I’m Jackie Ulmer and I coach Network Marketers and entrepreneurs on how to be the success they want to be; make more money and not annoy their family and friends.
Learn more at StreetSmartWealth.com
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There are some very distinct differences (and similarities) to Party Plan and Network Marketing.
I use the term network marketing most broadly, but I coach and train as many party plan people as pure network marketers.
Both could learn a LOT from the business model of the other. Especially when it comes to customers.
So, let’s talk about Your Product Customers in Network Marketing, and how very important they are to the lifeblood and longevity of your business.
What You’ll Learn from this Episode:
Why Customers Matter
Sharing the Product Story
Customer Success Language
Handling Questions
Servicing Your Customers
Staying Top of Mind
Why Customers Matter
Every business needs customers. Party Plan gets this and it is their #1 goal, followed by team building or recruiting.
In Party Plan, the marketing plan is built around ongoing exposure to the products first, company and opportunity second.
Customer loyalty is ideally built, sustained and this creates a great ongoing source of stability and income, when done right.
Most Party Plan companies have monthly customer volume sales quotas in order to remain active and get paid. These are usually higher than Network Marketing personal sales volume quotas.
For network marketers? Customers - YES, there is no sin in having customers. We are moving away from just the personal consumption model, and putting more emphasis on Customers. The recent rulings by the FTC on numerous companies these past few years have more companies putting solid emphasis on customers. And, this is a great way to get your own auto ship paid for.
And, this volume and income keeps people in the game and gives them some immediate success. Immediate Cash!
Don’t be afraid to place part of your emphasis on gathering customers, who can easily turn into business builders later on, with a solid product story.
Sharing the Product Story
Stories Sell, facts just TELL!
Your background before the product. What you didn’t like about what you were or were not experiencing; how the product changed your life.
Your results, in other words.
Or, the life of someone else. Share stories.
Avoid health and claims of a cure!
We have an emotional attachment to stories; we connect with them; and this goes a lot further to bringing someone on board than patents pending; celebrity endorsements or things don't really answer the question - What's in it for me. Stories are what people take away from events; encounters; training and such.
You must become a master communicator to be successful in your business and it all starts with telling stories.
Take yourself through the exercise of creating a story and then teach your team to do this -
Here is a guideline you can use -
Tell us about yourself - just a small snippet of who you are; what you do? Be brief!!!!
Why were you looking? What was missing?
How did you find your opportunity?
Your reason why - how is it making a difference, or will it make a difference.
story.StreetSmartWealth.me
Customer Success Language
Customers don’t care about your story, they care about theirs. Your customer needs to be the hero of the story, not your brand. Marketing has changed, business that invite their customers into a heroic story grow.
They have a challenge, A need, an obstacle. YOU have the solution. You must position it that way.
Words sell things. If your message isn’t clear, your customer won’t listen. They won’t even realize you exist or what you do. Get clear on your message and communicate it consistently, You are in a race to communicate why your customers need your products.
Subconsciously, the brain is always scanning its environment looking for what helps it meets its need to survive.
Mistake #1 - not focusing on the part of the offer that allows buyer to survive and thrive. All great stories are about survival and thriving. Physical, emotional, spiritual, relationship, Any other story will not captivate your audience the same way.
Our brain sorts through tons of information and discards unnecessary facts constantly
Mistake #2 - too many facts, causing customers to tune us out, even subconsciously because it confuses them.
Positioning is a step you always want to take so you clearly communicate what you do and offer (product, service, opportunity; what their challenge is; and how you, your product or service can solve that challenge.)
Let’s create your Intro-Teaser:
Who hires me, to do what, because why, and the benefit is…
Mine:
Direct Sales Professionals hire me to help them optimize their social media strategy because most are annoying people on facebook, invisible on LinkedIn and missing the mark on Instagram. So, we create a brand, a strategy and positioning that is attraction marketing vs push marketing. When you want to create sales and referrals, and become an influencer, I’m your gal!
______WHO______ hire me to _____What do you offer_____ because most ______What is their pain or challenge_______, so I work with them to _________Solution you provide_____ and they will benefits or experience_______.
identify wants, problems we solve and what live looks like after.
If you confuse, you lose
We all face the enemy of noise.
What we think we are saying to our customers and what they hear are two different things . Customers make buying decisions based on what they hear.
Think APPLE - YOU are the hero in Apple’s story. All that you achieve through their products - hip, trendy, a cut above
Identify what customer wants; identify their challenge; offer the solution or tool
Character - Problem - Meets Guide - Sees Solution - Calls to Action - Ends in Success - Avoids Failure
What does the hero want? Who or what is standing in the way? What will life be like when hero gets what he wants?
What do you offer? How will it make my life better? How do I buy it?
Life with the dull parts taken out - that’s a good story.
YOU are Yoda, your audience is Luke Skywalker
What is disrupting them - find the internal problem not the external
Handling Questions
Never fear questions or objections. This is your perfect opportunity for coaching people through their objections so they feel confident in you and your offer.
The best way to deal with questions is to be a very solid product of the product yourself - USE your products and build your product story.
You may not have all of the answers and that is okay. Don’t fake it. Simply say - I’ve never been asked that before and I do not know the answer. However, I know where to find it and I’ll get back to you with the answer.
Very simple.
Never hesitate to say - what other questions do you have?
Servicing Your Customers
It’s important to provide good customer service and this can be a big challenge for many, if you aren’t skilled in this area.
Don’t be afraid of your customers.
Here is a good system.
Call or text the next day and THANK them for their order or purchase.
Once you are fairly certain they have received it, repeat the process and ask if they have any questions.
1 week later, check in again and ask how their results are. Good time to ask for a testimonial, too.
Then, when you feel they are probably ready to order again, check in and offer to assist.
Avoid suggesting auto ships or preferred customer too quickly. This can be a real breaker.
Staying Top of Mind
By checking in and giving them the VIP treatment, you will stay top of mind.
Send birthday cards, thanksgiving cards and special event/random cards.
Create a free account for this - banner.StreetSmartWealth.me
Check in on Social Media, too and engage with your customers. People remember this and they will offer referrals over time.
Customers are the lifeblood of any business and can easily become your strongest team partners. Share the opportunity side of the business with them lightly at first, and then proceed if there is an interest.
If one is not expressed, revisit it a few months later, once they are a raving fan. Ask for referrals.
Who else do they know who would love the type of results they are getting?
Master this process and the rest of your business will thrive, too.
If you take a look at where you are in your business, and you are not thrilled with it; answer this question.
What is holding you back from being where you want to be? Is it mind drama? Drama around the word no; other people’s opinions? You own opinions about yourself?
We have a powerful module called “Managing Your Mindset” in the Street Smart Wealth Academy.
If you will spend a little time in these lessons s daily or weekly; you will see a huge shift in your business and your life.
What would that be worth to you? To have the success you desire show up easily and effortlessly?
Join us - StreetSmartWealthjAcademy.com
I’ll see you on the inside and remember this - “Hesitation NEVER cashed a check.”
