Jason – Hi and welcome to another edition of Dream Builders dot Club. I’m Jason Ching and I’m here with my co-host…
Ronnie – Ronnie Cruz…
Jason – …and today we’re going to dig deeper into Contacting and Inviting. In our last episode we covered [what] the three fundamentals of building your Network Marketing Business [were] so in this episode, we’re actually going to dig really into deep into Contacting and Inviting.
This is going to be one of the most important and also the most difficult thing for most people in the industry.
Ronnie – That’s correct. In my experience, Jason, Contacting and Inviting is really one of the biggest hurdles people experience in this business, especially when they’re first getting started. So we’re going to try to cover as much as we can in this episode but more than likely we will be addressing this topic in a future episode. But to really get into it…
Contacting and Inviting is kind of the bread and butter and to me… in my experience anyway, Jason, it’s the one fundamental that people really avoid the most. Because of fear of rejection, fear of people saying no, fear of failure, fear of being laughed and fear of being judged… all these kinds of fears come into play…
Jason – Just fear in general…
Ronnie – … fear in general when you approach somebody about your network marketing, either your product or services and even your opportunity. So this is why this particular fundamental, this particular skill is so very crucial because, especially for very new people, they often time never really over and master this fundamental. And without mastering this fundamental everything else falls apart. It’s like having the cornerstone of a giant skyscraper that you’re building and the [cornerstone] is not there, the whole skyscraper will come tumbling down.
This is really one of those things I really want you guys all to pay attention to, and really develop and just really attack because there a lot of things out there that are going to tell you that your don’t need to it. I’ve seen in the last 10 years or so in this profession, Jason, especially with the internet and with the rise of social media, of systems and things telling you that you don’t need to talk to your friends and family, you know… you can build fully automated… you can build a network marketing business while you’re asleep… Those kinds of things prey on the exact fears that I was talking about earlier.
The thing is they’re doing two things:
A) They’re selling you they’re funded proposal for the most part, which is what I’ve always seen and
B) They’re encouraging that fear of facing what you actually need to do, and that’s TALKING TO PEOPLE.
Network Marketing, this profession right… and correct me if I’m way off base, Jason… Network Marketing is about people, it’s about relationships, it’s about communication…
Jason – It’s about networking…
Ronnie – Exactly, that’s why it’s call “networking”.
Jason – It’s not call internet marketing. It’s call network marketing.
Ronnie – So, contacting and inviting is such a huge and crucial part of the puzzle that so many people miss because they try to avoid it. They literally try to avoid it and those “distractions” encourage them to avoid it. And what I want to encourage you guys [to do] is just face it. It’s not as scary as you think. And once you get it under your belt and master this fundamental you can really do some amazing things with your business. And more importantly you can help so many more people do some amazing things.
Let me get off my soap box and let really dig deep into this. In your opinion, in your experience, what is the key to contacting and inviting?
Jason – It’s something that I tell our teams all the time. We’re not selling a product, we’re not selling an opportunity, we’re not selling a service. You might ask, what are we selling? Well, what we’re really selling is SOLUTIONS.
How many of you guys out there have actually had somebody when you’re going through your whole shpeel and they ask you “so how much is this?”. And as soon as you tell them the price, they’re gone. “That’s too expensive, I don’t want to do it.”
If somebody asks you what the price is, you’ve said to much already.
What I tell our teams is in the invite, you don’t want to give out so much information that they’re going to ask you for a price. So again, if we’re selling solutions, how much is that solution worth to you?
[In the invite] you should never get to that point where you’re actually getting that person to ask you how much the price is. That’s basically what you have to remember here – you’re selling a solution.
Ronnie – Exactly. That’s actually the core of it because it’s the differentiation between a motive and your intention. And this is something that I’ve been preaching about and trying to drum into network marketers’ heads is that there’s a difference between your motive and your intention.
Now, your motive obviously is, all of our motives, we want to succeed in this business, we want to be able to create a business that will give us the residual income so that we can live the life we want to liver ourselves, for our families, for our loved ones, right. That’s our motive. That’s why we do this business.
When you’re going to each situation, when you’re meeting a person in the grocery, when you’re meeting a person i na restaurant, the intention should not be that “I need to sign this person up so I can achieve my dreams.” No. That cannot be the intention. That might be your motive but the intention is “Maybe I can help that individual that I’m talking to. Maybe that person sitting across the table from me has a problem that I can present the solution for.”
It’s all about making that connection. From making that initial contact, to inviting them, even in the presentation, collecting a decision… even when they’re already on your team, they’re already part of your organization… the intention always is “HOW CAN I HELP THIS INDIVIDUAL.”
Jason – Exactly. Going from that point forward… A lot of times… and I’m guilty of this… when you’re brand new in the profession, your conversation goes a little something like this:
“Hi my name is… This is my opportunity… BLAHHH…” (makes retching noise)
And that’s pretty much how it goes and that’s natural. If that’s what you’re doing now, I’m glad you found this video because solution-based “sales” is so much better. Like Ronnie was saying it’s your intention, your intention is “how can I solve this person’s problem”. If you do that, then sky’s the limit. You can help so many people.
Ronnie – Exactly. And the thing is network marketing is making that connection, it is being that solution for people. And if you can be that solution for people for enough people, then the motive that you have and that you’ve been holding on to… which you need to hold on to, don’t get me wrong, that’s very important… the motive that you’re holding on to will eventually get met. Your dreams and all that stuff will get taken care of, your goals, your aspirations will get taken care of if you just spend enough time making sure that the individual sitting across from you is helped.
Jason – Exactly.
So, where else would you want to go with this? What would say is your keys to contacting and inviting?
Ronnie – Honestly, for me personally the truth of the matter is I’ve always been a shy individual… I don’t want to claim that, I don’t want to speak that into reality… but it’s just knowing that about myself and how I was in the past, I’ve always been very shy so striking up conversations has never been easy when it comes to having the “business” in the back of my head. It’s so daunting.
So for me, contacting and inviting is really just making that connection. Human beings want connection, they want to feel that connectedness to another person because otherwise, it’s such a lonely experience. That’s why we’re such a social species. So without any motive, just strike up a conversation. And that’s how your start getting good at it.
For me as a shy individual, as an introvert I just started striking up conversations. Whether it be with a server when I’m at a restaurant, or in the checkout line with the cashier… those are captive audiences so naturally you can strike up those conversations. And you practice and you practice and you get better at it and eventually you can get to a point where you’re what we call “FORM’ing” and you find out about their family, the occupation… you can guide the conversation in a way where you can see whether or not that individual has a need or has a problem that you can potentially present the solution for.
Jason – And you know, I apologize because I don’t remember where I heard this quote from but one of the things that I did hear was you have to go into every conversation without an ulterior motive or without an agenda.
So that’s one of the things that we’re talking about. Just go into every conversation without an agenda. And if you need to practice it, the best way to practice it is to start conversations. Like what Ronnie was eluding to earlier, FORM’ing – Family, Occupation, Recreation, Motivation or Money – if you ask questions about these four things, you can find out a lot of information about somebody. And the funny thing about it is… I don’t know if it’s our society or people in general, I don’t know what it is but… if you ask somebody questions, they’re actually going to want to complain about what’s wrong in their life. I don’t know why it happens. But again if people are complaining about things, you’re hearing all the problems, so you have to figure out how your opportunity, products, whatever it might be, can be a solution to that problem that they just brought up.
One of the easiest ways to do it is: “Hey, so what are you doing nowadays?” Of course they’re going to tell you about their job and you can always follow up by saying “yea that sounds amazing.” And then they’re going to say “No it’s not really that great. The pay is junk. The hours are bad.” You know, whatever it might be, and there’s your opportunity to provide a solution.
Ronnie – That’s absolutely true and again this is a topic that we could spend a whole day on and I think we’ll revisit this. But I think to wrap it all up, to sum it all up, the best piece of advice that I can give you, especially when we’re talking about cold market… cold market warm market we’ll cover again in a future contacting and inviting video…
Jason – Well just to explain it, I know most people know about cold market warm market but for those of you who might be new to this industry and have never heard it, your warm market is basically your friends and family. And your cold market, they’re basically acquaintances, people you meet at the market, people you haven’t talked to in a while, old high school friends you haven’t seen in 10 years, those are your cold market. So you’re going to treat each of those two very differently.
Ronnie – Right, exactly. Thank you for pointing that out. That saves us from doing a whole other episode… (both laugh)
But I think the thing I wanted to close with is, whether cold market or warm market the best way to open up the contacting and inviting fundamental, that skill, is one simple word and it’s two letters… and that’s just saying “Hi”.
So, that’s it. My name is Ronnie Cruz and this is my good friend…
Jason – Jason Ching…
Ronnie – Tune in next time for another episode of…
BOTH – Dream Builders dot Club!