This is pretty simple. Call your potential customers or business partners and introduce them to your company, your upline or support team. Invite them to see your company up close. There are meetings, special events, calls, online tours, conferences, and other people with similar goals. Mix it up with online and offline touch points. Lead them to a decision.

Have a set process that you take a potential customer or distributor through. Take the guesswork out of the process. Use a simple checklist. Over time you will be able to see how much you have to do before your prospects are comfortable making decisions.

I created my follow-up system based on the genius of Casey Eberhart, The Ideal Networker; Tammy Stanley, Founder of The Sales Refinery; and Melissa Giovagnoli, co-author of  The One Minute Networlder.

Genius Points to Consider

1. Find People who have similar goals and values. Build a huge network. They might not all do business with you, but you are building a network that can help others, people who you just love knowing, people you might be able to tap one day if the situation fits.
2. Give First. How about giving them a referral or two. Get to know them. Buy them a cup of coffee. Networkers love to know the story behind the story.
3. Make a Connection. In our Brown Bag Lunch Networking Group we tell a little about our business, our personal lives, and who our power partners might be. I might not be in the market for a mortgage right now, but when I am I’ll call on John who invited the group to come over and see his Clark Griswald holiday decorations. I laugh every time I think of it.
4. Remove the Hype and just be real. “Hey Joan, I’m calling to thank you for the tip you gave me yesterday. It really got me thinking about my issue in a whole new light. Thanks for taking the weight off my shoulders. I solved the problem today.” Notice that I didn’t ask for business from her.

Doesn’t it make networking easier? You go in with the attitude of what can I do for these people I am about to meet. It just perks your ears right up. Your networking antenna is pointed outward instead of  in toward you.

What if I meet someone at a networking meeting and they are looking for a job, and I happen to have a contact in their field?

Step 1: I call them the next day. I’ll even leave a message. “Hi, Sue we met yesterday at our networking group and you said you were looking for a job. I wanted to discuss this a little more so I can make sure I can make a great connection for you.” Give me a call back at …”

Step 2: Set up a time to meet for coffee. Listen, listen, listen.

Step 3: Send her a card (physical card stamp and all) with a referral or two inside.

Step 4: Invite her to join your Facebook page so you can stay in touch.

Step 5: Do it all over again

There you have it. Short and sweet. Keep practicing the basics over and over. It’s your signature system. Pretty soon you’ll be able to teach it to others.

Happy follow-up and stay in touch.

There are four basic things network marketers get paid to do.

1. Talk to new people
2. Follow-up with new people
3. Follow-up with existing people
4. Coach and develop leaders

Talk to New People

In network marketing, how you get new people is left up to your creativity. You can. . .

• contact people in your world, that is, friends, family and neighbors and set up a time to have a cup of coffee
• get out in the community and deliver workshops, support causes, network, hold fund raisers, sponsor a 5k race, sponsor a family fun night and silent auction
• run advertisements in the local paper, on Facebook
• send flyers or post cards inviting people to a special event
• host a lunch and learn or a evening home presentation
  • get really creative and host a dance and learn
  • teach a class online or at your community center
• start your own networking or meetup group
• join a virtual networking meeting

There are many ways to reach out and talk to people in your community. More and more savvy network marketers are teaming up with other network marketers and party plan direct sales entrepreneurs and holding workshops, networking luncheons, and regular chapter meetings at Direct Selling Women’s Alliance.

Build up to 2-4 marketing activities a day. Watch the momentum build in your business! Remember that the marketing activities lead to an appointment, presentation, or cup of coffee. Track how many you do in a month and adjust according to your own goals, and how quickly you want to build your business.

Seventy to eighty percent of your business is generally devoted to sponsoring new people. Therefore, it is important to find new people online and offline who have similar goals. Since you’re going in the same direction, why not go together.

Very Cool Point to Remember

Before you wear yourself out running all over the world talk, talk, talking, figure out who your ideal customer or business partner is. Describe this person as if she is the only one in the world. What does she look like? Does she work or is she a stay-at-home mom? What does she like to do, spend her money on? Does she like to travel, read, work in the community, host parties, paint the town fantastic? What does she worry about?

My customer is a successful business woman who strives to balance work and family. She is passionate about being there for her family, her team at work, and cares about others in her neighborhood, community and church. She is active too. Keeping in shape and being a healthy, active role model for her children is important. She is the home on the block were people like to hang out–kids and adults alike. She wants to maintain a  high energy level, and is looking for a simple, healthy solution. She wants something that fits into her busy lifestyle. She wants long-lasting results that are safe and healthy.

Now you’ll know her when you see her. You’ll know who to avoid too.

Sometimes you won’t know your ideal customer until a few months into your business. That’s okay. See who is successful on your products and who isn’t. Give each person the same outstanding customer service so you can see the big differences between those who keep buying and those who drop off.

My ideal business partner is a successful business woman who is ready for a change. She wants to do something with a purpose. The corporate job has treated her well, but now she wants to give back, help others. She is not ready to retire, but she may be at retirement age.   She knows people, and has helped so many people over the years succeed in their line of work–she is good at coaching and connecting. She is the go to person. She yearns for something bigger. She has an entrepreneurial spirit and is ready to build a team of like-minded individuals who can go out in the world and make a difference. She wants to build a legacy for her family.

Another Very Cool Point to Remember

Know your why. Why are you in business for yourself instead of working a 9-5 retail, corporate, or hospital type job? What appeals to you about Network Marketing? What are your hopes and dreams (what do you want your new business to do for you). What does it look like if you are successful (money, time, resources)? Who will be happy for you when you reach the level you want? What will be different in your life? What will you be able to do when you reach your goals that you couldn’t do before?

You can get fancy and make a vision board or you can just think it though and write key points on a 3×5 card or several 3×5 cards and post them where you can remind yourself why you do what you do everyday.

Feel free to comment below and tell us all your why, your ideal customer or business partner. Tell us what you want Network Marketing to do for you. Can’t wait to hear from you.

Stay tuned for Part 2: Follow-up With New People

In fact, it is a good idea to engage in 2-3 different marketing strategies per month.

Be creative in finding ways to introduce people to your company.  The company you represent usually takes care of the other parts of running a business like customer service, manufacturing and distribution, and designing marketing materials.

However, you want your business to stick from the get go. So use what you have naturally or what you have developed over the years, and talk to people online and off.  Build relationships. Be a resource for others.

What do you have: Pizazz, the gift of teaching or hospitality, a creative spark, networking know how, a flair for writing ?

So many times I see people try to force themselves into someone’s marketing mold, and then they get discouraged and quit when it doesn’t work.

Do you come from a close-knit family, and have a strong circle of friends? Go tell them about your new business and why your think it is so great. Invite them to hear more.

Do you love teaching? Why not get a few people together and share a cup of coffee and some stories about your business.  Tell them the benefits of using the products or joining the business. Invite them to hear more.

Here’s a cool idea.

It’s a twist on Lunch and Learn. You know the idea—you invite people over and serve a few snacks and they listen to your presentation.

Okay, what if you’re a Dance Master (that’s code for really good dance teacher with lots of experience), and you love helping people get out and have fun.

You host a “Dance and Learn.”  Kudos to Nancy Sommers and Ishamar Umanos for this one. You teach dance steps for 1 hour and then serve refreshments and talk about your new business opportunity.  You can do a little education on the benefits of exercise, and show how your products help you get up, get moving, get fit. Invite them to hear more.

Do you love to talk? Pick up the phone and set an appointment with friends to showcase your company, products and business opportunity. If they like what they see, invite them to hear more.

Do you love to write? Start a blog. Use Facebook, Twitter, and other social media sites to direct people to your blog where they can have a conversation with you and get to know you better. When they ask what you do, invite them offline to talk with you.

Look at it another way.

• Are you at a season in your life where you can get out and about and network and support your community, and join clubs? Then networking could be your marketing mojo. Just remember to follow-up with all the really cool people you are meeting, and invite them to take a closer look at your company.
• Does life have you caring for your aging parents while taking care of your own family?  You find yourself visiting, running errands, or waiting in doctors’ offices.  Carry your laptop with and write a newsletter or blog about running a business from the road.  Use Twitter, Facebook, LinkedIn, to update your customers and team. Invite them to hear more about how they can run a business from the road.
• Are you at home raising your kids? Meet with other moms on the playground, at school, in the store. When they ask what you are doing make sure you have your short marketing message ready to share. After you pique their interest, invite them over for a play date and biz presentation.
• Are you working 9-5? Turn your lunch hour into a business power hour. Hold a business presentation away from office.  Keep it to 30 minutes so you have time to drive there and back and grab a healthy lunch. Or better yet find a quiet place and make phone calls and do presentations over the internet. Invite them to see the company up close—three way call, conference call, opportunity meeting.

Here’s another cool Idea.

A working mom met with other working moms every day at lunch time for three months straight and WOW she built a strong organization.  That is about 25-30 appointments a month times 3 months which gave her 75-90 appointments. She was able to open up the Boston area for her company.

Do you see a pattern? Marketing is about capturing your prospect’s attention. It is about doing what you do naturally. It’s about taking advantage of the season in your life.

You spark an interest. Then you invite them to hear more.

In business they say, stick to your knitting. In direct sales and network marketing we say stick to what you know, what you are good at, and what comes natural.  You will naturally try new marketing strategies as your business and confidence grows.

Marketing is about knowing who you are and telling people what you have. Get comfortable in your shoes and others will want to follow you.

What comes natural to you? Do tell us how you have turned your natural talent into your marketing success strategy.

Target your market then show them how your product or service works for them.

I was walking through my local mall the other day, when a woman at a kiosk asked me if I had a minute to try out her special, like-no-other-in-the-world hand cream. I’m the first one to admit that usually I hate being accosted by kiosk salespeople. But, I wasn’t in a hurry and she got me on a good day – my hands were a bit chapped from the Chicago winter weather.

Need to look at the same old thing with a fresh perspective? Look around. There is always something amazing going on. See how you can recreate or repurpose your business or product or attitude.

Here are 3 ideas you can be on the look out for if you want to change your out look.

One

Connect with someone. Sit down and talk to someone who is doing something that you think is amazing. Use your skills and talent with a new and different twist. Kelly Ann is taking her background in the arts, along with her work at a media production company to create a film and education program about teen dating violence.

Two

Take the first step in a different direction so you can enjoy steps 9 and 10 down the road. Henry retired from a successful career in sales. Then he started a home-business with his wife. When that became successful he went back to law school so he could help those who couldn’t afford to hire an attorney. Henry is 68 years old.

Three

Turn it upside down. Learn from the most unlikely of sources–your child’s kindergarten art piece, the way the car key pops out at a press of a button (it’s how the Flip Camera was born), the local garden expert–and apply it to your business or your new product line.

How about you? Why not share what you do to recharge your creativity, to keep on moving on. What inspires you?

It occurred to me that putting a team together is more about letting each person’s natural talent shine than it is about drawing up a list of needed skills and then finding the right person.

I recently worked with a group of people at a local community event. Team members volunteered to work the event. We were all from the same company. The event ran so smoothly, it amazed me. Don’t get me wrong, there were delays and problems that popped up along the way. But, we didn’t fall apart. We didn’t give up. Left alone, each member came up with brilliant ideas on how to make the event successful.

Picture if you will, a team of 6 people from the same company. The goal is to increase brand recognition and serve our community. Our job is to serve our sports drink to participants in a weekend-long community sports festival. There were marathoners, 1/2 marathoners, 10K/5K runners and walkers, inline skaters (recreational, advanced and elite), and bikers.

Here’s the common team characteristics

• they wanted to be there — they volunteered to get up at 6 in the morning to set up a vendor booth
• they like what they do — they love to talk, talk, talk about getting healthy and staying that way
• they were not afraid of work — they got there on time and stayed until the work was done
• they were comfortable operating with a few general guidelines — we were there to build community, to partner with like minded people who enjoy healthy, active lifestyles, and to get the word out about our company and how it can help them reach their goals
• they were not above doing any kind of work — if it needed to get done, they did it

Lessons Learned

Someone has to coordinate

1. There is a coordinator who communicates with all contacts and keeps everyone updated. The coordinator handles the paper work, funding, supplies, etc.
2. This person works along side the team, but also keeps a mile high view of the entire operation.
3. The coordinator gets out of the way so the team can shine.

Let technical people do technical things

1. The technical person can set up the tent, figure out ways to keep the table from sinking into the mud, and create a new product distribution system on the spot. One day we weren’t able to reach the competitors as they were coming off the finish line. So a couple people took the lid off the cooler and put the drinks on it and brought it to the racers as they came off the finish line. Two others put  up another table by the announcer. And two stayed by the rest of the vendors to keep supplying our newly annexed stations. No one asked permission. Each person took responsibility for the success of the event.
2. Let them keep the operational things running.  When we ran out of cups and water, one of our technically minded team members made friends with the closest water station and they gladly brought over much needed supplies. Soon we were back in business.

Expertise is a plus

1. Point to the person who has the answers. How fortunate to have an exercise physiologist on the team at the fitness expo.
2. The former chemist came in handy when technical product questions came up. You know those questions like — how is this product different than ____________?

Experience matters

1. If you don’t have the credentials, use your experience. This is how relationships are built. People can relate to others who have been there, done that.
2. Tell your story. I like to say I don’t know about that, but what I do know is that taking this sports nutrition has helped me to get off the couch and back into the race.
3. Tell other stories. My friend shaved 2 minutes off her best time.
4. Let the talkers talk. There are always people who like to chat with potential customers (in this case event participants – competitors).

My strengths are in one-on-one and small group coaching/counseling. I was right at home when an inline skater grabbed some shade under our tent after completing the skating marathon. I pulled up a chair poured him a few drinks, and chatted away as he recovered and got his strength back. That conversation energized me. I learned so much about inline skating and Canada!

Let the worker bees – be

1. If you enjoy doing the physical work–have at it. Set up and tear down, pack up the cars.
2. Keep everthing runing smoothly. Serve the drinks, make more when the cups run dry, keep the garbage under control.

When one person starts working, others will follow suit. It’s like watching spilled water spread out and fill up all the nooks and crannies, because it can.

I know these team lessons work because I know the opposite is true.

There were two teams (grad school exercise). Each had the same task–make baskets. The team who made the most baskets  in 30 minutes won!  Teams were randomly assigned.

Team 1: made up of mostly managers in real work life

Team 2: a mix of workers and managers

At the end of the time. . .

Team 1: Baskets Completed = 0

Team 2: Baskets Completed = 30

Team 1 never could decide on who was going to do what or what the proper work flow should be. They were so distraught they had to stay after class for debriefing and counseling. Yikes!

Whereas, Team 2 just got to work. They laid out the materials, and changed seats to make it easy to work — the circle seemed the best operational set up. After working for a few minutes,  they made a few adjustments to the work stations based on who could do the task better. There was a lot of laughter, mostly about their own incompetence at cutting, weaving and stapling.

See, they were the water flowing into the nooks and crannies. None of the finished products were rejected by the inspection team.

Why did Team 2 succeed.  In my opinion, they didn’t care about themselves or their titles. They knew the goal and they set out to complete it. There were no constraints on how to get the job done, just get it done with top quality.

Can you get your teams to flow like water? How do you do it? What have you learned in the field that you would like to share with us?

Don’t work your fingers to the bones. Get the word out about you and your business in less than 90 minutes a day. Set a timer so you don’t spend all day surfing and chatting.

1. Don’t do it all in one day. Vary your activities. By the end of the week you will have added more people to your network, had a few good conversations, created interest in your product offerings, and signed up people for your upcoming teleseminar.
2. The more places people can find you, the more likely they are to get to know you and want to do business with you. It is a compliment when people say to you, “I see you everywhere.”

TIP: Split your time. 30 min in the morning and 30 minutes in the afternoon, add 5 minutes here and there. You can always find a few seconds to tweet no matter where you are. Social Media can be addicting. Remember to put it aside so you can give your complete attention to the task at hand.

35-40 minutes write a blog post, or create an audio or video or presentation from your post. Get ready to push your posts out to your other platforms

20 minutes update facebook–reply to comments and friend requests, update status, invite prospects to your business page

10 minutes to update twitter–reply to tweets, give a shout out, retweet something your followers would like, share a link, tweet about your blog post, video, event, workshop, etc.

10 minutes to post blog links on LinkedIn, upload a presentation, comment on the latest discussion, join a group, connect with a colleage or friend

Keep in mind that Social Media is the way you meet people, build relationships, and showcase your work. When someone is interested in what you have to offer, take the conversation offline. You can direct message them on Twitter, and give them additional contact information. Of course they can always go right to your shopping cart and purchase your product or sign up for a workshop or teleconference from your landing page or website.

Marketing tasks lead to → → → income producing tasks.

You are doing all of this so you can make the online sale, book a party, sign up a new client, get the speaking engagement, or set an appointment. Keep it clear in your mind the difference between your marketing tasks and your income producing tasks.

Let Social Media energize you. You have a few good conversations, find that link to a great article, get a shout out, make some new friends, and sign up a new client.

Now you’re ready to pick up the phone and follow-up with other customers and send that proposal to the prospect you met at the local Meetup.

Let your offline marketing and networking be the fodder for your online posting. It works both ways.

If you are doing it right, it makes your life a little easier. If you are overwhelmed…

• Review your Marketing goals and cut out anything that doesn’t help you reach your business goals.
• Check how much time you are spending on Social Media and make adjustments.
• Spend more time doing your business–a coach should be coaching, a caterer should be catering, and a direct sales person should be hosting that party, making that presentation.

How do you organize your day so you can get it all done? Are you exhausted at the end of the day or energized by what you accomplished?

Expand your reach–go from a local business to a world-wide business. Add Social Media to your marketing mix. It doesn’t replace your offline marketing and networking, it enhances it. Learn how all the pieces fit together to make a comprehensive marketing strategy.

If anything, look and see how active you can be in building relationships and your business. There is lots to do. Only do a little at a time. Start with a blog, add a social media platform that makes the most sense to you. When you get the hang of it, add another one. Move only as fast as you can manage the work and the relationships.

Your Blog is the hub of your operation. It is where the conversations happen. It is where you showcase your expertise and introduce your products. Drive traffic from other Social Media platforms to your blog. It’s where people decide if they want to do business with you.

• Set up a way for people to get your latest blog post sent to their email (Feedburner)
• Set up an RSS so people can follow your blog (Google Reader)
• Include a way for people to reach you via Twitter, Facebook, LinkedIn, You Tube, etc.
• Include products, workshops, teleclasses that you want to give away or sell

Your Marketing System

Facebook is where you build your business relationships. You share links, articles, tips, photos and videos. People get to know you, how you run your business, what you value, how you treat people. You don’t have to be an expert; you can point them to the experts in your posts. Little by little you’ll build your credibility, and people will be pointing to you as the expert.

Know what your readers want to read, learn about, view, or hear about.

• Post 4-5 times a day
• Post a link to your latest blog post
• Post a link to an article you wrote or uncovered
• Give a short tip
• Post an upcoming event
• Post a video – yours or someone else who will connect with your readers. Write an introduction, summary, or review. Give a short intro to help readers pay attention to important things
• Create a business page
• Create a welcome or landing page for first time visitors

Twitter is an up-to-the minute communication tool. You build a list of followers and keep them updated with the business happenings and some personal events in your life. With 140 characters you can post a link to your blog, give a shout out to people who wrote a great article or delivered an over-the-top presentation. You meet like minded individuals with whom you want to learn from or do business together.

• Follow others, accept follow requests
• Post a quote
• Post a shout out or a Follow Friday recommendation
• Post a short tip, resource, link
• Post a link to your blog post, article, video
• Post a lesson from the field — yours or the business world in general
• Send a direct message
• Set up lists and send specific messages to your lists
• Tweet about blog post and drive people back to your business page on Facebook

LinkedIn is a business networking tool. You can look for a job, connect with colleagues, join a business group, and join in on the conversation. It is a real-time resume.

• Create a professional profile
• Invite others to join you
• Post recommendations
• Request recommendations
• Request introductions
• Join local groups, start a discussion, join in on a discussion
• Search for people in your niche using the “Search” function
• Turn your blog post into a power point presentation and post it using SlideShare
• Look for a job
• Post a job
• Ask a question, answer a question using the “Answer” function

Ezine Articles is an article submission website. Build your credibility in your niche. Write articles and post them on your blog or post a link on Facebook, Twitter, orLinkedIn driving traffic back to your blog.

• Write articles appropriate to your niche
• Write 2-3 a week to build your expert status, write more often if you want to build it faster
• Write a bio to include at the end of each article with a link to your blog or website

You Tube is a video sharing website. You make the video and you upload it to their website. You can post the videos on your blog, and share the link on Facebook, Twitter, or LinkedIn. Create your own channel – with short tips and how to info, interviews

You just reviewed an online marketing system that doesn’t cost you a dime. What no cost methods do you use to create an online presence? Please share so we can all learn.

Getting to know the local community takes some extra work, but it can be fun. Like anything else, know your goals or you’ll get pulled in many different directions.

1. Turn the Promotion of Your Book or Product into a MeetUp

Karen Clark got local and online exposure when she created a Meetup group around the topics in the guidebook Direct Selling Power. As a Co-author, she is a natural draw. With 20 chapters in the book she has most of her monthly topics lined up. Add a few local experts, testimonies, get togethers, and the Meetup calendar is mapped out for the whole year.

2. Get Together to Work

There’s a group in my area that meets once a month at a local restaurant. They have lunch and bring their laptops so they can work on their own projects. You have a group of people that you can chat with, ask a question, or review your ideas. It’s good for the group and it’s good for the restaurant. It is a power lunch!

Another variation of this is Karen Clark’s  Websites and Wine. You bring a laptop and work on your online presence with the help of the host. The host is on hand to answer questions and give advice.

Yes, there is wine. If you bring wine and a dish to share you get $10 off the work shop fee. I’d bring some bruschetta and a bottle of Chardonnay. Sounds like fun.

3. Partner with Local Groups

Partner with the local chamber (or other local groups) and offer a summer speaker series. Pick a general topic and invite local business people to share their expertise. Offer it once a week for six – eight weeks.

Promote the event in Chamber newsletters, online on Facebook, LinkedIn, and definitely tweet about it before, during, and after. Use a recording of the series to sell online after the event.

There are many creative ways to get the word out about you and your business. Do you have any favorites to share?

It’s good to check your profile and settings now and then. Especially remember to update your Twitter Connections (applications that have access to your account).