Imagine your nephew came to you and said …
“I want to be an accountant. But, I don’t want to learn how to add and subtract. I refuse to go to school and take any accounting courses. And please, don’t tell me to read any accounting books. I just want the rewards of being an accountant. Pay me an accountant’s salary now.”
Yet, as network marketing distributors, sometimes we make the same illogical request. We say things such as:
“I want to invite people to my home presentation, but I don’t want to talk to them. I don’t feel comfortable talking to people as I am quite shy. Using the phone is very intimidating. I avoid meeting people so I can’t invite them in person. I feel self-conscious about this entire business. Couldn’t I just send a text message or post something on social media? And then, my living room would be filled with pre-sold prospects for my products and business! I just want to stay home and cut out pictures for my vision board. I don’t feel good about being a salesman.”
If it was this easy, our network marketing companies would not need us. They could post on social media, or send out text messages to thousands of people. No need to waste any money on commissions and bonuses for us.
For some of us, this is painful to hear. We want to be paid for our intentions, not for our efforts. Business does not work that way.
If we want people to attend our in-home presentation, buy our products, come to a meeting, or to join our business … we have to perform. We have to create results.
We invest time with prospects. Our return on our investment is that some prospects will want to check out our products and business. But we have to invest the time.
If we are unwilling to invest time in prospects, why should they listen to our sales pitch? To prospects, we would appear as “takers” instead of “givers.”
But back to the accounting career. If we are unwilling to do what it takes to be an accountant, then our accounting career is doomed.
The same for network marketing. If we are unwilling to do what it takes to talk to people, and learn how to talk to them properly, then we can’t expect rewards from our network marketing business.
Do you have trouble getting prospects on an opportunity call?
Are they afraid of being “sold” by listening to the sales presentation?
Relax your prospects by offering to have them listen to a “training call.” They can listen to one of your teleconference trainings without the fear of being “sold.”
This is a great way to involve your leads and prospects without creating resistance. If you work hard to find leads, why not do your best to help them see your business in a stress-free way?
If you or any of your networking friends are in the Tallinn area, I will be conducting an all-afternoon workshop there from 1pm to 6pm on Saturday, March 23.
Obviously, I only get to Estonia every 4 or 5 years for an open-to-the-public workshop, so here is their chance to attend.
Here is the link with all of the details:
Australia is next in late May.
Many distributors use tools to build their business.
They buy CDs, DVDs, magazines, literature, samples and more to hopefully get their prospect interested in their business.
But have you ever seen a big leader carry around a big flipchart? A PowerPoint presentation? Handfuls of brochures?
No, of course not.
The leader has learned the skills of how to get the prospect interested by changing the prospect’s mindset.
And tools do a lousy job of changing people’s mindsets.
So if you are a brand-new distributor, of course you’re going to spend lots of money on tools because you don’t know what to say to change your prospects’ mindsets.
But, as soon as you can, learn the skills of changing your prospects’ mindsets effectively and immediately. Learn how to talk to people.
When you contact a referral, or when you call a prospect from a list of leads, you don’t have days or months to build a relationship.
So how do you present your opportunity?
Don’t start with all the neat benefits of your opportunity. Don’t tell the prospects about the wonderful bonus checks, the trips, the cars, the incredible products, the company founder’s background, etc.
Instead, remember that people buy things to solve a problem.
So position your presentation to solve a problem for your prospect.
Talk about how your opportunity will make it easier for the prospect to take more time off work, how your opportunity will make it easier to pay bills with that extra check every month, or how your opportunity will provide the extra car for the spouse.
Prospects don’t care how great your opportunity is. They simply care about their problems. That’s the shortcut when you don’t have time to build relationships.
Network marketing is a lot easier when you know what to say and what to do.
Have you ever noticed that the successful network marketers have a positive personality type?
Does the positive attitude come from them being already successful?
Or, maybe these successful network marketers had the positive attitude first — and that positive attitude propelled them to success?
You be the judge.
While it is easy to have a great attitude when you are already successful, usually the positive attitude comes first and demonstrates itself by attracting success.
How can people overcome their fear of contacting prospects?
It’s a matter of desire. People usually get what they want most.
For instance, there is a choice between a good television show and attending an opportunity meeting. Some people will want to see the television show more than they want the success that comes from attending opportunity meetings with guests.
So, they watch television because they truly want that more than the long drive to hear a boring speaker at the meeting.
The same holds true when talking to people. What does a person want more?
Does this person want the calm, non-threatening day-to-day life void of rejection?
Or, does this person want prospecting success more than he wants to avoid rejection?
Sobering, isn’t it? Many people say they want success, but deep down they want activities that pose a lesser challenge.
Prospects are everywhere. Let’s ask ourselves, “Do they want more money in their lives … or less?”
So of course, most people are pre-sold prospects already. But, when we talk to them, they don’t trust us, they don’t believe us … so they pretend to not be prospects.
The first rule is to build rapport. That means getting them to see that we see the world the same way as they do. So for example, we can start a conversation by saying, “You know, jobs just take up so much of our time.” If the prospect agrees, the prospect feels more trust and will believe other things we say.
Now, in a group of 100 prospects, a few will never join. They have been crushed by humanity, their dreams shattered. And a few will join no matter what you say. It is just “their time.”
But for the vast majority, we will have to build rapport and use good communication skills.
But back to the opening question: “Where can I find good prospects?”
Start with people who have a full-time job and a part-time job. They are motivated. They are willing to do more. And they don’t want to work two jobs for the rest of their lives. Excellent prospects.
Now, we can ruin them by saying the wrong words, of course. However, we are at least starting with someone who is motivated. 🙂
Most prospects are afraid of actually starting. Starting means they have to go to work, maybe get some rejection, take things more seriously. And that is scary for them.
We can at least give them the option of starting their business so that they don’t age gracefully in information-collecting mode.
Option #2: You can try to move them forward and actually start a network marketing career instead of just talking about it.
If your prospect says:
“Oh, maybe I should start building something. The longer I delay, the longer before I start getting a check.”
Sounds like Option #2 will work with this prospect.
You talk, you mail samples, and you send these prospects to your web pages. Finally they have all the information about your opportunity and it is time for them to make a decision.
A decision to join? A decision to take action? A decision to go to work?
Panic time. So what does your “information collector” prospect do? He suddenly decides that he needs to investigate and research yet another opportunity.
And this is the life cycle of the “information collector” prospects. They spend their entire careers investigating, researching, and studying … to avoid actually doing something.
So what can you do about these time-consuming prospects?
Option #1: Leave them alone.
If your prospect says:
“Oh, I need to think a few weeks more about how much money I would make if I actually knew how to build a business.”
You can leave them alone and allow them to take up another person’s time.
No, I am not the expert. I can barely do Facebook. 🙂
But Dale Moreau just published his book, LinkedIn for Network Marketing: How to Unleash the Power of LinkedIn to Build Your Network Marketing Business. Dale believes that prospects on LinkedIn are far more qualified, ready for business, and willing to take action than prospects on Facebook.
Anyway, there are many scripts and over 200 pages of step-by-step methods. So if you are looking to sponsor on LinkedIn, you will want to get as many ideas from Dale’s book as possible. Here is the Amazon link so that you can go and read the free preview.