MasterNetworker Article #98 - September 1, 2001
Copyright 2001 By Lon Lindsey
Bob Alter is a successful business associate/friend of mine and he made a comment to me that really hit home. That comment is the inspiration for this Master Networker article. When we were discussing building our networking business, Bob said, "I'm just a professional pointer." Thanks, Bob!
WOW! Have things changed! Do you remember, as a small child, being told "don't point, that isn't nice."? What I'm about to share with you is that pointing is no longer rude! It's the right thing to do. In fact, I'm going to show you how becoming a professional pointer will help you to build your business.
I remember the days when a network marketer would have to be such an expert regarding his business that he had to memorize page after page of his distributor manual and know anything and everything about his chosen business. Not only was that difficult to do, but it frightened people away because they didn't see themselves being a presenter and in many cases a public speaker.
I've got good news for you. Things have changed. Due to new technology, it is no longer to be an expert about every facet of your chosen business. It is no longer necessary for you to be a public speaker or person who must memorize a script to repeat to others time after time.
The answer to prospecting, sponsoring and training is to become a professional pointer. Can you point people to certain tools that are available? Consider these possible business-building tools: audio tapes, video tapes, websites, autoresponders, conference calls, online audios, phone and three-way calls, brochures, postcards, flyers, advertising media, distributor manuals, company literature, seminars, training sessions , conventions, etc.
I wrote a previous article called "Event Sponsoring" which addresses how to sponsor people based on your providing certain events which all lead to eventual sponsoring. Remember, sponsoring is a process and not an event. By pointing to available tools, you can utilize "event sponsoring" as a way to sponsor to build your business. Pointing people to available tools for prospecting and sponsoring makes building a business more duplicable.
The way you become certified as a professional pointer is by going to the available tools yourself before you point others to them. You should become knowledgeable in all the available tools at your disposal so you will know what is available to point others to. You don't have to be an expert in what is contained within the tools, but you need to know what and where these tools are.
The real value in being a certified professional pointer is being able to know which tools to point others to based on their needs, wants, desires and other factors you may discover upon communicating with them. Just because you have the availability of several tools to point to doesn't mean you need to point others to all of them. It is important to take time to listen to what your prospects and new business associates want so you know when and where to point people to.
Remember, this same concept can be used for training your newly sponsored associates. Simply point them to training tools you have available and consider pointing them to the idea of becoming a certified professional pointer.
Here is an example of how being a certified professional pointer works.
As you can see, pointing can go on and on. The trick is to know what you have to point to and know when and what to point to based on what you learn about your prospect or new distributor.
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