This is for Mark. Mark complains that I haven’t written this blog for a while. He says Network Marketers like to see that the Prize Draw in the street is still working. However, it’s a little difficult at the moment because I’m in Starbucks at Kuala Lumpur airport waiting for a connection to Auckland where my grown up son George is getting married to a lovely girl called Haley from Oregon – it’s going to be quite an international occasion and just at the moment I’m not thinking about Multi-Level Marketing.
The whole expedition been quite a rush because last week we were skiing in Alpe d’Huez which was booked a year ago and so with Hugo (the youngest at 14 and the only one not tied up with exams or a job), I dashed from Gatwick to Heathrow and we have just watched three films, eaten two meals and only got half way.
Do I really need someone saying “what about the blog?”
Well of course I do – because while in France I read Mail Men, the unauthorised history of the Daily Mail and it’s controversial editor Paul Dacre. I worked with Dacre pretty much consistently from 1979 through until I left newspapers in 1994.
Many of my old chums were interviewed for the book (and I’m pretty sure I recognise a few who insisted on hiding behind the author’s coy pseudonyms). Also, my Facebook page is alive with outraged comments about who was left out.
So the old hack’s urge to write something – anything – has surfaced again.
So this is about Sally (we’ll call her “Sally” – you’ll see why in a moment).
There we were; six of us at Gatwick in time for lunch and the vote was for Nando’s. Everyone voted for Nando’s except Tamsin – and wouldn’t you just know it but she got a leg instead of a breast which is tiny by comparison so that had to go back – which if you know anything about Nando’s means joining the queue at the counter all over again … or not, as I decided…
And that was how I met Sally. She was as rushed off her feet as the rest of the staff but she could see me holding this plate and the puny little chicken leg and she could see something was wrong. Now, she could have made me wait my turn. But no, she asked the person at the front of the queue to wait.
I knew there was going to be trouble: He was a belligerent-looking type who had been dividing his time between trying to stop his children fighting and pushing his way to the front.
But do you know what? Sally smiled and I can’t even remember what she said because it wasn’t even anything very special. It was just the smile – the body language… The whole, I don’t know, “people skill”…
But he just said: “Sure… OK…” as she took me to the end of the counter and swapped the leg for a breast.
“My God, you’re good with people,” I told her. “How’d you do that? I thought he was going to bite your head off!”
She flashed that smile again. “It’s a knack.” she said. “You have to learn it in this job.”
“Well, I’d like to see you in my business. I think you’d be brilliant. Have you ever thought of doing something part-time for some extra money – as long as it doesn’t interfere with your job of course…”
So, of course, she said what everyone says – which is: “What is it?”
And I did what every (seasoned) Network Marketer does – I made an excuse: “Look, my wife’s chicken is going to get cold. But I could give you a ring when we get back…”
And here was the really interesting thing: I didn’t have a pen and paper (I’d just got up from the table) and she didn’t have a pen and paper (because Nando’s is all digital) and that might have been the end of it.
But just as we were sitting over our empty plates and wondering about going to the departure gate, Sally came back with her name and contact details written on a scrap of paper. She was just finishing her shift but please would I get in touch when I got back?Well, now I’m back and so I will.
And the message for Mark and anyone else who follows this blog for the Prize Draw I the street: The message is that we don’t just do that. We do that as well as everything else – because in the end it’s all about talking to people – and there are a million ways of doing that
I must say it is rather gratifying to see my book MLM, Network Marketing and the Secret of the Free Prize Draw, has now been bought by Network Marketers in the USA, Germany, Canada, Brazil – and now Japan… as well as the UK.
Still only one review, though – I just wish it wasn’t credited to “Kindle Customer”. People will think it’s me…
You know when you’re addicted to a Free Prize Draw in the street: You start at 4.54 in the afternoon…
That’s just the way the day panned out. If you saw my Facebook post yesterday you’ll know that I got kidnapped by my 16-year-old daughter for a completely unnecessary school run followed by my 19-year-old son needing me in the passenger seat while he drove to his school for one lesson (and then back 90 minutes later) – and what with the dog to walk and the dentist, you can understand that the time slipped away.
But we had a count-up the other day and in the last year, I have filled in 1,123 prize draw forms for my Network Marketing business (it must be over 1,200 by now). So if the late afternoon arrives without any more filled in, the Fish Kiosk starts calling (if you’ve been following this for any length of time – or have seen the videos on the MLM Prize Draw tab above – you’ll be familiar with the Fish Kiosk).
Anyway, that’s where 4.54 found me (wrote it on the corner of the first form) and within a minute a woman with a shopping bag came clopping along heading for the car park. In fact, she appeared so quickly that I was still shuffling paperwork which meant I could wave a sheet in her direction – always a good move: “Here you are, you can win a Hamper or £20. We just put your name in a hat…”
I swear we must have been there for ten minutes. If we’d had glasses of Pino Grigio in our hands we couldn’t have been more companionable. Absolutely yes, she definitely thought her phone bill was too much – especially with all the broadband and whatnot… and would she like to save 25% off on her other household bills… well, yes it was a bit of a leading question… I mean, who wouldn’t and would she like an extra income? Or a new car? Well, she didn’t mind if she did…
But no sooner had we got to paragraph three of the Magic Minute than the light dawned: “I know what this is…”
And she said the name of the company (which of course I’m not allowed to say here).
Exactly right. And how long had she been a member? And was she happy?
And this is what is so great about the prize draw: If I ring up existing customers and check that they’re happy and ask if there is anyone they can recommend, they consider the call as a bit of an intrusion – not really much better than those people who ring up from somewhere in the Middle East pretending to be from Microsoft so they can steal all your money and then spend it trying to blow you up.
But in this situation with the Fish Kiosk and the imaginary Pinot Grigio, everything was different. She promised to call her friend who she was sure would be interested – and her son who’s just moving house…
And when she finally moved on – with protracted goodbyes – it wasn’t five minutes before Sandra turned up. Now I know Sandra, although I didn’t recognise her at first: “I went grey,” she said. “and decided it was better to go blonde.” We had a lot to catch up on – I don’t suppose we’d seen each other since our children were at nursery school
And she too recognised what all this was about – and as can happen if you don’t work hard enough on building your list – it turned out that she had been signed up by someone else. She couldn’t remember who but it was years ago and she wouldn’t dream of leaving the club: “I’m constantly amazed at how small my bills are – and then there’s the CashBack. I really like the CashBack…”
– And would she mind calling three friends to ask if they would like a call from me?
Well, of course she would – and that was before I told her the company would reward her if they joined – and reward her again every Christmas as long as they remained members…
You would think that she had won the Lottery.
I must confess to a smile as she walked off (on her mission to spread the word, it seemed). I have colleagues who say they couldn’t possibly do this – stand in the street being ignored by passers-by – enduring the sneers of those people who look down on canvassers.
Maybe it’s all down to mindset. Maybe I’m just lucky.
But I tell you: I wouldn’t miss it for the world.
You know the theory that you should never pre-judge?
Well, I didn’t pre-judge the guy who came delivering our free newspaper. I must admit I didn’t waste much time on him. I just gave him a brochure, said: “Look I’m always after people who aren’t afraid of a bit of hard work. Would you be interested in making some extra money if it didn’t interfere with what you’re doing already?”
I didn’t think much more about him until he phoned. We met up and decided that he was going to do this by delivering leaflets. I must say I wasn’t too sure about this. After all, it’s supposed work by personal contact but if that’s what he wanted to do…
So I looked up my friendly online printer (based in Germany would you believe) and found we could get him 10,000 A5 leaflets for £77. He was going to get back to me.
Well, today he delivered this week’s copy of the paper (which I’m afraid joined the last one in the recycling crate) and I asked him he if was going to join us.
Apparently not. His girlfriend is the one with the money and she didn’t go for it.
“She’s always doing this,” he said. “She stopped me doing my Vallium business.”
– You had a Valium business?
“Yeah, well Temazepam. Great it was. People used to come round my house all the time for it… ”
– You can’t do that! That’s drug dealing. You’ll end up in jail!
“Nah, people loved it. Really good stuff, I was getting – ’til Jeanette stopped me. Stopped me doing Viagra too. She’s like that all the time. Soon as I get something going, she puts a stop to it.”
He says he’ll get back to me…
If you stand in the street offering a Free Prize Draw to total strangers there are always going to be two questions that come up: “What’s this all about” and – rather less often – “Who are you”.
I have covered many times what to say to the first (but to save you searching, I’ll give you the answer…)
“What’s it about? Ah, you mean ‘What’s the catch?’”
- Yes, what’s the catch?”
“Well, the catch is that if you can’t run faster than me, I get to ask you four questions. Is that OK?”
The second question which people ask is the easy one: “Who are you?”
In my case the answer is absolutely brilliant because it opens up a wonderful avenue for rapport-building. As you might have guessed, the answer in my case is “John Passmore” and, where I live in Suffolk, the Police and Crime Commissioner is a man named Tim Passmore. He’s terribly nice, works amazingly hard and gets his picture in the local paper almost every day – which is no doubt why he keeps getting re-elected.
And, of course, when I tell people my name, they always say: “Any relation to the Police Commissioner?”
This provides me with a cue as loaded as anything in pantomime: “Well, if you’re a traffic officer stopping me for doing 70 miles an hour on the Orwell Bridge, he’s my brother. Otherwise, I’m sorry, no relation…”
By the time we’ve gone through that, do you think my new prospect is ready for the four questions?
So the other day I was about to go through this little performance when the woman asking the questions stopped and said: “Did you have a child at Kyson Primary School?”
- Well, yes I did – four actually…
Then I looked again at her name … and she had taught all of them! So of course at this point I had to explain that the oldest is in his final year of English with Creative Writing at the University of East Anglia, the next one has just been offered a place by Plymouth Medical School, Number Three is doing her GCSE’s and currently aspiring to a career in journalism while the youngest is in Year 9 at the local high school and has never wanted to be anything but a lawyer for as long as anyone can remember (something in which he should excel, given his aptitude for argument…)
Now, I know this sounds like one of those awful Christmas Newsletters you find parodied in the Guardian but the fact is that none of it would have been possible without the hard work and patience of the primary school teacher and her colleagues. So I made the point of emphasising this – and asked her about her life in retirement. I can’t tell you much about that for fear of identifying her.
But what with one thing and another, we finally got around to the four questions and now I shall be going to see her on Thursday to introduce her to my Network Marketing business.
But it was only later, thinking about all the other teachers who had been so much a part of our lives for twelve years, that I realised I had, at one time or another, attempted to prospect every one of them – and failed miserably on each occasion.
So what made the difference?
I may be wrong but here’s my take on it: All those attempts to turn a social situation – a quiet moment after class, a cup of tea in the interval of the school play – into a pitch for my business, was seen as just that… a crass attempt to sell something.
Standing in the street with a clipboard full of Prize Draw forms – it’s obvious that I’m selling something – and proud to do it.*
I know I get into trouble for “bucking the system” but I think this proves that there is no one way to succeed in this business. You hear people saying that Network Marketing is not about selling. It’s about recommending…
This sounds comforting and for some people, undoubtedly it works. But the plain fact is that if money changes hands, something just got sold.
And if nobody sold anything global commerce would cease to exist overnight. So if you’re happy to admit that you’re in sales, stand up, be proud – especially in the street…
* If the Police and Crime Commissioner is reading this, I should explain that in fact, I am not selling anything in the street – that is illegal without a licence. In fact what I am doing is canvassing – the sale comes later…
|Date/Venue||Time||Minutes||Asked||Email/brochure & Callback||Appointment|
|5.1.17 City Center||1.52 – 1.56||4||1||1|
|1.56 – 2.01||5||4||1|
|2.01 – 2.08||7||6||1|
|2.08 – 2.13||5||1||1|
|2.13 – 2.18||5||9||1|
|2.18 – 2.27||9||4|
|2.27 – 2.35||8||1||1|
|2.35 – 2.38||3||1|
|2.38 – 2.42||4||2||1|
|2.42 – 2.47||5||3|
But if the people you know don’t like or at least don’t trust you, we do have a teensy weensy bit of a problem.
If the people you know are suspicious of you branching out from your “proper job” or this is the third or fourth home business you’ve tried or they just think you want to use their friendship to sell them something, you really do need the Cold Market.
Of course you could get together with some other distributors from your company and book a stand at a public event and spend your Saturday meeting people you don’t know – and, certainly, that will work.
I just happen to think it’s easier if you find the perfect hat in the first shop you try.
– Hold on, what has this got to do with hats?
You see, this is not really a story about Network Marketing. It’s really a story about a hat. I bought it at the London Boat Show – oh, it must have been six or seven years ago but it was not a yachting cap. It was a brown leather baseball cap made by Stetson of the USA. It cost a fortune – something like £30 as far as I remember, which is a lot for a baseball cap. But I loved it. It got lost a couple of times but I made a huge effort and found it. But this time it’s been gone for too long. I still have hopes that it will turn up in some obvious but unexpected place along with my prescription sunglasses. However, now that winter is here, my head is getting cold.
So I drove into Ipswich, bought a one-hour car park ticket and set out to do the rounds – after all, this was no ordinary hat I was replacing. This may take time.
In fact, I found it in the very first shop and it was the only one I tried on. It’s not really as good as the old hat but it will be warm, it looks all right and it cost only £12.
Now, what all this has got to do with Network Marketing is that by the time I had browsed around, bought a sweater and a pair of trousers and mooched about thinking how much I hate Christmas shopping, I was back on the street with 20 minutes left on the car park ticket – time to do a little prize draw in the street.
The trouble was that my favoured spot was five minutes away – and I was already five minutes from the car park. If it was going to happen, it had to happen here and it had to happen now. The trouble was that I was standing in a broad pedestrian precinct – where people would have plenty of space to avoid me if I adopted my usual tactics of holding up my form and telling them what they could win. In this sort of environment, you don’t want people to know what’s going on until they’re on top of you.
So instead I picked a likely prospect, appeared to notice them at the last moment and said: “Ah, this is for you…”
(You do have to guard against the tremendous temptation to stand there looking at all the passers-by, waiting for the perfect prospect – and never actually get around to asking anyone). But on this
Of course, you may pick the wrong one. On this occasion, the first turned out to speak not a word of English yet insisted on going through the whole procedure anyway.
So I was there for a total of ten minutes – and the second and only other prospect was a lovely lady who I shall be seeing on Monday morning. All I can tell you so far is that she is interested in what I have to offer and she has a border collie. Border collies are lovely dogs – very intelligent and if they’re not herding sheep they need to learn tricks or they get bored and make trouble. Apparently, this one is just perfect (bit of rapport-building there).
And I still got back to the car park in time.
Anyone who ever had an appointment with a prospect will be familiar with the dilemma: You’re running late. Do you call?
If you do call you are giving them the opportunity to say: “Oh, I’m so sorry. Something’s come up. Can we do it another time…”
Whereas, if you just turn up on the doorstep – even if they had forgotten you were coming – the chances are they’ll feel sufficiently apologetic to let you in.
But of course we’re not desperate are we?
So when I set off yesterday, I was only two minutes down the road when the call connected and the excuse came out of the speakers: “The school’s just phoned and one of the children is ill. They want me to go and collect her. Can we do it another time?”
– Of course. When would you like? Hold on let me pull over and get my diary…
In fact it was a very good and friendly conversation. Wednesdays are best for her so it’s going to be next Wednesday at the same time.
There was a time when a lost appointment – or even a rescheduled appointment was a disaster – if you’ve only got one a week, there goes your whole week.
But you have to look at the reason I was running late. If you look at the statistics below you will see that I spoke to eight people in 42 minutes. The trouble was, I only intended to do half an hour of prize draw – that would have given me time to walk home and drive to the appointment.
But as you can see, I started at 11.51 and half an hour later (at 11.22) I had spoken to five people – bang on the average – and had one appointment. The only thing that was not average was that nobody had said no.
I had five new names on my list and all was well with the world.
So what was the hold-up? Well, it was the next person – the one at 12.22.
I was just about to put away the forms when she walked past and said “Good morning”.
So I said “Good Morning” and she said “Here again…”
Which made it rather difficult for me not to say: “This is for you. You can win…”
… and three minutes later, we had an appointment for next Wednesday morning when she gets back from taking the children to school.
It wasn’t so bad – only three minutes behind schedule. I went to untie the dog from the drainpipe when a friend came past – a good friend. One of those friends you see all the time, so you don’t have to make a point of ringing them up to pitch them because you know the topic is going to come up in conversation.
She smiled: “Hi, John…”
Of course then she looked at the forms and said: “You’ve already done me…”
Which I had. She’s been a customer almost a decade and pays me well every month.
But No, I said: “Did you know about the lightbulbs? You can get all your lightbulbs changed for nothing…”
The only trouble was I was now I was six minutes behind schedule…
Of course it grew to 10 minutes by the time I got home and found the iPad and the car keys.
But it was while on the way back after the cheerful cancellation – in fact within a minute of the cheerful cancellation – that the music cut out and a call came in: “Er – my husband picked up a leaflet and it said I ring for more information…”
Time to pull over again. I began to write down her name and address. I looked at them a second time. The surname – and particularly the address – were identical to those on the envelope on the passenger seat. The one I was due to deliver on my way home.
“Well isn’t that extraordinary! I have a letter addressed to your husband right here. I was going to pop it through your door on my way home – which in fact is going to be in about one minute because I’m at the end of your road now. If you like I could knock on the door instead…”
As it happened she was just about to go out so instead it’s going to be Friday at 3.00 p.m.
Don’t you just love Network Marketing?
|Date/Venue||Time||Minutes||Asked||Email/Brochure & Callback||Appointment|
|11.51 – 11.59||8||9||1|
|12.05 – 12.12||7||5||1|
|12.12 – 12.16||4||3||1|
|12.16 – 12.22||6||4||1|
|12.22 – 12.27||5||1||1|
|12.27 – 12.30||3||1||1|
|12.30 – 12.33||3||1||1|
They say the answer to all of life’s questions can to be found in The Godfather (What day is it? Monday, Tuesday, Thursday, Wednesday… What should I take? Take the gun, leave the cannoli…)
Equally it can be found in The Hitch-hiker’s Guide to the Galaxy:” Never a trust a life-form if you can’t see where it keeps its brain.”
And never trust a network marketing company if you can’t see where the money comes from. This is particularly appropriate now – as we observe the troubled My Advertising Pays and remember Banners Broker. But here is a very sorry story: A company that appeared to have a fantastic product. A distributor who gave her all to promote it…
Next month is the Autumn Convention. Anyone in the world of Network Marketing will know that in the month before the Big Convention we are all on a mission – we need to hit Double-Diamond Starship Commander status to get to the conference in Cancun – we need another 20 contracts to get the Maserati – we need this for that or the other for whatever.
In short, we need some activity.
The only trouble is that the Autumn Convention comes right after the Holiday Season – which means I have spent the last week with my family at the seaside doing all the things we have done every year since the children were little – and even though they’re now in their teens and twenties, we still do the same things because… because…. Well, it’s a tradition.
So we had sausages by candlelight in the beach hut on the first night and cockles from the fisherman’s hut and walked to Walberswick in the rain (only it rained just the once about ten years ago) and went to the Summer Theatre (The 39 Steps)…
And this year for the first time, there was a new activity. Every day Dad went into town for an hour of Prize Draw. In the seven days we were there I added 70 names to my list and signed up a new distributor (right there in the street). It didn’t interfere with the holiday and it was a great boost to the business just at the right time.
But none of that compares with what happened today. Today we were home and the trouble is that once you’ve done something every day for a week, it becomes difficult to break the habit. The plain fact was that I just had to get out there with my little satchel over my shoulder and my wad of prize draw forms. The only trouble was that today is Sunday and the town centre was deserted. It shouldn’t be: Shops stay open on Sundays now – and this was Holiday Season. It should be crowded with visitors. But you can’t argue with the facts. The Town Centre was deserted.
But habits – even new ones – die hard. The next stop was the river wall where people stroll on a Sunny Sunday. That too – for some inexplicable reason – was similarly empty.
In desperation the third stop was the boating pond. The good thing about this concrete rectangle filled with two feet of murky water is that they’ve now relocated the tea hut next to it. The place was teeming – and better still, teeming with people hanging about watching the children who in turn were watching the grown-up children sailing their radio-controlled boats.
Now, if you look at the statistics below and compare them to previous statistics you will notice something quite extraordinary: The “asked” column contains only the figure “1” – five times I invited people to enter my free prize draw and five times they said “yes”.
Starship Commander, here I come…
|11.45 – 11.47||2||1||B,C|
|11.49 – 11.57||8||1||B,E,C|
|11.57 – 12.02||5||1||B,E,C|
|12.02 – 12.07||5||1||B,C|
|Total||24mins||5||5B, 3E, 5C,|