In Network Marketing, your warm market is your most important source of business partners, customers and referrals. However, many people end up straining friendships or even losing relationships because they tried too hard to sell to a friend. Get some expert advice on how to maintain friendships and maximize your warm market, without it getting awkward.
Your warm market is both a gold mine and a mine field. Talking to people you know about your business can accelerate your success and be a source of endless referrals - and it can also be a source of stress, strained relationships, and awkwardness. Before giving up on your business or your friendships, read this article about how to use your warm market effectively without losing friends.
In college, I worked for myself, doing home presentations to sell a product. I was encouraged to start with my warm market, so I sat down with everyone I could think of to give my presentation. I had a great start to my business, and made a lot of sales, but after doing the presentation, it seemed like I lost part of the friendship I had with my customers, and all we could talk about was the products. It was especially awkward with people who did not buy. They felt guilty rejecting me and I was stung by their rejection.
I have since learned to manage the balancing act of maintaining relationships while using the warm market to its fullest potential in my network marketing business. This article is meant to help you have the confidence to talk to your "warm market" about your business without losing friends or acting like a salesperson.
Let's start from the beginning with the initial conversation, then we'll talk about what to say when you have their undivided attention. Next, we'll talk about closing, follow-up and how to go back to a normal relationship with your friend/prospect after presenting your business.
Your initial conversation should be just an invitation to spend some time with them. Your goal is just to get an appointment, not to sell your business. Too many people try to sell their friends on the business with this first conversation, and that is a mistake. Simply ask to take your friend out for breakfast or lunch. Dinner is too formal (and can be expensive) but a lunch or breakfast date is relaxed and casual. Here is a sample:
"Hi Susan, how are you? Great, I'm doing well, thanks. Hey, I've been meaning to catch up with you lately, how about we have lunch or breakfast some time this week."
If you can, slip a sincere complement into the invitation, which can also let them know you'll be talking to them about your business. Since you know this person, you can give them an authentic complement as an invitation. For example:
"Hey Susan, I was just thinking about you the other day. I recently came across a company that makes green and non-toxic cleaning products, and I know how much you care about the environment. I'd love to share this with you, how about we have breakfast some time?"
Who could say no to that? Not Susan. She'll be flattered that I though of her, and interested in hearing more.
TIP: If she asks a question for more specifics, just let her know that you can tell her more about it and give her some visuals when you meet. That way, you won't have to sell it on the phone, and you won't surprise her when you start talking about it at breakfast - you can even wait until she asks you.
The second phase is when you are at the meal, introducing your product or network marketing business. It is so easy to get caught up with wanting your friend's approval, wanting them to be a business partner, or just wanting to make a sale. Resist these urges, and focus on sharing your business authentically, and asking lots of questions. You know your friend's likes and dislikes, so incorporate those into the conversation.
Tell your personal story and allow your enthusiasm to show. Make it more about you sharing something you are passionate about than trying to convince someone that they should love your network marketing business.
Here are some suggested phrases to help you get started on your own personalized script:
"I'm really excited to be doing this because I've always wanted to be my own boss."
"The most exciting part to me is the financial freedom we could have in the future."
"You are an important person in my life, and I wanted to share this with you."
"I don't expect you to be as excited about this as I am, but it's worth taking a look at."
When closing your meeting, you should have a good idea of where your friend stands. If she or he is excited and asking more questions, set a follow-up appointment to talk about specifics. However, if they are lukewarm or disinterested, tread carefully. Your urge will be to try and sell it, and that's where relationships can get awkward. The best thing to do is acknowledge that it's not for everyone and that you will never pressure them.
Close the conversation with personal chat - steer the conversation away from business, and go back to your regular friendship. The way you end the conversation will stick in her or his mind, so end it on a fun, friendly tone, especially if they are disinterested in your business.
But don't give up! Over time, they will ask you how the business is going, and those are golden opportunities to share how great it is, how much you love the products, etc. When friends visit the house, you can show them your work area and have the products out for them to see. Since this business is part of your life, share it with them in a passive, non-confrontational way. It never hurts to give subtle reminders about your business to friends and family - it may take time for them to warm up to the idea of you being in network marketing.
Most importantly, maintain your good relationships and never allow your desire for a sale, a referral, or approval come between you and your friends. Ask for their moral support and friendship, even if they do not become partners or customers. Good friends will support you and be interested in your life naturally, so don't force it.
Do Good, and Be Well,
Colin J. Turner
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