Video Prospecting

Video prospecting tapes have been available for about ten years, however the quality has improved tremendously. Many of today's video presentations are high quality multi-media presentations that rival those on network and cable television. Check with your company to see what is available. Many of the better tapes are created by top distributors, rather than by the company. If there are no tapes available, call Upline at 1-800-800-6349 and request a resource catalog. There are a number of excellent generic network marketing video tapes available.

Don't get roped into buying 100 tapes because of the volume discounts. For this initial program you will need 20 tapes. While you're waiting for the tapes to arrive (after ordering them), make a list of your top 20 prospects. These are the real movers and shakers in your life. The people who have already been successful at something else. The people who have money and are very busy. Don't edit people because they are too busy or already have plenty of money. You never know who will be interested.

You will also need some padded video tape envelopes and some 3" x 3" post-it notes, which you can get from any office products store. Write a quick note (John, thought you would be interested in this. Rod) on a post-it, place it on the front of the tape, put the tape in the padded envelope, address it, and mail it first class. Don't be tempted to mail the tapes third class to save money. It gives the appearance that time is not important to you, so it won't be to your prospect. In fact if you want to really have an impact, use the Priority Mail envelopes you get at the post office. It will cost you more to mail, but gives a real urgent appearance.

Mail all 20 tapes at the same time. Then call each person and say "John, I'm just getting started with a new company called (your company), it's a network marketing company. I've taken the liberty of sending you a video tape that describes this business. You should receive it within the next day or two. Now John, before you say a word, I just want to ask you to keep an open mind until you've had a chance to evaluate the information. That way you can make an informed decision. Will you do that? Great, I'd also like to set up a specific time for us to talk after you have reviewed the tape. That way I can answer any questions you might have. How about Thursday night at 8:00, will that work for you? Good, then we agree that you will watch the tape and we will talk at 8:00 on Thursday. Now John, I want to put you at ease. I'm not asking you to join me. In fact, this business may not be right for you. I just want you to keep an open mind and make an informed business decision. Great! I know you are going to be very impressed with what you see and hear on the tape. I'll talk with you on Thursday at 8:00."

Do not get into a lengthy conversation or you will blow the call. If they ask questions, let them know that all their questions will be answered by the tape. Keep the conversations brief and move on to the next one. The second call will be longer and if you are new you might want to have your sponsor on the line with you. First, confirm that they watched the tape. Then ask if they have questions. Answer the questions and ask if they are interested in knowing more about joining your business. Proceed from there with either more information or a personal meeting.

Rod Nichols has been involved in network marketing as a successful distributor, consultant, trainer and author since 1979. He has earned a full time income with 3 different companies. Rod is the author of Would You Like to Dig In My Goldmine?, which is an 8-page recruiting booklet and his recently released book, Successful Network Marketing for the 21st Century (Oasis Press).