One of the most productive and effective things that you as a Network Marketer can do is position yourself as an expert within your industry in regards to what you are marketing. This is the only way to get people approaching you instead the other way around. With this in mind, 3-way calling really positions someone else and not you. Whoever you call to help you introduce a prospect to your business is seen as the leader.
Think about it. When you do a 3-way with your prospect and your upline (or anyone besides you for that matter), who's building the credibility and who's being positioned as the expert? It's certainly not you. Prospects and buyers would much rather buy from experts because they are perceived as people who know what they are talking about. People feel a comfort in knowing they are working with a specialist.
When you do a 3-way call, does your prospect really have an interest in signing up with you or would they much rather sign up with them? I would sign up with anyone who knows what they are talking about. Would you rather buy produce from someone who knows how to grow vegetables or from someone who simply ships them in from a farmer? You would most likely rather buy from the farmer because you can count on his expertise benefiting you.
The whole process of 3-way calling with someone destroys your credibility because now someone else becomes the expert instead of you. When someone else has to hold your hand, especially in business, you are seen as a follower rather than a leader people look up to. You always want people to think you know what you are talking about. Never let anyone think you know less than what you do. If you do, you are holding yourself back from countless opportunities to succeed.
The person establishing themselves as someone who knows what they're talking about will always be more successful than the person who had to call someone else for a better explanation because they weren't able to provide it themselves. What if you were just hired in a job and your boss had to ask his boss whenever you asked a question. You wouldn't give your boss as much respect as you would if he had a mind of his own.
It's like buying from someone who is still in training. Although we may do it, nobody enjoys it. Have you ever been to a grocery store and the check-out girl is in training? Someone else is standing there giving her advice while you are looking at your watch. She doesn't seem too dependable yet. Think about this the next time you're doing a 3-way call or leaning on someone else's expertise.
No matter where you are at in your home-based business, it's time for you to become the expert. Start by getting to know everything you possibly can about your industry, your compensation plan, your products, product history, the founders of your company, the manufacturers of your product, and especially your target audience. If you don't know your target audience inside and out, you will never be successful at helping them solve their problems.
You don't have to know everything all at once, but you also don't have to let everyone know that you know less. If a guitarist is playing in front of a live audience and he makes a mistake, his facial expressions tell people how much of an expert he is rather than his actual playing. If he makes a mistake and reacts, everyone will know. If he continues playing, people will think it is part of his plan and he knows what he is doing.
Success follows experts. When this information comes from you and not from someone else, you will effectively be able to position yourself as the expert. Wouldn't you like to be known as the person people like to go to when they need help or advice? Helping people comes back ten-fold by establishing you with credibility, and that creates more sign-ups.
If you rely on others to be your expert, you're costing yourself product sales and distributor sign-ups. Sometimes you can't rely on others because your sponsor is either unwilling to help or too busy working with many others. That is a blessing in disguise. It forces you to become a leader right away and your business will grow faster.
The bottom line is you want others approaching you. When you position yourself in your marketing efforts, both online and offline, and stop 3-way calling you will be amazed at the results. Proper marketing education stresses this and as a result, people with stalled businesses begin to see rapid success. If your company isn't putting the focus on you being the expert, perhaps it's time to make some changes in the way you are trained as a marketer.
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Good article but I was hoping to get some technical step-by-step info about how to create a lead capture page. Is a lead page just a web page with data entry fields?? Can you refer me to a site that provides all the technical details?? That would be great. Thanks and keep sharing your knowledge!
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