After grinding it in network marketing prospecting, being anxious in MLM presentations, and persevering in network marketing follow-up, you probably made it and achieved the goal of marking that person sign-up and be a part of your team. But everything is not over yet because we still have the final step in the MLM sales process. MLM training is the last step in the process, and though it might sound like an adage because I said it in multiple guides already, it is one of the most important steps in the said process.
Many want to earn big money, but a few want to learn the process on how to do so. In network marketing, we are in an even playing field. It doesn’t matter if you’re a doctor, engineer, or lawyer because those titles mean nothing in network marketing. Network marketing is a totally new thing that you must learn with the guidance of your mentors in the business.
I remembered a while back in a guest post I published in Networking Time Today about the top 9 MLM mistakes network marketers do. I said in this guest post that network marketing is a matter of duplication and not multiplication. If you scrutinize it further, you will see that it is true on all sides. Ironically, the lack of network marketing training is also another contributor to why most network marketers fail.
Though multiplication is important in network marketing, duplication matters more. Yes, you can recruit tons of people in your team and earn a lot, but it doesn’t differ from a 9-to-5 job because you’re doing all the work. You’re missing out on the whole point of network marketing by doing so. In short, you’re not leveraging.
Continuity is important in network marketing to ensure success. You want to, sometime in the future, just sit back and relax while profits roll in after you worked your ass off building your team. Subsequently, one way of ensuring continuity in network marketing and general sales is by training the people you’re handling on how to be like you.
Look. Network marketing is very, very simple. If you’re in the binary system, you get two persons, ask those two persons also to get two persons, and so on and so forth. With that kind of consistent branching out, you’ll be a millionaire in less than a year’s time. What more if you have four persons, or six, or eight rather that two?
With MLM training, you can mold your two, four, six, or eight persons to be like you and also get their two, four, six, or eight persons of their own.
This guide’s primary concern is to teach you the 4Ws (What, Why, When and Where) and 1H (How) of the training step of the MLM sales process with the emphasis of the How.
Like all the other guides, we’ll often use the pronoun “he” because it looks and sounds for fluid than inserting a slash on the two gender pronouns.
Below is an unfiltered PDF version of The 4Ws and 1H of MLM Training: The One Guide Professionals Read that you can download absolutely for free.
The “When” of MLM Training
The “what” and the “why” of the 4Ws has already been given on the introduction portion. So right now, we’ll discuss the “when” of network marketing training by answering the question when should you train your new members.
For better productivity, MLM training must commence as soon as the person joins the company. If possible, network marketing training can be performed on the same day the person joins the company. But as a mentor, you cannot rush all the MLM training under your sleeves the same day, you must pace them so that the newcomer will have time to absorb and ponder the network marketing training that was given to him that day.
Normally, network marketing companies will have their free MLM training programs for new members no matter which team you are in. It’s a rule of thumb to let your new members join these network marketing training programs as a backgrounder on how the company and network marketing works in general.
More intense one-on-one MLM training can be done in the future after the basic company-provided network marketing training programs. These one-on-one MLM training attempts to build your relationship with the newcomer. It’s better and is more worthwhile to do business if you’re treating the newcomer as a friend rather than just a plain business partner.
The “Where” of MLM Training
Done with the “when”, now it’s time for the “where”. Naturally, the most optimal places to train the new member is inside the company office, a lounge, or a coffee shop among others. These quaint and quite relaxed places are ideal for formal network marketing training where you need the help of a pen and paper or a PowerPoint deck to prove your point. But there is also what we call informal MLM training.
Contrary to common knowledge, network marketing training can be done anywhere. While walking inside a mall, strolling in a park, inside a bar, literally anywhere with the exception, of course, of private and intimate places like comfort rooms. This kind of MLM training is called informal network marketing training.
In informal MLM training, you are giving the new member tidbits of actionable information. For example, while strolling in a park, you ask your new member to profile a random person for cold marketing purposes. You ask him to take a wild guess on what he does for a living, does he have a family, and will he be interested in joining our business opportunity among others. After the newcomer takes a wild guess, you then butt in and tell him what you know about profiling and how to be successful in it.
There are a ton of other subjects in informal network marketing training like consumer psychology or the latest marketing trends. But remember, when doing informal MLM training, it must be tidbits of actionable information rather big chunks.
The “How” of MLM Training
With what, why, when, and where done, it’s not time for the question that most network marketers ask – how do I train my members for 100% duplication? The “how” of network marketing training is divided into two parts: basic MLM training and advanced network marketing training. Each go hand-in-hand for the complete MLM training package that will ensure 100% duplication.
Basic MLM Training
To learn more advance things, one must first master the basic. In network marketing, the most basic network marketing training that a network marketer could get are the ones given to new members by the network marketing company. A crucial aspect of these basic MLM training are the technicalities that revolve around the company’s products.
If you’re network marketing company that primarily deals health supplements, through these basic network marketing training you can learn about the roster of products that your company offers, what’s inside or the ingredients of the company’s products, and what are the advantages and benefits of using those products.
The technical knowledge that you’ll learn in the basic MLM training programs will be the foundation in which you will build your network marketing strategy on (which you will also learn through more advanced network marketing training). For example, you learned that one the supplements that your company offers contain this kind of revolutionary ingredient that is exclusively used by your company. With that kind of knowledge, you can now use that as a central theme for your marketing plan.
On the flip side, if the company you joined does not offer these kind of free MLM training programs, you may have joined an un-supporting company that will only care about their bottom line profit.
Advanced MLM Training
After these basic network marketing training programs containing the technicalities and other stuff, and as dictated to the “when” portion of this guide, it’s now time for the more advanced MLM training.
The advanced network marketing training will contain advanced topics on the MLM sales process (prospecting, presenting, follow-up, and ironically, training), coping up with rejection, and motivating yourself.
- If you want to teach the MLM sales process to new members in your team, the easiest plan-of-action that you can do is to let the newcomers read the contents of this website (including this guide) and have a brainstorming session afterward on the things learned by reading the guides of MLM Jetpack.
The next two parts may be confusing because it’s like trainingception (remember the film Inception?). What you’re going to see is the gist of an MLM training session tackling rejections and motivation inside this network marketing training guide. These gist of MLM training sessions will be two-pronged. First, it will target you so you’ll know more about how to cope with rejections and pump yourself up with motivation. Secondly, after reading it, you can then share to your new recruits what you learned so that they’ll have the upper hand versus the other teams in your company.
- Coping up with rejections may be the hardest to learn for some in the network marketing industry. I, myself had a pretty rough time understanding the word “coping up with rejections.” Expand [+]
Rejections are pretty much common in the network marketing industry. You will know that you’re successful in the trade if you have taken at least a thousand no’s in your career.
For example, this is your first attempt into recruiting someone to your business opportunity. If you came close to closing a new dealer and the prospect said no, your natural reaction would be frustration, right? You worked your ass off to close this new sale and right at the end he said no. I’m pretty sure I was frustrated when that happened to me.
What you need to do is not to take this “no” personally because they’re saying no to the business, to the opportunity of financial and time freedom, and not to you. If the prospect says no, move on to the next prospect because a simple “no” should not hinder you to achieve what you want to achieve in network marketing.
Additionally, when facing rejection, you must not be easily discouraged. When I was a kid, and I first rode a bicycle without trainer wheels, I was scared because I don’t know if I will crash or not. But, alas, I crashed, and I had my first major accident on a bicycle in which I had a wound I took care for a whole week. After that, I was having second thoughts if I will ride bicycles again. I was scared of crashing again, but the thrill of riding a bicycle overruled that fear. So, continued riding bikes, got the hang of it, and it feels like a natural skill for me now.
Network marketing is like that. There is what we call the learning curve. Not all things can be mastered in a day, you will need a couple of days and sometimes months for you to master the art and skill or recruiting someone. But don’t get discouraged and give up, be patient and remember quitters never win and winners never quit!
- Self-motivation is also one of the most sought after network marketing training topics in network marketing because with a demotivated team, sales will plunge down and it will spread to other team members like a disease. Expand [+]
Let’s face it. There are some days where we feel pumped up on doing the business, and there are also days where we feel lazy and just want to watch TV or fiddle with Facebook all day. I, myself, had my fair share of those kinds of days.
The days where you feel lazy are also the days where you are demotivated (or also disinterested). This kind of demotivation is natural and chronic and can be caused when your focus is shifted to something else like your classes and work.
Contrary to a lot of network marketers say, success in network marketing can only be achieved if you give your 100% undivided attention to it. The word “success” here is interpreted as the achievement of at least a million in the business.
Sure, you can earn by doing the business part-time but what you’re going to earn from treating network marketing part-time will be just like pennies compared when you do it full-time.
Treat network marketing like how entrepreneurs treat their businesses – like their lives depended on it. Well, it’s completely true because entrepreneurs do tend to put a lot of resources into their businesses so if they failed, it’s like losing their whole lives.
But don’t make the jump right away on becoming full-time in the business because if you jumped ship quickly, you might not have another ship to turn back to. For example, if you’re an employee, gradually shift your attention and career from employment to network marketing when you feel that you already built a solid foundation for your network.
Remember that network marketing is not a one-time investment, you also need to invest regularly in marketing materials and strategies to grow it. So, you need a reliable source of income until you feel that your network’s foundation is stable.
If you’re already a full-time network marketer, and you’re still feel demotivated, don’t worry. Because like what I said, demotivation can be chronic. Demotivation can be caused by the uneasy feeling of not being productive.
To be and feel productive, you must have set goals for the day. These goals can be just a tiny tidbit like calling two of your team members to catch up on them or following a prospect up through e-mail.
Tiny tidbits of goals are easier to achieve rather than a barrel full of them. For example, your goal for tomorrow is to call your prospect list of 500 people. Come tomorrow when you look at the post-it note containing your goal and imagine how hard it is to call 500 people, you’ll just end up procrastinating and worse, not completing your goal for the day.
The thought of achieving a goal no matter how big or small can have a huge impact on tomorrow’s productivity. So if you achieve your tidbit of a goal for today, tomorrow you’ll most likely do the same, and the next day, and the next day. You get the point – it’s a domino effect. Additionally, compound those small day goals and you’ll realize how big you accomplished for a week, what more if you look at it in a month’s perspective.
Demotivation can also arise from rejections. After being rejected so many times, you may feel that network marketing is not right for you and you’re thinking just to quit and get a life. If you’re feeling that way, I have the thing just for you – a dream board.
A dream board is a cork board where photos of your dreams are pinned on it. Your “dreams” can be your dream car, dream house, dream vacation, and even your dream wedding.
This cork board can be preferably placed right beside your bed so that when you wake up, you will instantly remember what your dreams are. Subsequently, you can also take a look at your dream board when you’re feeling down after a rejection so that you’ll remember why you joined your network marketing company in the first place.
Always think that failure is unavoidable because failure is a natural part of life and part of running any successful business. What you need to do is to treat failures as stepping stones so that the next time out, you will be better than you were before.
As a basketball fan, I always admire what he said regarding failure: “I have missed more than 9,000 shots in my career. I have lost almost 300 games. On 26 occasions I have been entrusted the game winning shot, and I missed. I have failed over and over again in my life. And that is why I succeed.” Classic.
Most advance MLM training sessions are often one-on-one or with a small group. But there is a type of advance and informal network marketing training session called centering.
A centering is the weekly congregation of all team members in your group. The goal of this congregation is to recharge primarily the batteries of team members so they can be motivated again to do the business.
An example activity done in a centering session to help boost the team’s motivation is the sharing of dream boards. In this activity, each team member will take center stage to share their dream boards with everyone. For this, of course, everyone needs to bring their dream boards in the session.
Aside from the main goal of motivation, centering sessions can also contain a question and answer portions where more experienced team members answer questions from the neophytes.
These centering sessions can be performed at any spacious location where the whole team can fit, preferably inside your company’s office.
I remembered when I was in my second network marketing company where centering sessions became prominent. As I religiously attended these sessions, I became more motivated and knowledgeable each time I went home from the event. We held these sessions each Monday, the start of the business week.
We usually held our centering session at a restaurant that sold delicious quesadillas. The inside of the restaurant was small so we occupied the outside seats. In each centering session, there are at least twenty people from our team attending.
Each centering session was so fun. In school, for me, learning is tedious, and I was choosing between fun or the other. But in our centering sessions, I was having fun while I’m learning; I shared laughs with other team members while learning from them also.
The best part of our centering session was the one after it. Core leaders of the team bond together in a bar. I know I had classes the next day, but the opportunity to share a beer with several top earners of my company was irresistible. This just goes to show that these centering sessions can have an everlasting impact on the relationship of team members and fulfill the network marketing mantra of being a “relationship-based business”.
The Crane Method
Since you followed this series for so long, I’m giving you a bonus – an exclusive MLM training program formulated by the leaders of our team. This network marketing training session will guarantee to program new team members for success by limiting them on what they can do. I know, it sounds contrary but when you understand the logic behind this MLM training program, you may say to yourself “why haven’t I learned this earlier?”
This network marketing training program is called the crane method. Ever wondered how tower cranes get taller? The tower of the tower crane is divided into sections. For a tower crane to grow, they lift themselves up and add another section via a thingamajig called climbing frame. We’ll apply the same concept that tower cranes use to get taller on how to a network marketing business.
First and foremost, the crane method will limit what new members could do once they join. Each member will have a specific goal to achieve before they move to the next level. These goals will be net earnings. Consecutively, the scenarios below will depict the fact that the sponsor underwent and completed the crane method training program.
The principle behind this is for new members to focus almost all of their attention to the basic fundamental of prospecting first. The problem with new network marketers is that they try to master all the phases of the MLM sales process without taking it step-by-step.
The first level of crane method is $200 (around Php 10,000) in accumulated earnings. In this level, the new member is asked just to prospect and set appointments with confirmed prospects day and night. Additionally, the first level aims to commit the new member on building his passive prospecting strategies like a blog and a website. For the business presentation part, the sponsor or any senior member of the team will perform that function.
After the presentation and if follow-up is needed, the new member will take charge and do the task of following-up with guidance coming from the sponsor or any senior team member. If the new member earns his first $200, he can now move on to the next level – $400 (around Php 20,000).
On the second level, the not-so-new-member-now is limited on doing the first to the third step of the network marketing sales process: prospecting, presenting, and follow-up. By the time he earned $400 and completed the first step, he must now have learned the art of presenting from watching his sponsor or any senior member do it.
On the second level, it is expected that there is now a solid upward trend in the sales of the not-so-new-member, so ultimately, he’s set to hit the $1,000 (50,000) mark sooner or later.
The sponsor or any senior member of the team is in charge of the MLM training of the whole team, including new team members until the not-so-new member hits the $1,000 mark. By the time he hits $1,000, he’s already called a senior member, and he can now train his new members and also the new members of his members.
The first $1,000 can be a sigh of relief because the MLM sales process will be easier to perform since you have proof that you earned something out of the network marketing system.
The final level of the crane method is when the now senior member achieves his first $2,000 (Php 100,000) in the company. During this time, the senior member is expected to have his own “duplicates” in his network. The reward for reaching $2,000 is the entitlement to have the member erect his sub-team.
Sub-teams are smaller teams inside a bigger team. For example, there is a team called Team Big founded by a pioneer member of the company. Inside Team Big, there are a couple of Team Smalls founded by senior members who achieved the $2,000 mile.
Having small team inside a bigger team can promote friendly competitiveness with other small teams. Aside from that, members of a small team will exhibit camaraderie since relations are closely knit in small organizations. Small teams will also benefit the founding member since he’s now leading a team, he’ll most likely improve his leadership and management skills.
As a takeaway, I would like to address something about leadership. Leadership is an important factor for success in MLM because good leadership can be the differentiator between 50 team sales a day and three team sales a day. Without looking at a dictionary and based from my own personal meaning, leadership is something that comes naturally. Everyone has the innate skill of leadership.
When I started network marketing, and even now, I’m an introvert and I didn’t think one second that I could lead a team successfully. But once I progressed through the business, I was surprised that leadership came out naturally.
Leadership in network marketing is about micromanaging your team and getting to know them in a personal level. Additionally, the best type of leadership you can give your members is by training them.
By the time you read this part, you’ve now completed MLM Jetpack’s guide on the MLM sales process and I would like to personally greet you congratulations!