If you haven’t already read part one and two in this series, you can find them here:
Every distributor needs a partner
Every distributor needs a goal
The third critical element that every distributor needs is a plan. Distributors get so frustrated when left alone without a step-by-step plan. We only have two rules as we present this plan of action.
- Keep it as simple as possible
- Make it duplicatable
Here is the Plan
Step 1: Identify your market
Step 2: Contact your prospects and introduce them to TNI
Step 3: Follow-up
Step 4: Sign up and integrate
Step 1: Identify Your Market
To whom are you going to introduce the product and the opportunity? To help you begin to answer this question, you need to build a list of prospective IPCs. Your pool of business builders and partners will become your greatest and most valuable asset. You should begin to build your list immediately and manage it carefully every week.
How Do You Build a List of Prospective IPCs?
Everyone knows at least 200 to 300 people. You should set a goal to build a list of 300 prospects as soon as possible. Begin by writing down names of everyone you know. When you can’t think of any more names, use the List Building Ideas PDF found on your Starter Kit/Welcome Pack CD or on Noni Office to refresh your memory and bring to mind individuals you know but may have forgotten. Classify this growing list as follows and record it on your choice of hand-written or computerised formats.
Category 1: Individuals with whom you have a very close, personal relationship
Category 2: Individuals who have access to large numbers of people on a regular basis
Category 3: Individuals who are professional people
Category 4: Other people I have had contact with
After you have exhausted your memory, take a copy of the yellow pages and go through them section by section to see if you may have forgotten anyone. New ideas for prospects may come to you.
When this process is completed, you should have your beginning list of 300 names. Devote a certain amount of time each week to building your list. Here are activities that will help you:
- Ask for referrals
- Advertise
- Try telemarketing or Internet Marketing
- Go to conventions and trade shows
- Practice casual contacting
Ask for referrals
Every time you contact someone, even if they are not interested, you should ask for referrals. Consumers are a rich source of referrals, and when they see their friends become interested, they will want to become IPCs so that they can benefit from the volume. Not everyone immediately sees the available opportunity. It may not be the right time for them. They may give a very legitimate reason not to get involved in the business, even if they regularly use the product. Here are possible ways to ask for referrals:
“Do you see the opportunity that exists here for those whose circumstances allow them to participate, even if you choose not to?” The contact says, “yes”. “There are individuals you know who are honest, hardworking people looking for a genuine opportunity.”
“Let’s run it by them an dsee if it is right for them. That makes sense, doesn’t it?” The contact says, “Sure, but who?” “Of all your acquaintances, who is most likely to succeed, if they just find the right opportunity?” After getting the name, you ask “Who else comes to mind in that category?”
Try to get at least two names. After getting results with those names, you can always go back to the contact for more. Remember that if the contacct referrals aren’t interested, ask them for referrals too! By doing this, you will never run out of prospects.
Advetise. The purpose of advertising is to get the phone to ring in response to an ad. The best results for your advertising dollar are classified newspaper ads and Internet ads. Ads larger than one column by two inches are not cost-effective. Everything you want to accomplish through advertising can be accomplished through classified ads. Blind advertising doesn’t mention the company name or product name and doesn’t require prior approval. Advertising that mentions the company or product names must be approved by Tahitian Noni International’s compliance department prior to use. Some simple ads have been prepared for your use (contact us at enquiries@au.tni.com if you are interested in seeing these examples).
Use the Internet
The subject of Internet marketing deserves many posts all of its own, and indeed you will find some on this blog and you will also find entire blogs devoted to this topic. It may be worth your while looking into the Show Me The Money Leads Generation system set up recently by Australian IPC Ken Rolfsness and team here. It’s a good idea to do a bit of genuine social networking, posting on forums and even start your own blog or website. You can also look for people with their own websites, or members of websites in your target market and try getting their email addresses so you can contact them directly. This takes a fair bit of time, but it may be better in the long term for having that personal interaction that is required for new people to get to know and trust you. What is your target market? Try thinking of this in terms of what they are doing online, not in terms of their age or social status. This will make them easier to identify and find. Perhaps your target market consists of:
A) People posting questions about money on finance websites and forums
B) People complaining about certain health problems like low energy or catching too many colds on medical websites, naturopathy forums etc.
C) People who have their own websites or blogs about eating naturally for whole health, helping others with their career choices, etc.
You can surely come up with other ideas. If you need some inspiration and an outstanding perspective on the way media and messages are changing, check out Will Technology Kill the Message Makers, a video of Joe Talcott, head of marketing at News Ltd. Australia from Cannes 2009.
Try Telemarketing
This has always been one of the top approaches for generating leads in network marketing. Telemarketing is a fancy word for picking up the phone and talking to people. The stigma attached to this word nowadays need not frighten you off using the telephone to market your business. As long as you say the right thing and respect people’s comments about whether they’re interested or not, and when to call, it can be an effective means of finding new distributors, and they will thank you for it later! It’s easy once you get going. It’s also the most powerful and cost-effective way to generate ten to twenty leads a day. It’s incredible! Simply pick up any city’s yellow pages. Literally everybody listed there is a business entrepeneur. Talk to them, build rapport, create curiosity and commit them to a presentation (or send them to Phil Pitman’s Opportunity Webinar). Try the following categories:
- Real estate brokers or agents
- Insurance agents
- Business brokers
- Financial planners
- Stockbrokers
- Retail business owners
- Retail business managers
- CEOs and presidents of companies
- Marketing companies
- Business or marketing consultants
- Restaurant managers
- Manufacturing representatives
- Bankers
- Certified Public Accountants
There are scripts you can use, if you need some idea of what to say, on Noni Office (Go to Downloads – Documents – Information).
Go to Conventions and Trade Shows
Participation in reputable trade shows, conventions, seminars, workshops and other professional environments is a great source of leads. Community activities such as celebrations, theatre groups, clubs and so forth are examples of where you can talk to people, place a lead box or set up a booth.
Prospect List Management
As you begin to contact your prospects, you will create a new list with different categories. This new list is exclusively for individuals whom you have contacted with an introduction to TNI and its products. The categories will be:
- Product consumers
- In-process follow-up
- People who are not ready
Obviously, as prospects sign up as distributors, they will become active business building partners with whom you will work the TNI business. It is important to keep this contact list updated and accurate. We will discuss later how to follow up with each of these individuals.
Step 2: Contact Your Prospects and Introduce them to TNI
Successful network marketing depends on activity at every level. Activity is simply people talking to other people…
about TAHITIAN NONI™ Juice
about the TNI business opportunity
about the vision and mission of Tahitian Noni International
Simply put, when people in your organisation are talking about these three things, your income is growing. Increase this activity and your income increases. It is as simple as that. The key then is to find a way to get more people talking and more people listening. Networking companies have attempted for years to do this successfully.
Immediate Action Plan System
As you sign up new distributors, the first thing you do is to get them committed to the track identified above. Their first question is going to be WHAT DO I DO NOW?
What you want to do is give them a system that puts them into action immediately. Most of us a slow to make a commitment so try the following steps:
- As you sign up new IPCs and get them committed to the track identified above, ask them to make a list of their top 25 contacts. you may want to give them hints that will help them think of the people they know. Refer to the List Builder Ideas PDF on Noni Office.
- As they begin to make their list, ensure they have enough Tahitian Noni Home Catalogues to send to each of their prospects (order 5 free with every order from TNI). Ask them to address each brochure and jot down a brief message such as, “Dear _____, I recently discovered the most amazing health product I have ever seen. I’ll call you within the next couple of days to tell you about it.”
- Mail the catalogues or get your new IPC to mail them.
- Be available to help the new distributor with three-way calls or presentations.
Important Note:
In order to achieve true duplication, every member of your organisation must follow this critical plan. Every IPC should commit to mail or hand out one Tahitian Noni Home Catalogue each day and follow up with each contact. If you have created a viable and valuable prospect list and are adding to it constantly, you will never run out of prospects and your activity level throughout your organisation will skyrocket. Remember the tip on how to get a brand-new IPC integrated immediately (IMMEDIATE ACTION PLAN SYSTEM).
This is a proven method that anyone can follow.
It’s as easy as 1-2-3!
- Assemble your list of prospects. Work with 25 prospects at a time. Start with your hottest leads.
- Mail or hand out a Tahitian Noni Home Catalogue to everyone on your list of 25. Find other ways to distribute the catalogues through small businesses, parties, neighbourhood canvassing and so forth. Make sure your IC# is printed plainly in the boxes provided. This ensures that you get proper credit when these individuals call in to TNI directly.
- Follow up with the leads that are qualified through the Home Catalogue Program and with those who purchased product and/or signed up on your account. These leads should go onto your “Contact” List and a follow-up call should be made immediately. Do not wait until the lead is cold. It’s up to you if you want to combine your brainstorming Names List with your Contact List for ongoing work and maintenance.
Step 3: Follow-up
This is the place where most of us fall down. We have made our prospects list (Names List) and have begun to contact them using the Tahitian Noni Home Catalogue Program. Some will immediately wish to sign up as IPCs, some will want to purchase product but not express any interest in the business, and most will simply want to receiving more information. This requires a follow-up presentation, either in person or by phone. Don’t make this difficult. They have received a beautiful presentation; all you have to do now is ask them if they would like to sign up as an IPC so they can use this tremendous recruiting program to build their own business.
How to Handle Possible Objections
Most often raised objections:
- I have no time
- I dont’ know anyone
- I’ve had a negative experience with network marketing
- I’m happy right here where I am and I don’t want to change
- I could never be successful trying to sell my friends something
Ninety-five percent of all objections fall into one of these categories. There are many training tools available online for learning how to sympathise with people’s objections and what to say in response. Try the following websites: Tim Sales, Big Al.
Step 4: Sign up and integrate
This process takes us back to the idea of finding partners and placing them in a group. All new IPCs are signed up on AutoShip (Double-bottle, Case, Custom Case or Case Plus), have the option to purchase the Starter Kit and and are set on an immediate action plan with their first 25 prospects, by you.
The cycle turns round and round
The process is simple
It is duplicable
It will create activity that will lead to incredible incomes
Make the commitment—Tahitian Noni International has.
Welcome to the Tahitian Noni International blog for the Australian and New Zealand markets. Our mission is:
The theme of the 2010 International Leadership Conference has been revealed! Our theme guides the message of our convention, and we are all very excited about the theme of ILC 2010. It is one word: Shine.
By 
Direct selling, and more specifically party planning, is under the media spotlight once again. This time, it was A Current Affair (ACA) showcasing a number of women who are making a living (or a side income) from a home-based party plan business. Any positive media attention for the direct selling industry is great news for you because it helps people realise the value these party planners offer (the ease and fun of purchasing in the comfort of somebody’s home) and the potential for making a living out of it.
Thinking about the reasons why you answered yes or no, will help you narrow your marketing focus. The aim is not to rule people out entirely, but rather to get a better idea of the most likely people who (a) have some need you can fulfil, (b) have what it takes to be an IPC and (c) are able to interact with you to build the business. Using the list above for ideas and inspiration, narrow down some of the best people groups for your business and list them in order of relevance.
Identify Reasons for Being in Business
As you identify goals and beliefs, you unleash great power in your life. Add to your goals a roadmap to your destination. We call this the TNI Success Program, and it is the same for every IPC. As a sponsor and business builder, you should see that as IPCs in your organisation reach a milestone on the Success Program, they are recognised in your regular strategy meeting.
