That’s when prospects can ask questions, sign up, fill out their order forms, etc.
So how can you keep your prospects from rushing home when your meeting is finished?
Many years ago, I was in Hong Kong. I had the evening free, so I went to observe a local opportunity meeting. Every guest was given a ticket for a chance to win one of three door prizes. The door prizes were in three large, brightly colored boxes.
When the meeting concluded, the speaker said, “Thanks for coming to tonight’s presentation. And if you are a guest, please take a look at your ticket. We’re going to have a drawing for these three great door prizes. But first, let’s take a 10-minute break to stretch our legs, use the restroom, etc. and then we’ll have our big drawing.”
Well, the drawing actually occurred about 15 minutes later, but all the guests stayed. That gave their sponsors a chance to talk with their guests about that evening’s presentation.
Imagine your prospect is 40 years old and has no savings. Where did his earnings go during the past 20 years of hard work?
He has worked hard to give money to the landlord or mortgage holder, the car finance company, the government, the grocery store, the dry cleaners, the insurance companies, the clothing store, the electric company … everyone but himself.
Sad, isn’t it? Most people spend their entire lives working and earning money for someone else. Don’t you think people deserve to earn enough money so they can keep a little for themselves?
Maybe the extra money from network marketing will finally reach your prospects’ pockets. Let your prospects know they have a choice.
If for some reason you want to decrease your level of income, decrease your prospecting activity.
Leaders realize that growth in their organization comes from new people. Consistent prospecting activity guarantees a ready source of new distributors and leaders in our organizations.
As an added bonus, when we consistently prospect for new distributors, our organization learns from our activity. They see our methods, our work ethic, our consistent day-to-day building of our organization. Of course we’re setting a good example, but more importantly we’re showing our distributors how to do it.
Don’t limit the size of your business and the size of your bonus check with the present size of your organization. Build new distributors and build your bonus check.
“Dear Big Al,
“As a network marketer, what are the first steps someone should take to get their business going?
“I have been with a company for about 2 1/2 months now and I have not sponsored one prospect.
“The problem is that I don’t really go a lot of places to prospect. I mostly go to work, then home and then church (and I don’t want to prospect at church). I don’t have many friends. And I can’t afford leads, so that’s out of the question.
“So what is a person to do? Please help!”
I wrote back –
“You want a business that pays over $10,000 a month. I understand.
“There are two choices.
“1. Purchase a business that pays you over $10,000 a month.
“2. Create and build a business that pays you over $10,000 a month.
“If you choose #2, then you will have to learn how to find prospects, learn how to enroll them, learn how to train and motivate them, and learn how to market products or services.
“I don’t think you can learn all of these skills by simply reading one book, or surfing a few pages on the Internet. It will take time, money and energy to learn and master these skills.
“Yes, people do earn more than $10,000 a month, but most of them provide more than $10,000 a month in value to their networking companies. We have to provide value to receive that much money in return. We are not providing value by staying home and not talking to anyone.
“It is not a matter of choosing a company, sitting back and collecting. Most companies pay well if we provide enough value to them.”
So, the real question to ask is:
“When am I going to learn the skills necessary to provide more than $10,000 a month in value for a business that will pay me?”
It’s easy to see why some sponsors do well and why some struggle.
Prospects don’t want to join a sponsor who criticizes and complains about others. The prospects see this sponsor as having low self-esteem and a low self-image.
Q. What do all of your presentations have in common?
A. They all offer time freedom and money freedom.
You will never have a prospect tell you:
“Oh, I don’t want to join because I don’t want any of that time freedom or money freedom. I think I’d like more debt, less money, and more time at work.”
Sounds silly, doesn’t it?
Well, if all of your prospects want time freedom and money freedom, and your presentation offers time freedom and money freedom, then why don’t all of your prospects join?
Because they don’t have the confidence that they can personally achieve time freedom and money freedom with your opportunity. Sure, you can do it, but they don’t think THEY can do it.
Now here is the key. When prospects don’t have the confidence that they have the skills necessary for our opportunity, here is what most people do:
They start introducing new benefits.
They tell the prospect about three-way calls, nice brochures, perfect videos, fancy meetings, car bonuses, and lots of other nice benefits. But they are missing the point.
The prospect doesn’t think he can do it, so it doesn’t matter how good the benefits are.
Instead of talking about more benefits, concentrate on showing your prospect how SIMPLE it can be to do your business.
Try these. They are some of my favorites.
You can’t solve a problem unless you know what the problem is.
So before we tell our prospects about our products and business, let’s make sure they have a problem we can solve.
Many years ago, we had the book, “Big Al Tells All: Sponsoring Magic”, translated into Thai.
This book is free for anyone to download and use. Please enjoy.
Some years ago, I had breakfast with Kay, a networking leader in Brisbane, Australia.
When I asked her why she became a leader, she said:
“I worked 70-hour weeks. My sponsor asked me when my husband and I finally planned to spend time together. That really hit me. There wasn’t going to be any time unless I changed my business.”
Think about it.
People get married to spend time together, but dual careers make it difficult. If a relationship is important to a couple, time together could be a powerful reason for them to become leaders in a network marketing business.