A friend from Canada got me thinking.

He asked me:

“Do people really want a business of their own? Businesses have headaches. Don’t they really just want an income?”

So I got to thinking on my trip back from Canada.

Job holders think business is easy. Just sit back and collect the money. I probably shouldn’t change what I say to them.

But if I’m talking to a business owner … well, maybe I should just say “extra income.” The business owner certainly doesn’t want one more business. 🙂

So what should you say first?

“What can I say for an opening sentence when dealing with telephone inquiries?”

It’s not so much what you say, but how you say it.

For example, let’s say that we have a magic phrase that works wonderfully. We say:

“I’d like to show you how you can build a nice part-time income.”

This statement may work for some people, but not for others. Why?

Because of who you are … and what you believe.

If a sleazy used car salesman said: “I’d like to show you how you can build a nice part-time income …” — well, it wouldn’t be very effective, would it?

Or if a three-year-old child said, “I’d like to show you how you can build a nice part-time income …” — the prospect wouldn’t respond favorably, even though the right words were said.

If you truly believe that you can help the person calling, it comes through in your voice.

Now, for a few ideas on what you could say:

  • “Thanks for calling. Which part of the ad interested you?”
  • “Thanks for calling. What would you like me to tell you first?”
  • “Thanks for calling. What type of opportunity are you looking for?”

Remember, there is no magic in the above sentences. The magic is not in what you say, but how you say it.

The two types of prospects – and how to motivate each type.

Type 1: Prospects who do things for themselves. You can motivate these prospects by showing them what your products or opportunity will do for them.

Type 2: Prospects who do things for other people. You can motivate these prospects by showing them how your products or opportunity will help others. (For example, a doctor may have plenty of money, but would like his relatives and friends to enjoy his higher-income lifestyle.)

Clueless in Seattle.

Some years ago, I had this amazing conversation with a distributor in Seattle. He said:

“I talked to all of my relatives, and they said ‘No.’ I talked to all of my friends, and they said ‘No.’ So where can I find some good prospects?”

I asked this distributor:

“Do you think every one of your relatives is lazy, unmotivated, and wants to work until age 65? Do you think every one of your friends is lazy, unmotivated, and wants to work until age 65?”

The distributor agreed that at least some of his relatives and friends wanted a better future.

So I continued:

“You are obviously saying the wrong things to people. You don’t need new people to ruin. You simply need to fix what you are saying.”

Success leaves clues, but so does failure.

Where should you look for prospects? Good prospects? The kind of prospects that join?

Simply look at where you enrolled your last five distributors. Where and how did you meet these prospects?

Success leaves clues.

So instead of finding new and unique places to locate future distributors, go back to where you located the last five distributors.

But failure leaves clues also.

Take a look at why your last five prospects told you they weren’t interested. Was there a common theme? And where did you locate these uninterested prospects?

Many times we are standing too close to our successes and failures. We need to step back and observe to see if there are clues.

It’s pretty simple.

Winners win.

Losers complain.

Distributors only have time to complain when they don’t have enough prospects to contact.

You want to cry.

A distributor comes to you and says:

“I can’t find anybody to talk to. Where can I find some good prospects?”

You know this distributor is clueless. Hasn’t got a chance. Doesn’t even know the first set of skills for his network marketing business.

He has already talked to good prospects, but has ruined them by saying the wrong things. And now he wants new people to ruin?

When you try to get him to learn the basic skills, he protests by saying things like:

“You can’t say the wrong thing to the right person.”

Well, I know I have said the wrong things to the right people and they didn’t join. But, the distributor insists on spending money and hours of wasted time and frustration looking for new people to ruin.

I guess someone needs to sit down with the new, clueless distributor and have a heart-to-heart talk about prospecting.

The simple prospecting question that helps you build your business.

Try asking this question with difficult prospects:

“How long can you wait?”

When a prospect says that he doesn’t have time to build a business, but wants to earn $10,000 a month, ask him how long he can wait until he starts earning $10,000 a month.

He might say that he needs to work on earning more income now. Or, maybe he says that he can only wait six months or a year, but he knows that he eventually has to earn more money.

This question makes the assumption that the prospect will join, and that his only decision is how soon to join. It certainly makes the prospect think of the consequences of not joining – never having that increased income.

The “Eavesdrop Approach.”

Do you have trouble getting prospects on an opportunity presentation conference 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.”

Residual income.

Network marketing brought the promise of residual income to people who weren’t authors or famous singers. In the hype of quick or big bonus checks, we tend to forget that residual income is one of our finest assets in this business.

There is no residual income from our jobs, and most businesses stop as soon as the owner stops day-to-day managing. Network marketing can give us that chance to enjoy getting paid now for work we did in the past. Don’t forget to mention that to your next prospect.

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