GMX International - Business Opportunity

The Open Market

The open market consists of everyone who isn't in your warm market. This is sometimes the best place to build your organization. Your friends, neighbors, and relatives know you're not an expert because you weren't in the business a while ago, but strangers naturally assume that you are.

We will discuss several techniques to recruit and sell to both the warm and open markets. As we do, please remember that you are looking at a long- term financial goal, not a get-rich-quick scheme. You have the freedom to build at a pace that is comfortable to you. You have a sponsor, a sponsor's sponsor, and ultimately the company behind you-a support group that wants very much for you to succeed.

Sales & Recruiting Techniques

Some of the most successful people in this business come from non-professional selling backgrounds. We say "non-professional" because, as was mentioned earlier, we are all in sales.

This is a people business. Most people react. Your success will be enhanced if you cause people to react positively to you, GMX, and the ideas you represent.

Attitude

People will automatically react either outwardly or internally to your attitude. If you are pleasant, happy, and outgoing, people will likely respond in kind. Those who don't may buy from you anyway.

Your attitude is not only what you say. It is conveyed by how you carry yourself, the look in your eyes, and the truth of your smile. The pleasant, happy, outgoing attitude we are discussing is not a phony one. But it may need to be developed.

Despite any negative feelings you may be having when it is time to do business, you can change your attitude and make it positive. One way to do this is to look in the mirror and remind yourself of your purpose. Tell yourself it's time to put your feelings aside for the moment and to get ready to do business. Smile. Think of the rewards you will reap when the business you're about to do succeeds. Then go to it!

The GMX Corporate Videos

Everything you need, from product knowledge to corporate credibility is contained in the GMX corporate and product videos. These sales aids are your ticket to increased sponsoring and retail sales.

We suggest that you arrange to have any potential distributors see the corporate video. It will save you time and expand your business. The retail video should always be used in your retailing presentations. We'll describe later how to effectively use this sales aid.

The Direct Approach

The direct approach is when you make a formal presentation in an appointment, or you simply approach someone with the idea of making a presentation on the spot. (This is called a "cold call.")

When making a direct approach, you might ask a question like, "If I could show you a way to increase your income on a part-time basis, you would probably be interested, wouldn't you?"

If you haven't had professional sales experience, that might seem like an intimidating thing to do. You would be amazed, however, to find that many people will either answer in the affirmative, or ask you what you are talking about. If someone says no, then just move on.

When you ask people for an appointment, you will want to give them as little information as possible before seeing them. Unless your intention is to make a telephone presentation, you will want to be brief. Here' s one suggested telephone approach: "Joe, this is _______.

I need to meet with you for about 15 to 20 minutes. I was wondering which would be better for you, Monday or Tuesday?"

Two key points must be made here. The word "need" is much more compelling than "want," or "would like." Then, assuming that the prospect will say yes, you should offer a choice. This makes your question one that can easily be answered with a "Yes."

If your prospect asks what you want to talk to him about, explain that you only have a few moments right now, and you would like to get together later at his convenience. If he agrees, set the time. If you can't get the appointment, offer to call back later when you both have more time. If you can't get an in-person appointment, you can make the presentation on the phone at a future time.

When you succeed in making an appointment for a formal presentation, be sure to make the presentation professional and brief. Professional means that you will do what you said you would do: make a presentation.

How you conduct the presentation will partially depend on your relationship with the person to whom you are presenting GMX. If that person is a friend, it will be informal and casual. If not, you will want to have a more formal attitude.

Try to arrange things so that the prospect will have seen the GMX corporate video before your presentation. If this doesn't happen, keep the meeting brief and leave the video and appropriate brochures for the prospect to review after you've left.

Keep the following points in mind regardless of whom you are making your presentation to:

Be friendly and positive. Obviously, your best results will come from a positive attitude.
Carry your GMX manual. It gives added credibility and will be helpful as a ready resource.
Dress appropriately. If you're going to a friend's home, casual dress is probably just right. If you're going to someone's office, you may choose to dress more business-like.
Have the necessary forms with you. Make sure you have product order forms, distributor applications, and so on, including a receipt book and brochures.
Make affirmative statements, such as, "That video is great, isn't it! You can see why this product is creating so much excitement around the country, can't you?" Or, "As you can see, GMX is taking some positive action for the environment."
Ask assumptive "Yes!" questions. These are questions for which the answer is clearly yes. Here's an example: "If you could save energy dollars and help the environment by eradicating scale problems in your plumbing and appliances, would you?" Or, "If you could start your own business for less than $100, part-time, with a product everyone relates to, you probably would do it, wouldn't you?" Here's another: "If you could have good-tasting soft water, without putting it through a chemical solution, with no monthly fees, you would probably be interested, right?" Take a sheet of paper and write out several assumptive questions or statements that you feel comfortable making. This will help your presentations sound fresh, natural, and positive, and will result in increased success.

The Indirect Approach

Also known as the "curiosity approach," the indirect approach results in getting people to ask you about the GMX product or business opportunity. Obviously, it's easier to sell products and sign up new distributors when people come to you to ask questions about them.

Here are some ideas to create the curiosity necessary to make the indirect approach work:

l Carry GMX products with you. The products' packaging will create curiosity. If you are meeting with someone in a public place (even a fellow distributor), such as a restaurant, place the package on the table. Someone may ask about it. Even if you do this several times and only one person asks you about it, it could result in a sale or a new distributor, and hundreds or even thousands of dollars in future income to you.
l Respond differently. Whenever someone asks you how you are, you probably respond the same way most of the time. You might say, "Good, thanks," "Fine," or something similar. When you change that response, people you know will notice it. For instance, if you always say "Good," change it to "Wonderful!" If you usually say "Great," change it to "Terrific!" Noting the change, they will generally ask you what's going on, opening the door for you to tell them that you found a new company that you are really excited about. They probably will want to know more.
l Ask their occupation. Whenever you meet someone for the first time, ask them what kind of work they do. After they tell you, they probably will ask you the same question. When they do, ask another question, such as, "Have you ever heard of magnetohydrodynamics?" If they say yes, you can start your answer by saying; "As you know..." If they say no, say, "Magnetohydrodynamics is a revolutionary fluid conditioning process. I work with an international company called GMX." You may continue in casual conversation, but you will want to come to some specifics soon. This individual is a potential retail customer and future distributor. Don't waste too much time.

There will probably be more questions. Here are some questions you could ask:

You're probably concerned with environmental issues aren't you?
If you could reduce emissions and get better gas mileage, you probably would, wouldn't you?
We're looking for a few good people who can work with us starting part-time. Do you know anyone you might recommend?
Did you know that some of the hottest companies on the New York Stock Exchange in the past couple of years have been environmentally oriented? I think you would agree that if you were going to choose a business with high potential growth today, it would have something to do with environmental concerns, wouldn't it?
If I could show you a way to dramatically increase your income part-time, you probably would be interested, wouldn't you?

The 3WX3D Method

Are you anxious to achieve success as quickly as possible? Would you like to build a consistent, long-term, profitable business? Many of those who have done so have used what we call the 3WX3D Method. It is one of the most profitable strategies you can employ in your GMX business. It involves working closely with the distributors in your downline organization beyond those you have personally sponsored.

The 3WX3D Method is this: when you have personally sponsored three new people (three wide), you help each of them sponsor three people and teach them to work with those three until they have achieved the same results. This creates a solid core for your downline organization that is three distributors wide and three distributors deep-hence, 3WX3D.

Some people confuse fast growth with sponsoring as many people as quickly as possible. This may look good on a chart, but is not likely to be nearly as profitable as if you utilize the 3WX3D Method.

Advertising- The Benefits and Dangers

At some point, you may choose to advertise your GMX business. This is entirely up to you, but you must stay within the GMX advertising guidelines as defined in the GMX Policies & Procedures. Here are a few tips to consider before you begin any campaign.

As we stated earlier, you probably already know at least 800 people who also know who you are. We would encourage everyone to begin with those people before investing time and money in an advertising program.

Advertising is a specialized type of marketing. You will notice some classified and display ads in local and national publications for various network marketing distributors. One way to gauge the success of those ads is to watch how frequently they are repeated. If an ad is paying for itself, they will usually keep running it. Some types of advertising will work well in one market but not in another. By reviewing these publications, you will have a sense about what is working and where it is working.

Studying the psychology of these ads you will have an idea of what kind of ad you will want to place. Do not copy another ad. This is plagiarism, and you don't want to be unethical. Besides, you don't want to be identified with another company.

If you do decide to advertise, you would be better off working with other distributors in your area. With several of you sharing the costs of advertising, you limit your financial exposure. When you share costs with other distributors, whether they are inside or outside your own organization, be sure to set up an agreement that carefully defines how the leads will be handled, as well as all other details.

Personal Presentations

Whether you are selling product or recruiting, the basic techniques for personal presentations are the same. Besides using some of the techniques described above, the following points should be kept in mind:

Keep GMX products with you.

Your potential customers or distributors will feel more confident if they see tangible evidence of the products you are describing.

Bring the GMX corporate video.

You will either be showing it or leaving it. This is the best recruiting tool you could ask for.

Have business cards and literature with you.

We will cover how to use sales aids a little later, but be sure to have this material readily available.

Be on time.

Why go to all the trouble to set an appointment if you start out with two strikes against you because you arrive late? One good time management hint is to write your appointments down for the time you have to leave your location. For example, if your appointment is at 12:30, but it takes you a half hour to get there, think of the appointment as if it were at 12:00, since that is the minimum travel time you can allow. This little technique will help you if you have trouble arriving on time.

Don't be overly formal.

Even when you are with people you don't know well, don't be too formal. You can be friendly and still maintain a professional attitude.

Ask questions.

Ask a variety of the assumptive questions mentioned previously, along with some genuine interest questions, such as, "Did you know that the use of traditional water softeners has been outlawed in some areas of the country because of the damage they can do to the environment?"

Answer questions honestly.

This sometimes means saying "I don't know." If you don't know the answer, tell them you don't, and that you will find out for them. You can go to your manual or to your upline distributors later to get the answers.

Never argue.

You are not there to disprove anything, only to show the benefits. If they say, "I don't think any of these magnetic gadgets work," nod your head and say, "Yes, you're right. Most of them don't do what they advertise. Many companies thought they could copy our technology by simply putting magnets on-line. They didn't take the time to study the technology or they ignored it."

Stress the money-back guarantee.

The money-back guarantee takes the risk out of the retail sale! Many people who might otherwise buy, get away by saying, "I'll think about it," or "Let me look over your literature and I'll call you." You can counter these arguments by showing them the money-back guarantee. Explain that they can try the products at absolutely no risk for 90 days. If you have a unit with you, you can tell them you will leave it with them. They can give you a check now and if after 48 hours they decide to cancel, you will return the check and pick up the unit. You also will be much further along if you help them install the unit immediately. Do not make a return appointment if you do not get the sale.

Watch your time and money.

Some people are in the habit of making luncheon presentations day after day, then getting stuck with the tab. Be careful not to repeatedly put yourself if this position. Know when to cut your losses and leave. Assess in advance how much time and money you can afford to invest in each prospect. While one retail sale or new distributor could be the beginning of many thousands of dollars in income, you have to gauge each according to your immediate needs.

Group Presentations

Whether you are in a home or a hotel, whether you are giving the presentation or sitting in the audience, you should understand the dynamics of group presentations.

An opportunity presentation may be one-on-one in a coffee shop, a few people in your living room, or a public meeting in a hotel meeting room with anywhere from a few people to hundreds in attendance. The latter, when properly done, is the most effective and successful type of presentation. Let's concentrate on public meetings and discuss how to maximize your efforts at these events.

Every facet of your presentation should be designed with the intent of creating a positive and yet intensive atmosphere, or what we might call a positive intensity. It's important for all distributors to understand what makes an effective presentation, what the procedures are and why they work. This does not mean that the speakers need to be dynamic or even greatly experienced, as long as they know and understand the mechanics of a good presentation.

Remember, most decisions to join this type of business are emotional, not logical. The purpose of an opportunity presentation is to give a brief but enthusiastic idea of the company-not detailed data. Those who are interested should get all the additional information they want from their sponsors, upline distributors, or company literature.

Keep the following points in mind when planning and conducting a group presentation:

Location

Hotels and other public locations:
(a) Easy to find.

(b) Centrally located.

(c) Good neighborhood.

(d) Nice decor. (Doesn't need to be fancy, just clean and pleasant.)

The Room

High ceilings. (At least 10 to 12 feet.)
Carpeted.
Entrance at the rear.
Light-colored walls.
Rectangular shape.
Good lighting. (Check lights and ask hotel to replace any that may be burned out.)
Central sound system. (In ceilings, not through podium speakers.)
Microphone should be movable. (10 to 20 feet of cord for larger rooms.)
Central air. (Controllable from each individual room or section.)
Good chairs. (Not torn or scratched.)
No pillars or posts throughout the room.
No mirrors behind the speaker. (Unless covered.)

Room Set-Up

Registration table outside room entrance, staffed with happy, outgoing volunteers.
Theater style.
Set seating for fewer people than expected. (Have additional chairs stacked in rear of room.)
No ashtrays in room. (Write "thank you for not smoking" on black board.)
Water table outside of room when possible.
Chalkboard with dust chalk. (Easier for audience to see.)
Product display. (All products should be prominently set up in the front of the room. Be creative, and treat the product with respect.)
No handouts before the presentation.

Booking a Location

See the room before you commit.
Make short-term agreement.
Be specific regarding your needs.
Have a contract. (The hotel will usually give you two signed copies, one for review and one to return.)
Pencil in "First right of refusal" for adjoining rooms and later meeting dates.
Check adjoining meetings for the same evening. (Will there be food service, loud music, or other distracting noises?)
Room must be away from bars or restaurants.

Speakers

Ask them to dress in business attire.
Ask them to maintain a positive attitude at all times-before, during, and after the presentation.
Have fun with the presentation.
Don't go over-time. (One-hour maximum, unless a special guest is speaking.)
Be enthusiastic.

Claims and Testimonials

When presenting the GMX opportunity and products, represent only the truth and stay within the laws that govern this industry.
Ensure this by quoting only those statements that appear in company- approved literature.

Etiquette for Opportunity Presentations

Remember! There is only one way to guarantee attendance and that is to stop and pick up your guests in your car to take them to the presentation. If they are a couple, take them both so they are able to make a decision together. Discuss their goals with them.
You should have your guests in the building between fifteen to thirty minutes before the meeting begins.
Have your guests fill out a sign-in sheet before entering the meeting room. Should they not join that night, but decide to enroll later, it is the only way of knowing you were responsible for their introduction.
Seat your people as close to the platform as possible. Always give your guests the best seats. These two rules will allow your people the best opportunity to hear and see everything presented from the platform.
There should be no talking during the presentation. Tell your guests this before the presentation. Give them a pencil and paper to jot down any questions they may have. It is imperative that they hear the entire presentation word-for-word.
Pay attention as though you were seeing the presentation for the first time. Your people are watching you. If you act uninterested or start looking around the room, so will they. Show your guests where the rest rooms are before the presentation. Hopefully, this will prevent them from getting up during the presentation, which is distracting.
Never attempt to explain any part of the presentation or answer any questions for which you do not know the answer. If you need help, ask another more experienced distributor who is not working with guests.
Even if your guests didn't come in your car, don't leave them immediately after the presentation. Remember, they are excited and will probably want to join the business. Help them fill out the forms correctly.
Don't forget to call your newly sponsored distributors the next day to encourage and congratulate them.
Sponsoring is not only easy, it's fun. Opportunity presentations are for getting together to have fun and make money. You will find an air of warmth and friendliness among everyone in the group, because they all have one goal in mind: "Helping others to help themselves." The opportunity presentations are income-generating functions. The more of them you attend and take guests to, the faster your business grows.

Presentation Do's and Dont's

Do's

Do be on time for the business opportunity presentation. "On time" for meeting guests is 15 to 30 minutes before a presentation.
Do invite the prospect's spouse, and offer to pick the couple up and personally bring them to the presentation.
Do seat your guests near the front rows, and sit with them.
Do be enthusiastic!
Do introduce guests to other GMX distributors and to the leaders of the presentation.
Do participate: laugh, raise hand when asked, take notes, and generally respond enthusiastically to the spirit of the presentation.
Do pay close attention to the speakers. Remember, you set the example!
Do have your forms ready to enroll new distributors.
Do begin enrolling your guest immediately after the last speaker. This is the best time, because their enthusiasm will be at a peak.
Do ask for "the order" and make the cash arrangements! Example: "How did you want to handle that? Cash or check? Can we handle that now?"
Do come to the presentation dressed appropriately for doing business.
Do stay seated until a few minutes after the presentation is over.
Do give all speakers a big round of applause.
Do stay cheerful, positive, and enthusiastic…always!
Do urge all new distributors to attend the very next presentation and to bring a guest with them.
Do make all new members welcome, and always encourage guests to join, even when they are not yours.
Do let everyone see that new distributors work together for the benefit of all. When guests see teamwork in action, they realize that the same teamwork will be used for their benefit when they join GMX.

Dont's

Don't leave the meeting room during the Business Opportunity Presentation or talk while it is going on.
Don't give a "product training seminar" before or after the presentation.
Don't ask questions or interrupt during the presentation, or disturb others when they are closing.
Don't fill out order forms or do paperwork during the presentation.
Don't congregate around the doorway before the presentation.
Don't bring up any problems before, during, or immediately after the presentation.
Don't smoke in the meeting room during the presentation.

Using Your Sales Aids to Increase Profits

Be sure to keep a supply of sales aids on hand at all times-but not more than you will use in a two-to three-week period. Some of them will change occasionally, making the old ones obsolete, and the company cannot accept returns on sales aids. The following aids are of prime importance:

The GMX Corporate Video

This is your prime recruiting tool. Whether you show this while you are there with a potential distributor or mail it to him or her, you will find that this one rectangular piece of plastic will help you build a successful organization. Whenever you give this to someone, make a commitment for a return within 48 hours if possible. If the person is local, pick the tape up. When mailing the tape, send product and compensation brochures along with it. Be sure to personally follow up with each person who receives a tape.

Brochures

Before you leave literature with prospective distributors or customers, get a commitment from them to read the materials. Be sure you have their phone numbers for follow-up. Let them know you will be calling for an appointment.

Do not indiscriminately leave brochures. They are sales aids-not sales-makers.

Help Yourself

In addition to the training and support materials GMX supplies you with, help yourself through a personal self-development program. Books, seminars, and tapes on attitude, personal excellence, selling, network marketing, and other technical and personal development programs should be a part of your life.

Most of the successful men and women in this or any other industry never stop learning or teaching. This is a fast-growing industry and the most successful people are constantly updating themselves and staying current with the latest trends and information.

The following are books and tapes we recommend:

Title/Author Format/Availability

Think and Grow Rich Napolean Hill book, audio tape
most bookstores

The 7 Habits of Highly Successful People
Stephen R. Covey book, audio tape
most bookstores

How to Win Friends and Influence People
Dale Carnegie book, audio tape
most bookstores

Personal Prosperity Through Network Marketing
Tom Justin audio tape
GMX Corporate Office

To get the most out of this type of information, highlight the passages that are important to you as you read through it. Then study it, and contemplate how you can implement the techniques or concepts in your life. Make notes as you read. When listening to audio or video tapes, take notes just as you would in a seminar. Finally, reread or replay the material.

A successful business person was asked what the difference was between himself and a schoolmate who, with the same education and family background, was largely unsuccessful. His answer was: "Successful people do the things that unsuccessful people are unwilling to do."

If you are willing to do what it takes to succeed as a GMX distributor, you will!