Best MLM Success Training -
Getting Referrals - The Key to Unending Growth in MLM

Perhaps you are a seasoned MLM business leader, or maybe you are just beginning your first business. Either way, I am sure you understand how vitally important it is to be professional in the way you present yourself. If your goal is to develop a successful business, in MLM or anything else for that matter, you must take a critical view of yourself and ask yourself, “What can I do that will create a professional image and help my customers/prospects develop trust in me?” They will only give you referrals if they trust you. Look at everything from how you dress to the language you use in order to have the best image you can present. Here are some tips:

• Dress For Success

• Use Professional Language

• Be Accessible, Always Returning Calls

• Use Professional Materials (Tapes, Brochures, Business Cards, and Videos)

• Never Overstate Benefits or Earnings

• Shine With Integrity

• Be Generous

• Go the Extra Mile for Customers/Prospects

Another benefit of a professional image is confidence. Take some time and become very familiar with your products/service/opportunity so you will be prepared for questions that are sure to come up. This should not take long. Don’t use ignorance as an excuse not to work! If a question comes up that you don’t know, just be honest and say, “That’s a great question! I’ll have to get back to you on that one.”

Now that we have that covered, we’ll get back to the purpose of this little training booklet: Getting Referrals. The reason we must strive for a professional image is to establish trust between you and the people with whom you are doing business. Try to imagine that obtaining quality referrals is just like any other business transaction. Do you consistently do business with those whom you don’t trust? Of course not! We want to do business with people we like and trust! This is the first step to getting unending referrals: Building trust through a professional and trustworthy image.

Give a Reason To Help You!

The power of referrals is unbelievable. Think about this: If your warm market list is 100 people, and you get 2 referrals from each person you talk to, your list grows with each appointment! Pretty soon you will have more people to talk to than you have time! Understand that obtaining referrals is just like any other business transaction. Would you help someone for no reason? Perhaps you would, but the majority of people in the world are skeptics, and want to be paid in some way for their assistance or endorsement of any product or service. On the other hand, would you give me $20.00 in exchange for $100.00? Sure you would, and so would any body else, even skeptics!

Depending on your business, you may want referrals for your products or perhaps your service, but most likely, you want referrals for your business opportunity. Because our business opportunities are the key to long term security and high residual income, we hope this is where your focus is in your business.

When you are first getting started in MLM, you talk to everyone you know personally and people with whom you do business. (We will be including little scripts throughout this training book, and they will be in italics so they can be easily found.) You may say to them, “Bill, I don’t know if this is something you would personally be interested in, but I’d appreciate it if you could take a look at it for me, and perhaps you know someone who is really looking for a sound business. Can I drop by tomorrow at noon or is after work better for you?” After you get the appointment, you will show up on time, not take too long to explain it, and be honest in your presentation. If you do these things, Bill will not mind helping you with a referral or two if he thinks it is a good business. It may be that Bill wants to do the business! If he does, his list of contacts is your list of referrals to help him start in business! If he doesn’t want to do the business, you can still get referrals by asking for them. Here are a few suggestions:

Ask if YOU CAN HELP THEM FIRST

Ask him, “Bill, is there anything I can do to help you in your work/business? I know it is successful, but if you can think of something I can do for you, let me know.” It is only natural for Bill to return the question and ask you if he can help you in your business. Scratch my back and I’ll scratch yours. This is when you say, “Actually, Bill, I could use your help. I am looking for some bright, entrepreneurial business people, men or women, that would be interested in diversifying their income. Who do you know who is unhappy in their jobs or businesses?”

Offer Incentives

Let’s say your friend Lisa is a customer and she loves the products/service, but is uninterested in having a business. Ask Lisa, “Lisa, how would you like to get XXX for free next month? I need your help and I’m willing to pay for it! I know you love the XXX, and really enjoy it. We are in need of growing our marketing team, and I need to find some bright, ambitious men and women who want to diversify their income. For 10 names of people you know, I’ll give you next month’s XXX for free.”

There are countless ways to give people incentives that will help you both! You must use your imagination and be creative in ways to get what you need while offering incentives that are affordable to you and important to your client. Try to tie the incentives in with your product or service if you can. We are fortunate because our company provides so many tools we can use for incentives that it makes it easy to get quality referrals. If your company doesn’t offer incentives for you to use, you will have to be creative. If your client is a mom or dad, offer a night of free babysitting for 25 names! If your client has a hobby or special interest, tie your incentive to that! If you belong to a club, tell your club members that if they write 2 referrals down on the back of their business card, you will put all the cards in a hat and draw for a dinner for two at a fine restaurant! You might get 40 or 50 quality referrals from something like that!

Here’s another great idea: Contact a local massage therapist of good repute, and ask if they are interested in enlarging their client base. Ask if they will give a free 30 minute massage to your clients for you to use and it would help you both! The massage therapist will grow their client base, and you have a fun gift to give your clients that cost you nothing! This could work for the same way for a manicurist, hairstylist, and other personal service businesses.

It has been my experience that people are reluctant to give referrals if their gift is based on your results. For example, you offer to pay them $25.00 for each person who starts in business with you or orders product. It is more effective to give the gift at the time the referrals are given. It would be better to say, “Would you like $25.00 for free today? For every name and phone number of a person you know that is bright and fun to be around, I’ll give you $1.00! 25 people will make you $25.00! Of course, you could make $50.00!”

The key to getting referrals is 2 fold: First, making sure they trust you and know you are not going to harass their friends. This assurance is created by being professional and honest. Second, giving your associate something of greater value for the names they give you.  If you master these

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Introduction
Prime the Pump
Calling Your Referrals
Customer Service & Organization