Warm Market Warm Fuzzies

I sponsored a new distributor this week who has been one of my oldest and closest lifetime friends. We have known each other since second grade, went to the same college, were in the same fraternity, were in each other's weddings, went skiing together. In the last ten years or so, we had each gone our separate ways, living a thousand miles apart, with growing families and growing businesses to occupy our time.

A couple of months ago I called him, mainly just to get his opinion of my network marketing opportunity. I respect his opinion and was curious what he would think when presented with all the facts of the company I am involved in. Since my network marketing company is very much a product-driven business, he was interested in trying the products. So I shipped him a month's supply. I followed up, helped him get started using the products, and it came time to reorder, he called and wanted some more. Then last week he called, wanting to sign up as a distributor.

We talked for a long time about the business and the products. Finally, when we were about to end the conversation, he said something that just stopped me in my tracks. Here is what he said:

"I want you to know I appreciate you getting in touch with me and telling me about this. I know you were probably a little nervous about calling an old friend with something like this, afraid that I'd think you were trying to take advantage of our relationship. But I'm glad you did."

Wow. I've received expressions of gratitude before for introducing people to the product and opportunity, but never anything so forthright and insightful as that.

It's great every so often to get such a clear perspective of what it's like to be on the other side, looking in. We're involved in an exploding industry with enormous potential. We have what people are looking for, what people want. But so often we encounter mindless cynicism when we try to tell people about it. But once we can get them to take an honest look, they thank us for making the effort. They see the possibilities for themselves.

I spend a lot of time in the cold market. And they call it cold for a reason. You have to shout real loud to get noticed. You have to have a thick skin. You have to overcome rejection, deal with ever-present cynicism. But even the cold market becomes warmer when you have a little reinforcement, when someone you highly respect takes a look at the business and says, "I want in."

Sometimes we get so caught up in the facts and figures of our business that we forget about the pure, innocent enthusiasm we felt when we first came into the business. We try too hard to "sell" the business when what we really should do is simply "tell" the business, and let our enthusiasm do the selling. We beg people to please buy from us when what we should do is offer to let them buy. Keep up your spirits, your enthusiasm, and people will come to you!