3: Yes, Me . So Tell Them About the Products, Say Something Like This

2:”Yes, Mrs Smith was saying how she had to keep her favourite perfume for special occasions”. So ask for Mrs Smith’s contact details and whether you can mention their name when you talk to ‘Mrs Smith’.

3:”Yes, Me”. So tell them about the products, say something like this.

“The production costs of perfumes is about 1% of the sale price. The other 99% goes on advertising, brand image, celebrities, fancy packaging, and so on. We buy our perfumes from Drom, one of the main perfume oil producers, and sell through independent distributors like me. We do the same with cosmetics and home products.

No extra costs mean that our perfumes can save you betweeen £10 and £100 a bottle on high street prices. Would you like to try a sample?… What is your favourite perfume family?… Favourite perfume?…”

Then identify the FM perfume closest to their favourite, tell them the price, and offer a sample for them to try. Tell them they can buy that sample for 50p or £1, whatever price you choose, and try it at home, comparing it to their favourite.

Make sure to get their contact details and ring them to find out if they like it and if they would like to buy some. When you get more experience, ask them if they would like it at a discount by becoming a distributor, and tell them about the business. Some distributors use Fragrance Angels, people who don’t want to be distributors, to bring in sales, taking a small commission from each sale they arrange.

Note: Beware of Brand Names, they are Copyrighted Trademarks. Don’t mention individual Brand Names to your customers unless they ask about them first. If they do, it would be impolite not to talk about that brand name.

For example, “the £100 saving on a bottle of perfume is on Marilyn Monroe’s favourite perfume. We have a perfume that the computerised ‘noses’ say is quite different, but people who love that perfume say ours smells just like it and lasts just as long. But try for a sample of FM21 and see what you think.”

A Fresh Start

Some suggestions for your next three months in Network Marketing with the FM Group.

This has been written both for first timers, who have just decided to sign up with the FM Group, and for established distributors who feel their business needs a kick start.

These are suggestions, not instructions, this is your business and should develop in a way that suits you, but try this for 3 months and see what happens. And don’t forget, if you are not enjoying this business you are doing it wrong, so talk to your upline about the ‘Fun Factor’.

First Step

There are always people who start network marketing full of good intentions but never get round to doing anything to build their business and eventually just drop out.

Don’t let this happen to you. You could be a high-flyer in this business if you can avoid this trap.

To ensure this doesn’t happen, I want you to commit yourself to one simple task.

Talk to two people every day about your new business.

If you miss a day, talk to four people the next day. And start today, don’t put it off until tomorrow.

If you’re reading this too late in the day to talk to people, just make the decision to talk to four people tomorrow.

By ‘talk to people’, I don’t mean give them a 10 minute business presentation. All you need to do is say something like this:

“I’m starting my own business helping people save money on perfume, toiletries and cosmetics. If you know someone who needs to save money, please give them this card.”

Then give them a card with your contact details.

Don’t wait until you can get cards printed, start with handwriting on postcards or blank card, or print some on your computer.

And you can talk to anyone. The cashier or sales staff at any shop, bank, café etc you go to, the person next to you in a queue, anyone who comes to your door, anywhere people gather together like schools, charity events, sporting and social events etc. If you are stuck at home then phone someone you know and say:

“I’m starting my own business helping people save money on perfume, toiletries and cosmetics. If you know someone who might be interested in saving money, please let me know.”

If you can stick to this every day, your business will be a guaranteed success.

There are three main benefits for you and your business in doing this.

First, you will get used to talking to people about your business. The more relaxed and confident you are, the better an impression you leave with potential customers.

Second, you are setting up good habits of doing something for your new business every day.

Third, the word is starting to get around about saving money on perfume, toiletries and cosmetics.

And you never know who can help you to build your business. I know of a distributor where a casual conversation in an airport lounge made him £250,000 profit over the next few years.

Step 2

Although I prefer to say “I promote and market FM products”, when someone provides products in exchange for cash, they are Selling.

And Selling is a numbers game. The more people you speak to, the more you sell.

And if you need more sales, you need to talk to more people.

Let’s assume you need to make an extra £100 a month and you hope network marketing with the FM group will help you do this. If you need an extra £1000 a month, just multiply the figures below by 10.

Now to make a profit of £100, you will need sales of £300, as 33% of the saleprice is your profit.

£300 is equivalent to 25 bottles of classic perfume, so to make £100 profit you need to sell 25 bottles of perfume a month.

A rough rule of thumb is that you will make 1 sale for every 6 people you talk to. If you are talking to people who know you, your ‘warm market’, the ratio is lower because they trust you. If you are talking to a ‘cold market’, people who’ve never heard of you, the ratio is higher because they need to be convinced you are not out to ‘con’ them. With your cold market you may need to talk to the same person several times to make a sale.

So, first the bad news:

You need to talk to 25x6=150 people each month to make £100 profit.

Now the good news:

1:You’ve already committed to talk to 2 people a day so that’s only an extra 3 people a day.

2:Think of it as earning 66p each time you talk to someone.

2:Many of your sales will be for more expensive products or multiple products, so you will be making more than the £100.

3:When talking to groups of people, there is a group energy that multiplies sales, so one ‘party plan style’ meeting could bring in £300 to £600 sales or £100 to £200 profit.

Step 3

Let’s look at improving your sales ratio. The first thing we can do is to develop your ‘warm market’, people who have heard of you and know you won’t ‘rip them off’ and the key word here is FROGS.

Write down a list of people you can ask for help, Friends, Relatives, Occupations, people you know from work, Groups, social, recreational and sporting, and Social networks. F.R.O.G.S. Note that you are not going to ask them to buy your products, doing that can make people feel awkward and uncomfortable. Instead you are going to ask them if they know anyone who needs to save money on perfume, toiletries and cosmetics.

This ‘warm market’ list is an ongoing list and you will always be adding to it as you find new customers and meet new people, and you cannot ‘use it up’. If you get down to the bottom, you can start again at the top.

When you ask people if they know anyone who needs to save money, you will get three types of response.

1. “No”. So say something like “That’s OK, if you do meet someone, please tell them that I help people save money.”