NETWORK MARKETING THIRD PARTY CREDIBILITY
Posted by bodybydesign on October 28, 2006
Don Failla wrote a book called The 45 Second Presentation That will Change Your Life. It’s a great little book about MLM and gives useful information. One of the points in his book is (TPI) Third Party Invitation (chapter VII).
In his book he talks about why to use TPI because it takes the pressure off of the individual you are talking to when you ask “Do you know anybody who’d like to earn some extra income?” If they are interested they will tell you by saying, “what is it?”
This brings me to the power of (TPC) Third Party Credibility in general when it comes to Network Marketing skills. A lot of people have problems trying to do this business on their own. In fact, simply having a lot of knowledge about the business and products is sometimes not enough. Sometimes telling people what you know may let them know you are smart but they are not interested (because it’s not about you or what you know).
That’s why many people in our business use stories about real people who use products and make income in order to “connect” with the person on some level. They may see themselves or relate to the situation presented in the story. Many companies have magazines about people and their stories to present the message. As one Diamond Pin earner explained, he got to the top level by just “pointing to the pictures” in the magazines.
If you don’t get anything from this subject please get this: “It’s not about you it’s about them!” TPC IS THE MESSAGE you are communicating to those you sponsor and that’s what you want them to duplicate. People you bring into the business will do what you do.
It’s good to have your own (30) second story but it will never be as powerful as TPC. That’s why many top network marketers will say, “Please hold on a minute” and get their sponsor or some third party on the phone (3-way phone call). The sponsor knows to edify (praise) you while you edify the sponsor and the company. You bring the people and the influence and they bring the credibility (TPC).
Here is the point. These people may know you and not give you the credibility they will give a third party. You may be selling nutritional products and have a PhD in Nutrition and can’t get your own mother to listen to you as an expert. You go to her house and she has purchased some “junk” someone told her would cure cancer instead of listening to your expert opinion.
Use TPC because that’s just the way it works as top performers have learned through experience.
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