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Kim Klaver's Articles in NETWORK MARKETING - MLM

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Should I Tell Her How Many Miles She'll Have To Drive? Two nights ago I did a teleconference, "Can honesty bring back respect to Network Marketing?" I described 5 half-truths people use to entice (too many wrong) people into the business. Here's one: Omitting how much it really costs to make a go of the business. THEY TELL: For $19.95 you can have the amazing opportunity to get financial freedom! BUT DON'T TELL: After the $19.95 (or whatever the sign-up fee is), the person must first buy product, and enough of it t... Did You Ever Have Lunch With An Old Friend Who Called... And you spend a wonderful couple of hours catching up on husbands, children, the problems, the good things, like... Your friend has lost 35 pounds since you last saw her a few years ago, and she tells you how she did it with this wonderful product that finally worked for her. And you are delighted for her of course, and so on and on. At the end of the lunch, your friend tells you that she is selling the weight loss product she was chattering about. Question: How do y... One Technique To Prevent Premature Drop-outs Have you signed up a recruit with great anticipation, then the person talks to one or two people they know, and next thing you know, they quit the business? To help prevent this, try the following in the first week after the person buys in (after they've been on the product and love it, preferably): 1. Tell the recruit that learning what to say to prospects changes everything. That the words they use will determine whether they'll be perceived as a blowhard seller type,... Is NM Slipping Because Our Values Are Slipping? Do you think it's OK for someone to repeat untrue things to get someone into their business? For example, "This is easy. Anyone can do it." Or “Everyone wants this product. It sells itself.” If those two things haven't been true for the person saying it, would you, knowing that, want to come into the business with her? What about this: "If I could show you a way to make $8,000 in your first 30 days, would you be interested?" Or "If we could show you a way to make $5-... It Must Be Me, She Said. In the last 15 years of working with women in direct sales and network marketing, I've met thousands of them who decided to sell a product or service because they love it. Yet they struggle with their little business, and often it's been a long struggle over many years. Most tell me how a health supplement or a new service has changed their lives forever, and they cannot fathom why everyone isn't falling over themselves to buy it, if not sell it too. Lamentations abound: "... Everyone Will Want This Product - It Sells Itself Have you ever heard that line? When you do, you'll know the speaker is either ignorant or fibbing. So you're being fooled, at best. THERE IS NO PRODUCT FOR EVERYONE. We have choices about what to buy and not to buy, and then of the things we choose to buy, what brand, style, color, size and type. People tell you things about themselves when they make product choices. A woman who shops at Whole Foods, for example, tells you you something about her values. One who driv... Is Your Company Woman Friendly? Woman Friendly Test #1. Do they pay you good money for finding customers for the products? Are you a woman who has some trouble relating to the "recruit recruit recruit" model, with the constant emphasis on "closing" someone or on finding "big hitters"? So do hundreds and hundreds of other women. They've told me over the years that they would really like to focus on getting steady customers for their business, at least right now. And THEN maybe, later, think about th... So Why Do They Stay? In a business where we have a 95% drop out rate, it's interesting why those who stay, do so. I can assure you it is not the money. When Excel Communications went bankrupt in November, 2004, the company reported to the court that as of October, 2004, Excel had 106,426 U.S. representatives eligible to earn commissions. 64,967 actually earned commissions. Of those, 98.1 percent earned $100 or less. Only 99 of them, or 0.2 percent, earned more than $1,000 for the month." More ... No More Guilt... "Every time I come home from the gym, my husband is waiting for me and goes, 'Well did you talk to anyone about the business?' It's getting to the point where I don't want to go to the gym anymore. I don't want to accost people there, I just want to work out. I don't know what to do, really. I've told him I don't want to talk about the business at the gym, but he's waiting to ask me each time I come home. I'm thinking of just quitting the business. I hate this. What sho... How To Turn Off Someone With Your First 10 Words... Here are a few openers reps gave us in class. No results so far, they reported. "Would you like to know about the dangers of EMFs?" "My Arbonne products are just amazing! Can I show them to you?" "I have just found this unbelievable Enfuselle, and you really must try it!" Anyone going, "Oh wow, I'd like to hear more!" yet? Other people do not care about our the names of our company, our products, or our fancy scientific techno-babble. They want to hear words sp... Would You Use Your Product If You Weren't Selling It? So, you can't get people to buy your product or service? Before you go forward another minute with your business, ask yourself: Would you use your product/service if you were not selling it, yes or no? Be honest with yourself. If yes, ask for and find people in the right niche - those who feel like you do already or who know those sorts - like looking for a tennis partner in a new town. If not, look for a product line or service to market that you DO love and that... What Does Someone Earning $400,000/mo Worry About? New series: Profile of a leader who's building long term, not short term: #1 - Donna Johnson, Arbonne's top banana. Last month, I did an interview with Donna Larson Johnson, the top earner at Arbonne International. Many people know that Arbonne has been growing by leaps and bounds for the past couple of years. So what's to worry about? Donna (and corporate) were worried about a few loud and visible recruiter types who had invaded the distributor ranks to ride the compa... How $150 From 5 Customers Turned Into $15 Million This is a story about an entrepreneurial woman - an old friend of mine who 19 years ago was just another soul looking for something of her own. It all started with her first 5 customers... "You know Kim, when I was first approached about this business, I had been looking for something of my own for a few years already. Back then, my husband was a carpenter, and I wanted to do something, too. I had started an aerobics studio, a hair salon, and then a dog grooming kennel. Th... I Didn't Mean To Lie... In today's New School session we were discussing how much you earn on your customers - what the company pays you for customer orders. "I've been telling prospects and my own people for years that I make up to 50% on customer orders. But today I realized that that is not true. I only make 25% at most. I will never say 50% again and will correct this wrong impression with everyone in my group, so they don't say that anymore either." -twenty-year vet in the business, eight... What To Say To, "Is This A Pyramid Scheme?" On a call yesterday following the pyramid post, people wanted to know what to say if, they're presenting the business or product, someone pops the question, "Is this a pyramid?" Before you brainstorm over your winning comeback, how about a quick check to see whether 1) your company acts like one or not, or 2) if you are acting like one (without realizing it, of course)? Here's the question we discussed: 1. Is your business all about recruiting? If so, you are a... If It Quacks Like A Pyramid... Who gets the Pyramid Quack award? On our conference call the other day, people wondered how to talk and act so that people would stop asking "Is this a pyramid/one of those things?" One way is to stop, forever, saying and doing the things that evoke this image in the minds of others - i.e. people "who abuse their friends and try to sell them stuff, and get them to sell and take a percent." For years, it's been all about getting people to sell and recruit. That's the ... If I Were Starting A Network Marketing Company, Continued "If I were starting a Network Marketing company, I would say, what's a different group of people that want to hear a story about how to succeed with network selling? What words, phrases and images do I use to help them understand what it is I have to offer?" (posed by Seth Godin) People in the new group I'm proposing - amateurs and hobbyists doing network selling - have a different worldview about other practices too. For years we've been admonished to "Treat it like a ... If I Were Starting A Network Marketing Company... "If I were starting a Network Marketing company, I would say, what's a different group of people that want to hear a story about how to succeed with network selling? What words, phrases and images do I use to help them understand what it is I have to offer?" So opined our friend Seth Godin in an interview with John Fogg this past December (and thanks, gulliver, for bringing this comment to my attention.) Why a "different" group (than those we have now)? For one, too ... What P&G Can Learn From Network Marketing's Biggest Mistake As a fan of P&G and someone who's been educating the Network Marketing industry for 17 years, my heart sank when I read about P&G's latest marketing tactic - bribing women to use their friendships to sell soap. NM has created an image of an industry whose people use and abuse their friends for personal gain. P&G has just created an army of 600,000 women who are using their friends in exchange for soap and coupons. The NM recruiters' pitch: Make money doing what you do e...

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