When interacting with prospects for my network marketing business, does it matter whether I'm a Consultant or a Sales Rep? In other words, How do I position myself in my Network Marketing business? What are the characteristics and consequences of either position?

Let's take a look...

A Consultant generally is respected, while a Sales Rep usually isn't.

• § A Consultant is approached - folk come to a consultant when they are ready.
• § A Sales Rep approaches - a Sales Rep comes to folk whether they like it or not.

This means that a prospect who approaches me is more likely to see me as a Consultant. But if I approach them from a leads list or at the supermarket checkout line, they are more likely to see me as a Sales Rep, and then it is a much harder task for me to build a relationship with them.

Why should I seek Respect?

• § A Consultant is seen as Valuable to a prospect.
• § A Sales Rep is seen as a nuisance.

A Prospect who sees me as providing value will have a much better and on-going relationship with me. And will be more likely to act on what I suggest.

What is the reason for the difference?

• § A Consultant is a solutions provider - who will really listen to a prospect and then help a prospect to choose from a range of solutions which will meet the needs of the prospect.
• § A Sales Rep has one thing in mind - to convince me to buy what is being sold.

A Consultant is more interested in finding out my real needs and wants (the real problem I'm facing) and helping me to find a solution. A Consultant is interested in me as a person. A Sales Rep's focus is on convincing me that I should buy what they have - more focused on making the sale than on me.

Why is a Consultant respected and a Sales Rep often isn't?

• § A Consultant provides value first before any selling.
• § A Sales Rep concentrates on Selling and isn't concerned with providing value - except for the value of what is being sold.

Value provided to me over time allows me to learn to trust a Consultant, and to appreciate them for the good value they give, and maybe also as a person too. In this way, I'll be more ready to take actions suggested by my Consultant. And this has benefits for both of us.

How do I become a Consultant?

• § Learn to truly listen to what my prospect says to find the real problem.
• § Spend time to build a relationship with the prospect to really know what they need/want.
• § Provide ongoing value to the prospect, so they truly see me as an expert. In other words, focus on Educational Attraction Marketing.
• § Be willing to accept less than a ‘full sale' in order to meet the prospect's needs.

How much do I have to know to be a Consultant?

• § Know one thing more than the prospect.
• § Keep learning so that I always know one thing more.

For instance, my 93 year old father used computer aids for the visually handicapped - and is seen as an expert by others with fading vision. (He recently had to give up computer use.) Does he know ‘everything'? No. Is he an expert? Not to me, but he is an expert to those who don't know anything about available aids! He has only to know about one thing and is an expert to someone who doesn't know that and who wants to.

How can I keep knowing one thing more?

• § Keep reading and studying in the area of marketing or whatever my particular area is. There are many books and on-line resources available.
• § Invest time in my own education. And be prepared to invest money in worthwhile personal development programs such as learning to be an Active Listener.
• § Click here for my blog http://www.unveilingnetworkmarketing.com/ which has more information about Attraction Marketing and being an expert. It will point you to free resources, and where you can get professional training for a minimal cost. This information was presented recently in training by Ann Sieg. She really has opened my eyes to the new way of Network Marketing.

So, what will it be - consultant or rep? The answer is clear - for a quick sale be a rep. But for an ongoing relationship, profitable for both parties, I must position myself as and be a consultant.

So, am I an expert? Maybe not to you, but to someone who is starting, I may be. so if I can help that person, I'll be grateful.