Dave Kotecki – The Persistent Networker

If you’ve ever read my blog or forum posts, you may know that right now I’m in Afghanistan. I support the Armed Forces of the US. Mostly the Army, but I’ve worked with all of the others also.

I fix armored trucks. Their purpose is to keep our soldiers alive as they go about the business of digging up bombs planted by people who don’t want our brand of freedom to take hold here. They want to kill us.

I am in constant conflict with the people who are making decisions about how things get done around here. Why? Because they’re short-sighted. They don’t see the big picture. They think that always hounding the people who actually get things done is the highest form of leadership.

They don’t have a clue.

It’s much like marketing. How successful do you think you’d be if you were constantly harping on your prospects to do what you want them to do? If you didn’t have any idea about their wants, dreams or desires? If you were focused only on yourself and what you could get out of them in order to make yourself look better to other people? Or just to make money at their expense?

Nobody would want to have anything to do with you or what you’re doing. You’d be a constant irritation. You’d build resentment instead of rapport. Communication would break down, and soon you’d reach an impasse. Nothing would get done. Nobody would benefit. Bummer.

Well, if none of that works, what’s the way to make things better for everyone? How can you get your prospects to do what you know is good for THEM, and profit at the same time? Why does this seem so difficult?

It’s not difficult at all, really.
But it may take a bit of a shift of thinking on your part.

You want to make money. You want to be successful.

You want the big house, the fast car, and exotic vacations. Of course, these are just metaphors. But you do want something. That’s why you’re in business in the first place. To get something you want.

But what does your prospect want? They may not even know. If you expect to bring someone over to your way of thinking, you’ll probably have to deal with some obstacles along the way. You could call them objections.

Now, the purpose of finding these objections is not to prove your future team member wrong. Nope. You want to find out if you can actually help this person get what they want

by working with you. If you can’t, the game is over.

Once you find out that what you have is not the best thing FOR YOUR PROSPECT, you’re done. If you can steer them towards something more suitable for them, great. If not, you let them go. Why would you waste any more of their time when you know that what you have isn’t right for THEM?

Successful marketers don’t throw their offer out at everyone in the world and then try to convince them all that they should take the offer. Why would you try to sell someone on something that they’re not interested in?

If you are involved with an MLM that is in the health field, but your prospect is more interested in financial things, why would you try to convince them to change their mind and go into the health related company? It just doesn’t make sense. How can they be successful if they don’t like what they’re doing?

Your job as a marketer is to find the people who are already looking for what you’ve got. Introduce them to your company. Discover their wants, dreams and desires. Can your company and it’s products help them get what they want? If so, you’re in business. If not, everyone involved will be better off if you recognize that fact and move on.

Clear the route for successful communication. Ask questions to find out if what you have suits this particular customer or prospect. Help them get what they want. That’s the formula.

If you want to be a leader, if you want to have a huge downline and make lots of money, and if you want to get all of the things you want, the solution is simple.

All you gotta do is show other people how you can help them get what THEY want.
The better you get at doing that, the more successful you’ll become.