Ben Dixon is the CEO of software development company www.naxum.com where Ben and the team serve over 40 MLM and Direct Sales Companies. Ben wrote an interesting article which I am happy to share:
When working with start up MLMs and direct sales companies, you can learn a lot!
The inspiration for this article comes from questions that I get often when meeting new companies that are doing their due diligence on our industry and working to put together their plan for success.
- Why do some companies stay the same size forever when others grow exponentially daily?
- How come some businesses lose just as many reps as they enroll each day?
- How can I set myself up so the “new people” who enroll in our company don’t have to struggle to get results?
The answer to these questions comes down to the member’s experience and the overall culture of being part your organization.
When it comes to exponentially expanding any referral marketing business, there are 5 Core Processes that must be happening. If these things are not happening, then your company is not going anywhere.
To remember the 5 Core Processes, we love to use the word S.P.E.E.D.:
The key is to have systems that create an amazing experience for the members to do all 5 of these steps without them needing to be bogged down in details and overwhelmed by lengthy trainings.
NaXum S.P.E.E.D. brings the reality of MLM full circle and back home where it belongs. S.P.E.E.D. is the proven old school activities with the real addition of high tech tools where they are needed the most in sharing, presenting and closing.
S.P.E.E.D. is about “system dependence” and not “people dependence.”
System dependence creates real duplication as anyone and everyone can be taught exactly what to do. When a system is built on people, “life” can get in the way. People will stand you up, have a personal issue come up, and will sometimes not be there for your 3 way call. The point is, people fail, correct systems never do!
S.P.E.E.D. is about building a custom branded system using high tech tools with the personality of the your best professionals so every distributor can be “high touch” as they share, present, and close with the system that is always turned on and always ready 24-7. No more scheduling 3 way calls anymore!
When our NaXum executive team defined S.P.E.E.D. together, our Chief Visionary Officer and Founder, Rodd Kirby stated a perfect target for us. He said If we nail speed right, our clients will never have to spend $1 on advertising because the magic of referral marketing will TRULY be working for them!”
Referral Marketing success happens when the distributors are doing the promoting and corporate focuses on their S.P.E.E.D. process working, instead of wasting funds on programs that our outside of the distributor channel.
We recently launched a new MLM that is a natural gas company providing services to individuals homes in the USA. Here is an example of how we use S.P.E.E.D. with our clients company:
The first step in growing your business is for the members to engage the people in their circle of influence. Many times, distributors end up repetitively sending spam to all their contacts in social media with the same information.
Through our platform, we have created an area where members can easily click and share corporate-compliant-content with their contacts via email and social media through a viral Done-For-You social media system.
This allows them to share corporate compliant testimonies, stories, and videos throughout their social media and get notified when their friends are interested.
To share what the company is all about, we created a video sales funnel that each member has a replicated version of it.
The system will share the story through video capture pages and mobile sites to qualify the prospects to make a decision, all while notifying the distributor via text message that their prospect is taking a look at what you have in real time.
The key to remember is that this video presentation is set to provide 3rd party validation for the distributors friends and contacts, to share what is going on in your company truly works! The more the prospect moves through the S.P.E.E.D. process, the more 3rd party validation the system will expose them to through testimonials, case studies, and pointed information.
For example, tools like autoresponders follow up automatically 24-7 with prospects presenting more and more 3rd party validation for the members as they move through the S.P.E.E.D. process.
The members follow-up after their prospect has viewed the video. Some prospects will order products or join right from that call where others will require more information.
Here is where we created a powerful webinar closing system. This allowed the companies top leaders and corporate team to sponsor multiple members under the appropriate team member from a live call or webinar at the same time. With this platform, they do not have to say, “Get back with the person who invited you after a call.” They can actually sponsor the new members under the correct team member from the live meeting.
This is incredibly effective since the entire distributor force can focus on a single webinar to invite prospects to and the best presenters can close on behalf of each distributor.
Once a new person has joined the team, we don’t put 100% of the training pressure on their sponsor.
The training platform delivers customized training content and even has the members take a test afterward. It will then email the results of the test to the sponsor, so they can follow-up and make sure the new person is trained and ready to duplicate!
Here is where the “magic” happens. Now that your new team member has been trained and is excited about sharing your products and services, they can repeat the entire process above.
The real key here is the systems and reports letting the sponsor know what actions their new team member has taken. This allows them to follow-up, coach, and encourage the new team member to take the appropriate steps to get their goals.
Remember to never try to force your distributors to be people they are not. If you work with them on what they DO have, and not what they DON’T have, people will find success much faster. Remember to remind them that they don’t have to be a “rock star sales person” to make it in our industry.
They are simply the messenger, the prospect’s tour guide, and the person who gets paid to share a simple system of S.P.E.E.D.
Is your business setup to grow with S.P.E.E.D. ?
Remember, choose to be part of a duplicable solution to create real success! If any part of S.P.E.E.D. is missing or broken, then the entire process will break down and your culture will cause your members to struggle.
About The Author:
Ben Dixon is the CEO of www.naxum.com where Ben and the team serve over 40 MLM and Direct Sales Companies. Naxum creates “Technology to UNLEASH the magical power of referral marketing!” Their marketing systems have served companies for over 14 years to share the story of your products in a simple and compliant way. To learn more and schedule a free discovery session visit www.naxum.com