You are either a good or bad advertisement for your business. People judge you by your appearance, and their response can be positive or negative. There is no neutral. If they don’t notice you, that is a major negative. You want to make an impression that invites people to spend time with you talking about the business.
Imagine you are an actor auditioning for a role. You have only a few seconds to warm the casting director to you, so you must think carefully about what you will wear and how you will walk, talk, and act to make an outstanding impression the moment you walk on stage.
Imagine you are a doctor. Winning your patients’ trust is a critical part of the doctor/patient relationship. Wearing the mantle of your profession takes you a long way toward earning that trust.
Every day we play a variety of personal roles—mother, father, wife, husband, son, daughter, grandparent, neighbour, and friend. We go to work and become a manager, employee, service provider, representative, assistant, adviser, supervisor, or teacher. We switch from one role to other several times a day, and in most cases, we do it instinctively.
Network marketing is no different. The roles you will play as your organization grows almost certainly will include talent scout, headhunter, trainer, coach, mentor, cheerleader, seller, and administrator. If you think like a professional, you’ll stand out as a professional.
The better your image, the more likely it is you will attract the right people. Think about the qualities you want to convey.
First, you must look successful, because you are promoting success. If you are starting out, project an image of the success you will become. Don’t let money stop you. When I started out, I lived in one bedroom apartment until I could afford a new 3 bedroom. My car was old, but it was clean.
Do your clothes convey success? Are they in style? Is your handshake firm? Is your grooming immaculate? Is your voice confident?
You want to look approachable so that people feel comfortable around you. Do you smile frequently and make eye contact easily? Do you hold the door for the person behind you? Are you courteous to people you meet regardless of who they are, how well you know them, or how ‘‘important’’ they are? Do you take every opportunity to say, ‘‘Thank you’’? Are you a generous tipper?
You want to look happy and relaxed because if you radiate pressure, tension, and stress, you portray a negative image of yourself and the business. No one will want to join a business that adds to his or her stress level. Do you turn off your cell phone when you are with company? Do you give people your full attention, instead of allowing your eyes to dart around the room? Do you laugh often? Are you always on or can you switch to off when you are not working?
You never know when or where you will meet your next prospect, so always be prepared. Advertise your pride in your products by using them at every opportunity. Make sure your home is brimming with evidence of your passion. Give your products as gifts. Your sincerity will be reflected in what you do, not what you say.
If you are selling healthcare products, you will have more credibility if you project an aura of well-being. If your products promise weight loss, do you have before-and-after photos to show? If you are a work in progress, do you walk tall and wear clothes that complement your body shape?
If your business is skin care and cosmetics, does your skin glow with vitality? Is your makeup fresh and fashionable? Is it appropriate for your age?
If you represent clothing or jewelry, do you dress to impress? Do you wear colors that suit your skin tone? Do your accessories attract compliments?
Your voice communicates a powerful message to prospects. Do you convey enthusiasm and credibility or insecurity and insincerity? Does your speech rate come across as stressed and anxious or calm and confident? Are you concise and clear or rambling and long-winded? Will your prospects sense your genuine interest in their opinions? Do you listen to their answers without interruptions?
When you look, talk, and act the part, wherever you are in your business development, you will both look and feel more confident. Your prospects will pick up on your self-assurance.
Image is more than your personal demeanour. You have a competitive advantage in the first-class business materials produced by your corporate partner. Work that advantage. Don’t produce your own materials or make copies to save a few dollars, and don’t deface brochures with shoddy personalization.
Buy the best-quality business cards and stationery you can afford and use simple, contemporary graphics. A simple, clean business card will look more professional than a cluttered one. Never be caught out having to say, ‘‘I don’t have any cards with me right now.’’
Get the basics right. Avoid fancy typefaces that can look amateurish. Spell-check and proofread your communications before you click ‘‘send.’’ Carry your demonstration products in professional carry-cases and discard worn stock. Handle and display
your products with pride.
Above all—and I cannot stress this point enough—take every opportunity to demonstrate pride in your business. When people ask about your job, make sure the first words out of your mouth express your pride.
‘‘I’m a network marketer. I work from home selling top-of-the-line herbal supplements.’’
‘‘I’m in network marketing. I have my own business marketing a range of household items.’’
Your confidence and enthusiasm will be infectious. Even when you become a manager, describing your job from a distributor’s perspective will make it easier to start conversations with potential recruits.
You have made it easy for them to say, ‘‘I have a friend who works with . . .’’ or ‘‘What company do you work with?’’
Too many network marketers offer confusing or glib explanations about the business they are in, such as, ‘‘I’m in the business of empowering people.’’ Say, what? Or worse, they say, ‘‘I help people make money!’’ Tacky.
If you are not excited about what you do, how can you expect others to be?
