Is it a surprise to read that? For a long time we have heard that you want to blast everyone with your business opportunity; it’s a numbers game so the more “no’s” you can rack up, the nearer you are getting to a “yes”. Well that is a great way to get branded as someone to be avoided! Of course you will have to face rejection on the road to success. That is natural but most people (except the heavy hitters) don’t like to get endless rebuffs, even though it is not something to take personally.
So am I suggesting you should seek an easy path avoiding all challenges? Not at all, but it is a much better use of your time is to find and filter people, right from the start, to find those likely to make a go of building a Network Marketing business. Business is the key word. Too many people get into the industry with the wrong mind set. It is not a hobby or just another thing to play with. It is a serious business with the potential to create real wealth so look for people who show the signs that they will see this, even if they have no experience yet.
Remember you are not talking to a prospect with a view to getting them in your deal. Don’t talk about your company at the first meeting. The only way you can get anyone to do something that you would like is to see if it aligns with they want to do. Otherwise you are wasting time. The slant you put on what you say will vary depending on whether the person has experience of MLM or not. But fundamentally the principles are the same.
1. Arouse curiosity – What do they want? Are they looking for extra income and how much? Have they considered working for themselves? Would they like the chance to get out of their present rut? As entrepreneurs we tend to think everyone wants the same things as us but they don’t. So if you get the feeling at this stage that MLM is just not a fit for them, why go on? You wouldn’t interview ballerinas when you wanted someone to build a house for you! You would probably talk to builders.
If the person is sitting forward eagerly then move on.
2. Evoke desire – You need to find out what they want from life. You can’t expect someone with whom you are only just building a relationship to open up to you, so first share some of your dreams. Tune in to your prospect. If they have never had a business and don’t earn big bucks, you will sound like too much of a sharp guy if you go on about all the big houses, cars and retirement potential. Relate on their level and the big stuff will come later.
Then ask what they want. This starts them dreaming and they will be much more likely to see your opportunity as being a solution to their problems.
3. Give a presentation – sure this is the point you hoped to reach but don’t go into overdrive. There is an old saying that “Less is more.” I used to work with a company where the presentations could be nearly a couple of hours and the clients would visibly wilt before my eyes. My sponsoring rate was spectacular….on the low side.
Just cover the essentials in a way that they can see themselves doing it. That’s enough. When they ask questions, only answer what they ask. You would be surprised how little people want to know.
By going through the above stages, you are building “Know, like and trust” as well as filtering. Network Marketing is all about independent business partners working for their common good. But you must have self motivated and ambitious people to work with. Then your training and mentoring will strike a chord and turn them into leaders. As Tom ‘Big Al’ Schreiter says – just take the volunteers.
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