5 Step Network Marketing Guide

Power of Persuasion The 5 Step Guide to Network Marketing Success

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Chapter 3

Using The 5 Step Process for Network Marketing Success

If you are determined to grow your Network Marketing business
you need to learn about the smart ways to apply NLP into your
marketing campaign. Strategic planning, helpful research, expert
advice and even coaching can really boost your NLP and sales
expertise.

What constitutes effective Network Marketing?

The answer is a three letter word: NLP. Everyone understands the
importance of social interaction and gathering contacts. However,
not everyone knows how to do this effectively in order to turn
prospects into customers.

NLP or Neuro-linguistic Programming ensures all Network
Marketing strategies get positive and productive results. By using
the NLP techniques and tactics in generating leads you can count
on a significant increase in actual sales results. To personally test
this business forecast you may try your own marketing campaign
and incorporate the corresponding NLP techniques.

A True Story of Network Marketing Success

Anyone who has started a business has to expect only one of two
probable outcomes, success or failure. Success is not just
measured by the revenue or income generated but is also based
on how much an individual has profited in terms of knowledge,
skills, connection and opportunities.

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Failure, too, is not measured by the revenue or income generated;
one may have made significant financial profit, but has not grown
in anyway thus giving up too easily. You can decide on whether
you are determined enough to succeed or walk away without
trying, failing in every sense.

Take my example, for many years I had been in MLM and tried
every possible means to get ahead. We had all sorts of marketing
campaigns and ways to get our product out and increase our data
base of distributors. But when I couldn’t attain the success I
wanted I would blame the company, the product or the
compensation plan.

It wasn’t until I started to look within that I saw that the real issue
was me! I had not grown mentally and personally to handle and
acquire the wealth that I desired. And it was with this realisation
that led me to start researching and finding ways that to improve
myself as well as my MLM business.

That is when I came across NLP and began to utilise it not only in
my personal growth but also in my business. I became fluent and
familiar with the 5 step process and began to practice it on my
potential prospects. I began to teach it to my team in conjunction
with the system we were using. And needless to say our business
started booming and we reached the levels we desired.

Today, I have my own team and have developed training systems
for MLM companies, coach clients on how to build a successful
MLM using NLP and run seminars.

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Let us now talk about very important things to consider
before you start your Network Marketing business:

1. Make sure that the company, products and services you
represent are legitimate, legal and have been proven to sell and
make other people profitable. It is indeed a bold move if you
should start something new.

2. Set your expectations properly. Be realistic and fully prepared
for your chosen endeavour. You have to carefully plan your
finances, timelines, personal preparation and agenda for the
months to come. Whatever the outcome is, you must have correct
expectations and a complete strategic plan to make it work. Many
people fail in MLM as they don’t have a business plan. So, get
serious and plan your business.

3. Put on your game face and be emotionally ready. When you
enter into the Multi-Level Marketing business, you need to
understand that people have consumer preferences and so you
must be prepared to answer questions and scrutiny.

People you plan to recruit or sign up will also be asking you a
great deal of questions about your company so make sure you are
ready to answer them, highlighting the best of the company you
represent and the privileges it has to offer.

4. Assess your status and logistics. Aim high, but not too high that
it’s impossible to achieve your goals. Analyze what you can and
cannot do, and focus on the things you can accomplish.



5. Research, research, research. Get online and find out
everything you can about your company, the trends, the market,
NLP and today’s marketing strategies. Do not rely too much on
your team or the demand of your products. Your success depends
on you so get the knowledge and the skills you need.

How to Incorporate the 5 Step Process into Network
Marketing?

Hopefully, after reading chapter 2, you have a clear idea of how
the five step sales process works. So we’ll take that step further,
focus on the process one step at a time and give tips and
suggestions to make the best use of each.

1. Building Rapport

The first step towards building a relationship is to establish
harmony and connection with the other party. Rapport is often
neglected and others even find it a waste of time. That should not
be the case when you are trying to create a solid network.

How to build rapport:

 Have a friendly approach and be courteous at all
times. Be polite, careful in choosing your words and
smile when you greet your prospects.

 Make your prospect feel comfortable and at ease.
It’s important to create a friendly and comfortable
atmosphere for you and your prospect so that you
two can communicate effectively. If you are to set

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up the meeting place, choose a convenient and
conducive place for you and your prospect to talk.
Dress professionally, but not too formally, and make
your prospect feel that they have dressed
appropriately for the meeting.

 Remember that it is not about you and it’s all about
your prospect. Listen attentively, be empathetic and
patient.

 When it is your time to speak and share your views,
or casually engage in a conversation, speak
confidently and avoid fidgeting. Practice your
delivery, do not be overly assertive and be sensitive
towards your prospects.

 Don’t rush your prospect or oblige them to listen to
you. Instead make your meeting an exchange of
views. Also be mindful of your prospect’s attention
span and time.

 Don’t jump the gun when it comes to talking about
business. Getting into the sales pitch mode too soon
could backfire on you.

 Matching and Mirroring the actions and body
language of your client can also help you build a
great rapport with them. Take note of the manner
in which they speak, their body language and
general behavior and try to respond to them in the



same way. For example, if your prospect talks
slowly, keep your pace of speech slow as well.
Similarly if you are interacting with someone who
seems under-confident and avoids maintaining eye
contact, it would be best not to show off your
confidence. A courteous, soft spoken approach
would give you better results.

You can start practicing your rapport-building skills by
applying these simple tips whenever you are meeting with
a prospect. If you are meeting someone for the first time,
let’s say a working mum, and your objective is to sign her
up, start with a friendly and warm greeting.

Remember to personalize your greeting and use the most
appropriate approach according to your prospect’s
background. Ask your prospect, the working mum, how
she is, how her kids are and sincerely tell her you
appreciate her time, thank her for her effort.

Make her feel comfortable by starting a light conversation
she can relate with. Since you’re trying to close a deal
with your prospect, you can insert topics that have a
connection with motherhood or even talk about her work
and how she manages her time.

When it’s time to introduce your company or your
network unit, be sure to say it in a way that she can still
engage in the topic and relate to it with her personal
experiences. Be attentive, make sure you pay attention,

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and do your best not to lose hers. Observe your prospect
and call upon her attention by keeping her interested in
the topic and addressing her by her name.

By establishing a connection with your prospects, you
succeed in executing the first goal of the 5 Step Process
and you gain their trust and confidence. In order to do
this you must be friendly, charismatic, attentive and
interested.

2. Asking Questions

The best way to learn is to ask questions. When you
successfully build a connection with your prospects, you
can ask questions about them with the aim to find out
what they need. So be curious and always ask your
potential prospects about anything that will help you in
effectively selling your products or signing them up.

How to inquire effectively and what are the right
questions to ask:

 Ask questions relevant to your prospect’s personal
and professional background without sounding too
intrusive. The best way to do this is to link your
questions to a casual observation. So, for instance,
if you want to find out about the personal spending
habits of your prospect, you can make a casual
observation like, “I love how you’ve done up your
home, it’s very classy, looks like you favor those



…(insert the name of an up market shopping street
or mall here) stores.

 Ask the questions that will help you find out what
your prospect needs, what kind of products you can
offer and how you can sell or get your prospect to
sign up. Ask whether they have tried any of your
products or similar items. Find out what they prefer
in your product category and what else they need to
improve on any aspect, personal or professional.

 Engage your prospects and be sure to ask questions
that will get them to participate and stay interested
in the conversation. Make it a point to tap into your
prospect’s past experiences, current status, relevant
news or subject matter. And always ask them in a
manner that shows you are interested in what they
have to say.

 While in a meeting, you’ll know it’s time to start
asking questions when your prospect begins to
open up and volunteer information. Say you’re
meeting with a bachelor and a professional and you
want to know how you can sell him your product
package and get him to join your network despite
his busy schedule. You can ask subtly about his line
of work, tapping into his workload and his schedule.

 You also need to ask questions directly and
indirectly, depending on the level of comfort

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between you and your prospect, about his product
preferences and spending behavior. Finding out
what your prospect can and cannot afford is key to
offering the right type of product or membership. It
is best to research on the background of your
prospects prior to setting up meetings.

 You will notice that conversations usually follow a
see-saw pattern where you have to give a little first
to get a little. So, a good way of getting people to
open up is to share a bit of personal information
related to the subject you want them to talk about.

When you have some information it will be useful to ask
further about certain aspects like their job, their marital
status, and casually lead them into talking about their
professional and financial status. You can also try to find out
what products you have or similar items that they may find
useful and affordable.

Identify a Need

Remember that you are in the business of creating a
network, and selling and providing good customer service.
You are therefore a vessel of service, providing solutions to
help your prospects. You can sell or convince anyone to sign
up by appealing to their personal needs and benefits. It is
imperative to ask questions and in the process discover what
your prospect needs in relation to the products and services
you offer.



How to identify your prospect’s needs:

 You don’t need your prospect to spell out all their
needs for you. Paying attention to their environment
and body language can reveal a lot as well. For
instance, if you notice that your prospect is fidgety
and nervous, you can gauge that he/she needs
products that can help them boost their self-
confidence levels. Similarly, a spick and span house
will tell you that your prospect is very particular
about hygiene, cleanliness and organization and will
have a need for products that can help her maintain
or up her standards.

 Listen to your prospects while they tell you trivial
stuff and stories, these will give you a clue of the
things they find important. When you succeed in
building a rapport you can get your prospects to
open up to you by telling them some stories of your
own, in turn making them feel comfortable to share
some revealing stories about their personal and
professional life.

 Find out what their challenges and problems are.
Subtle questioning techniques and exchanging
stories can reveal a lot.

 Keep your ears open and stay alert so that you can
catch on conversational threads and build on them.
For example, let’s say you represent an MLM

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company that’s in the business of selling books and
in the course of your conversation your prospect
reveals how she has a hard time getting any peace
in the house as her children refuse to sit in one
place for long. Now this thread may not be directly
related to your business, but it is definitely a need
that your books can fulfill, provided you build on the
thread smartly and create direct need for books to
help keep her children interested in sitting on one
place.

Give enough time for your prospect to open up and tell you
important information that would be useful for your goal to
sell or sign them up. For instance, in the middle of your
meeting, a stay-at-home mum tells you that she has been
having financial difficulties for some reason like property
acquisition or personal and family expenses.

You have now identified the need for extra income and
additional financial source. You can now formulate how you
can help her and also benefit from signing her up.
Identifying the need is crucial and will lead to the next step.

3. Linking The Need To Your Products

By identifying the needs of your prospects you can easily link
them with the products and services you offer. If they have
financial difficulties you can convince them to sign up with
you and get extra income by networking like the example we
discussed in the previous step.



How to effectively link your prospect’s need to your
products or Network Company:

 Remember that there is a solution to every problem.
It’s important that you are well aware of the all the
benefits and potential of your business, your
network unit or your products.

 You can always identify a certain need but
remember that it won’t always be related to your
business. For example, a prospect may not need the
jewelry you are marketing but may reveal during
the course of the conversation that they have just
invested in a new house and are therefore facing a
cash crunch. Now this need may not be connected
to jewelry but definitely points to a need for extra
income that your network marketing opportunity
can provide.

 The mark of a good sales person and network
builder is creating a need and a high demand for
each and every product or service. So, if someone
says they don’t need to buy new jewelry, check with
them if they need a jewelry box or maintenance kit.
You can in fact also create the need for gifts by
suggesting how your pieces can be the perfect
solution for their gifting needs.

For example, with the stay-at-home mum, since you have
identified her need for extra income you can offer a solution

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to her problem. Give her the idea to join your network and
establish her own business. Highlight the best reasons for
buying your products or registering, and emphasize how it
will be beneficial for her if she should purchase and resell
your products or sign up with you.

5. Closing

This is the last of the 5 Step Process and is as important as
any of them. In fact in sales or transactions, the Closing is
the stage to determine whether you have succeeded. Never
walk away feeling defeated. Tell yourself that you can’t take
no for an answer. The NLP techniques are best tested in
persuading people, so practice them and make sure you aim
for the majority of your transaction closing to have a positive
outcome.

How to close like a Pro:

 The outcome of every meeting should always be
positive whether you have sold your product in the
same meeting or not. You should gain a business or a
personal friend. Always aim for a Win-Win situation
and closure.

 You can be direct in your approach in wrapping up the
transaction. If you use the direct approach, you display
confidence and expertise; you also lead them into
matching your tone and enthusiasm, which makes for
an effective closing tactic.



 You can be subtle but suave by concentrating on
convincing your prospect in your closing approach. If
you instead choose the subtle emotional approach over
the direct approach, you need to observe your
prospect’s behavioral pattern and be able to tell their
soft spot. The most common of all emotional spots in
customers is emphasizing your connection and the
trust they have in you. Make them feel that you’re a
friend, that they can trust you and you are there to
help.

 Make your prospects feel that they are triumphant and
have so much to gain from your transaction.
Congratulate them and set their expectations of
gaining more profit by investing in your company.
Promotional tactics like making the customers feel you
have given them so much and that they have all the
advantages, is also another effective closing tactic.

A perfect example is a scenario wherein you are about to
end your meeting with an interested individual but who is
still reluctant because of financial issues. You need to
emphasize that your prospect is making a smart
investment and not spending senselessly. When you
make your prospect feel good about signing up or buying,
you both walk away winners and fulfilled.

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5 Step Network Marketing Guide

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