I would like to share with you a powerful and very flexible communication tool that can be used in a variety of situations to help you build your MLM and network marketing business. It’s called Personal Introduction.
When people ask you, “What do you do?” – How do you normally respond? Do you respond with the title of your job description? For example, I’m a nurse, I’m an office manager, I sell health products, I work with a nutritional marketing company, I’m in the health and wellness industry, or whatever I do? What does this mean for the person who asked you? Little. It says very little about you!
You also run the risk of immediately scaring people off if you launch into a cheeky tone for your MLM and network marketing business.
So, try this instead.
One of the most magnetic ways I know of attracting people to you is not by telling people what you do, but by letting them know how what you do helps other people. And this is where Personal Introduction comes into play! It has a variety of uses. As an example, this is how you can answer the question “What do you do?”
“Do you know how people today find it more difficult to get ahead, with the reduction of corporate staff, the lack of job security and the higher cost of living?”
“Well what I do is help them start their own business, so they can start taking care of themselves and their families once again.”
“Let me ask you – what do you do?”
Do you see how this paints a picture of how what you do helps others? The very essence of Natural Selling®! His answer focuses on some challenges that exist in the world that most people are familiar with and can easily identify with, and demonstrates his purpose, which is to help other people solve these challenges. It is also a focused response. It requires you to understand what you are doing in the context of helping others.
Now, if a person identifies with this and finds it more difficult to make ends meet, or if they are facing downsizing, do you think they likely want to know more? Most likely, yes”. And do you want to tell him? Yes, of course. Do you want to do it now? You can do it if you want, but then you would simply be presenting what you think they should hear, because you have no reference point on them.
So my suggestion is to wait. Find out more about them and who they are so you can personalize your answer. That is why you ask the question: “What do you do?” at the end of your explanation. Asking a question like this is an invitation for them to participate in a conversation.
By saying how what you do helps others, you will have already created a good impression and will cement it by delivering the conversation to them. And remember, it’s all in the questions. Contrary to popular opinion that as long as you are speaking, you are in control, it is the opposite. In fact, you control the conversation by putting aside your need to speak. Instead, ask questions.
The mechanics of personal introduction
Let me give you the mechanics to create your own intro. It consists of three parts: problem, solution, question; Is that how it works:
Begin your answer with the phrase “You know how …” and label it with generic problems that your business opportunity can solve, problems that everyone can relate to. There are many problems and challenges in the world. Being a problem solver, your job is to discover them and find out what they mean to people. Problems like:
Lack of job security
Higher cost of living
Long travel time to work
Lack of free time
Finding it harder to make and keep the money
Show how what you do helps people solve these problems. The key here is to use simple language, not clichés, or MLM and network marketing industry language, such as residual income, free time, time leverage, to name a few. These words have very little meaning to most people and can seem like you are trying to sell something.
You can start this part with “Well what I do is help people” and then continue with:
“Start your own business part-time.”
“Take back control of their lives.”
“They have time to spend with their families.”
“Do the things they want to do.”
“Develop another income.”
“Replace your current job.”
Ask a question to refocus on the other person to begin the process of exploring and finding out if they might have similar problems that need to be solved.
Keep it discreet. The power of your answer comes from using simple everyday language that everyone understands, without jumping out the door and hitting them with your solutions.
We love what we do and we can be so eager to help out and spread the message, we can think we have a hammer and everyone else is a nail! Use the structure above to build your own powerful response – use it and own it. It has many uses and you will like the positive responses you will get.
This speech has served me very well over the years; I can’t imagine what I would do without him. And I think you will also find that it will serve you well and result in generating more interest and more leads for your MLM and network marketing business.