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Michael Zacharias


Prof. Michael Zacharias über Network Marketing

Prof. Dr. Michael Zacharias ist seit 1977 als Professor an der Fachhochschule Worms,
Fachbereich European Business Management/Handelsmanagement, in der Fachrichtung Marketing/Vertrieb tätig.

Prof. Dr. Michael M. Zacharias zählt zu den renommiertesten Wissenschaftlern und Unternehmens-Beratern im Direktvertrieb.

Seit Anfang der 1990er Jahre beschäftigt er sich als Professor an der FH Worms mit diesem Thema.

In einer Reihe von nationalen und internationalen Studien und Publikationen über den dynamischen Vertriebsweg Network-Marketing hat er vielen Menschen neue Berufschancen aufgezeigt.

Er berät praktisch alle großen Unternehmen im Direktvertrieb und ist ein gefragter Redner auf Veranstaltungen der Branche. Seine Vortragstätigkeit über Direktvertrieb und Network-Marketing haben ihn weit über die Grenzen des deutschsprachigen Raums bekannt gemacht.

Er gründete die Network-Academy, eine internationale Ausbildungseinrichtung für Unternehmen und für selbständige Berater bzw. Vertriebler im Network-Marketing.

Er ist im wissenschaftlichen Beirat der Branchenzeitung und hat das Forum Direktvertrieb als Gesprächskreis der Geschäftsführer der führenden Network-Unternehmen in Deutschland initiiert.

Network Marketing hat Zukunft, weil es die gesellschaftlichen Trends erfüllt:

  • Service und Beratung
  • Tendenz zum Zweitjob
  • Existenzgründung ohne Eigenkapital

Prof.Zacharias über Network Marketing

Was ist eigentlich NETWORK MARKETING? (auch Multi-Level-Marketing bzw. MLM)
NETWORK MARKETING ist eine Form des Direktvertriebs.
Es beschreibt die Möglichkeit, Produkte jedem beliebigen, interessierten Konsumenten durch ein Netzwerk selbständiger Vertragshändler direkt anzubieten, wobei der klassische Einzelhandel
umgangen wird.
Sie können alles selber machen und 100% dafür „ernten“. Sie können aber auch von 100 anderen Leuten je 1% haben! Der einzelne Vertragshändler vertreibt also nicht nur Produkte, sondern ist darüber hinaus bestrebt, weitere Geschäftspartner für dieses Vertriebsnetz zu gewinnen, welche ihrerseits Produkte oder Dienstleistungen an Kunden vertreiben und neue Geschäftspartner gewinnen.
Dafür partizipiert der Anwerbende am Verkaufsergebnis in Form von Bonuszahlungen. In einem weiteren Schritt erhält er außerdem Zahlungen aus dem Umsatz weiterer Vertriebspartner, welche von seinen Vertriebspartnern angeworben werden. Leider besteht in der öffentlichen Meinung immer noch das Vorurteil, hier schnell reich zu werden zu Lasten anderer.
Beides stimmt nicht, denn die Grundlage allen Einkommens liegt im Verkauf.
Die einzelnen Unternehmen arbeiten mit unterschiedlichen Bonussystemen. Die Investitionen sind gegenüber einer herkömmlichen Geschäftsgründung minimal. So können Sie bereits bei manchen
Firmen für ca. 200 € ein komplettes Starterpaket mit Produkten, Video und Formularen usw. erhalten.

NETWORK MARKETING bietet dem Endverbraucher Vorteile:

  • • Unabhängigkeit von Ladenöffnungszeiten
  •  Bequem einkaufen Zuhause
  • • Erstklassige Beratung und Kundenservice

Kann Network Marketing nebenberuflich betrieben werden?

Ja, sowohl nebenberuflich als auch hauptberuflich! Das entscheiden Sie. Sie starten z.B. Ihr eigenes Geschäft in Network Marketing nebenberuflich ohne die Sicherheit Ihres Hauptberufes aufgeben zu müssen. Für viele ist ein regelmäßiges Zusatzeinkommen von z.B. 300 € völlig ausreichend. Diese Leute werden 90% in Network Marketing ausmachen. Beachten Sie: Es ist Ihr eigenes Geschäft. Sie arbeiten für sich selbst und Sie sind es auch, der entscheidet und die Verantwortung inne hat. Jedoch gerade am Beginn Ihrer Tätigkeit sollten Sie ausreichend Energie und Zeit in Ihr Geschäft stecken. Wie ein Flugzeug braucht auch Ihr Geschäft „Schubkraft“ um eine gewisse Position zu erreichen. Haben Sie Ihre „Flughöhe“ einmal erreicht können Sie Schubkraft wegnehmen, um Ihre Position zu halten.

Ist der Besuch von Meetings, Schulungen und Partys ein „MUSS“?

Wenn Sie das möchten. Es ist Ihr Geschäft. Seien Sie kreativ! Solange Sie sich an die meist vorgegebenen Verhaltensrichtlinien Ihrer Vertragsfirma und an die gesetzlichen Bestimmungen halten, hält Sie niemand von irgendetwas ab. Nur Sie können Ihrem eigenen geschäftlichen und finanziellen Erfolg, im Rahmen Ihres Potentials, im Weg stehen. Erfinden Sie jedoch das Rad nicht neu, das soll angeblich schon jemand entdeckt haben Greifen Sie auf Erfahrungsschätze einer 50-jährigen MLM-Industrie zurück. Entscheiden Sie für sich welche Methode Sie anwenden möchten.
Ihr Sponsor oder Ihre Partnerfirma hält diesbezüglich bestimmt Ideen bereit, z.B. Direktmailing, Meetings, Einzelgespräche, Hausparties, Handzettel und Anzeigen usw. Oder stellen Sie sich mit
Ihrem Sponsor einen Tag lang in die Fußgängerzone Ihrer Stadt und sprechen Sie Leute an.
Sparen Sie Ihr Lehrgeld und kaufen Sie dafür lieber alle Waren des täglichen Bedarfs bei einem Networker. Natürlich werden Sie bei Ihren Aktionen auch einige Leute treffen. Übrigens
gibt es noch kein Produkt, welches die Strasse auf und ab geht und sich dem erstbesten Käufer an den Hals schmeißt (Damen des horizontalen Gewerbes seien hier einmal ausgenommen). Sie
sind da wirklich gefordert. Und der einzige Faktor im Network Marketing welcher wirklich Gewinn bringt ist Verkauf. Merken Sie sich dieses Zauberwort: Verkauf!

Network Marketing ist ein Pyramidensystem Richtig!

Falsch! Richtig! Falsch! Richt… Unsere Meinung: Ja!!! Jede hierarchische Struktur ähnelt in seiner Zusammensetzung einer Pyramide. Dies haben die katholische Kirche mit dem Papst an der
Spitze, jede Militärstruktur, jede Regierung und jeder Wirtschaftskonzern mit Network Marketing gemein. Eine andere Frage ist die Legalität.
Illegale „Schneeballsysteme“ zahlen „Kopfgeld“!
Das Hauptprodukt sind Neuanwerbungen, sogar ohne evtl. ein Produkt (oder eine Dienstleistung) zu verkaufen. Stagnieren die Neuanwerbungen, bricht das System zusammen mit Verlusten für
alle beteiligten Partner. Mitarbeiter von legalen Unternehmen im Network Marketing werden aus der Differenz zwischen Großhandelspreis und Verkaufspreis für den regulären Endkunden bezahlt,
nicht aus „Kopfgeldern“. Ein Produkt (eine Dienstleistung) wird bewegt. Auch als Produktverkauf bekannt. Das ist der Unterschied. Und bei einem Einkommensplan eines Network Marketing
Unternehmens hat jeder die Möglichkeit die Spitze des Marketingplans zu erreichen und mehr zu verdienen als sein Sponsor also der Vermittler. (Anm.: Was für ein Produkte gilt, muss auch für
ein Dienstleistungsangebot, wie es z.B. Banken und Versicherungen anbieten, gelten).

Verkaufen ist nichts für mich!

Kein Problem, dann empfehlen Sie! Sprechen Sie über die tollen Produkte (oder die Dienstleistungen), die Vorteile dieses neuen Rübenschneiders der Firma xyz. Es ist Ihre Begeisterung für Ihre Produkte (und Dienstleistung), Ihre Überzeugung von den Produkten (und den Dienstleistungen). Wir befinden uns im Jahr 2001! Vorbei sind die Zeiten des Verkaufes mit unfairen Tricks, mit uralten Hochdruckverkaufsmethoden. Wir verkaufen im Network Marketing durch eigene Überzeugung von der Brauchbarkeit der Produkte (und Dienstleistungen).
Überzeugt uns das Produkt nicht sollten wir es auch nicht weiterempfehlen. Viele Leute haben uralte fiese Verkäuferstrategien im Kopf bei dem Wort „Verkauf“. Das ist falsch. Hatten Sie als
Kind nicht auch die Fähigkeit sich zu verkaufen? Sie hatten Hunger und schrien, der Hunger wurde durch die Muttermilch gestillt. Das war damals Ihr erstes „Verkaufsgespräch“!

Kann ich viel „Kohle“ machen?

Das weiß ich nicht. Wie viel wollen Sie denn „rausholen“? Wie viel sind Sie bereit zu „opfern“?
Sie entscheiden, es ist Ihr Geschäft in Network Marketing. Wir sprechen hier von „The Sky is the Limit“ und „Sie bekommen was Sie verdienen“. Wenn Ihre Ziele klein sind erreichen Sie auch nur kleine Ziele, große Ziele bringen große Ziele. Es funktioniert wenn Sie funktionieren. Betrachten Sie es mal so. Erledigt sich Ihr jetziger Job selbständig wenn Sie nicht anwesend sind? Gerade bei Ihrem eigenen Geschäft haben Sie die absolute Herrschaft. Es liegt nur an Ihnen wie weit Sie gehen und wie schnell Sie dort sind. Alles was Sie jetzt und heute in sich investieren wird sich nicht nur jetzt und heute auszahlen, vielmehr Auswirkung auf viele kommende Jahre haben.

Muss ich viele Leute „sponsern“ um erfolgreich zu sein?

Nein. Sie müssen keinen einzigen sponsern. Sie können für sich allein Produkte (Dienstleistungen) empfehlen und Ihre Handelsspanne kassieren. Das liegt ganz bei Ihnen. Es ist Ihr Geschäft. Sie können mit Ihrem Einzelhandel ein respektables Einkommen erwirtschaften – die großen „Kuchenstücke“ werden jedoch mit dem Aufbau einer Vertriebsorganisation verdient.
Lassen Sie die Kraft des Systems für sich arbeiten. Anstatt alleine 100% zu erwirtschaften ist es mir lieber wenn 100 Leute jeweils 1% für mich erwirtschaften. Wenn Sie monatlich nur 1 Person in Ihre Organisation bringen, schulen und unterstützen. In wenigen Jahren können Sie so eine beachtliche und konstante Network Marketing Organisation aufbauen.

„Schnellreichwerde“ – Systeme

Gibt’s vermutlich nicht. Alles braucht eine gewisse Vorbereitung und den richtigen Zeitpunkt.
Sicherlich sind Ausnahmen da. Der spiele besser in der Lotterie wer da träume vom schnellen großen Reichtum.Arbeit kann aber reich machen. Clever & smart statt nur hart ist dabei dieDevise.

Wenn Network Marketing so toll ist, warum macht’s nicht jeder?

Wenn Ärzte und Anwälte gut verdienen, warum sind nicht 50 Millionen in diesen Berufen?
Ein Wort: Unverständnis. Die Bevölkerungsmehrheit versteht Network Marketing nicht und sieht das Potential nicht. Zu wenige haben sich bisher ernsthaft und qualifiziert damit auseinandergesetzt. Zudem hat eben jeder verschiedene Interessen, seien es TV Vorabendserien, Stammtisch, die Bundesliga oder eine Geschäftsgelegenheit zur Erreichung einer finanziellen Absicherung und/oder Persönlichkeitsentwicklung. Keiner muss, aber jeder kann!

Ich hab’s versucht, Network Marketing klappt nicht bei mir.

Willkommen im Club. Auf wie viel Versuche waren Sie beim Laufen lernen durch Ihre Eltern limitiert? Zwei Versuche? Drei oder vier hatten Ihnen Ihre Eltern sicher zugestanden, oder?
Sicher waren die Versuche nicht limitiert, sonst würden Sie heute noch krabbeln!

Aufgeber gewinnen nie, Gewinner geben nie auf!

Hatten Sie aufgegeben, weil es nicht „über Nacht“ zum Traumauto gereicht hatte? Manchmal klappt es eben nicht sofort. Nach 20 „Nein“ wird es nicht einfacher. Versuchen Sie doch
absichtlich 20 „qualifizierte“ Nein zu erhalten. Sie werden scheitern, denn irgendwer sagt bestimmt „Ja“. Network Marketing funktioniert, Sie „funktionierten“ vermutlich nicht richtig. Für
jeden Einzelhandelskaufmann oder Handwerker sind Ausbildungszeiten vorgesehen. da wollen Sie ein vom Himmel gefallener Networker sein? Das konnte nicht funktionieren, Sie waren vermutlich nicht bereit, hatten keine Erfahrung, einen schlechten Sponsor und ein schlechtes Network-Unternehmen. Aber Network Marketing funktioniert! Sie brauchen nur eine gute Network Marketing Firma im Hintergrund.

Ich habe kein Geld für den Einstieg ins Network Marketing.

Dann beschaffen Sie sich das Geld! Verkaufen Sie Ihren TV und die Stereoanlage. Vermieten Sie Ihr Bad und verzichten Sie auf ein paar Bierkästen. Angenommen jemand bietet Ihnen Ihr
Traumhaus für 1.000 € zum Kauf an. Würden Sie das Geld auftreiben? Sie haben das Geld!

Ich habe keine Zeit für Network Marketing. Ich bin zu beschäftigt.

Das ist genau der Grund warum Sie in Network Marketing einsteigen sollten. Neben der Schaffung finanzieller Freiheit ist Network Marketing ein Weg zu persönlicher Freiheit. All das was
Ihnen bisher wegen zuwenig Zeit verwehrt blieb könnte Ihnen durch Network Marketing in Zukunft eröffnet werden. Sie haben keine Zeit? Zusätzliche Zeit wächst nicht auf Bäumen! Jeder
bekommt jeden Tag 24 Stunden, nicht mehr aber auch nicht weniger. Die Frage ist nur, was fangen Sie mit Ihrer Zeit an? Wenn Sie jetzt nicht die Zeit zum Start haben, wann dann?

Nur wenige sind erfolgreich in Network Marketing.

Unglücklicherweise gibt es bei jedem Handwerk (und bei jeder Bank) die weniger „Erfolgreichen“. Die meisten Menschen machen einfach nicht die richtigen Schritte. Network Marketing bildet hier
keine Ausnahme. Viele Menschen wollen auf der Strasse des Erfolgs wandeln und steigen deshalb in ein MLM ein. Doch es ist kein Paradies. Network Marketing ist das Synonym für Arbeit!

Es braucht Zeit und Ausdauer, Beharrlichkeit und brennendes Verlangen.

Viele falsche Vorstellungen werden beim Anwerben geweckt und können nicht erfüllt werden. Klar, man hört die kleine Erfolgsstory von der netten Hausfrau und dem Hilfsarbeiter. Viele Leute
scheitern an einem Wort: ARBEIT! Und dieses Wort gefällt nicht, ganz klar. Leute wollen alles umsonst und verlieren das Interesse wenn es nicht sofort klappt. Den klassischen Ausspruch
kennt man:“ Ich habe es eine ganze Woche versucht und es hat nicht funktioniert, das ist alles Schwindel!“ Dies ist nicht nur im Network Marketing so, so ist es in allen Lebenslagen. Schauen
Sie sich Ihre Arbeitsstelle an. Sie arbeiten 40 Stunden in der Woche 40 Jahre lang. Alles was Sie dafür bekommen ist eine goldene Uhr, ein Zinnteller und ein feuchter Händedruck vom Chef. Das
war’s! Fast, eine kleine Rente wird’s mit viel Glück noch geben. Viele sind doch mit 65 entweder schon gestorben oder einfach kaputt. Das fatale an MLM ist die Tatsache, dass es „viel zu infach“
zu beginnen ist und „noch viel Einfacher“ ist daher auch der Ausstieg. Wenn Sie z.B. eine Zahnarztpraxis eröffnen, müssen Sie Unsummen investieren. Da wird das Aufgeben sehr viel

Network Marketing ist ein „richtiger“ Beruf und sollte als solcher auch angesehen werden. Finden Sie Ihre „Berufung“!


Professor Dr. Michael Zacharias über LR


„Network-Marketing: Beruf und Berufung Karrierechancen im Zukunftsmarkt Direktvertrieb“

ISBN-10: 3938826088
ISBN-13: 978-3938826089
Autor: Prof. Dr. Michael M. Zacharias

Beruf und Berufung – in dieser Kombination liegt das Geheimnis für den Boom des Network-Marketings. Als Networker gefragt sind leistungsbereite Menschen, die ihre Chance erkennen und beim Schopf ergreifen. Menschen, die gerne im Team arbeiten, sich mit den Produkten identifizieren und andere davon begeistern können. Kurzum Menschen, die ihren Beruf als Berufung sehen.
Prof. Dr. Michael Zacharias ist es gelungen, ein Buch zu schreiben, das man als Standardwerk des Network-Marketing bezeichnen kann. Es verbindet eine wissenschaftliche Analyse mit praktischen Beispielen erfolgreicher Networker.
Die für den Beruf unerlässlichen Soft Skills wie beispielsweise Motivation und Eigeninitiative stehen im Mittelpunkt des Gastbeitrags von Jörg Löhr.
Wirtschaftliche und gesellschaftliche Veränderungen haben den Boden bereitet für die Vertriebsform des Network-Marketing, das Unternehmen neue Absatzwege und vielen Menschen neue Verdienstmöglichkeiten eröffnet.
Network-Marketing – Beruf und Berufung richtet sich an alle, die sich für den schnellen Wandel im Vertrieb interessieren – insbesondere an jene, die ihn aktiv mitgestalten und davon profitieren wollen.


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