I remember when I first got involved in network marketing almost 15 years ago, I would attend weekly meetings, Super Saturdays and Annual International Conventions where the Top Producers and Top Income Earners were highlighted, and their lifestyles were shown on huge screens for everyone to see.
After attending a big event, I would be so excited and motivated that it wouldn’t be uncommon for me to strike up a conversation with the first person I bumped into walking out of the event. Typically, I would take literally 2 minutes to pique their interest, get their best contact phone number, and ultimately I would call them to talk about my business.
Does that sound familiar? Chances are if you’re a networker, you can relate and you’ve probably done the very same thing at one point or another.
The problem with that approach is that 9 out of 10 people don’t have the personality to do that. And most people don’t have the ability to strike up a conversation with someone they just met about making extra income. In most cases, only 1 out of 10 people would do something like that.
But using “The 3 Foot Rule” is one of the most-talked-about techniques of prospecting for new people taught at most MLM companies. It was taught way back when I started (and before I started) and it’s still taught today. Unfortunately, teaching this method actually sets up 9 out of 10 people for failure. (Remember, I said 9 out of 10 people don’t have the personality or ability to succeed at talking to strangers.)
The other problem I faced was not being equipped to talk to people who were already successful business owners. I was taught to “just go through the numbers” and “you can’t say the wrong thing to the right person”. And while I agree with these concepts and mentality, the reality is your business would take off like a rocket ship if you sponsored highly successful people who may already be making six-figures a year or even own their own business.
Because they usually have a ton of credibility and clout, they already know what it takes to build a solid business from a work ethic perspective, and they don’t have an “employee mindset”. It’s important to know how to professionally explain network marketing to entrepreneurs because VERY FEW of them actually understand it and how it truly works as a viable business model.
Unfortunately, I had to learn the hard way by getting MASSIVE REJECTION whenever I would contact a friend, family member or someone I met in public. Even if they set-up an appointment with me, the deck was already stacked against me before I even started my presentation because they were misinformed and resistant to the MLM Industry.
So… Does “The 3 Foot Rule” and “Just talk to people because you can’t say the wrong thing…” actually work?
Yes… BUT only for about 5% of network marketers active in the industry. What about the 95%?
If they’re ill-equipped with the tools to position themselves in front of people who actually are open to what they’re offering, and ill-equipped to deal with highly successful prospects, why would you expect them to succeed?
If you want to have a huge edge in network marketing today, you have to first learn how to sell picks and shovels (Ex. training, valuable content and information) and then support that effort with digging for gold (Ex. recruiting).
These are the “new” rules of the game.
Back when I got started in this industry 15 years ago, the internet wasn’t really a big deal and reps were discouraged from buying tapes outside of the training tapes sold within the company by company leaders (Yes, I’m old school… I said TAPES!). Today, selling information on the front-end about succeeding in network marketing is a BIG business which can provide immediate cashflow and a means to monetize the “NOs” you” get while building your business. Don’t think selling information is a profitable niche? Go check out Jonathan Budd, Daegan Smith or Mark Hoverson. All those guys make MILLIONS of dollars a year selling “training”.
The rules of the game are changing…
Trust me, your downline retention will go through the roof when your reps now make money (through funded proposals and affiliate products) when someone tells them “NO”.
And that’s a beautiful thing…
To Your Success,
P.S. When I first learned about the concepts I talked about in this post, a light bulb went off in my head. I found this Attraction Marketing system, and since then I’ve been able to generate more than 25,000 leads and I’ve sponsored THOUSANDS of reps and affiliates into my various businesses. It’ll work for you too… but you have to take action! Click Here.