The Internet will never entirely replace the belly-to-belly in our business—but it can help with every step of the process. Think about what you do every day to build your business—and how much the Internet can leverage your time, if you let it.

First step: find the prospect.

To be successful in this business, you have to be in massive recruiting mode. I am a huge fan of face-to-face prospecting (I call it “walking and talking”), but this is not always practical for everyone. Some networkers live in more remote areas; others aren’t ready to come very far out of their comfort zone.

But anyone can use the Internet to help them recruit. It’s a lot less threatening to have a conversation with someone who requested information over the Internet than to walk up to a total stranger. And the Internet lets you reach prospects from all over the country—even all over the world.

Next step: present the business.

You want to present your business to your prospect within 48 hours from your initial conversation. Getting them to an exciting in-person presentation is always my first choice. But if that’s not possible, I’ll invite them to an Internet-based presentation. On our initial call, I set up a firm appointment time to talk after they have watched the presentation. This helps me sift through people quickly, weed out the tire-kickers and find those truly interested in learning about a business.

Next step: follow up.

You can’t be lazy and rely solely on autoresponder systems. But if you are really in massive recruiting mode, it is impossible to effectively follow up manually with all your prospects. I put my prospects into an autoresponder campaign to help automate some of the process. This helps me deliver the info to them so they can do their homework—and I can spend my belly-to-belly time with the really serious ones.

Last step: enroll people—then train, educate and motivate them on an ongoing basis.

The Internet offers a powerful platform for this. Think about the incredible webinars Networking Times offers our teams. At the same time, I still favor getting together “belly-to-belly” with your team as often as possible, based on the location of your group. If you have a local group, you can get together once a week; if regional, once a month; or if all over the country; quarterly fly-ins. No question: belly-to-belly meetings take your relationships to a higher level—and it’s those relationships that keep people in the business long enough to experience success.

So, Internet or belly-to-belly? Why not take the best of both worlds?

LAURA KALL is a Networking University faculty
member and a second-generation network marketer.
She was profiled in our February 2002 issue.