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Are you frustrated with the type of individuals that you seem to run into just to constantly be shut down by them? Do you get overwhelmed with the results of trying to recruit individuals who you thought you had influence with? Are you stuck with your recruiting efforts just to keep going in a circle? Do you lack the knowledge to recruit leaders, business builders and go getters? Guess what, you do not have to be at a standstill any longer. This post will help shed some light on some common errors that many Network Marketers make during their recruiting efforts.
By virtue of my profession as a minister I have vowed to help all. Although helping people is the network marketers motto, in network marketing there are many people that you will run into when you are excited about your business who will shut you down right away and refuse to let you get close enough to try to help them. There may be times where people may tell you things like “it is a scam”, or maybe say “it is a pyramid thing”, or avoid your phone call altogether, etc. The thing that you need to understand is that you are in a business and business owners have to posture themselves accordingly. Part of this posturing process when it refers to recruiting, running and growing your business successfully is gaining a full understanding of your market and your clientele.
You know it. Network Marketing Recruiting IS a Numbers Game, but…
If your focus is ONLY on people who are socially and economically further down on the pecking order, you may want to think about how it is possible for you to build a thriving business? Truthfully and unfortunately it may not.
A major error that many network marketers make is to begin their prospecting efforts by focusing on recruiting down. When I refer to recruiting down or prospecting down I am not saying that anyone is better than another. Nothing could be further from the truth. What I am saying is that there are people whom you may respect due to their social status and financial connections because they are in a position of greater influence than you. And these are the individuals whom you should go after. These individuals would be prospecting up. My belief is that network marketers tend to prospect down more often than not because they feel that those individuals are people who they see themselves having influence over.
QUESTION?
If your desire is to build a million dollar business, in ANY industry, would you talk to people that are MORE influential than you? Or would you solely rely on people that were unable to affect change the most in a more consistent manner for your business?
Recruiting Tips to Seize Those Leaders
Again, a common error that network marketers make is to recruit down. Recruiting down generally consists of individuals who are lower on the social economic chain, individuals who earn less, have less influence, and generally less motivation and desire than you. I know this is due in part to the network marketer feeling that this is where their sphere of influence lies. Here is the irony. When you recruit down it is difficult to find financial success stories of people who are down and out and who are hungry. The people who are lower on the social economic chain typically are those who are most skeptical and have not developed good work habits. I do not say this to offend but the reason that some are down and out in the first place does not have as much to do with their finances it has more to do with their outlook on life and their mindset.
Individuals who have poor habits tend to be the ones who are less likely to gain success thus being the ones who are less likely to be open-minded. Those individuals who are down-and-out tend to have a mindset of little hope and are more likely to be negative and closed-minded. We can all change our circumstances because I am a proponent of being able to do all things through Christ because he gives us the strength to do so. Therefore, with a decision to change your mindset and habits through focus, determination, perseverance and a positive thriving community around you anything is possible.
However, here is what you need to understand as a network marketer. If you are a network marketer and you find yourself prospecting down you will find that those individuals have something in common.
You will find that they are more closed-minded and that can be attributed to their skepticism due to being lower down the social economic chain. It does not mean that everyone that is in this classification is skeptical and are not motivated, not all. You can and will find individuals who desire to change their lives but the reason for the desire is because they possess a different mindset. So what should you do? Recruit up as much as possible. Go to the person that you are a little intimidated by because of their status. Go to the person who has influence, who is on different boards, who you are apprehensive about approaching. If you are a person who is influential in the community, who is successful, chances are you are a person who has good habits and probably more open minded and is a good communicator. Go to these types of people. Go to people who have more money than you, more influence than you, bigger networks than you, a larger net worth. Go to people who are above you socially or financially if you want your business to blow up.
Recruiting down typically consists of going to the broke brother in law, or broke friend who has shown that they really do not want to change. Remember this is a business where you want to help people. But remember people have to want to help themselves first and foremost and desire to have help from others and those seem to be the people who are much better off financially, socially, etc. Think about it, recruiting down attracts a certain mindset (notice I did not say person). And when you attract that mindset, with it brings certain outcomes. Such is the same for recruiting up it too attracts a certain mindset typically one of success, one of forward progression, one of getting it done, one of no excuses, one of being a difference maker. Go to those who are doing what you would like to do, or have what you would like to have (I am not talking about coveting someone’s stuff). Recruit up if you want to have a big business.
Do not be weird, do not beg, bug or chase anyone. ALWAYS be professional, and be respectable, you could say something like this:
“Do you keep your options open for earning additional income?” (Remember some of these individuals may not answer the question but some will and if they do, schedule a meeting and talk to them and FOLLOW THE SYSTEM). These individuals are where they are for a reason also particularly because they are astute business minds.
This is respectable and honorable oppose to…
“Hey I need you in this business that I am in. It is great and you are the type of person I have to have. You know a lot of people and you make a lot of money.” WEIRD - WEIRD - WEIRD. Do not be a Weirdo. Be a professional.
Final Reflections
I have noticed that the individuals, who SHOULD be hungry, just are not. The individuals that NEED a major change in their lives and living conditions simply will not. You may find some who goes against the norm and identify their poor habits and begin to make changes accordingly. Trust me, I understand the need and desire to help everyone, but truthfully it is simpler to prospect up, and focus your recruiting efforts on those individuals who have some of the basic elements already in place particularly wanted to be helped.
What normally happens is when you recruit down you have to spend time motivating them to get started; you have to spend tome motivating them to keep moving and overcome obstacles. Sounds like a baby sitting service to me (this is fine if you own a nursery school). But quite honestly, some people may have the time and desire to do this with adults who are screaming I do not want to build a business, but I just do not happen to be one of them. I treat my team with courtesy, respect and professionalism and I expect them to do the same. As such if you set a standard, your team will do likewise. One rule that I live by is I do not always go where I am needed I always go where I am deserved and you should too. Deserved means work with people who are on the conference calls, who are on the webinars, who attend local, regional and national meetings and who consistently recruit and patch others into the system. Work with the serious business builders. You can have PURPOSE DIRECTED SUCCESS with your business today!
Share and comment if you think your teammates need to hear this message. May God Continue to Abundantly Bless You!
Did This Blog Help You? If so, I would greatly appreciate if you commented below and shared on Facebook and retweet and comment please. Email me at wharper@cwilliamharper.com if you have topics that you have questions about.
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Original post date: October 13, 2013
