Educating versus Selling

One of the big debates in the network marketing industry is whether or not the work we do is considered sales.

It’s hard to say that it’s not as there are many aspects of what we do that is very sales like in nature. Yet the fact that 95% of the people we will talk to consider themselves not to be sales people, approaching your business from the sales perspective is limiting to say the least.

I read an article written by an “industry expert” that suggested network marketing is sales pure and simple and if you aren’t good at sales you will fail. To me, that sounds like a statement from someone that built his business wide but not deep. If you are approaching your business like it is sales then you will most likely have a job, not a business. Because your ultimate long term success is based on duplication and large numbers of people, selling your way through won’t get the job done.

As I mentioned earlier, there are similarities that can’t be avoided.

The numbers game is one similarity that holds true; ask any successful salesman and they will tell you the truth. It takes a lot of no’s to get to the yes’s and only those that perceiver will ultimately succeed.

That does not mean that you take time selling to an uninterested person. Spending 10-seconds trying to persuade, convince or arm-bend someone in to a network marketing business is absolutely insane. Even when it works it fails.

Just about 100% of the people you sell in to your business will have to be sold on doing the business, going to trainings and attending functions. What’s even worse is when they turn in to energy sucking whiners.

The bottom line is that all selling people in does is slow you down even though it may put a few bucks in your pocket.

Another similarity between sales and network marketing is confidence in what it is you are selling.

If you are not convinced then no one you talk to will be either. Most prospects are attracted to positive thinking and seal assured types that exude a genuine concern for other people. The in your face I gotta have sale personality may work on unsuspecting used car buyers but it sure won’t work in this business.

That is why I like to teach people to think of themselves as educators. Honestly, what would you rather be known as…a salesman or an educator?

Educators are thought of differently and in most cases, given a greater amount of respect. And if you really think about it, educating others is what you do. By educating as many people as possible on what it is you do and how it can help them, you will ultimately find people that are ready to join you.

That does not mean that everyone wants to be educated. Many will prefer ignorance and that’s o.k….allow them to remain there. You are searching for people that are truly interested in looking at alternatives and sarcastic, unmotivated people do not fall in to that category.

I had a friend who used to describe the process like a waitress pouring coffee at the local coffee shop.

“Would you like some coffee?”

“No thanks.”

“Would you like some coffee?

“Don’t drink it.”

“Would you like some coffee?”

“Why yes….I would love some coffee!”

Bingo…there’s your peep. Now, educate them in the simplest most duplicable way possible and then do what a good salesman would do and ask them if they are ready to get started.

But never forget that he/she who educates the most people wins.