Attaching The Prospects Interest

This is another one of my articles on creating follow-up letters to be used in a series of follow-ups or by themselves. These follow-ups may be used in letters sent via U.S. Postal Service or by email.

Leonard Clements, publisher of the newsletter, MARKETWAVE, stated in his widely published article THE A-B-C TECHNIQUE that the major problem in the recruiting / sponsoring area of the MLM business is just the basic problem of getting the prospect to carefully read the literature they have received from you. That is why I call this article "ATTACHING THE PROSPECTS INTEREST." It is designed to attract the prospect into reading over all of the information by attaching their interest to a price. That price is two-fold:

1) It is the reward of the ego if the prospect can find fault with the companys marketing plan, and

2) It is the financial reward of $10 if they find a fault that you cannot dispute.

The reasons that a person would study the program are simple: 1) Everyone wants to feel that they are correct, so they will read the materials carefully to prove they are right, and 2) Most people would read the material if they thought that by reading and proving it wrong they could gain $10.00. A great deal of this letter is based upon material from the article by Leonard Clements entitled THE A-B-C TECHNIQUE.

The letter I created asks the prospect if they have considered going into business for themselves. Mr. Clements states in his article that most people have considered going into business for themselves. The letter then compares the investment in energy and time to other businesses and also gives the other positives are:

1) If the total start-up investment was under $100 and the resulting income potential was more than that of many Fortune 500 company executives.

2) What is the total time investment could be as little as 10-15 hours per week?

3) What if you could continue to work your present job until the income from your business was sufficient to at least replace your current income (this greatly minimizes risk)?

4) What if you had many expert consultants available to advise and train you person-ally, absolutely free?

5) What if the company took care of shipping, payroll, and sales taxes, legalities, and so on for only $20 per year?

Then in your letter briefly explain what network marketing is and how it works on the principles of sponsoring others into the business. Talk about sponsoring (building an organization - downline - and how to "duplicate" your actions). Tell the prospect how to make money in network marketing. Or include a section in your letter about network marketing and refer them either to the Tom "Big Al" Schreiter booklet "ARE YOU WALKING PAST A FORTUNE" or the Success In Action Pamphlet "ONE + ONE EQUALS FOUR or the Carson Services, Inc. Mini - booklet " THE WORLDS GREATEST HOME BASED BUSINESS" by Gerald G. Carson. If you are using snail mail instead of email, you can include one of these fine pamphlets.

Next include a testimonial or two from a significant member of your upline as to how the program is working for them and members of his downline. This should give some credibility to the letter. You can also include the name and address and phone number of your sponsor. In this way your prospect can also contact them with questions. After all, most people want to get involved with an opportunity where others are doing well. Any honest, reliable sponsor would be sure that if the prospect joined that the new dealer would be placed in your downline.

It is important to briefly mention the background of a company and the type of products and services they have available. If you can mention the market for these products and services do so. If there is a savings from using your companys products over store bought brand names mention the savings. How can your products and / or opportunity be promoted? Is mail order an option? Can you sell them easily online? How about party plan sales? Fundraising? Door-to-door sales, etc.? Can the opportunity be promoted by mail, via the Internet, or does it better lend itself to opportunity presentations? These are all questions you can answer in this follow-up letter.

What support services do you and your upline offer to help members of your downline? This is a very important question for the prospect when they are determining whether it is more beneficial for them to join your downline or that of another person promoting the same network-marketing program as you.

Last but not least instruct the prospect on how to join your companys marketing program and direct them on the exact process. Sometimes the one thing that keeps a prospect from joining a certain network marketing company is lack of clarity on how to proceed on completing the application and mailing it to the sponsor or to the network marketing company headquarters. Be assertive in asking the prospect to join. After all you do want to see that the deal is closed and that the prospect is on their way to making an income through being affiliated with the company that you promote.

About the Author

Keith P. Stieneke has over 21 years experience in the fields of psychology, self-publishing, writing and network marketing . His websites include the business site which houses these articles opportunityassistance.com and the motivational literary site http://www.inthespiritofthebuffalo.com

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