ChangeThis

Friends, Lies and Network Marketing

By Kim Klaver
No 39.05 Info next
 ChangeThis

Two-thirds of Americans want

a venture of their own, according to
a Yahoo survey in May 2006.
The number one reason? To do
something they love, finally, versus
making money to pay the bills.
So, how do you do it without mort-
gaging your house to buy a franchise
or chasing down venture capital?

No 39.05 Info /18

 ChangeThis

Net work marketing proponents say that

their industry is the answer.
Build a network of people who use and market a product line. Start with your own social circle
and earn overrides on the business of the people you recruit, those they recruit, and even those
multiple levels away. These overrides add significantly to the income from sales of the products
or services to customers. Indeed, most networkers focus on the recruiting end of the business
rather than on direct sales.

Low barriers to entry are a big draw. No need to spend money on a franchise fee or on store loca-
tions. Work conveniently from home, with the parent company taking care of shipping products,
collecting from customers and sending the reps monthly checks.

The dream of easy money and relentless promotion of the extraordinary success of a few people,
has drawn all kinds of folks to network marketing over the last 30 years. The lure of earning
$100,000 a month, or even $10,000, is irresistible to many who are not told what it takes to make
that kind of money in network marketing. Hence, 95% of them fail...and warn their friends to stay
away. Everyone seems to know somebody who has had a bad experience. Network marketing is,
perhaps, the most maligned industry in the U.S. today.

How can you get past the negative word-of-mouth to build a successful network marketing business
doing something you love?

Here are twelve tips to make a meaningful career in network marketing—without using
or abusing friends, family and neighbors.

No 39.05 Info /18

 ChangeThis

1 > Don’t misle ad your friends by introducing

your product or business as if you were recommending
a restaur ant or movie.
Most new networkers do what their trainers or upline tell them to do: “Just talk to your friends.
It’s like recommending a restaurant or a movie.”

But is it? How many friends has anyone lost recommending a restaurant or movie?
How many friends have been lost recommending network marketing?

Yes, it starts the same way: You meet for lunch or at Starbucks. You exchange news and pleasant-
ries. And then you extol the wonders of your new find. But in the end, you have to tell her you’re
selling the thing. That’s when the tension and anxiety set in on both sides—your friend doesn’t
like saying No" to you, and you don’t feel comfortable revealing your hidden agenda at the end and
asking them to buy. One of my students said, “I feel like a piranha.”

Networkers joke among themselves that they are members of the NFL—No Friends Left. How often
does that happen when you recommend dining at a restaurant?

For fifty years, the network marketing industry has been selling millions of people on empty prom-
ises of easy money: “All you have to do is talk to your friends, like recommending a restaurant.”
Countless hopefuls have spent $500 to $10,000 before quitting. The money from drop-outs (95%)
is a major source of income to the companies and the distributors at the top of big network
marketing groups. That’s why the recruiters continue recruiting, leaving in their wake millions
who have lost money and self-esteem, and who have no place to go for Christmas dinner.

No 39.05 Info /18

 ChangeThis

2 > Warn them up front that you’re selling

what you’re going to talk about.
If you do this with sincerity and without apology, most friends will at least give you their ear.
AND they won’t feel betrayed at the end. They might even give you a referral or two.

Friends often recommend things to each other, but no one expects their friend to be selling
what they recommend. To act and talk as if it’s a regular recommendation from one friend to
another, and then surprise them at the end with, “Oh, I sell it,” is a guaranteed trustbuster.
The feeling of having been snuck up on and used is what strains the friendship, not the fact
that you’re a marketer.

To act and talk as if it’s a regular recommendation

from one friend to another, and then surprise
them at the end with, “Oh, I sell it,” is a guaranteed
trustbuster.
Here’s a way to introduce your thing to your friend without losing their trust. Before you say
anything about your product or business, you’re immediately transparent:

“Say Lulu, I have this new thing I’m selling because I finally lost some weight with it, and I have
to tell you about it….”

Now you’ve told your friend up front that you’re selling the thing you’re going to talk about.
She may cringe inside and steel herself to prepare for the solicitation she’s sure is coming.
But you surprise her…

No 39.05 Info /18

 ChangeThis

3 > Don’t ask your friends to buy.

Ask for a referr al inste ad.
It’s hard for some people to say No" to a salesperson, especially a friend. So they say Maybe."
And you hope; you call back, but in vain. They see you on caller ID and don’t pick up anymore.

To prevent this, don’t ask for the sale, ever. Ask for the referral instead. Here’s a way to do it:

Assume you’ve used the opener above: “Say Lulu, I have this new thing I’m selling because I finally
lost some weight with it, and I have to tell you about it.” [Lulu cringes.]

Smile and continue: “In case you know anyone [pause, to allow her brain to take in that you’re not
hitting her up] who might want to know about a product like that. Ok? [pause for Lulu’s reply.]

Instant relief. Her brain might even light up and think of someone. You haven’t abused her trust,
and she might even spend a little time thinking about whom she might know who might want to
buy from you, her trusted friend still. She’ll probably even think of you whenever any of her friends
ask her about weight loss—because she knows you won’t pressure her friends either.

Every word in the line above is the result of trial and error over many years. Others who use it
word-for-word tell me that it’s working for them too. Jan H, a Melaleuca rep, said:

“I talked to 43 people, got 3 new customers and 8 referrals. I was shocked…”

Sandra P. of Isagenix said: “This week I spoke to 13 people. I got 2 autoship customers and
3 referrals; one is a health club owner. Nothing like this has ever happened to me before. It’s fun
to work now.”

Asking a friend to buy is like bopping them over the head. Friends want to help their friends.
They feel bad when they can’t. Give them a chance to help by asking for the referral, never the sale.

No 39.05 Info /18

 ChangeThis

4 > Don’t ask your friends to sell.

Ask for a referr al inste ad.
Don’t listen to trainers who demand that you “make your list of 100 closest contacts and start
calling to share this wonderful and amazing business opportunity with them!” They’re asking you
to trade in the friendships you have built over decades for a few quick bucks.

The dream of financial freedom is as American as apple pie. Friends want to believe that this might
be it. Then they fail. That’s when they feel abused. They trusted, bought in, then discovered that
they can’t sell. They get mad at themselves, then they get mad at you. “I can’t believe I let you talk
me into this. I must have had a stupid moment.” There goes the Christmas dinner invitation.

In a recent survey I did of my blog readers, I asked why their friends had said No" to the business
opportunity. Over 100 networkers from 50 different companies responded. 47% reported that their
friends said No" to the business because: “I can’t sell.” Another 26% said, “I won’t sell to my friends”
or “I won’t pressure my friends to sell.” That’s 73% who can’t or don’t want to sell. So, why subject
yourself to that level of rejection? And why subject your friends to the unpleasant task of saying
No" to you?

They trusted, bought in, then discovered that

they can’t sell. They get mad at themselves, then
they get mad at you.

No 39.05 Info /18

 ChangeThis

Instead, ask for a referral to someone who loves to sell: “Do you know anyone who likes to sell
and who might be looking for something like this?”

Then let go. If they want to sell, they’ll ask. Then you can show them what’s involved, without
pressuring them or offering dubious promises of riches if they buy in.

And never ask a customer to sell, either. They’re like everyone else—most don’t want to sell.
You can ask for referrals, yes. And if they themselves are interested, they’ll ask you about it:
promise. They bought product from you, didn’t they? Trust them to put two and two together.

5 > Le ad with your own hot but ton.

Dispense with second-guessing them, overcoming objections, mind control, scare tactics, or other
persuasion techniques.

Sales people are supposed to sell; so, they’re always thinking about ways to get people to buy.
Books and seminars on how to get to yes, how to find their hot button, or how to overcome
objections are standard fare. Popular titles include "The Secret to Being a Great Closer," "Mind Control
Marketing," and Hypnotic Marketing."

Every company believes its products are the greatest and that they’re the best in the history of
the world. “Everyone wants these products; they sell themselves!”, companies promise their
tens of thousands of sales recruits. If people aren’t buying, it must be that the sales people don’t
know how to sell.

So, these folks learn how to find people’s hot buttons, overcome their objections, create fear of loss—
everything they can to persuade those !@#*! people to buy. After a few rejections, especially from

No 39.05 Info /18

 ChangeThis

friends or family, the once enthusiastic marketer loses self-esteem and quits. And this is not just
your average person.

Over dinner one evening, a CEO of one of the largest companies in the industry confided:

“I have high level corporate friends who always had high self-esteem and great
confidence in themselves. Then they got into our industry. Their self-esteem
took a big hit because they weren’t used to the personal rejection. Many of them
didn’t get past it.”—Bob Shults, former President and CEO, Shaklee Corporation

This is no small problem. The drop-out rate in this industry is 95%.

Instead of trying to sell everyone you know, why not find those who might already be looking for
what you sell? No need to persuade anyone.

Lead with YOUR hot button, so that people whose buttons match yours can find you. Call out your
own name, and those with the same name will perk up their ears! It’s like introducing yourself at
a party to someone who has the same name. Isn’t there instant rapport between two Ashleys or
two people with the same birthday or the same car?

When you lead with your hot button, you’re speaking with authenticity. Who knows better than you
what turns you on? You don’t have to feign enthusiasm. It bubbles over. The task is to reign it in.
You don’t have to scheme to get your friends or anyone else to buy.

Instead, bring to consciousness why you love your product, why you decided to start selling it.
Why you keep on doing your business, no matter how hard it is to keep slogging. This is your hot
button, your why. And it’s a reflection of who you already are.

Lulu is into the environment and recycling. She decides to sell non-toxic household cleaners—the
same ones she uses herself. She learns how to tell her story with authenticity and without hype.

No 39.05 Info /18

 ChangeThis

She spends her time, energy and money putting her story in as many venues as she can.
Environmentally-conscious people who are looking for non-toxic household cleaners will find her.

Lulu’s task: Put her passion for non-toxic cleaners out there in an authentic way, to reach like-
minded people. Not persuade everyone that non-toxic cleaners will save the environment.

The people who find her are happy to buy. Bonus: Even if they don’t buy, it’s more fun to talk
to people who share a hot button with you. Makes it more likely you’ll stay in the business long
enough make it.

Two hundred million people on the National

Do Not Call List can’t be ignored. Do you want to
be on your friends’ Do Not Answer list?
6 > Story repl aces pitch.
Skip the glowing hyperbole or esoteric technical descriptions of a product. Instead, “tell us
some good stories and capture our interest. Don’t talk to us as if you’ve forgotten how to speak.
Don’t make us feel small.” (Levine, et al., Cluetrain Manifesto)

Two hundred million people on the National Do Not Call List can’t be ignored. Do you want to be
on your friends’ Do Not Answer list?

No 39.05 Info 10/18

 ChangeThis

When people detect the scent of a seller, they’re gone. (Kim Klaver, If My Product’s So Great, How
Come I Can’t Sell It?, Ch 4) But marketers slide into seller talk whenever they think a prospect might
be listening. They unconsciously get up on their mental soapbox:

“X is the most amazing, unique, patent-pending nutraceutical complex—it penetrates the cell mem-
branes directly and it will set your clock back ten years. Blah blah blah…."

Compare that with how Lulu talks to her Grandma at the kitchen table: “Grandma, I never thought
I could lose that stupid 10 pounds without starving myself, and now I did! Look at me now! I found
something that actually works!”

Learn to talk about your thing the way you would if you were not selling it. The same way you
might talk to your grandma or your 13 year-old nephew when you tell them about a product you’ve
just discovered that’s helping you. Then ask for the referral.

7 > No promises, no problems.

“It’s easy! Anyone can do it!” “Make big money fast!” “Next billion dollar company!!” “Everyone
wants this product! It sells itself!”

Most people know that’s an MLM (multi-level marketing) calling. It’s how the industry’s members
have been taught to sell for years. It’s also what has gotten the companies into trouble with the
regulators. Why do they keep doing it?

It works. Pulls in tens of thousands of desperate people clutching their last $500, hoping for some
magic to save them. And others, like me, who couldn’t walk away after hearing, “If this simple
waiter with no education can make $90k a month, you can too. Err, can’t you?”

No 39.05 Info 11/18

 ChangeThis

Ha! We never knew how many years experience he’d already had, that his father built a huge
organization which he brought with him to the new deal we were in. No one told. Because we were
sold with, “Easy, if he can do it, you can too.”

Not so. Only a small percent make it. Isn’t it misleading to promise an easy road to financial freedom
when 95% of the people who buy in fail? People who fall for those promises are the wrong people
for the business anyway. Most long-termers stay in because they love their products or some aspect
of their network marketing business.

8 > Enthusiasm sells. Hype and hounding don’t.

Don’t tell them how great your thing is. Don’t use exclamation points. Don’t use big red type on
a bright yellow background. Don’t keep hounding.

Just yesterday, a real estate broker who was looking to start a network marketing business told me
he had stopped looking into a deal because the person kept hounding him about it. Six phone
calls within two days of his inquiry, all to tell him how great the company was. Never asked him
what he was looking for.

Who believes the claims sales people make anymore? We’ve all bought on hype and promises that
were never delivered.

The greater you say your thing is, the more suspect and desperate you look. Remember, they know
you’re selling it and will make money if they buy. Tell your hot button story. Then let the authentic
tale and referral magic do their work on like-minded people.

No 39.05 Info 12/18

 ChangeThis

Enthusiasm comes from the inside. It’s the energy with which you tell your story. The deep emotion
and passion for your thing that touches the person you’re telling it to. People love to be swept up
in a wave of enthusiasm. Energizes them, too.

9 > Recommend the smallest pack age,

like a prudent advisor would.
Imagine your friend is interested in starting their business with you and it’s time to buy inventory.
They often ask how much you started with. Tell them the truth, whatever it is. Even if you started
with the biggest deluxe package, surprise them:

“You don’t have to start with the biggest one. Maybe the starter package is the best one for you.
Tell me how you would use the product and we can see if that’s the best option. You can always
buy more later.”

What do you think they expect a seller to recommend—the biggest or the smallest? Your recom-
mendation tells your friend you’re still a friend, advising them rather than preying on them.

Get your story out in as many different places as

possible—from doorknobs to the blogosphere.

No 39.05 Info 13/18

 ChangeThis

10 > Skip the ther apy.

They didn’t ask for it and won’t pay you for it.
Women especially want to save the world, save people from themselves. But you’re a marketer,
not a therapist. Therapists get paid by the hour; we get paid by the piece. Besides, unsolicited
therapy often comes across as nagging. How many sales could you have made in the time it took
you to try and change all those prospects? How many friends might you still have if you hadn’t
insisted on saving them from their obesity, fatigue, poverty, etc., with your product or opportunity?

Even if people say they want to lose weight or make more money, etc, often they’re just venting.
They might whine or make jokes or beat themselves up about it, but they never do anything
to remedy the situation. And they won’t spend money on your thing. Arghhh. They’re venting.
Let them go.

11 > Use multiple venues to tell your story.

Get your story out in as many different places as possible—from doorknobs to the blogosphere.
Your choice of venue depends on your interests, budget, time, skills and creativity.

With a budget, you could do Google ads, print ads or direct mail campaigns. With little or no
money, you might choose Orange ads, a Network Marketing Central profile or the belly-to-belly
methods: mixers, home parties, business leads groups, social websites and chat rooms.

If you like causes, join volunteer groups and interest groups. If you enjoy public speaking, give
talks to audiences who might benefit from your product.

If you’re good on the phone and don’t mind rejection, do phone leads. If not, try direct mail.

No 39.05 Info 14/18

 ChangeThis

Do what you’re good at and what you enjoy doing. All these methods have worked for some people.
Don’t be pushed into one method or another by your upline. Don’t blindly copy something some-
one did who is now successful. You may not have the same skills and circumstances, and therefore,
not the same success. Experiment and see what works for you.

12 > Women: Stay in your comfort zone.

Your INSTINCTUAl ways are working in today’s skeptical
marketpl ace.
Business gurus like the authors of The Cluetrain Manifesto, Doug Rushkoff and Seth Godin have
observed that a gentler, kinder way of doing business is working better in today’s marketplace.
Advances in communication technology are allowing the people to voice their resistance to being
steamrolled by marketers. Instead they are displaying their individual passions and creating millions
of tiny market niches (Chris Anderson, The Long Tail ).

The old ways are largely styles and strategies that come naturally to men.

Men tend to strut their stuff; women don’t, says Marti Barletta in Marketing to Women. Today’s con-
sumers are tired of hearing that every product is the greatest in the history of the world. Phrases
like “scientific breakthrough” don’t get sales anymore. Advising today’s marketers, Levine, et al, ask:
“The inflated, self-important jargon you sling around… what’s that got to do with us?”
(The Cluetrain Manifesto, p. xvi).

Huge generalization warning: Men like to score on the first date. They push to make the sale on the
first call. Women like to wait until they’ve been wined and dined. On the first date, they open the
kimono just a little. They revel in the romance before the score. Godin says business is the same:

No 39.05 Info 15/18

 ChangeThis

“Great blogs…are built brick by brick, a little at a time. You learn what works and do it more….
It’s okay to be long....”

Men love to talk about a gadget’s technology, the science behind it. Women care more about how
other women are using the gadget to make their lives easier. Many of my students tell me that they
are trained to lead with the science of their product, to use technical jargon and breakthrough
language to impress the customer, to sound like a mini-doctor. The reaction from their friends?
“Their eyes glaze over!” Women come to my class to get the courage to go back to what they used
to do years ago—tell how their product helped them. Marketing consultant David Meerman tells
marketers that today “gobbledygook” doesn’t sell (from The Gobbledygook Manifesto).

Unlike men, women tend to support what’s best for the other person regardless whose side they’re
on. I’ll never forget how mothers at a little league baseball game cheered when any child got a hit,
no matter what team they were on. The dads would react in shock: “Hey, that’s the wrong team.
What are you cheering for?” Rushkoff sides with the women, in his book, Get Back in the Box. He
tells company CEOs to follow a play ethic that values staying in the game over a war ethic which
values only winning and destroys innovation in the process. More support for women’s style comes
from Dr. Gregory Berns, psychiatry and behavioral sciences professor: “Humans are wired to col-
laborate. Altruism turns people on even more than making money.”

*John S. Rosenberg, “A Scholar Harvard has just appointed its first woman president, Drew Gilpin Faust, “to move the University
in the House: President Drew forward expeditiously...in a time when society has become ambivalent, even skeptical about univer-
Gilpin Faust,” Harvard Magazine, sities.”* Might allowing women to take the marketing lead move the industry forward expeditiously,
July-August 2007. in this time when the marketplace has become ambivalent, and even skeptical, about marketers?

82% of network marketers are women. What if they were given the freedom to build on their
own natural styles to develop marketing approaches? Instead of being pushed to market like men?
Given the current 95% drop-out rate in the industry, how could we lose?

No 39.05 Info 16/18

 ChangeThis

End Note

These views are the manifesto of a tiny cadre of network marketers. We tell our friends up front
what we’re doing—selling our thing—the same way a newly-minted cardiologist might announce
to her friends what she’s doing. We don’t ask for the sale: we ask them if they know anyone who
might like to know about what we’re doing. we tell our story, make no promises, tell no half-truths,
and never hound anyone. once we announce, we let the magic of genuine word-of-mouth among
friend networks do the work.

No 39.05 Info 17/18

 ChangeThis

info
About the Author
After four false starts in five years, Kim Klaver built a network marketing organization of 31,000 people.
Disillusioned with the high drop out rate and distasteful recruiting practices, Kim quit and spent the
next ten years teaching, writing and working out a new business model with her students from over 100
companies. Kim has written four books and made numerous CDs. She writes a daily blog and runs a
social site for networkers. To implement her ideas she started her own network marketing company,
Uptown Naturals, with a product line for people who know they don’t eat right and want some damage
control. Kim has an MA degree from Harvard.

send this
Pass along a copy of this manifesto to others.
buy the book
Get more details or buy Subscribe
a copy of Kim Klaver’s Sign up for our free e-newsletter to learn about our latest manifestos as soon as they are available.
If My Product’s So Great,
How Come I Can’t Sell It?. Born on date
This document was created on October 3, 2007 and is based on the best information available at that time.
Check here for updates.

ABOUT CHANGETHIS Copyright info WHAT YOU CAN DO

ChangeThis is a vehicle, not a publisher. The copyright of this work belongs You are given the unlimited right to
We make it easy for big ideas to spread. to the author, who is solely responsible print this manifesto and to distribute it
While the authors we work with are for the content. electronically (via email, your website,
responsible for their own work, they don’t This work is licensed under the Creative or any other means). You can print out
necessarily agree with everything Commons Attribution-NonCommercial- pages and put them in your favorite
available in ChangeThis format. But you NoDerivs License. To view a copy of this coffee shop’s windows or your doctor’s
knew that already. license, visit Creative Commons or send a waiting room. You can transcribe the
ChangeThis is supported by the love and letter to Creative Commons, 559 Nathan author’s words onto the sidewalk, or you
tender care of 800-CEO-READ. Visit us Abbott Way, Stanford, California 94305, USA. can hand out copies to everyone you
at 800-CEO-READ or at our daily blog. meet. You may not alter this manifesto
Cover image from iStockphoto®
in any way, though, and you may not
charge for it.

No 39.05 Info 18/18