A Narrow Focus Syndrome

MANY people make the mistake of inviting rejection by presenting a far too narrow focus. They often promote a single product or just one division of their company as opposed to creating wide appeal by stressing the leveraged income and free time that result from orders of commonly used products and services. Network marketing is intrinsically designed to appeal to everyone. It is not meant to be an elitist club, nor is it effective if you promote just a single product line. And yet newcomers and old-timers alike often make this mistake. Some people failed to earn as much as they should have when their company added an exciting new nutritional division in the early '90s. And the reason is obvious: Even liberal estimates suggest that less than 30 percent of the population used vitamin supplements back then. Thus, seven out of ten people approached with only the new division just weren't interested. They couldn't relate to nutritional products and were unwilling to change their behavior. The original division upon which the company was founded consisted of personal care products. One hundred percent of our population bathes, shampoos, shaves, moisturizes, deodorizes, and brushes their teeth with reason-able regularity. So success would have been more widespread had the distributors offered both lines of products in their presentations, thereby avoiding the needless problems created by limited focus.

Even more significant, they should have been selling prospects with the American Dream: big money and free time. Nearly everyone is interested in ways to achieve wealth. So focus your presentations on personal and financial freedom, making certain to call your prospects' attention to all your products, services, and divisions. This comprehensive approach is how legends ultimately build large and dynamic organizations.

Turning Rejection into Positive Motivation JOHN Corkill worked for a large title insurance company for ten years, the same one his father had been employed by for over forty years. They enjoyed working together and shared a track record of success. When corporate politics became unbearable, John, with his father's understanding and support, went to work for a competitor and tripled his income during the first year. Over the next five years he created a six-figure income; then, due to a merger, he was laid off. His father, still with the original title insurance company, was now in charge of starting a new division and offered his son a full-time position, but the company could only pay him a pittance of his previous income.

One week before he was due to start the job, John was introduced to network marketing. He found the right company and chose to go full-time immediately. After receiving the news, his father's comment was "John, I guess everyone has to do something. However, if you fail at that one, you can always sell makeup since one of the largest companies is based right here in Dallas. But whatever you do, I just hope you're not going to come over to my house and try to push your products on your own dad. I know all about network marketing. Those people make $200 a month and nine out of ten of them fail." John assured his father that his disapproval of the new career path he had chosen was understandable and that he just didn't want to rely on his father for normal family support.

When John did not become defensive, something clicked in his father, who seemed to realize that he was treating his son like a carpetbagger. He asked John to sit down and began inquiring about his goals. When his father was convinced that his son was fully committed to becoming the one out of ten who succeeds, as he had done with the company in which they both worked, the father-son relationship was back on track. For John, the story of his father's "rejection-turned-acceptance" became a driving force that motivated him to stick with his new network marketing business. Not only is he well on his way, appreciative for his father's rejection and eventual acceptance, but John plans to retire at the same time as his father so that they can enjoy the wealth together, grateful for his father having started him off on the right foot. Reaction to family rejection can often be redirected, becoming a positive force for building your business.