GMX International - Business Opportunity

Getting Started

Training

Building Business
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Business Opportunity

Training

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"The best salesperson we have in GMX is the product itself. In fact, the best way to sell these products is to simply educate and inform your customers. When they see what GMX products do, they'll want them."

Before we discuss the ins and outs of successful retailing, let's touch on a few important preliminaries....

The Importance of Commitment and Patience

There are a lot of people out there who are members of the Deal Of The Week Club. They are constantly searching for a "gold mine" opportunity. They are addicted to the idea that they will soon strike it rich. These people tend to be easily excited. They rave to everyone about one company one week, and call the same people about some new, "even better" opportunity the next week.

The problem is, Deal Of The Week Club members don't work long enough in any one opportunity to gain the success they're after. They are easily detoured by something new and exciting. They are like small children playing with toys until something newer or shinier comes along. You will find that these people usually blame their lack of success on "that last company." The real blame lies in themselves. They are looking for a get-rich-quick program, and are unwilling to make the commitment and have the patience it takes to ethically build a solid, lasting business.

Success in GMX requires commitment and patience. This is not a business for Deal of the Week Club members. No one can guarantee a distributor success in this business, because everyone is unique in style, approach, interests, and goals. But we can guarantee you that if you sincerely seek success as a GMX distributor, and are willing to commit the time, effort, and patience to achieving that goal, your chances of success are very high indeed.

The basis of success in this business has been and will always be patience and commitment. When you look at those who have achieved success consistently, you will invariably find people who joined a company, set goals, made a commitment, and stuck with it through good times and bad. We challenge you to become one of these people.

Is It Right for You?

Before charging ahead with your GMX business, let's take a moment for a quick reality check. Here are some questions you should ask yourself before beginning any new business:

How much time am I willing to put into this per day, week, and month?
Do I feel enthusiastic about the products?
Am I willing to give this business enough time to succeed?
Is my spouse with me, or at least behind me on this?
Am I willing to accept that not everyone will buy these products or join the company?

Getting Started

RSL. That's short for "Read, Study, Learn."

First, read. Read all the literature in your start-up kit and this manual. You don't have to memorize it-just read it once over lightly. Get familiar with the policies and procedures and the terminology. You don't have to master an in-depth knowledge of the technical aspects of the products or the compensation plan right off the bat. But a good, working understanding of them will be important.

After you have read these materials, choose one subject at a time and study it in greater depth. Even if you were to spend only 15 minutes a day doing this, you would be an expert in GMX within a short time.

Remember, you don't have to be an expert to present the GMX product line and marketing opportunity to potential customers and distributors. They will always assume that you know more than you do.

If they ask questions you can't answer, you will gain their respect by admitting that you don't know the answer, but you will find it for them. This way you will both learn.

The First Step to Product Expertise

Use the products. You will be a better distributor if you are also a satisfied customer.

Having experienced the products yourself on a first-hand basis, you will be able to share your personal story about how the products have worked for you. You will also have a better working knowledge of them, including how they are installed, how they function, and so on.

Write down any questions that arise about the products as you use them. If you have questions, other people are likely to have them, too. Go to your distributor's manual for the answers. Or ask your sponsor.

The "Who" List

Make a "Who" List.

Sociologists tell us that if you are over 21, you probably know at least 800 people who also know you. Begin making a list of these people. This will be the list you use to build a customer base for your GMX products.

As you compile your "Who" List, do not disqualify anyone. Think of everyone you know as a potential candidate, either for a retail sale or to become a new distributor. Homemakers, lawyers, doctors, teachers, janitors, co-workers…anyone! Some common mistakes people make in contacting potential distributors is to only go after people who need money, close friends, and family members. Think of everyone as qualified. Remember, most people today don't make enough money to do the things they want to do. Or, if they do have enough money, they often don't like what they are doing.

You may find, after writing down only a few names, that you have to struggle to think of more. There are several ways to push through this obstacle. Try looking in your address book. Check your Christmas card list. Go through all the business cards you've collected, and if you don't collect them, be sure to start doing so now. Flip through the Yellow Pages and let the headings jog your memory (accountants, auto mechanics, landscaping, etc.). Look at any other lists you might have, such as a neighborhood list, a school list, a roster of church members, and membership directories of any clubs, business organizations, or civic groups to which you belong.

Now expand your list even further by asking yourself questions such as these:

l Who sold me my last house?
l Who sold me my car?
Who is my favorite teller at the bank?
Who is my Avon representative?
Who is my druggist?
Who is my favorite checker at the grocery store?
Who is my child's favorite teacher?
Who is my accountant?
Who is my lawyer?
Who is my service club president?
Who is my minister/rabbi/priest?
Who is my mechanic?

Take the time to make an extensive list that will serve as the foundation of your distributorship-the source of both retail customers and new distributors. Remember, your ideal distributor candidate is first a retail customer candidate.

After you have filled out as many names as you can think of, go through the list and mark the 50 people you would most like to contact. These should all be people in your local area to begin with, if possible. Why have the expense of long-distance calls when there are plenty of candidates right in your back yard? Also, be sure to mark a variety of different categories of people.

Mix friends, acquaintances, co-workers, and relatives.

Make Retailing Your Foundation

A great attraction of the network marketing business has always been the idea of multiplying yourself by sponsoring others into your downline sales organization. This can be a powerful source of bonus income.

However, focusing your efforts on sponsoring-rather than retailing-is one of the most costly mistakes you can make.

If, on the other hand, you work to create a strong retail business, two things will happen. First, you will see immediate income from retail profits. Second, your customer base will supply you with a ready source of high quality potential distributors who already are sold on the value of GMX products.

Some companies have inferior products. Naturally, they emphasize sponsoring. These companies are doomed to short and unsuccessful lives. But GMX offers products of uncompromising quality and unmistakable effectiveness. That means you can let the products work for you, helping you build your customer base and convert those customers into your downline distributors. So get the products into the hands of as many consumers as you can, as fast as you can.

Keep in mind that although your customer base is your best spawning grounds for prospective distributors, not every customer makes a good distributor. This is especially true of customers who only want to be sponsored in order to purchase GMX products at wholesale. Sponsoring people for that reason will cost you money, robbing you of immediate and future retail sales. If someone wants to be sponsored into the network without a commitment or desire to make it a business, don't waste your time.

Yet, when you sell a customer a GMX product at a retail price, that customer will be impressed with it, and will then do one of two things: (1) send you other customers for additional retail sales, or (2) ask to become a distributor, with the intent of participating in the business aspect of GMX by selling products to those other customers.

Are You a Salesperson?

Robert Louis Stevenson once wrote, "Everyone lives by selling something." He was right in the 1800s when he wrote it. He is right today. And he will be right tomorrow.

Whatever you have done to make money in your life, you have been in sales, whether you know it or not. You had to sell yourself to an employer in order to get hired. If you've ever had a discussion with someone with a different viewpoint, you had to sell your viewpoint. Teenagers sell their parents on the idea of staying out late. Adults sell their children on the idea of the value of doing their chores.

We've all been badgered by overbearing salespeople. We've all purchased something we didn't really need or want because of a slick sales presentation. These events cause us confusion when we think about selling.

Let's clear up the confusion by defining the act of selling: "Selling is conveying information to another person or group of people in such a way as to cause them to take positive action." When viewed in that perspective, we see that selling is a completely natural, necessary, and positive part of life.

Selling is an endeavor that most people can master, and you, as a GMX distributor, have a special advantage: your product line has a proven track record, and the consumer needs it and wants it.

Selling is also an endeavor that is highly rewarding from a financial standpoint. Always remember this: there are more salespeople earning six-figure incomes than physicians.

Some Common Selling Situations

Formal Presentation

This is what most of us think of when we hear the word "selling." A formal presentation is often an appointment where the salesperson sits across from the future customer with a flip chart, brochures, and product samples.

Cold Call

This is when a salesperson makes contact either by phone or in person, hoping to make an immediate presentation. Many salespeople are intimidated by this method because of the high rate of rejection associated with it.

Order Taking

In this situation, the customer comes to you, either by referral or through advertising. Some small businesses mistakenly believe that all they have to do is place an ad in the newspaper or Yellow Pages directory and the customers will come and buy. For most businesses, this simply isn't true. In a typical store-front business, advertising is just a small part of the selling strategy.

Word-of-Mouth

Under normal conditions, this isn't considered to be a selling technique. Yet, that is how many people present network marketing opportunities. It is how many companies have grown. Word-of-mouth works best when you have a superior product. When someone purchases a GMX product, and they see the results, they will tell others. This is why you don't want to make someone a distributor simply to purchase products at wholesale. Satisfied customers will help you create other retail sales. Then you can vividly demonstrate to them the profits they can earn by being distributors.

Conversational Selling

This is the most informal and favorite type of sales in the network marketing industry. It is easy to do and effective. You might ask people during conversations what type of cars they drive and how they like them. Then ask what their mileage is. They will most likely ask you the same questions. If your mileage has increased with the GMX product, you can share your personal testimonial. You can also say that you were so impressed with the company that you became a distributor. Your casual conversations can create income, directly and indirectly. Keep in mind the importance of talking about GMX whenever and wherever you can.

The Up-Sell

This is when you continue selling after you've sold a GMX product. For example, let's say you sell a Model 800 GMX Magnetic Fluid Conditioner to a customer for his home. Once you conclude that sale, you mention how he could benefit by using the Model 400 on his car. You've already done 75 percent of the work of making that second sale. You've already "sold" your customer on you, GMX, and its magnetic fluid conditioning products. The reason many people don't make an up-sale is that they are so thankful they made the first sale that they want to flee before the customer changes his mind. Ninety-nine point nine percent of the time, when customers make purchases, they will keep the products. You are much more likely to make an additional sale by asking for it than to lose the first sale. If the customers do not purchase other GMX products, start a follow-up or tickler file. Call your customers within two weeks about other GMX products. Despite your up-sell, be sure to follow up with your customers within 24 to 48 hours to ask if they have any questions. This is a sign of good customer service-a rare commodity today. Your customer will appreciate you for it. This type of service will increase your success in both retail sales and recruiting.

Ask a Fair Price

To believe in your product is to ask for a fair retail price. If you are sincere about the GMX product line, then you know the value of these products. Because they have value, doesn't it make sense that the price should reflect that value? If the price is lower than what you claim the value of the product to be, people will question the product's value. For example, if you were to offer to sell someone a stack of $10 bills for $5 each, that person would likely have serious doubts about your product, sense that something was not right, and turn you down.

When you sell GMX products at retail, you have the right under Federal Trade Commission rules to set whatever price you choose. Of course, GMX suggests a retail price for each product based upon industry standards and market research. We strongly advise you to offer GMX products at those suggested retail prices. They are worth it-and more. And you deserve to earn a profit for taking the time to service your customers. You might offer the products at your cost to your immediate family, but for all others, it's best to stick to the suggested retail prices.

[ Upcoming Regional Meetings Schedule ]