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A Practical Guide That Leads to Networking Success

1. By now you should be doing one-on-one marketing and/or product presentations with your sponsor on "2 on 1's" or 3-way calls.  You can do this by yourself,   with a downline Distributor, or simply take advantage of our 1-800 pre-recorded numbers that will do all the talking for you!
2. Gather material together in several "intro-packs," containing at least the following items:
   1. A selection of literature such as brochures, flyers, or general information that can help your prospective Distributors make a decision about coming into NEWAYS.
   2. Attractive packaging that will give a professional introduction to the opportunity you are presenting.
3. There are usually questionable points you need to convince a potential Distributor of before they will join.  Learn and commit them to memory.  Always make every effort to see that they are answered in every presentation.  They are:
   1. Is this business simple?
   2. Can I have fun doing it?
   3. Can I make money doing it?
   4. Will my Sponsor help me do it?
   5. Is the timing perfect for me to get involved now?

   Answer these questions right and you will have a new Distributor.

4. Invite each of your contacts to a meeting.  If there are none in your area set up your own meeting with the help of your upline support team of Distributors.   Be pro-active.   Note: Memorize the sales methods that we'll go over together throughout the rest of this page.
5. After the meeting or your one-on-one marketing presentation, sign them up using the following inquiry sequence:
   1. Do you see yourself getting involved as a Distributor or a customer?  (Wait for their answer.)
   2. Can you see what this would do for you?  (Wait for their answer.)
   3. Do you want to get started by building a business or do you want to buy the products?  (Wait for their answer.)
   4. What would stop you from getting started right now?  (Wait for their response.)
      Follow the sequence. Ask each specific question.
6. If the answer to #3 is an objection, answer the objection and go back to #3.   If the answer to #3 is, "To build a business," then:
   1. Have them decide which pack or system they want.  (If they prefer some other package arrangement, that's okay.  Either way they have made a commitment.  Sign them up without further delay!)
   2. Have the Distributor Application handy and help them complete the form.
   3. Fill out the retail sales slip and collect their check.
   4. Either go over the first 48 hours assignment as outlined in our online manual or set up an appointment for the 48-hour training as soon as possible.
   5. Make sure they take the initiative to follow up on this critical two-day commitment.

One area of great concern for many who are getting into network marketing for the first time is their anxiety over or fear of being confronted with a "no!" (Fear of failure).  You must counteract such fear or intimidation.  Look for the "no" and get excited when you hear a no.   No simply means that they want more information.  No is not a personal attack on you.  A "sell" does not start until a prospective says "no!"   And always remember that this is a "numbers" game.  There are always going to be people who are not ready to hear you yet, just as there will always be people who are ready.  Every "No" brings you closer to the "YES!" and that's something to get excited about!

When there is a "NO" follow these six steps:

1. Don't say you agree with them, say:
   1. "That"s fine.
   2. "OK."
   3. "No Problem."

   Then say: "Would you do me a favor and explain to me why?"  Don't ever say "Why not?"  Your goal is to learn their true objection.

2. After obtaining their explanation, say: "Is that your only concern?"   Keep the statement simple.  Once they have indicated "Yes," they have committed to use the product and will be open to other aspects of the marketing opportunity.
3. Use the Feel-Felt-Found Principle, i.e.: "I know how you feel; I felt that way myself; then I found that . . ."
4. Always give choices.  Ask for the sale by giving them a choice.  Never force them into a decision.  If it can be answered "yes" or "no," it is a decision.  If it can be answered "this" or "that," it is a choice, i.e.:
   1. "Would you like the Retail Family Pack or the Hair Care System?"
   2. "Would you like to pay by check or would you rather use your credit card?"
5. Don't say another thing.  The very toughest part of a sale is waiting for the other party to give in.  Don't fill in the silence, no matter how long it takes for them to answer.

1. You will probably be confronted with one of four main objections.  For each response say "Is that your only concern?"  Wait for them to say "YES," then respond as follows:
   1. No Money: "I don't have the money!"
      1. The best way to solve this problem is simply not to show it to people who are broke.  There is a difference between "broke" people and "resourceful" people.  Concentrate your efforts on people who can afford at least a minimal investment.
      2. By working with resourceful individuals who truly want the opportunity that you have presented, you will find that they will do whatever it takes to get started.
      3. The dialogue could go something like:
         "I know how you feel.  I felt the same way.  Then I realized that to get into any kind of business for myself would require a small investment compared to what I could make without all the headaches usually involved with being self-employed.   NEWAYS was kind enough to put the cost of products and marketing material on my credit card.  All it cost me was $ ______ per month.  I got my initial investment back within."  (Identify a period of time.)
   2. Saturation: "Is NEWAYS already saturating my area?"  You could say to them:
      1. "Saturation is not a concern with NEWAYS.  It is virtually impossible to saturate a consumer product.  In fact, name one consumer product that you know of which is truly saturated.
      2. Some people feel that because a marketing company has been around for a long time it saturates the market.  That's certainly not true when you are dealing with reality.
   3. No Time: "I just don't have the time."
      The best response would be: "I know how you feel.  I felt the same way.   Using the process of duplication, I realized that if I would spend only a limited amount of time, say only six to ten hours a week, and if I found five or six other people who did the same, the combined effort would be the equivalent of hundreds of hours.

"It was J. Paul Getty who once said that he would rather have one percent of 100 people's efforts than one hundred percent of his own." "The duplication process in network marketing is the best way to leverage your time.  Would you rather have 100% of your own efforts or one percent of the efforts of a thousand others?  If you thought that it was worthwhile would you find the time?"

Is there any need for another review of priorities?  Now is a good time to make appropriate adjustments. Always remember, everything you commit to in your goal setting must be organized to your advantage and for the advancement of your growing business.

1. Make absolutely certain that your office area, whether at home or not, is well organized and conveniently accessible with no outside distractions.
2. Make any necessary adjustments in your goals so you will always be working toward realistic objectives.

By now you ought to be fairly well along on your Home Meeting schedule.   Regardless of whether it is to be a Product Meeting, a Training Meeting, or a Home Opportunity Meeting, make sure you have enough people meeting with you to make it interesting and worthwhile.

1. There is something exciting about the dynamic synergy involved when a group of people come together to share common interests and needs.
2. Again, be sure you get your Sponsor involved with your first Home Meeting.
3. Be thoroughly organized.  There are almost always individuals who can add an absorbing twist of insight and enterprise to your meeting.  Pull out all the stops to make it an interesting adventure for everyone.

Continue to focus on specific areas with which you are most comfortable.   Branch out to get acquainted with the other products.

1. Always sell at retail.  You should not be wholesaling your products.   Most people will not even appreciate it.  The more you know about each product the more people will want to pay what they are worth. (Keep in mind we now have a "Preferred Customer" option which will effectively leverage your time while giving the customer the wholesale price, see your sponsor for details)
2. Go to a Corporate Training Seminar as soon as it is convenient.  Sacrifice to get there if you must, but do it!

Attend each Opportunity Meeting held in your area.  This is an important period of growth and development for you and the people you bring into the business.   Always go, and if possible, always take a new guest with you.   You need the meetings and the meetings need you.

Don't allow yourself to become discouraged.  There will always be people who do not appreciate the full value of what someone else has.   Rejection is not a reflection of you nor your offering, but simply human nature.

1. Just remember, SW, SW, SW, N. (some will, some won't, so what, next!)
2. You may be the only means of access some individuals ever have to NEWAYS products and the NEWAYS Opportunity!
3. Keep pressing the Three Foot Rule! Smile and talk to everyone within 3 feet of you!
4. Repeat to yourself: If not me, who?  If not now, when?  Repeat it over and over again.

A favorite old adage with which everyone should be familiar is: "If at first you don't succeed, try, try again." There is no reason in the world to get discouraged just because someone turns down an invitation to a meeting or even if a whole series of calls net absolutely nothing.   The law of averages will always win out in the end.   Persistent activity will bring success.

Always remember "If you think you can, you can!"

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