Are you like most direct sellers? Do you try to ‘sell’ your friends and family on joining you in your new entrepreneurial endeavor? How is that working for you? As an MLM Trainer and MLM Coach I have a profitable strategy to share with you.
There are clearly two schools of thought on marketing to your warm market. The first and the traditional view, is simply positioning your warm market is the fastest avenue to building your down line. The second, and perhaps more contemporary view in light of the ‘black eye’ the direct selling industry currently enjoys, is to retail to your warm market.
Inadvertently, by positioning your opportunity to your warm market, oftentimes you alienate the very people who you would like share with. You see, many people simply are not game for owning their own business or selling an opportunity, which means they will be simply repulsed by your inquiry. Obviously a few will. Candidly, inexperienced business people tend to find rejection easily, lack the mindset to overcome their feelings and with enough rejection will begin to doubt their ability to succeed. Getting turned down within their warm market is potentially catastrophic to their very viability in the business. The net result of your warm market efforts will lead to a potentially premature exit from the business. Certainly, this is not what we would like to see occur.
Retailing to your warm market may be a more powerful and profitable strategy to employ. Friends and family will be more open to buying your offering as they are always game to support their kin or friends, right? The benefits to this approach are quite obvious also. Your warm market experiences your offering positively, will tell their sphere of influence and in many cases will share your offering with their sphere of influence, as human nature is intrinsically inquisitive and finally, many in your warm market will raise their hand voluntarily in interest as they begin to view you as increasingly successful. These factors combined, will yield you immediate income as well, which is why many of us enter into direct selling.
Consider that many people who initially begin a direct selling career are not entering into the business from a position of financial abundance. Often, people are looking to augment their existing income or are seeking to create a new income source due to a recent lay-off. Earning income quickly is the crux to their long term viability. Generating retail income is much simpler tactically and easier than generating down line.
Taoism has a term called ‘wu-wei,’ which means to flow as water in the river. Clearly it requires less energy, both mental and physical, to flow with the river’s current than to fight upstream against the current, right? Think of the power water creates. Breathtaking canyons carved from rock exist in nature throughout the world. Water’s power is irresistible. Picture your business creation activities as effortless and your message irresistible and it will be so.
Visualize retailing as flowing with the stream, and opportunity calls to your warm market, as walking up-stream, against the current. You can choose to pursue either tactic, but which one is more empowering? Which tactic provides the most effortless results? Which tactic can you mentally prepare yourself for pursuing?
Once you have repeat and happy retail customers, opportunity minded prospects will begin to appear. As they appear, your courage increases, and as your courage increases, your income will increase, and once your income increases, your desire to recruit in the cold market will grow and grow. After all, a warm market is only so large, so let your warm market grow organically through retail referrals, and in parallel begin to develop the skills you need to tap the vast, cold market where there are over six billion prospects waiting for you to share. So, build your down line sensibly and enjoy the process.