SOCIAL SELLING: THE CODE OF NETWORK MARKETING
It’s Been Around Longer Than You Think! It may be the oldest form of marketing in the world, but direct selling continue to prove its worth as a successful marketing technique today. Direct sales accounted for more than $183.7 billion in retail sales in 2015, with the World Federation of Direct Sellers Association (WFDSA) suggesting there are more than 100 million direct sellers in the world today.
Door-to-Door
Social selling, the essential component of network marketing, has made its way into today’s traditional business environment. For many, it may seem like a new concept, but social selling – leveraging social networks to build relationships and find prospects – is actually the most natural and effective sales method.
It’s Been Around Longer Than You Think! The social component that has always been crucial for direct sale business models has taken on enhanced significance today, as spreading the word and placing buying opportunities on social media has taken businesses to another level, especially for the network marketing industry. Social media sites are essentially markets, and markets are equivalent to conversations. In the old days, we simply called these conversations “sales.” Honest conversations help to build trustworthy relationships that ultimately lead to conversions. While traditional businesses should aspire to com2|8
municate in a more human voice to counteract the formal tone of mission statements and marketing brochures, the Internet has empowered the network marketer to share information on a global scale at blinding speed, in his own informal language. Direct selling has been a pioneer in social selling but also in using referrals to market unique products and services since 1949, turning many popular products into household names long before they made their way to supermarket shelves. Traditional businesses are only just discovering social selling, but business has always been social. DubLi Network | 2016.07.19
Personified in the US by the door-to-door salesman that became prominent in the 1950s and 1960s, the personal touch offered by direct selling builds on the above concept of networking: creating meaningful, often instant relationships in order to build trust. People are far more likely to buy from a friend, relative or a stranger in a home setting than anywhere else.
Home Parties As the type of products represented by doorto-door salespersons diversified, so did their techniques. The 1970s saw the birth of home parties, where salespeople would work with a host to plan a social gathering attended by friends and family. The laidback, friendly atmosphere provided the perfect environment for the salesperson to pitch products.
The Internet As home parties increased the popularity of shopping from the comfort of your home, the growth of the Internet made online connections an invaluable tool to salespeople by the early 2000s. The rise of social media sites like Facebook and Twitter opened the door to network with a whole new community of prospects and customers on a wider scale.
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Five Key Network Tips for Growing Your DubLi Network Business: The Era of Social Networking Social selling has become synonymous with social networking, combining traditional networking criteria with the power of the internet. Social media has become an essential business requirement, but it’s critical that you use online channels appropriately by taking advantage of the tips provided below. Social networking creates a community of virtual contacts that can also become valuable business building leads, allowing you to target audiences around the world. Before venturing out to build online relationships, however, you should evaluate how you can help others succeed.
It’s All About Receiving For those who might not have much experience with networking, don’t worry. It’s less about what you say when networking and more about what you receive, whether it’s confidence, money, sales, new relationships or partners, or knowledge. But in business, as in life, you receive more by giving, so it’s imperative that you offer something of value as you’re establishing a new business relationship.
Listening is Paramount
When you cultivate a new relationship – whether it’s meeting someone at a party or in a business setting – always keep in mind that people love to talk about themselves. The more you engage with someone from the start, the better chance that person will openi up to you, eventually opening up their relationships to you as well. The more you learn about a person and their individual interests the easier it will be to transition the conversation to how the two of you can mutually benefit from building How do great leaders create and then use DubLi Network businesses. networks? There are a plethora of suggestions, recommendations, and schools In summary, relationships are a two-way of thought about proper networking tech- street; it’s not only about what you might niques, and one size does not necessarily receive from them but also about what you fit all. There is, however, one overarching offer them in return. Instead of worrying sentiment: It is not as important how you about what to say when you’re networking, network as it is to find your niche and con- focus on getting to know others and letting tinue to do it. them get to know you.
Networking: The Art of Building Alliances
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It is not always about meeting a lot of people, but the right kind of people. At the Partner Program, we talk a lot about targeting your “warm market.” Connect directly with your target market, or with people who can introduce you to your target market. Go where your target market goes and do what they do. For example, are you targeting mothers who work from home? Go to after-school pickups, PTA meetings or your son’s football game. There will likely be lots of your target market candidates at these functions. Get to know these people and even if they are not interested, you can gently ask them if they know anyone else who might be interested, and if they’d be willing to make an introduction on your behalf. Or join an advisory board for an industry where you are likely to meet like-minded individuals.
you know already may be more than happy to introduce you to people they know, but you have to be willing to ask.
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Ask yourself this question: why would people want to network with me? Create your personal “elevator pitch” that details the value you can bring into someone’s life. We commonly use the term “elevator pitch” in reference to the value of the business opportunity, but what is your personal elevator pitch? Examples can include solid contacts, a trusted confidant, a sounding board for someone experiencing financial insecurity in their life. Again, when you build a new relationship, it’s not always about what the other person can do for you, but rather about what you can do for them.
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What is your networking goal? Before you start out on any new enUse the DubLi Home Party system to set up deavor, it’s important to determine a cocktail party todemonstrate the DubLi. what you are trying to achieve and what com platform and all its features and ben- you need to do to get there. Know what efits in a casual setting where people love you want to accomplish, why you want to talk about shopping. Do you have a book to accomplish it and how you intend on club or a riding group? These people who reaching this goal.
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Know the networking rule of thumb: you must give value in order to receive it. It bears repeating yet again that networking isn’t only about you and what you will receive; it’s also about what you are giving to others. It’s likely that the value you are providing, whether it’s a service or monetary, will likely be reciprocated evenly or even increased in return.
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Develop solid win-win business-building relationships. The key to building solid relationships is to develop familiarity and trust. Every current or future relationship is another opportunity to build your business. Make sure you treat everyone with the same level of respect; you never know where your next lead might come from.
In a Nutshell Direct selling is still proving to be hugely successful today, thanks largely to the flexibility of running a full or part-time business and eventually achieving sales goals by leveraging your social network to build trusted relationships. In the storied history of network marketing, finding and connecting with prospects has never been easier than now. Network marketing has always been a form of social selling, and it is easier than ever to find the right prospects and build new relationships due to the power of social networking sites and broad reach of Internet connectivity. Lead generation and follow-ups have increased in speed and efficiency, leading to accelerated conversion of prospects into customers. Echoing the basic rules outlined in the art of building alliances: make selling secondary to having genuine conversations and focus on the other person’s needs. It’s really that easy!
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