In our experience many people that are approached to sign up for a new business opportunity instantly reject the idea when it is based on MLM. They often immediately confuse it with a pyramid scheme.
We also found that when you tell people about the ‘fantastic’ income opportunity that many again shy away. Not only will these people not be interested to sign up, they immediately presume that the products are of inferior quality.
You can talk to them until you are blue in your face but the fact is that they have made up their mind and that many of them will not even agree to try and use the products.
Why is this?
First of all most people have preconceptions and have a set way of thinking. When a product is sold through referral or multi level marketing and not sold in a shop, many assume that the reason for this is that the product is not as good as the ‘real deal’.
It is also a fact that if you tell some people that they can become a high-income earner in a relatively speaking short time they see this as another confirmation that what you are offering to them is a scam. They simply are programmed to think that it is normal to work hard for a mediocre income and when, after working for over 40 years to retire on a small pension. They ask themselves ‘So how is it possible to achieve financial freedom and enjoy the good things in life by selling and recommending perfumes?’
What’s the answer?
We can ignore these people and move on to the next person until we find somebody who will see the light and become an active and enthusiastic distributor OR try the 3-step approach as explained in this article. The 3-step approach works well when talking to friends, family or people you kind of know and even strangers that you spontaneously talk to. It also works very well on FM parties you do in your home or other people’s homes
STEP #1 – Establish Trust and Confidence
First of all make sure that you always have a classic FM bottle with you of an easy recognizable fragrance. We advise not to do this approach with a starter kit. The reason we recommend using the classic bottle is because if you use a luxury bottle they may assume that all bottles look like this. Call it expectation management.
Let’s create a situation. You just met up with an old acquaintance and you steer the conversation to perfume.
You: Guess what? I am now in the perfume business.
Friend: Really? How did this happen? What products do you sell?
You: Did you know that fashion companies such as Armani, Gucci, Hugo Boss, Burberry, Lancôme, Estee Lauder and many others, do not actually make their own perfume but buy the fragrances from companies such as Drom Fragrances International?
…….wait a couple of seconds
You: An other interesting fact is that companies such as Christian Dior pay over 100 million dollars a year on promotion and marketing which we, the consumer, pay for.
You: The company that I work with buys all their perfumes also from Drom. But without having all the costs for marketing and advertising they can afford to sell the same fragrances for a fraction of the price as all these fancy designer labels.
Take out your personal classic bottle and show to your friend,
You: Look this bottle only costs $24. Come on try it. (….spray it on a tissue or on your friend’s pols and let her enjoy the fragrance).
You: This is one of my favorites. It’s the same fragrance that Christian Dior uses for J’adore. I used to pay over $75 for the branded bottle and that was only eau de toilette ….. this is REAL perfume, which you even can’t buy in the shop. I would be a total idiot to pay 3 to 4 times as much for a lesser quality product simply because of the bottle and the name on it. Wouldn’t I?
…..now take out the inspiration leaflet.
You: FM does not produce this list. They only refer to their reference numbers. For instance this bottle is called classic collection FM 010. Colleagues of mine have put this list together. Look at this fantastic selection of perfumes.
…..let your friend take the time to read through the list for a minute or so.
You: Listen, I am putting an order in today. Is there something you want me to order for you? Just try and see for yourself. I guarantee that you won’t be disappointed.
You haven’t mentioned MLM or the FM business opportunity and please don’t! You also haven’t mentioned all the other products that FM has. Just KISS! (Keep it sweet and simple). Too much info creates confusion and reasons for your friend to have to think about it. If this person is a really good friend tell her (or him) that because of who they are, they only have to pay the distributor price. Of course this is totally optional and up to you.
STEP #2 – Ask for their help
We can promise you that you will achieve over a 80% success rate with step #1. There are always one or two that will say that they are not interested and don’t order. Do not let this discourage you … let this make you even more determined!
Your friend has ordered and now you meet up to deliver the perfumes. If possible let her open and check and test the perfumes.
You: I told you these are fantastic products. I know that you will enjoy them and that you’ll be very happy with the quality. But can I ask you a big favor?
….People like to do favors for others, specially if it doesn’t cost them anything.
You: As you now know I am so enthusiastic about this new business of mine but I can do with some more clients. I really want this to work. Do you mind recommending me to other people, maybe some of your friends and family. I can leave you some of these ‘inspiration’ folders.
…..most people respond positive to this request and will start recommending you to their friends and family. Don’t forget perfume is an emotional business and people like talking about it. It will only be a matter of time before they will come back to you asking to order more for themselves and or family and friends.
STEP #3 – Do them a favor
Your new customer has now come back to you to order more for them or others. She or he may have referred some friends or family already directly to you.
Now it is time to do her or him a favor.
You: Thank you so much for recommending all these people to me. I really appreciate this. But I have a suggestion. Why don’t you sign up as an FM agent? This means you can order online yourself and pay distributor prices. You can also make a bit of money if you like by selling it to the people you have recommended to me so far.
You: FM does much more than only perfumes. Look at this makeup catalog. All products that FM sells are of superior quality. You really should try them. I haven’t found anything that I am disappointed with and now you too can buy them with a discount of 30 to 35%. You also make points, like a loyalty program, which you can use for products or even turn to cash.
You: Other than buying a demo kit for the perfumes (show your starter kit) there is no monthly commitment, investment or minimum orders required.
You still haven’t mentioned MLM or the FM business opportunity. But once they have signed up as a distributor and start visiting the FM website they will come to you with questions about the business opportunity. This is when you start to convert them to become active network marketing people.