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You are currently browsing the Sylvina Consulting Blog blog archives for September, 2009. Archives
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Sylvina Consulting BlogInsights for network marketing, MLM, and party plan companies
Archive for September, 2009Measure and Take Action!Wednesday, September 23rd, 2009Operators of direct selling companies need an accurate set of gauges for measuring the business. We call these measurements “Key Operating Indicators.”
Key Operating Indicators are the most important measurements of your business. Direct selling owners and executives use these metrics to run their businesses month to month and year to year. Carrot or Stick: Retail Customers for Network Marketing CompaniesWednesday, September 23rd, 2009One of the differences between some network marketing companies and pyramid schemes is the presence of customers who don’t participate in the income opportunity. For many network marketing companies, however, there are very few retail customers who aren’t also independent representatives. In the Omnitrition, Trek Alliance, and Equinox cases, courts found problems with the payment of commissions on sales of products to participants in the income opportunity. Even so, these court case precedents do not constitute laws. Network marketing companies operate under the jurisdiction of several types of legal authorities, including the Federal Trade Commisssion, the Food and Drug Administration, state laws, and the activities of State Attorneys General. To operate legally and avoid being classified as a pyramid scheme, many MLM attorneys recommend that that network marketing companies do all of the following: Ask Victoria: Can Rapport-Building Be Taught?Wednesday, September 23rd, 2009It is imperative that direct selling business owners and independent consultants build rapport with customers, representatives and potential recruits. What exactly is rapport? rap•port (noun) Definition: friendly relationship: an emotional bond or friendly relationship between people based on mutual liking, trust, and a sense that they understand and share each other’s concerns. Successful business owners build rapport with their sales force every day. They realize that rapport is a vital element in their recipe for business success. Can direct selling companies teach the importance of rapport to their independent representatives?I believe the answer is YES. I suggest the following steps are taken: 1. Explain the importance of rapport, that people buy from people they like and that rapport-building is the process of discovering common interests. 2. Teach by example. 3. Emulate the tone of voice, the cadence of speech, the volume, and the pace of the conversation with others. 4. Seek and find a comfort zone of topics for both you and the potential customer or sponsored representative. Examples are career, hobbies, pets, photography, kids, vacation spots, etc. 5. Have established representatives share examples of role play to encourage new representatives to practice role playing with others |
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