O.K. So I'm not going to mention any names, but almost as bad as the promise that one can make $1,000,000 within one's first year of joining MLM, one local exclusive business network (a.k.a. leads group) promises to be an "extended salesforce." It sounds good; the idea is noble and many lead group afficionados would defend this claim. No doubt some members can honestly and proudly wear this gold-plated title. So, to these gaining givers, I ask two questions:
- How long would you pay your "extended salesforce" before you fired them? I know you don't pay them, but imagine if you did. Right, you wouldn't. That's the point.
- How many appointments did your "extended sales person" set for you? The easy part is the referral -- the hard part is putting the two of you together, effectively. Which one of these "16 Shades of Referrals" other than closing for the appointment or closing the deal would your sales manager applaud? A name, a name with contact information, passing literature and company information, authorization to use someone's name, a letter of recommendation, an introduction note, an introduction call, and introduction note AND an introduction call, an introduction note AND promotion, an introduction call and promotion, a face-to-face introduction, a face-to-face introduction and promotion, needs assessment, and helpful products and services descriptions. These are all neighborly and supportive gestures but they lack conviction and control.
YES, THERE ARE MANY GREAT REASONS TO JOIN A BUSINESS NETWORK, but effective introductions with consistent, expected results is not one of them.