Cold and warm market in mlm. "Cold" sales - what is it? Method and technology of "cold" sales. Cold market gets warmer after meeting Oriflame

As I promised in the podcast literally 2 days ago, I am sharing with you our success in the cold market in video format.

This video is also a kind of debut of my husband Dmitry in the frame and on this blog. The fact is that gradually he turns into a real master of cold contacts!

When we just started this experiment, to be honest, we did not expect such results, rather we were tuned in to long and scrupulous work. Indeed, in order to have at least some result on cold contacts, you need to make a lot of effort, have real patience and endurance. But in practice, everything turned out to be much easier. It's even easier than pulling a friend or acquaintance out of the swamp for several months.

I am not saying, of course, that now we need to abandon all old partners and focus only on cold contacts. It's just that for us personally, this experience turned out to be simply invaluable, and now in our team there is no question "where to get people."

Here are some statistics:

Out of a hundred people, about 20 people left their contacts. That is, here we fit into the statistics. Of these, about 5 people came to the presentation. Of these, the registration and the minimum purchase of 1,500 rubles were first completed. And later, a purchase was made for 5800 rubles with the goal of purchasing products for about the same amount in the second month, so that once and for all to go to the wholesale cost of goods with a discount of 43%.

With all this, of these 20 contacts with many, we are gradually establishing warm and trusting relationships. We communicate with people based on their interests, and not on the basis of just selling something to them. Accordingly, there will be at least 2 more sales from these 20 contacts, because people feel that we really want to help them.

As you can see, not that many contacts have been collected. We didn’t work hard on this and didn’t engage in recruiting people in the cold market from morning to night. The work was carried out in a comfortable mode for us, without sacrificing the time that we also devoted to our existing partners and newcomers.

But the result, I think, is quite satisfactory, and most importantly - duplicated! After all, 2 partners have already started working with us in a similar way, each of which already has its own results! What makes me unusually happy is that these people not only acquired new contacts, but also began to feel much more confident. Cold contacts are also incredible training for gaining confidence, setting a voice, developing leadership qualities.

In general, for ourselves, we made an unambiguous conclusion - not only to continue working in the cold market, but also to actively train our partners in this, and even beginners!

I suggest you also watch our video, in which Dmitry shares his thoughts and impressions, as well as some secrets for working in the cold market.

Yes! I've been in the networking business for almost 8 years, but now I'm starting in earnest. And I want to display all this so that later it can be easily repeated.

I have been in network business for over 6 years... I started when the books just appeared and everything was like textbooks to us. But networkers are very educated people, they buy everything to find valuable grain, and a lot of authors rushed to the book market. At different times I followed different authors, there were successes and difficult moments. They pull a little in different directions, but I, as a person seriously involved in this business, have long understood that this business is surprisingly ethical, natural and should be simple to explain. There are elements of simplicity in many books, but there is no integrity yet, or something else. And my circumstances were like this, I didn’t work for almost 2 years, and before that I worked seriously. All my knowledge is no longer at the level of "know", but got used to me. And now I'm starting this business all over again. And I want to track and correct every step. Until the moment when it is natural and simple. So I decided to write everything down, how to keep a diary step by step, so that my actions could duplicate everything in my structure.

So, having arrived, I found my structure in a deplorable state - this is not due to the fact that everything has halved - the total sales volume, the number of my structure, and most importantly - everything has frozen and turned into a swamp, real, without movement. I expressed my gratitude to everyone for the fact that my structure did not die (and in general, I love it as my next child), that I received rewards during my entire long absence and, in general, for the fact that I love them. This was expressed in tea parties. and meetings. Then I realized that I would not find a fresh stream from my structure - I would have leaked out long ago, that it is necessary to create a new structure - my old ones, if they want, will catch up, and they will be an example. They will call me for help - of course I will come. And so - to throw everything out of my head and harness to work, as if I signed myself into the structure and teach myself and correct all mistakes along the way. And you must always write down - then everything is simpler, more concise, you can correct and direct for the future.

The first thing I have - this is a completely dry list - I have been in this area not so long ago and all my acquaintances are through Argo, or there are those who said: “I don’t like your company, because we used to go everywhere together, and now you all in class, on trips. " Therefore, it is necessary to go into cold contact, that is, with strangers.

Hbut at the moment there are opportunities: an invitation through a newspaper and other media, to submit and pay for ads at bus stops, on buses ... (here the audience reads, but never writes down the contact phone number), to post the ads themselves at the entrances and poles with a tear-off phone, to do polls population and, as a result, offer either work or earnings, send a table and through personal contacts to offer a product, and, in the future, become a distributor. There is also, but so far they do not climb into the head.

Posting an ad “I invite you to the best Russian grid company»In the local newspaper - once a week for a maximum discount - for a long time. I pay 900 rubles. There were 3-4 calls a week. This is exactly according to my workload at that time. Then I decided for myself, I LEARN so far on my own mistakes. And they immediately appeared: “Tell us what is it? How much pay? What professions? Do you need cleaning ladies? " . I answer (this is the first mistake) that I will explain everything at the meeting: "Oh, you are hiding something, no, you still explain to me what you are doing there?" And I begin to truthfully explain to them -

(this is a very big mistake of mine). After that, they busily replied that everything was now clear to them and disappeared . I realized that I don't have to answer them at all now I ... ANDon the phone, I ask them questions in a very conservative tone:

— I invite to network businessWhat do you know about him?

- Are you currently working? How long? What specialty?

- Are you satisfied with your salary?

- Did you have your own business.?

Then I propose to meet and discuss if we can be useful to each other.

A meeting... It is difficult to find a place for meetings - they are afraid at home, in a cafe during a crisis they are ambitious, they need to be treated, it turns out not very nice, I seem to agree to everything, just come. And in our city there are 6 points where you can buy products, 3 very large leaders, but half of them are engaged in direct sales, expensive rent and nowhere to meet. I agreed, thanks to them, with a parallel structure - they have a table that I will bring there, if it goes, I will pay extra for it.

Not everyone came to the meeting, others suddenly realized that this was what, for example, his neighbor had been doing unsuccessfully, they left for everything - it happened with a noise that she had gone to the wrong place. One listened to everything, answered in a businesslike manner, and then suddenly - excuse me - and ran away. But there are those who agreed, however, I feel that some just enter, because it is inconvenient to refuse, especially since it is quite inexpensive. During the meetings, I realized that it was imperative to write a simple but succinct text and be sure to memorize it, without hesitation.

At the meeting : “Hello, my name is Julia. I am a consultant consumer society Argo company. This russian company on the market for 13 years, its origins are from the Novosibirsk Academgorodok, and I have been with the company for 8 years. In this company I create my own self-developing business, which I am currently expanding. This business allows me to make money and have an interesting, fulfilling life. I want to tell you about the opportunities offered by the company, tell you what to do, how much to get for it, what product to work with, about your prospects. Are you interested in this? Then I will ask you a few questions, I will answer yours and we will decide if we can be useful to each other.

What should be done to receive money? Two things. The first is to redirect your regular purchases to one place, (i.e. to one store). And get returnable discounts for this. The second is to communicate. Communicate with friends, relatives, acquaintances. Offer them to do the same: redirect their purchases (which they regularly make) to the consumerist society of Argo and communicate, inviting friends to do the same. And then receive a percentage of the turnover made by you, your friends and the friends of your friends

This business is the most honest type of income that exists in modern worldsince real, long-term success here can be achieved with the obligatory observance of one important condition - only if you help your friends, acquaintances and relatives to achieve their success in this business. Success here can only be achieved by helping, and not profiting at the expense of others! "How does it all work?" For this, the company has a clear marketing plan. What does it mean to build "your own business?" For example, your friend accepts an offer in making money and developing own business within the framework of the software, he enters the Consumer Society and begins to use the products. By doing this, he brings income to the company. And the company pays interest to him and you from this income for the fact that it was you who brought him to spawn. And if you invite not one, but ten, twenty? It is clear that the income of the company from the purchases of these lugs will be more than that of an individual person, and your check will increase. And if some of your invitees realized that he too can earn money and will invite his friends and acquaintances. That is, your organization began to develop and you

How To Do It Right Cold Contacts in Network Marketing?

It is a continuation of the heading:

“How to create your own MLM Team? Where to start and how to move towards success? "

If you first came to this article, then I recommend that you read the first and second articles:

Cold Contacts in Network Marketing

I remember my first experience of entering Cold Contacts.

It was "unforgettable" 🙂

We took a two-day training course with Oleg and Svetlana Zavarukhins at the "School for Improving Skills" On the second day of training, we were “escorted to the cold room” on social media. polls.

In 30 minutes we had to collect 18 contacts ...

Then I understood the phrase "Thrown under the tank"! There was a feeling as if they had driven a roller over us!

Moreover, there was a rule - without collected contacts, we were not allowed to continue training!

We went to the pedestrian underpass. There are a lot of people, all practically running, everyone has no time, we are afraid, the tongue is braided, hands and feet are shaking. It was very scary and embarrassing, but I still collected 6 contacts.

The next experience I had was conducting a "candy lottery". I almost cried when they refused me, but I understood that if I didn't do it, I would never decide to " Cold Contacts».

After each negative experience, I analyzed myself and my actions. Then I did "work on mistakes" and again analyzed every step, every word, every behavior, brought to the ideal!

Now I don't have such negative emotions, I take any refusal with a smile and very calmly.

Thanks to "Cold Contacts", such wonderful consultants and Leaders have come to my structure, who have now become my family and friends!

And so, let's figure out what is the secret of success on cold contacts.

I don’t know of a single person who, making the first cold contacts in network marketing, would not have faced fear, false shame and rejection.

Everyone experiences such feelings at the very beginning of this activity, and many still cannot get used to "cold contacts".

This habit - not to talk to "strangers" has remained with most people - from upbringing, since childhood.

For the generation born after 2000, it is much easier - the morals are different, more liberated, the perception and perception of the world is different.

Therefore, I propose to take this into account and build your actions from this position!

Preparation rules for " Cold Contacts in MLM»:

1) The most important thing is to remove false fear and shame in front of people!

2) Develop the skill and habit to speak at any necessary moment, with any of the people you meet!

3) Always have with you: leaflets, catalogs (mini), business cards, brochures - what can represent you and your MLM Company!

4) Always, when you go to Cold Contacts, be well-groomed, in your favorite clothes and in a good mood!

5) Always have one goal - the invitation (do not scatter, do not try to grab everything at once).

6) Use several types of "Cold Contacts": flyers; social polls; lotteries; "Work in 3 meters"; "Rack work" and much more (don't get hung up on one)!

7) Always finish what is planned, never reschedule or refuse!

8) Do Cold Contacts at least 2 to 4 hours a week. Make it a habit!

9) Take your consultants with you to the TSD (joint action training) and show them how you do it, help and support them.

10) Do Cold Contacts regularly!

The success of work on "Cold Contacts" in MLM depends only on TWO indicators:

Who gives the leaflet and how.
The content of the leaflet itself.

The first and most important is “Who and how is giving the leaflet”:

Let's forget about Networking for a second ... Let's consider the work of traditional companies at Cold Contacts and focus on our feelings as invitees.

Remember ...
You walk down the street - you are offered: a leaflet, a newspaper, social services. Poll.
Remember ?!

In our life, we repeatedly encounter promoters - let's look at them from the outside ...

When do you take the flyer? Which person? The confident and smiling, or the sad, with shaking hands?

Who makes you want to take the leaflet? What does he look like? What does he say? How does it behave?

Usually promoters are hired for this activity, who are only interested in handing out these flyers. They don't care whether people come with these leaflets or not!

They gave it away, got it and forgot it.
How often do many MLM consultants do the same!

And you?! How do you do it (look at yourself) ?! Are you like these promoters or not?

If "Yes", then think about what needs to be changed in yourself, so that people from "Cold Contacts" would like to come up to you and find out "What is so interesting about them?"

There are several ways to understand yourself and change your attitude towards " To Cold Contacts in Networking Business».

If it is difficult for you to make "cold contacts", then most likely you are from the generation of the 19th century. What to do with this ?!

1) Describe what you are not attracted to in promoters, watch them.

2) Change this in yourself, work on specific, described points.

3) Start with the simplest:

every day for 1 hour - Ask 10 strangers for the time;
every day for 1 hour - Smile at 10 strangers;
every day - Meet 5 strangers;
every day - Tell at least 5 strangers about your Company;
every day - Give a flyer or catalog to at least 10 strangers.

Second An important factor Success on Cold Contacts is:
The content of the leaflet itself!

How to draw up a leaflet correctly ?!
What factors, phrases, appearance influence the attraction of people ?!

We will talk about all this in my next article: "How to invite people to MLM?"

You can also watch my video tutorial.

Working on a warm market in MLM provides for a number of step-by-step actions, which we will talk about. In this article I will try to present the material as briefly and easily as possible, without further ado.

Objectives

When starting a business, you need to think very well why you need it, what you want to get in Network Marketing, what opportunities you see for yourself, what opportunities you see in your MLM company. It is necessary to write down on paper the answers to these questions and the goal for the next six months and a year in the company (what income do you want to have). Having set a goal, you can voice it to the candidate. People follow purposeful people, believe them.

Plan

After setting goals, you need to draw up an action plan that will lead to the desired result. You can agree on this point with your sponsor.

Short list

You need to write a short list of acquaintances in a separate notebook. From this list, you and your sponsor will begin to select possible candidates. Periodically add new people to your list and your field of action will noticeably expand.

Call

Now you need to pick up the list and your phone number and start calling.
There is a tried and tested phone invitation scheme that you shouldn't deviate from. When you call a person, you must immediately say that you are calling on business and you have a couple of questions. It would be a mistake to drag out the conversation and talk irrelevantly. There are three qualifying questions for a potential candidate. Each of these questions is a kind of filter that filters out people who are not interested in this. Our task is not to drag everyone into business, but to look for people open to new opportunities.

First question. « Are you interested in the possibility of additional earnings? "or " Are you interested in the opportunity to earn decent money?»

The question may sound different, at your discretion, but the essence of the question should be the same.

This question filters out people who are not interested in the possibility of additional or main income.

If the answer is “ Yes

If the answer is “ No"- politely say goodbye.

If the answer is “ What is this?"- go to the second question.

Second question. « What do you know about network marketing and how do you feel about it?»

Here a person can give all kinds of answers and ask questions. Your task is to understand the person's attitude to the MLM system and find out if he correctly understands the essence of the system. This question weeds out negative people and makes it clear what a person knows about the system and whether he understands it correctly.

If the attitude is negative, say goodbye politely.

If it has nothing to do with it, go to the third question.

If he misunderstands the essence of the system, and there is no negative - you say “ this is not what i do"And go to the third question or just go to the third question.

If he had experience in network marketing and perfectly understands the essence of the system - you do not go to the third question, but ask “ Would he be interested in getting information about your company". If a " Yes», Then either give the address of the site where he can find out more about the company, or invite you to a meeting with your sponsor (if your sponsor is in another city, arrange a conversation by phone or Skype). Be sure to contact this person every other day and find out if he has any questions and if he is interested in our business proposal.

Third question. « Would you like to know how you can make money in network marketing?»

This question weeds out people who are not interested in understanding the system.

If the answer is “ Yes"- We invite you to meet literally for 1 minute, in order to transfer a disk with a video film.

If the answer is “ No"- politely say goodbye.

If a person starts asking additional questions, you say that it is impossible to explain the essence of the system over the phone and invite you to meet literally for 1 minute in order to transfer a disc with a video film. The meeting is scheduled for tomorrow, the day after tomorrow. If a person cannot these days, then you agree to call him a day or two before the meeting. Call on the phone at the agreed time and make an appointment.

By asking these questions, you will cut off unnecessary people at the first stage of working with the list and will not waste your time and nerves on unnecessary people for your business.

Tag the results of conversations with people on your list of acquaintances.

If a person said “no” to you, always say that if he decides to figure it out, he can contact you at any time.

In any case, you can invite him over time, if not as a business partner, then as a client. It is imperative that you lead the conversation, and not let the person take the conversation into their own hands. You and only you have to control the process of the conversation, and this is achieved through strict adherence to the conversation pattern.

First meeting

You meet at the appointed time for literally one minute. Submitting a disc with a video film about network marketing. When handing over the disc, tell the candidate to take the video seriously and that this film will provide a basic understanding of what it is. mLM systemhow it works and what opportunities it provides.

Tell him that you give him this disc for two days and tomorrow night you will call him and find out the result of watching (interesting or uninteresting).

The next day, in the evening, you need to call the candidate and find out if he watched the video, if he has any questions and is interested in knowing about your proposal (company, products and marketing plan).

If the candidate is interested, invite him to a 2: 1 meeting with a sponsor (tomorrow, the day after tomorrow). If the sponsor is far away, contact the person with the sponsor by phone or Skype. After several meetings with the sponsor, you will soon be able to conduct them on your own for yourself and your new partners.

If the candidate is not interested, make an appointment to pick up the disc. At the meeting, offer to familiarize yourself with the company's products (website, catalog, personal experience of using products, recommend the best).

If the candidate has not watched the video, make an appointment to pick up the disc. Most likely, the person does not want to understand the possibilities. If you ask to leave the disc for another day, do it at your discretion.

Second meeting

Second meeting 1: 1 or 2: 1 (with sponsor). It should be held either on your territory (home, office) or on a neutral territory (cafe), other options are possible at your discretion (preferably a table).

The person already knows about network marketing and has questions.

In this meeting, you introduce the candidate to your company, products, and marketing plan. Talk about the training system and your goals for the next six months, a year. Talk about why you are working with this particular company and what benefits you see.

If the person is ready, register him.

If a person is not ready, specify what questions he has and what will help him make a decision. Give him the literature he is interested in, or a disk at your discretion (about business or products). Make a third appointment if needed. The third meeting can be 1: 1, 2: 1 with a sponsor, or a presentation. All remaining issues are discussed and a decision is made. If the person gives a positive answer, register it. If the answer is “No”, we suggest you familiarize yourself with the products and make a client out of the candidate.

Connecting a new partner

Check in.
He makes his first order.
Draw up a work plan and start working immediately. In no case should you delay the first steps of a beginner. A new distributor needs to get the result in the first 48 hours after registration and the first order !!!

The result is to write a list of acquaintances, make the first calls, make the first meetings, distribute the first CDs, hold the first meeting with the sponsor. All this will motivate the beginner. This is a very important point that should not be neglected.

Most consultants begin their work with a company by making a list of acquaintances to whom they can offer products. But sooner or later, this list ends itself. This does not mean that nothing else needs to be done. On the contrary, you should go to new horizons - start working in oriflame with a cold market. Dealing with strangers requires a different approach and specific skills.

How to enter the cold market with Oriflame products?

In fact, it is not that difficult. After all, all people, without exception, use cosmetics and detergents. So any audience will be interested in the company's products. It is good if, before entering the cold market from oriflame, you undergo educational trainings in the company. Then the result of your activity will be much higher.

The leaders of the company recommend regularly holding promotions, surveys, catalog presentations, distributing flyers and actively communicating with new people. It doesn't matter if you choose one of the ways or use all of them. The key word here is "regularly".

Cold market gets warmer after meeting Oriflame

Cooperation with Oriflame is a business based on statistics. The more times you hear "no", the closer that cherished "yes" is. "Yes, I will use the company's products and recommend them to other people." And such answers are not uncommon in Oriflame, the cold market is proof of this. If you manage to interest a stranger, show him an attractive picture, then this person will leave the notorious "cold market". The rest is a matter of technique and skill.

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