How to Get ‘Good’ at Network Marketing (and what to get good at FIRST)

Today I want to talk about how to get good at this business, network marketing, and what to get good at first.

When I’m training people and I’m trying to help them with questions, objections and conversations that are part of the selling process or the recruiting process.  They might say something like,

‘Oh my gosh. You’re just so good. You’re just so good at that.’

They say it like it’s something that they can’t do.

You Need To Practice If You Want To Get Good At Something

The first thing you have to understand is to get good at anything you need to practice, you need to do it. That’s the way you get good at something.

It’s not like I was born with the ability to carry these kinds of conversations. It was developed over time. It was developed by experience and by going out and embarrassing myself, to tell you the truth. It was developed by having awkward conversations and observing.

Most of it is in your thinking. Most of it is because you’re thinking too much about the outcome of your conversation and not enough about the conversation itself. You’re thinking too much about what you’re going to say next versus what they are saying and how you can properly respond in a human-like form.

So, the first thing in how to get good is simply doing it and practicing, and observing what went wrong or what didn’t feel right.

Find out where your skills are in your business. If this is what you want to do, find out where your skills are lacking or what causes you to hang up and then don’t do that thing. Replace it with something else that works better.

Conversation Is The First Skill To Get Good At

The first skill that you need to get good at in your network marketing business is conversation. Not recruiting, selling or closing. The first skill is to get good at conversation.

For a lot of folks, they get into a business like this and they might be great conversationalists. Then all of a sudden all of their conversations get super weird because they’re thinking about,

‘How do I sell this person? How do I close this person? How do I convince this person to become a part of what I’m doing or to buy my product?’

Consequently, you’re getting weird in your conversation.

You need to get good at your conversation in context and relax.

Be The Director

The second thing to get good at is directing a conversation. What do I mean by that? Well imagine you’re having a conversation and you find that this is somebody who might be appropriate for you to prospect, recruit or offer a product to. Whatever the case is, you need to

get good at directing the conversation.

Here’s the thing. You will generate a lot more interest and curiosity from people if it’s all their idea to want to know more about what you do. How you do that is by asking appropriate questions that raise curiosity.

The whole idea is for you to steer the conversation by asking questions to gain information from that person because you’re genuinely interested. You have to be genuinely interested in the responses so you can have a normal conversation. People can feel that from you. If they feel that you’re just asking the questions just so you can answer something, they’ll know that you’re steering the conversation just for the sake of it.

Every successful, interesting, compelling person that you’ve had the best conversations with, whether or not they sold you or prospected you, were steering that conversation that in such a way that it becomes interesting to you.

The easiest way for you to do that is, not by you pitching, but by you asking questions like,

‘What do you like to do in your spare time? What do you do for work? How long have you lived here?’

Those kinds of things. You’re raising questions that can start a conversation, to find a point of mutual interest.

‘Why Do You Say That?’

Here’s a simple little question that I’ve talked about before about steering conversations and overcoming objections. That question is simply this,

‘Why do you say that?’

Get good at that one. You don’t want to sound like a broken record. You can’t say it a thousand times in conversation.

I say that all the time. Why? Because 90 percent of the time, the first thing that somebody says in response to a question or an objection they have is,

‘I don’t have time. That network marketing thing, that’s not for me. I’m not sure if I’d have the money to get started.’

A lot of people have got these canned little scripts of how to overcome a time objection or a money objection or whatever it is. That’s fine. It might even be an effective script or thing to say but it’s going to be way more effective if you know it’s applicable. It’s going to be way more effective if you know you’ve gotten to the root of the issue.

If somebody gives me some kind of pushback or question or concern, I totally get it, no problem. In saying this I’m disarming. I’m not trying to be controversial or conflicting or trying to push against them. No problem, I totally get it, but,

‘I’m curious. Why do you say that?’

Then let them expand on that concept.

The Only Way To Understand Someone Is To Talk To Them

Here’s a second point I want to address. I know some of you marketers out there, some of you turn key, sales funnel guys, are already throwing objections at me, but hang on a second. The only way you’re going to understand what’s going on in a person’s mind is by asking questions and being sincerely interested in the responses. The way to get good at that is by practicing.

It’s just that simple.

Conscious & Unconscious Competence

I’ve got years of caring conversations, of learning this stuff and building this kind of a business, being in business, being around people of all walks of life, being around people who are better than me at this, and being around people who are not. Now it’s natural.

It’s unconscious incompetence and conscious incompetence. Unconscious incompetence means you don’t know what you don’t know. Conscious incompetence is you know what you don’t know.

You become consciously competent to where you now know what to do but you have to concentrate on it to do it and to do it properly. Then you get to unconscious competence, where you don’t have to think about it. You do the right things and you can handle conversations. You can do the skill without even thinking about it. It’s a process to move through no matter what it is you want to learn how to do.

Practice, Practice, Practice

I just encourage you to practice. What happens with most network marketers is they spend all their time thinking about how weird situations are rather than just concentrating on the conversation. What I always tell my teammates is,

‘Look, before you even worry about trying to recruit people or sell people on what you’re doing, why don’t you just work on conversations? Why don’t you just set a target for getting involved in a certain number of conversations every day and seeing where those conversations can go?’

If they can get beyond talking about the weather and how crappy their job is or whatever, you can start talking about things that people are really interested in, finding out what those things are and carrying a conversation about that, you’ll be set apart from the vast majority of people and you’ll attract people to you.

Get Good At Conversations

You won’t have to try as hard to recruit and to sell if you get good at having people like you. It’s pretty simple. Again, don’t be emotionally attached to the outcomes of those conversations. It’s not you being in a popularity contest of having everybody like you. That’s not what I’m saying. But you need to get good at being a little bit relatable if you want to be able to be successful in sales, prospecting and recruiting.

What About Those Warm Leads?

There was something I wanted to get to, the marketing part of this. Some of you who are really focused on marketing and sales funnels and all that kind of stuff, are probably saying,

‘Well, Jay, you’re talking about on the street, cold market, old school prospecting and recruiting. I don’t have to do that. I just get leads coming to me that are already warm. They just sign up in my business so they become customers.’

My question to you is, how often does that actually happen? That you’ve never spoken to somebody, that they’ve gone through one of your sales funnels and you’ve gotten recruited into a network marketing opportunity?

I’m not saying that you sold them a product. I’m saying that you recruited them into a network marketing opportunity. This is what we’re talking about here.

How often does that actually happen where you haven’t even spoken to the person? How much performance do they actually do? How much do they actually do with the opportunity? Or are you just signing people up?

A Conversation Will Happen At Some Point

If you actually want to build a team and you want to have people engaged that are starting to get results, that are actually moving on, so that you have a culture of community and success, you’re going to have the conversation at some point.

I’m all for having processes to get people coming to you who are already warmed up to you, that want to talk to you, that want to learn more about what you’re doing. But at some point, there’s going to be a conversation.

If your funnels are so great that you’re able to recruit people without ever talking to them, well, that’s wonderful. If you really want to build some synergy and some momentum, and not just have a revolving door business that people get in, don’t get any results and leave, at some point there’s going to be a conversation. That’s my first point.

My second point is, I don’t know anybody who is good at writing copy, building sales funnels, producing sales videos, and who is not good at conversation and understanding how people think.

All of those skills of conversation go into marketing. They feed each other. They’re both good things.

You Can’t Control The Results, Only Your Activity

Again, I go back to my original point. The number one first skill to get good at is creating conversations and being sincerely interested in what those people have to say, without being emotionally attached to the outcome of that conversation.

Whether they don’t like, or aren’t interested in your opportunity, you can’t control the results. The only thing you can control is your activity. By you doing the activity and proving your skills, you can influence the results. You can up your results but you ultimately can’t control them. If you’re emotionally attached and thinking, ‘this was a successful conversation, this was a failed conversation’, based upon whether or not they became a customer or a recruit, you’re missing the point. It’s not black and white.

Positive Seeds

A good conversation is whether they get involved with you or not, it’s is based on how you and that other person felt when that conversation was over. Did that person feel better about themselves, about their life, about everything, after they left the conversation? If they felt better or maybe they were even challenged in a positive way, whatever the case is, that’s great. If you had a conversation, you prospected somebody or you made an offer for a product and they weren’t interested, that person still walked away feeling good about you, even if they didn’t buy.

I’m not of the philosophy that if you make a sales conversation or a recruiting conversation and that person decides not to join you, that it’s hell, fire and brimstone. When I say not being emotionally attached to the outcome, I don’t mean that it gives you a license to be a jerk because you’ll gain a reputation of being a jerk.

If you plant a lot of positive seeds, you never know where that’s going to turn around.

The above post was extracted from this LIVE session:

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About the Author Jason

Jason is a 3rd generation network marketer and founder of Network Marketing Accelerator. He and his family are collaboratively responsible for generating a multiple 7-figure income in their network marketing businesses. A coach and mentor to hundreds of successful business owners across multiple verticals, Jason is also a co-founder of OuterBox Solutions, a premier eCommerce Web Design firm.