Most of the questions I get have to do with who to talk to and how to talk to them.
Searching for good prospects is secondary.
Knowing how to talk to prospects is primary.
No matter how good the prospect is, we can say the wrong words. I had years of experience doing just that. Too many distributors try to fix their bad choice of words by finding new and better prospects to ruin. Not exactly a good plan.
Better words means you can capture more potential prospects. It’s just that simple.
Why look for prospects in other cities, when there are plenty of prospects next door?
Dale Moreau just released his latest book that shows us what to say and do to prospect locally. Everyone needs more prospects, and here is exactly how to get them.
Ebook is available now at:
And the paperback version:
Many distributors communicate at the lower levels of communication. To improve our sponsoring, we should try to communicate at the higher levels.
Here are the levels, starting at the lowest level:
1. An email or text message. Hard to make any kind of connection.
2. A webpage, video, or brochure. Slightly better, but not by much.
3. A phone call. Ooooh, much better. You get two-way communication, feedback, and can address the prospects’ questions instantly.
4. A video call. You can get feedback and see the expression on your prospects’ faces. You can even watch them roll their eyes and fall asleep.
5. Person-to-person. Total body language feedback and more.
But the very highest level of communication?
6. Person-to-person over food. No one ever gets mad at you over food. Meet someone for lunch or over coffee to ensure great, friendly presentations.
“Your character is what you really are, while reputation is merely what others think you are.” — John Wooden
This famous basketball coach simply asked his players to perform to the best of their ability. He told them not to worry about the opposing players because they could only control themselves. If they played hard, the outcome of the game would normally be in their favor. They could not control if the other team had a lucky game.
It’s the same in network marketing. Don’t worry about the outside influences that you cannot control. Instead, worry about what you can control — your own personal performance.
And learn the hard-core skills of communicating to people. Instead of idle chit-chat or talking or presenting, learning exactly how to communicate to their subconscious mind’s programs is the skill we should concentrate on.
If you commit to performing to the best of your ability, your bonus checks will take care of themselves.
Change happens. Change is never comfortable, but it always happens.
The leaders who go to the top in network marketing accept change, good or bad, as part of life. They make decisions, then get on with life. They make the best decision they can, then live with it. They don’t spend endless hours second-guessing their decisions.
Why adopt this strategy?
Think of it this way. You could try to manipulate changes into perfect solutions. Well, we know that will never happen in our non-perfect world. You would be busy for the rest of your life manipulating a change from 10 years ago.
So accept change. Make a decision. Then get on with building your network marketing business.
We wouldn’t feel nervous if we were to make a small speech to a group of preschoolers. Even a speech to a kindergarten class would be easy.
Why do we feel this way? Because we feel we have more knowledge and experience than our audience.
We can continue giving speeches through high school, university, and beyond in any particular subject. At some point, we are going to feel nervous because we don’t feel we have the same knowledge and experience that our audience does.
So here is the hint.
If we don’t want to feel nervous, we prepare more, research more, and experience more than our audience. When we do this, our nervousness goes away.
People respect and admire someone who speaks in public. Logical? No. But if we can speak in public, we go up in value in our prospects’ estimation.
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.
Ever hear this objection?
“I can’t afford it. It is too expensive.”
So what is the prospect telling you? The prospect is telling you, “No. You haven’t convinced me your offer is worth that much money.”
Everyone has money. They have money for an expensive car payment, an overpriced designer smartphone plan, beer, lottery tickets, beauty salon, eating out … and actually, plenty of money for things they want.
And if they don’t have enough money for the things they want, they borrow more money! They use credit cards! They get what they want.
So instead of trying to fit your product or opportunity into their budget, instead, give more value. People will pay for what they want.
Here is another close that you can use with prospects.
“What would you like me to do now?”
When you use this close at the end of your presentation, all of the stress and fears of rejection leave you, and the decision is now up to the prospect.
Actually, the prospect now feels a bit of pressure to make a decision. The prospect must now decide to ask you to leave, or ask for more information, or say that he is ready to join, etc.
But the neat thing is … the prospect has to make a decision. And, you can use this close to gracefully end your presentation.
Yes, this is very low-pressure, but I always like to treat prospects as adults.
Here is one of my favorite mini-stories: Food for thought.
One married couple goes out to a restaurant twice a week for dinner. They spend $160 a month on eating out. They get fat.
Another married couple invests $160 a month in their own network marketing business. They stay slim and healthy. In a few years, they retire.
I like this. It opens up the prospects’ minds and lets them know that a small change of behavior can make them successful. Also, I don’t get the objection, “I can’t afford it.”
They are already spending the money they need to participate in their own network marketing business. Now it is a matter of choice. Do they want to continue to dine out or would they rather eventually own the restaurant?