Everybody can be great because anybody can serve. You don’t have to have a college degree to serve. You don’t have to make your subject and verb agree to serve. You only need a heart full of grace. Martin Luther King Jr.
In the quote above Dr King answers the question asked in the title of this post. His answers centers around the two words serve and heart. Okay, so how does this all fit into being great in network marketing? Well, if you haven’t already figured it out, network marketing success is about leadership. In a earlier post about leadership I used this quote from Seth Godin “Leadership is now the strongest marketing strategy” The two words serve and heart are the basic of the most powerful form of leadership “Servant Leadership”.
What is Servant Leadership
The phrase “Servant Leadership” coined by Robert K. Greenleaf in The Servant as Leader, an essay that he first published in 1970. In that essay, he said:
“The servant-leader is servant first…
It begins with the natural feeling that one wants to serve, to serve first.
Then conscious choice brings one to aspire to lead.
That person is sharply different from one who is a leader first, perhaps because of the need to assuage an unusual power drive or to acquire material possessions…
The leader-first and the servant-first are two extreme types.
Servant Leadership is based on Seven Pillars
Ken Blanchard one of the most influential leadership experts in the world says this about Servant Leadership, “I truly believe that Servant Leadership has never been more applicable to the world of leadership than it is today. Not only are people looking for a deeper purpose and meaning when they must meet the challenges of today’s changing world; they are also looking for principles and philosophies that actually work. Servant Leadership works. Servant Leadership is about getting people to a higher level by leading people at a higher level.”
What are your thoughts about the role of Servant Leadership in your business?
Leadership is now the strongest marketing strategy
Yelling with gusto used to be the best way to advertise your wares.
There was plenty of media and if you had plenty of money, you were set.
Today, of course, yelling doesn’t work so well.
What works is leading. Leading a (relatively) small group of people.
Taking them somewhere they’d like to go. Connecting them to one another. Read more of Seth’s blog
If leadership is the strongest marketing strategy, then what is leadership and what is the one thing you need to know about leadership? John C. Maxwell , an internationally recognized leadership expert, speaker, coach, and author answers the question in this 6:22 minutes video.
Never underestimate the power of a simple tool. Craig Bruce
What is a tool?
The American Heritage College Dictionary defines the word tool as something regarded as needed for carrying out an occupation or profession.Network marketing tools appeal to a lot of people for a number of reasons. Many network marketers see tools as the certain and speedy ways to earn money and get rich. Some don’t realize there is a tool that can ultimately determines how their business will turn out. This tool is not something you need to find, it is something that you already have.
What is this tool?
In The Laws Of Success by Napoleon Hill he says the most important tool is thought; with which you may shape your worldly destiny according to your own liking. You have been endowed with the power to use the most highly organized of energy known to man that of THOUGHT. Scientist using this organized energy have develop a car that can be controlled by thought.
What has great teachers said about the power of thought?
James Allen author of, As a Man Thinketh, says “All that a man achieves and all that he fails to achieve is the direct result of his own thoughts.”
Norman Vincent Peale author of The Power of Positive Thinking, “Change your thoughts, and you change your world.”
Benjamin Disraeli was a British Prime Minister “Nurture your mind with great thoughts, for you will never go any higher than you think.”
Lori Robertson in her blog, MLM Success Camp asks,”Why Do People Quit And Give Up So Easily?” After reading Lori’s post I began searching for answers to her question. The following is what I found.
People quit every day.
In huge proportions.
CEOs quit leading.
Athletes quit working out.
Sales people quit selling.
Couples quit their marriages.
People quit their diet.
People quit their exercise.
Roughly 70% of all real estate agents quit during the first year in business.
Nearly 80% of people who start a home-based business quits within the first year.
Reasons given why people quit network marketing.
A very poor or lack of a reason “why” they are doing the business.
Not earning enough money right away.
Not treating their business like a business.
They do not know what to do.
They received no support.
Their expectations were not set.
Many expect too much too soon.
Let rejection get to them.
Absence of an overriding objective or goal.
The “get rich quick” emotion is rampant.
What is the real reason people quit?
Once you know the REAL reason why people quit, you will be able to protect yourself from quitting on your own dreams. And you can help others from quitting on their dreams. Jeff Zalewski, my coach for several years and creator of the CD “Guaranteed Growth and Profits” says the real reason people quit is they have not developed their skill of self-control.
What is self-control?
Self-control is not a trait, it’s a skill that ones needs to constantly get better at. Practice it every day. It’s a life skill that you learn, like any other, and like any other, the more you practice it, the better you get at it.
Why undeveloped self-control is the reason people quit?
An article in Time “The Key to Health, Wealth and Success: Self-Control” says: Self-control may be the secret to success, according to a persuasive new study that followed 1,000 children from birth to age 32: children who showed early signs of self-mastery were not only less likely to have developed addictions or committed a crime by adulthood, but were also healthier and wealthier than their more impulsive peers. (Read the entire article)
“Being heard and understood is a rare commodity and virtually non-existent in the world of selling.” Michael Oliver
When I first read the quote by Michael Oliver, my thoughts were this cannot be true. It was after taking this short listening test , I realized the truth of the statement. Before reading more of this post take the listening test provided by Michael Oliver.
Why is being heard and understood a rare commodity and virtually non-existent in the network marketing industry? Could the reasons be?
The 80 Percent Syndrome
Ineffective listening is the absence of
OPEN-MINDED LISTENING that listens to the viewpoints of others and to the message and the messenger.
31 minutes telling about opportunity, products or services
8 minutes making other statements
9 minutes asking questions
12 minutes Potential partner talks
When following the 80 percent model results can be disastrous. If you allow your potential partner only a few minutes to get a word in edgewise, the information you receive is naturally going to be inferior to what you would receive if you said less and listened more. Is not effective selling an open communication that will allow all the answers you need to find the core essence of most people.
Seek First to Understand, then to be understood, is the 5th habit in “The Seven Habits of Highly Effective People”,written by Stephen R. Covey. What most people do, naturally, when involved in some type of discussion, meeting or dialogue is exactly the reverse – they seek first to be understood. And, as Stephen Covey says, when both parties are trying to be understood, neither party is really listening; he calls such an interaction, ‘the dialogue of the deaf’. This habit is an important key to building a relationship and it seems to be almost magical in its ability to transform the course of discussions. Why? Because by making the investment of time and effort required to understand the other person, the dynamics of the interchange are subtly affected.
In this short (3:04) video Stephen R. Covey demonstrates an AMAZING technique to improve Emphatic Listening.
Words can take on unintended meanings and one of them is thinking about and calling your friends, family and people you know as – your “Warm Market.”
Here are 5 thoughts as why thinking like this could make your business fail before it gets off the ground and what to do about it.
1. Consider Eliminating The Name ‘Warm Market’ From Your Vocabulary.
How would you like to be thought about by one or your friends as his or her warm market? If you’re like about 85% of people – you wouldn’t! So why would you want to do the same thing to others? Instead, how about treating everyone as though they are unique and accept that they look at things differently than you? If you don’t your so-called ‘Warm Market’ will rapidly become an ICE MARKET!
People Are People, Not Objects!
If you treat people as objects to meet your own desires, without real consideration for theirs, they’ll return the discourtesy!
The way they do this is most fascinating! Here are the tools they have at their disposal:
They’ll reject you
They’ll raise objections (to your behavior)
They’ll use the neatest trick of all that they have up their sleeves… they’ll join you and then do NOTHING!
Unfortunately the ‘knock on effect’ is accumulative damaging. Treating people as objects damages reputation of the industry and all Distributors and Direct Sellers.
Your acquaintances will take more kindly to you if, instead of immediately pouncing on them with a business proposition, you take time to discover first whether your solution might be proper.
Treat people as people. Learn how to ask, listen and discover. They have all the answers so why not ask them. Allow the Natural Law of Giving to work FOR you and not against you. The Law says, ‘What you give is what you get… which means, If you listen, people will listen to you.
2. Personalize Your List Of Potential Partners and Customers
If you want to comfortably and effectively call people you know, here’s a way you can do it.
Take a blank journal and write out all their names on the first page/s.
List each name on the remaining pages with each name having its own page. Write down as much as you know about each person… personality type, style, motivations, desires, dissatisfaction…and so on.
Call them. Take time to find out more about them and expand on what you know. Find out how they feel about where they are at this
time. Ask questions and listen. Discover and help them (re)discover WHO they are and WHAT they want,
Keep yourself out of it. Don’t rush it. Take your time. No one ever said you must have a conclusion in the first dialogue.
3. Use A Dialogue Guideline – Not Scripts.
People can tell when you’re using some mechanical, inauthentic script written by someone you don’t know. It shouts out like a red warning light that the call is really about YOU and not them. It’s no different from the digitized voice of a telemarketer who is parroting what someone told him/her to say. So be aware of doing this!
Instead: write down key questions or points and using them as guidelines instead of reading them. Use your own style and personality instead of someone else. It’s all there in my book and my CD’s
4. There ARE Other ‘Markets’
Think about whether practicing on your friends is the best way to start a business. It used to work many, many years ago when people were hungry and open for anything… but times have changed Unfortunately, the old paradigms and techniques of approaching and pressuring people, which are still being taught, have not changed!
While friends and family can make excellent partners, provided they are approached correctly, consider starting by using other ways to generate leads. You’ll soon find what works for you.
5. Hold Back From The Need To Talk About You.
FORGET about your information and what you want to tell them.
Instead, find out if they have a need and what it is. Find out if they want to change their present circumstances. If there is a need and a want to change, offer your solution. If there is a need and no want to do something about it – let it go. If there is no need and no want to change – let it go and be happy for them!
All the nuts and bolts on how to do this are in my Home Study Course. Look out for it this week at a very special November Madness Special Price, including some real Natural Selling Bonuses.
Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really end rejection and objections. Visit his blog and sign-up free to get blog updates by email, along with the latest news, free advice, more resources, and a lot more! Go now to http://www.michaeloliver.com. While you’re at it, check out http://www.naturalselling.com.