GETTING INTO THE MOTIVATIONAL OR MANAGEMENT MODE
– ONE OF THE DEADLY SINS IN NETWORK MARKETING
by Nancy Long
When a team member gets 20 or more people in their team, they have a tendency to get into a motivational or management mode. The excuse for doing this is to “help” their team members. This often is no more than giving advice on how to do the business – some advice of which may be faulty industry practice which could do harm than good to your organisation. If the leader does not have much experience or do not sponsor or recruit builders and customers in sufficient numbers, the team’s activity and morale will start to decline.
So what are the consequences of going into a motivational or management mode?
THIS IS A COPYCAT BUSINESS
If your team members see that you are not actively sponsoring or recruiting, they will also take the easy way out and do the same as that it is far easier to be a “motivator” or “team manager” than to be a recruiter or sponsor.
TEAM ACTIVITY DECLINES
Sponsoring and getting new customers is the life blood of the network marketing business. When distributors do not build a big enough team, they do not earn enough money and this usually leads to people quitting.
HARDER TO RECRUIT IF THE TEAM LACKS THE ABILITY TO BRING IN NEW TALENT
No one wants to join a team that is not growing. They want to join a team that has new talent flowing through their ranks and new people being promoted. Where’s the motivation when the team seems like an old boys’ club of tired old faces. Smart people will begin to wonder if they had joined the right team if their members do not seem to be able to sponsor new people. They may even begin to have doubts if they have joined the right company or whether the products are saleable. Nothing is more de-motivating than seeing an inactive leader.
PASSIVE VS ACTIVE MODE
Network Marketing is a volunteer business. If you are not in the trenches actively bringing in new people, your volunteer army won’t be on the front lines in battle with you. Train them right, and give them the skills they need for success and you stand a better chance of succeeding. Success in MLM or Network Marketing requires sustained recruitment and personal product volume..
BEING YOUR OWN BOSS
People join this wonderful business to be their own boss. Sure they want to know how to do the business. But they don’t want to be told to recruit if the leader does not lead by example. Micro-managing people is counter-intuitive.
THE NUMBERS GAME
We are in a business where personal sponsoring is key to our success. It’s a Numbers Game. The more people you see, the luckier / richer you get. What’s the point of opening a shop if you have only a few customers or have short working hours? Building your clientèle list is key to your business survival. Get into massive action mode instead. Call more people, see more people.
NOT SPENDING MORE TIME ON MONEY PRODUCING ACTIVITIES
If you do not spend your productive time on money producing activities, you can’t get a good return on your business. Earning a low income is not what you’ve signed up for when you decided to join a network marketing business. It far better to follow up on inactive customers or to look for new customers. If you don’t have a high volume of personal sales, it is difficult for you to get your team to generate higher sales. If you want a stronger bottom line, everyone has to be generating higher sales volume.
Many leaders go to into management mode because they cannot handle the rejections and the high failure rate. If this is the problem, then you must learn how to improve on your prospecting and presentation skills and closing strategies. Keep working on these key skills until it becomes a daily part of your fun activities. If you have problems sponsoring from your existing network, it is time to join other social or professional networks to gain access to new prospects.
ABANDONING WELL TESTED METHODS FOR UNTEST ONES.
Many leaders have the urge to get into management mode because they think they have found an “fool proof” technique / system which can accelerate their team’s growth. However, this technique / system has not been tested in their current team / business environment. This usually lead to disillusionment when some team members find that this new system is working for them or worse still, they go and try out some other untested methods.. By all means try new methods which are a natural / incremental progression of your existing success methods that the team have been using all along. But stay within the familiar environment that they are used to. People want a simple system to run on – forever, if possible. Any new method may cause some of your frail members to lose confidence in themselves and cause them to even lose faith in your existing system which are yielding some promising results so far.
RELYING TOO MUCH ON ON-LINE MARKETING
One of the greatest disservice you can do your team is to tell them that they can recruit most of their people online. This market segment is mostly populated with people who are interested in get rich quick schemes, money games etc.. I’ve seen many friends who get involved in such scams and continually jump from one such company to another until they have burnt out all their cash and friends. People who get involved in such schemes usually don’t have integrity as the people who join them will usually end up losers. Most online opportunities basically sell management mode vehicles for people who don’t want to live in the real world. You cannot create a real business if you don’t selling real products, solve real problems and have a repeatable business. Anyone who tells you that such business concepts are outdated do not have a good, viable business model that you can rely on. These marketing models are usually short lived and die off as soon as the hype has worn out and / or the company closes down (usually in one or two years or even less). Picking up the phone or going outside to meet people and solving their problems is still the best way of generating new business.
BREAKING YOUR TEAM AWAY FROM THE MAIN TEAM
Unless there are good reasons for doing so, you should not break away into smaller teams. Creative energies, social recognition and group endorsements work best on a bigger stage environment. There is strength in numbers. The bigger the meeting, the greater is the success rate. The more people in the room, the greater the excitement and synergy your team will have. The greater the number of success stories / recognition shared within the team, the more motivated members will be. Action speaks louder than the words of any leader. Don’t let ego lead you to operate in a less than optimal environment.
Here is what I recommend if you intend to go into Motivational or Management Mode:
- If your team has less than 100 people spend no more than 10% of your time in management mode
- If your team has less than 500 people spend no more than 20% of your time in management mode
- If your team has less than 1,000 people spend no more than 30% of your time in management mode
- If your team has less than 5,000 people spend no more than 40% of your time in management mode.
As your team grows, you will spend more and more time in management mode, HOWEVER, you should never spend a MAJORITY of your time in management mode. And you should NEVER totally leave the trenches yourself.
Even when you are in management mode, you’ll have to identify your key players and make sure you are NOT working with people who are a waste of time. These usually mean people who may be active but who lack focus and commitment. Use the time working on your own direct marketing and recruitment activities instead.
To be successful in network marketing, you must first work on yourself. Your success is free advertisement which will attract new people to your team and serve as a vehicle to help them to work towards higher goals and achievements.
Stay focused and be positive. The more you learn, the more you earn. Network marketing is one big self-development course.
“Do not get obsolete like an old technology, keep innovating yourself.”
― Sukant Ratnakar, Open the Windows
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GETTING INTO THE MOTIVATIONAL OR MANAGEMENT MODE ONE OF THE DEADLY SINS IN NETWORK MARKETING by Nancy Long