About the author:
Not long ago, I didn't know ANYTHING about Internet
marketing...However, in just a few weeks, I launched my own
website AND learned how to profit from an opt-in list, pull in
sales with ezines, make money with Google Adwords and setup my
own BLOG! Here's how http://donovanbaldwin.com/pip
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