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?
Think about it. Most business-builder “superstars” are sponsored by people who aren’t “superstars.”
What does that mean to you?
Spend time with everyone. Don’t prejudge. The next person they sponsor could become a great leader.
You don’t personally have to sponsor superstars to build a large, successful organization.
My frustrated distributor insists he wants to become a leader and make at least $10,000 a month.
And, he insists that he should already be earning $10,000 a month after just six months with the company. After all, the company can’t be any good if you can’t earn at least $10,000 a month after six months of part-time work.
So I asked my distributor, “How much do you earn in your present job that you’ve been working for the past 12 years?”
He replied, “About $2,000 a month.”
Did he get the hint? No.
So then I asked my distributor how much sales volume he moved in his organization every month. He replied, “My group moves $5,000 in products every month!”
My distributor still thinks he should earn $10,000 a month, even though he provides less than $10,000 a month in value to the company.
I can predict my distributor’s future. He will insist that it is all the company’s fault and he will just have to look for another opportunity that will pay him $10,000 a month after six months’ work. It doesn’t matter if he provides very little value and service, he just deserves $10,000 a month. 🙂
Everyone tells us to be a leader, but they never tell us how. Dale Carnegie tells us exactly how. If you haven’t read his book, How to Win Friends and Influence People, you are missing a treat.
-Dale Carnegie (1888-1955)
Two distributors work the same program, with the same products, with the same compensation plan, in the same city, talking to the same prospects, with the same weather and yet …
One distributor makes a huge bonus check.
The other distributor starves.
What is the difference?
The only difference is that one distributor “said and did” something different.
That’s it. It’s not rocket science.
When you say and do the right things, you put your business on an assembly line and keep producing success after success after success.
And if you continue to say and do what you are currently saying and doing … what do you think your results will be? Probably the same.
So do what professional networkers do. They continue to learn new and better ways to do their business. Tell your distributors to attend your trainings, learn more, read books, etc. or else their results won’t change.
I get the following call:
“Hi, I just need to have a list of the top 100 MLM companies. And, if you have it, a list of new MLM companies, too. I’m going to find the best one and make a million dollars.”
What should I do?
Should I humor him? Lie to him? Tell him the truth?
I told him the truth.
There is no list of the top 100 MLM companies. Who would be in charge of the criteria? Who would set the ideal ethics scale? Who would be the final judge of the product quality?
I told the caller, “Most companies are good. If they were bad, had terrible products, and ripped off people, they would eventually go out of business.”
And about a list of new companies? Gee, we could sign up with at least ten new companies every day on the Internet. So “new” means these companies are “old” 24 hours later. I’m not sure what “new” has to do with quality anyway.
If we join something because it is new today, what would we tell our prospects tomorrow? It wouldn’t be “new” anymore.
I think there should be something else besides “new” in our decision.
The really bad news about all of this is that this caller thinks that finding the “right company” will be the key to solving his problems.
It won’t help him at all. He doesn’t have the skills necessary to be successful in any company.
Finding a company to join isn’t what it takes to build a successful network marketing business. It will take skills.
And unless this caller is willing to learn the skills to build a networking business, he will be sentenced to a lifetime of company research, joining companies unsuccessfully, and surfing the Internet for one more new thing to join.
It’s a little sad.
I hope he stops looking for the top 100 Network Marketing companies. I hope he stops looking for new network marketing companies to join.
But the reality is:
He will find sitting at home surfing the Internet, comparing company compensation plans, etc., much more safe and comfortable than actually learning the skills and building a real business.
Here is the podcast interview I did with Troy Horton … enjoy!