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Let Posture Build Your Network Marketing Business

Guest post by: Andy Acciaioli

Article Overview: How do prospects perceive your posture as you attempt to recruit them into your business opportunity? Attracting people to and building your network marketing business is based on posturing. Make them want your opportunity rather than your opportunity wanting them.

Let Posture Build Your Network Marketing Business

Over the past 20 years, I have seen network marketing transform itself many times. Perhaps the greatest transformation of the networking paradigm has been the advent of the internet. New business opportunities offering the latest and greatest are launched at a lightning speed. Older opportunities that have not transformed their business models to internet marketing are stagnating at best.

One area that I feel has remained very consistent over the years has been posturing when it comes to recruiting team members.

The first network marketing company I joined was Amway. Believe it or not when I first saw the plan and all the circles, I had never heard about Amway. (Yes, I was probably the only person on planet earth who never heard of Amway at that time.) As I found out later, the presenter was five levels above the person who was hosting the house meeting.

That night I could hardly sleep thinking about the possibilities. First thing the next morning, I called the person who hosted the presentation and told him I wanted to sign-up right away. He said he would have to discuss it with his team and get back to me. When his call finally came at the end of the day that he would be able to stop by our house that night to “break a kit” and sign the paperwork, I was elated.

Do you see what happened? Instead of him jumping up and down screaming “I got one, I got one”, he made me wait for hours until “his team” approved me. That my friends, is posture. (He shared with me the real reason for the delay: he had to travel out-of-town to pick up a spare kit.)

I received a call from the person who presented the night before (six levels above me) who asked if I wanted to build the business painfully fast or painfully slow. Opting for fast, his next question to me was whether I would want him to do a group presentation at our house on Monday or Wednesday of the following week. Instinctively I said Wednesday. Notice he did not ask me if I WANTED to have a group meeting at our house, it was posturing on his part that since I wanted to build the business fast it was up to me to start hosting my own group meetings.

Those were the good old network marketing days when one-on-one and group presentations were the main vehicles for recruiting.

Today, we share a link with a prospect and encourage him/her to check our online business presentation. Not much posturing here, right?

I prefer another method. BEFORE I toss a link at a prospect, I want to know how open they are, how will they be to work with, are they coachable, do they have needs and wants beyond the financial, etc. Don’t expect this information to simply flow from them, you have to question them be setting the tone of the conversation. Posturing yourself as the one they would want to work with.

Make it easy on yourself, have a list of questions and write down your prospect’s responses. Get to know what they want out of a network marketing opportunity rather than your attempting to thrust your business at them. Let them work at “selling” themselves rather than you trying to sell your business. This interview style of information gathering will increase the prospect’s curiosity so that when you end your conversation with “I think I’ve got pretty much all the information I need. What I am going to do is email you a link to our online business presentation. It is packed full of information including our lucrative compensation plan. I want to assure you that I will be able to answer any question you may have. My suggestion is that you fully review the online material, write down any questions that come up and I will call you tomorrow night. Right now I am available at 7 or 8:30. Which would you prefer?”

With that statement you have:

1. Postured yourself as the decision maker whether he/she will fit into your organization or not.

2. Postured your business as sharing complete online information.

3. Postured yourself as the authority when it comes to your business by being able to answer any question he/she may have.

4. Postured yourself as being in control: I will call you tomorrow night.

5. Postured yourself as being busy: I am available at 7 or 8:30.

It’s ironic. While writing this, someone who I don’t have a clue who she is, sent me a Skype message with a link to her business. It just oozes with desperation: “please check out my website…I would appreciate your taking a few minutes to see how we can all make a lot of money…” Hope she’s not holding her breath waiting for my response.

P.S. If your prospect indicates that he/she would like you to call at 7PM, don’t call before 7 or right at 7. Call at least 6 or 7 minutes after that time and apologize for calling a little late but you were tied-up. (Posturing? You bet.)

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Article Tags: business opportunity scarcity, network marketing posturing, scarce mlm



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