There are two key concepts that every networker needs to understand, and to refine some additional skills to do well.  First, learning how to INITIATE conversations, and Second, learning how to EXTEND conversations.  This is, of course, absolutely vital for any business endeavor that requires bringing new contacts or leads into your business either as customers or business partners.

It is very important that in developing and executing the skills of initiating conversations and extending conversations you stay IN YOUR COMFORT ZONE.  Sales scripts can often sound like just that – a sales script, unnatural for some and “canned”.  It is better to understand the concept behind the script and put it in your own words – practice until it rolls off your tongue at a moment’s notice.  Here is a concept that works very well for initiating conversations.  It starts with paying a sincere compliment, and works best if you have seen the skill in action.

Here is what I mean:  You’re  in a retail environment and you observe a teller, a customer service representative, a salesperson, a manager (anyone really) providing excellent, thoughtful customer service.   Now realize that most of the day these folks hear nothing but complaints, and it will be completely fresh and really appreciated if you say something like:

“You know, I’ve been paying attention to how well you interact with people – you really have a knack.  I’m impressed; how long have you been working in the public?”  Obviously, your compliment has to be sincere for this to work.  And then you can follow with:  “Well, I can tell you, you would really be a star in my business and frankly, a well rewarded star.  I’d love to chat more about it, but I’m on a tight schedule today.”  (Have your card ready to extend as you say)   “Do you have a card?  I’d like to get some information about my company to you.” If they don’t have a card, just say:  “Just write your number down on the back of my card, and I’ll give you a call”.  Then, take their name and number and the place you encountered them.

One of my particularly successful partners calls this “walking around prospecting”, another calls it “alert living”.  Whatever you call it, it is an important skill.  By the way, the easy line of one of our “millionaires many times over” friends is simply:  “In my business, you are a $20K a month star waiting to happen – you really need to know what I do”.  And then he pulls the card out and asks for theirs.  Whatever you are comfortable saying, remember the concept is pay a sincere compliment and tie it to your business.

Being able to initiate a conversation with a likely candidate does not always happen in a way that you can actually deliver a compliment because you are not able to see that person “in action”.  If this is a contact you don’t know well, like for instance a person you are meeting  in a business environment, Chamber of Commerce, etc. you can replace the “compliment” with an introductory remark that simply shows INTEREST in them.  The best and most natural way to do that and a way that is 100% acceptable is just to ask them “what do you do?”.  Most people love to expand on what they do, and will almost invariably follow your question with, “And what do you do?”  And then you have your own opportunity to explain in striking terms the value of your product/your business.  But, remember, always keep your introductory remarks short.  Don’t overstay your welcome talking about yourself too much.  Much better to leave them wanting to know more.  Be intriguing, thought provoking, even flamboyant in your words and then share your card, ask for theirs and offer to send them a little more information, or talk with them later when you both have more time.

In the situation where you are trying to make a good impression quickly, it is vital that you have a POWER STORY LINE.  This is something you want to write and practice so that when you are asked that “what do you do” question, you are ready.  Below is my power story line and I think it fits the bill of being thought provoking, intriguing and definitely flamboyant!  And, it works!

“Well, I have a beverage distribution business with an incredible company that has done over one billion in sales in less than five years.  We market the number one selling nutritional product in North America and we’re in twenty five global markets”. 

In answer to the “what do you do” question, many networkers who are working with their company part time, have a dilemma.  If they, for instance, are at a Chamber of Commerce meeting and their day job is real estate, even though it is hardly paying the bills these days, they certainly want the person to know about their real estate, so they say something like this:  (This comes from the great Jim Rohn, by the way):

“Well, I hang my real estate shingle with Lyons and I have a great understanding of the residential market in our area, but I’m also working on my retirement with a super company named                 ,  that gives me the opportunity to plan for a comfortable future.”   They are often more interested in your retirement job” because they too would like to look forward to a “comfortable” retirement.

When you deliver your power story line, fill it with the passion of WHY.  “I’m having the time of my life with this company because it not only pays me what I’m worth, but the product has given me some remarkable health results” – tell your story!

I recently heard a great trainer describing how people ramble on, and try to tell too much to a new individual, and he used a great phrase – “Stay at the spot you captivate them”.  In my business we can “captivate them” with the outstanding product results, or the big pay check, and different things will resonate with different people, of course.  So, I advise my team to be very aware, listen very carefully, for some feedback that they have the attention of the person, and then STAY ON SUBJECT.  Remember marketing is all about finding the need and filling it – THEIR need, not yours.

In every encounter with a person, look for ways to EXTEND THE CONVERSATION, particularly in ways that give you more insight into them, what they are looking for and what would be of value to them.   If they are on a roll and telling you something that is obviously of great interest to them, provoke further conversation by asking for clarification, “what do  you mean” – “how did that happen” – “how do you do that” – “that’s fascinating, how did you come up with that idea”.  Your words that show a genuine interest  in them are powerful.  It is a sad truth that in most people’s lives, they frequently feel ignored, overlooked, at home and in their jobs.  People rarely pay them compliments and have a genuine interest in their ideas.  Be the exception – learn to pull people out. 

And of course, the best way to continue conversations is to simply be open and warm.  The great smile that says you are a friendly, people-person, is a huge asset, and it can be developed.  Practice flirting, in the full sense of the word, where people enjoy looking at your great smile, hearing your genuine flattery and telling you about themselves.   Learn to be a people-magnet, attracting others to your sphere of influence.   Observe people that you feel have these traits, see how they stand, how they incline their head toward the person who is speaking to them, giving that person their full attention and interest.  Body language is always a part of the so important first impression. 

Sometimes networkers get drawn into the trap of coming from a weak position.  The new person asks “Well, how much money are you making”.  Not a fair question if you have just started on a  new venture and don’t have much of a track record, and it certainly does not mean that there isn’t a super opportunity with that particular company.  I teach my downline to LEVERAGE off the success of the company at that point with something like:  Well, I’m just getting my feet wet, but the Company has done over one billion dollars in product sales in just five years, and I have some very big goals and plans underway to get a big portion of future earnings.  Don’t apologize for your lack of success.

And while you are setting those goals, remember there are two types of goals that  you must have WRITTEN DOWN in order to be successful.  First is the PERFORMANCE GOAL that will correspond to a “rank” or “level” in the company, and it is important to discuss with a mentor what is possible to achieve in what time frame.  And most importantly, have ACTIVITY GOALS written down.  In fact, the activity goals are the things that will ensure that you achieve the performance goal.  Activity goals in networking generally boil down to number of contacts per day, per week, etc.  In fact one very successful way to make sure you are moving your business forward is to have a written MDC – Or minimum daily contact.  Set it wherever your comfort zone allows, and then make it a part of living, as natural as breathing, make it a ritual.  “I will make three new contacts for my business every day”.  Or, if you are aggressive make it ten.  This is the significance – The NUMBER you pick is far less important than your COMMITMENT to follow through and do whatever number you say you will do.  Nothing less will work.

It is important that you progress in whatever you attempt – rank matters.   You need to see yourself moving forward, and significantly, your organization needs to see you moving forward.  This is a business where it becomes difficult to encourage others eventually if you have not done it  yourself!  Lead by example always. 

I often close my email correspondence with “Have Fun!”, and I think that should be the essence of every conversation.  If you are having fun, the people around you see that, and they will want to join you and be a part of the fun themselves.   Some of this may take practice – even the smile can be perfected in the mirror.  Most of us do actually like people; if not, I doubt we would be in this industry.  And positive energy abounds in this industry; negative sour-pusses just don’t last very long.  So take those natural inclinations and polish them up a little and go out there and MAKE SOMETHING HAPPEN!

To Your Success,

Your Network Marketing Coach, Candy Webb
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