Managing Brands Over Time
The markets in which companies operate are highly dynamic in nature. There is constant evolution in products, introduction of new technology, government rules, regulatory framework, consumer taste and preference. Between all this, companies have to devise marketing communication and branding programs, which look forward to maintaining consumer based brand equity. For example, consumer promotion activity […]
The Ethics of Surge Pricing and other Profit Driven Business Strategies by Aggregators
Most of us who live in urban areas and have used the app-based ride-hailing cabs such as Ola and Uber would have come across the term Surge Pricing wherein the riders are asked to shell out more money and pay more for the rides during heavy rains, floods, terror strikes, and other emergencies. The reasoning […]
International Retailing – Features and Challenges
International Retailing and branding has been one of the sectors that is seeing exponential growth. With increase in standard of living and disposable income, people in developing countries are getting exposed to international brands. Rise of internet and multi-media has further provided impetus to the dream of people to aspire for branded consumer goods. Along […]
Different Types of Sales Professionals/People
A sales professional in a workplace is responsible for meeting the sales targets of the organization and maintaining relationship with the existing and potential clients. He plays a central role in generating revenues for the organization. Following are the types of sales people in organizations: The Diplomat As the name suggests, a diplomat is one […]
The Bhopal Disaster and its Aftermath as a Case Study in Misapplication of CSR
The previous articles in this module have discussed how Corporate Social Responsibility (CSR) as a business imperative is no longer a luxury and instead, it has become a necessity. We have also discussed how companies can no longer afford to pay lip service to CSR and the time has come to take the concept seriously. […]
One of the best things about Network marketing or Multi Level Marketing is that there are no entry barriers for you to join the network and take on the business of selling.
Age, your qualifications or background does not figure in the MLM schemes. Therefore whether one is a qualified sales and marketing person or not, it really doesn’t matter. But then what is important is that you should have an attitude to meeting people, building relationships and learning to communicate with people without any bias.
Once you sign up with the Company and become a distributor you will be provided with detailed training by the Company on how to plan, prospect and sell the products as well as recruit distributors to your network as well as the product information etc. In addition to training by the Company and by your sponsor distributor, you will also be provided with lot of marketing information, brochures, leaflets and other advertising materials too along with the starter kit.
Besides you will receive a lot of books, videos and audio tapes that are designed to take you through the Network selling process and to train and guide you through the same.
As a part of the pre sales process you would have drawn up a list of prospects from your contact list and qualified the prospects as per your understanding. Thus you will shortlist the prospects and plan on addressing them.
Once you have the prospects list on hand, your next step of inviting them and explaining the concept of MLM network and the business begins. You have been provided with the starter kit as well as marketing materials including audio visuals and leaflets as well as other printed materials to help you with the selling process.
Using all these tools and the training you have received you will first present the concept to your prospects and get them to identify their needs, look at the MLM network as a solution to help them reach their goals and needs through additional income and go about explaining the process of how to join the network, sell the products and recruit further distributors to join the network and earn additional income.
To be able to explain the concept to the people you have got to prepare quite a bit. First and foremost you will need to prepare the right environment and ambience to ensure that the prospects are relaxed, comfortable and in the right frame of mind to listen to you. There are several ways that you can choose to invite and meet with people and make your presentation on the MLM proposal.
From amongst your list of prospects you can choose the people who are personally known to you and are likely to prefer meeting you one on one and choose to have a Face to Face meeting with them at a place of their choice.
Depending upon the circumstance and the kind of person you can choose to explain the business proposal in short or in detail. In this situation you approach and communication plays an important role where in you will need to identify his need, get him to understand your business proposal, getting the prospect to see that your business proposal can help fulfill his need and get him to be interested in your business presentation.
If you are calling on friends or couples who have expressed a need or desire to get to know your business proposal or if you are calling on couples to introduce this proposal you might want to make a house call over the weekend or during late evenings when the couple are likely to be free at home, so that they are not away from the family.
Introducing your business proposal and making business presentation can be easier when you make it at the prospects home for he or she is likely to be quite relaxed and moreover the spouse and other family members are likely to be interested in listening to you as well and thus encourage the prospect to take up the business proposal.
When you are meeting the members of your club or association or are meeting a number of employees in an office or your colleagues etc you might choose to have an open meeting at a common venue in the office where all those who are interested can attend and listen to your presentation.
Essentially the presentation and the tools will be the same but you will be making a presentation to the entire team at once and not individually.
The audience will definitely be asking questions on how things work and what is there in it for them. Those who are convinced and who think it helps them or that they can do this will explore the opportunity further with you. Such people can always be contacted later for a one on one meeting.
On occasions you might have a distributor’s conference or a sales conference that is being held in your city, in which case you can invite the serious prospects who are interested in your proposal to attend the conference with you. They will get to meet the presenters and get to see the other distributors who are a part of the network besides getting to understand all about the Company, Product and the scheme.
The impact of such mega invent is likely to be much better than what you can expect from a personal meeting or a open house meeting. Needless to say that you will still need to spend time to build the prospect and conclude the business with attention and focus.
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Finding and Keeping Customers in Multi Level Marketing (MLM)
February 12, 2025
