Business Posture – A Necessary Ingredient In Network Marketing
We all know what posture is. As children, we were always told to sit up straight or we would grow up with a crooked back. We had to walk a certain way, stand a certain way. It was our posture that our parents warned us about because posture as a child would affect our posture as adults. But there is a different meaning for posture in the network marketing business world. Business posture!
It is often defined as a person’s image, attitude or policy as perceived by the public. So what does that mean for the network marketer? A lot, especially when it comes to recruiting because business posture is the attitude of authority. Let me tell you a story.
I knew someone who was introduced to a MLM a while back. I’ll call him Phillip. Phillip was invited to a home presentation and was so excited about what he saw, he couldn’t sleep that night thinking about all the possibilities being involved with this company would bring. The following morning, Phillip called the person who hosted the presentation and told him that he wanted to start right away. The host told him that he would discuss it with his team and get back to him. It wasn’t until later that afternoon that the host of the presentation contacted Phillip saying that he could stop by that evening to get him signed up.
Here’s the first example of posture. Instead of the host jumping for joy that he signed someone up, (which I’m sure he was doing internally), he took his time getting back to Phillip. The next day, Phillip received a call from the presenter who asked him if he wanted to build his business slowly or quickly. Of course Phillip said quickly. With that response, the presenter then asked Phillip what day would be the best day to do a presentation at his home, Wednesday or Friday of the following week. Since Phillip wanted build his business along the fast track, the presenter (now Phillip’s sponsor) knew he would have to get right to the business at hand and do home presentations. He didn’t ask Phillip what day HE wanted him to do the presentation. He merely gave him a choice of the two days. Those two days were the days the sponsor had available. Phillip had to choose. This was another example of posture. Phillip’s sponsor knew Phillip wanted to start his business and that he would be expected to start by having those home presentations.
However, when recruiting in network marketing, there has to be some kind of contact with the prospect and it’s imperative that you, as a leader, posture yourself, i.e. portray an attitude of authority. When Phillip’s sponsor told him to set up a home presentation to introduce his business, that was posture. He was showing that as a leader, he had expectations that he intended on being met. When he gave Phillip two choices for the home presentation, that was posture. Again, as a leader, he was portraying the fact that he was a busy man building his own business, meeting and speaking with other people and expressed HIS availability. When the sponsor didn’t burst into cheers of joy when Phillip saidyes to the opportunity, that was posture. He didn’t display an overly excited response. It was strictly business.
Ways To Posture Yourself
When speaking with your prospect initially, it would be a good idea to gather some information about him – to see if he is a good fit for your team. You want to find out the kind of person he would be to work with, what he expects from the opportunity, what his needs and wants are and is he all about the money. This is all posture. So after having this interview-type conversation, you will let him know that you’ll send a link with the info and the compensation plan and give him a choice of days that you’ll be available to answer any questions he may have. Again, posture and again, here’s how you’ve postured yourself:
- you are the one to decide whether he would fit into your organization – you are the decision-maker
- you have the ability to answer any questions he may have – you are an authority on the company
- you state when YOU will call – you are in control
- you state YOUR availability – you are a busy person
Air Of Confidence, Attitude Of Authority
Business posture is an air of confidence and an attitude of authority. It comes from knowing who’s in charge of your feelings and emotions. It’s a direct result of knowing who’s in control of your efforts. It comes from being sure of who you are, from building a successful business and from having positive and active people on your team. It comes from knowing that the members of your team share the vision.
Always prepare your mindframe before talking to a prospect and when speaking to prospects, never get cornered into defending your business. Most importantly, never hesitate to end a conversation with a prospect by telling him your business wouldn’t be a good fit for him.When you believe in your business, your business posture improves. Click To Tweet
The main thing to remember is that most people can display posture much easier when they believe they don’t need something. When you have this belief that you really don’t need something, it is easy to turn on the posture.
Always exude qualities of a leader by building rapport quickly, not trying to be their friend and keep talking to a minimum. Once you develop your business posture, you will find it so much easier to get the right people – serious people to join your network marketing company and develop leaders as well. For those who don’t embrace the vision, well, there’s always the 9-5!
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Theresa Lovelace: Inspiring, Motivating and Coaching Business Builders
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