Most books on just about any subject have a final chapter titled "Conclusion" or something like that. Successful Network Marketing for the 21st Century is different. Its final chapter is called "The Beginning." That's very appropriate, because after reading through this excellent new book on networking, you'll have the necessary knowledge and concepts to begin a successful career in network marketing.
Written by "Rhino" Rod Nichols, a successful networker who has built several large organizations and trained thousands of others in the business, this book is a fundamental, step-by-step explantion of how to build a successful business. In a straightforward, no-nonsense manner, the book details all the aspects of the network marketing business. You'll be guided through in-depth descriptions of choosing the right company, getting started, retailing, prospecting, presenting the business, and training.
There's an entire chapter on "The Sign-Up Procedure", a process that is too often taken for granted, and something which is vital to a business builder's success. The way you get people into the business is cruicial. Nichols illustrates this with a couple of contrasting examples. John and Sue, who were "pressured" into signing up, took the distributor kit home and decided that they never could use the same kind of high-pressure tactics on their friends. They never did even get started in the business. On the other hand, Tom and Jill were not "pressured" in any way. They were given the opportunity to meet some successful distributors. Their questions were all answered in a caring, calm manner. They joined the business because of their own excitment after attending a meeting, and were ready to jump right in and get to work.
Successful Network Marketing... includes a lot of details on the presentation. All the different types of presentations are explained, including meetings, conference calls, fax, and email. The basic components of the presentation are covered in detail -- this is a great section if you're creating your own presentation from a blank sheet of paper. The presentation chapter even has techniques on how to invite people to opportunity meetings, including hints on contacting people you haven't talked to for years.
My favorite chapter is the one on prospecting. Not only does this chapter explain what to do, it also shows you how to do it. For example, I've always had trouble developing a "script" to use when telephoning warm market prospects. In the chapter on prospecting, six specific steps are listed and explained in detail: (1) Pardon the time intrusion, (2) Compliment, (3) Create curiosity, (4) Control the conversation, (5) Get a commitment, and (6) Confirm with posture. This chapter goes on to explain how to handle objections and questions that you'll get when making your prospecting calls. In addition, more than 20 cold market prospecting techniques are examined in detail. This section has a lot of great ideas. And if that weren't enough, there are even details on how to recognize and appeal to different personality types.
The whole tone of Successful Network Marketing for the 21st Century is very fundamental and very professional. There's no hype and no wild, extravagent claims. This is a book you could feel comfortable recommending to anyone as an in-depth introduction to the network marketing business. It's a great, informative reference for the library of any network marketer.
Successful Network Marketing for the 21st Century, by Rod Nichols, is published by Oasis Press. It is available in bookstores, or may be ordered directly from the publisher by calling 1-800-228-2275.
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