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.
When I do my live workshops, I don’t spend any time talking about my credentials.
The workshop participants don’t care about my credentials. And, they are right not to care. My credentials won’t make them a cent.
I’ve written many books on how to sponsor distributors. But, even though I wrote those books, not a single workshop participant will earn an extra dollar on their bonus check. Even if my credentials included a Ph.D. degree in Networking, my credentials don’t mean a thing.
The workshop attendees don’t want to know about credentials, they want to know about experiences.
Book theory and my personal bank account balance won’t put money in the workshop participants’ pockets. Real life experiences, case studies, proven “real world” strategies and techniques are what distributors want to hear.
The same principle applies to sponsoring.
What don’t your prospects want to know?
All these things are things you accomplished. Your prospects may not believe they have the same skills or abilities to match your accomplishments.
So, what do your prospects want to know about?
They want to know how you helped other distributors become successful. They would like to hear about other people in similar circumstances that have been helped by you to become successful.
If you’re successful in networking, you should have lots of these real life experiences to share with prospects. Your sponsoring presentations will be easy.
What if you’re not successful in networking, or just starting? What should you do then?
Sounds like a great time to start building your successful experiences. Instead of sponsoring wide, wide, wide, why not concentrate on your best distributor? Put some extra effort into helping your distributor make it to the top.
Once you have your first success story, move on to your next. You’ll soon get the reputation of “somebody who makes people successful.”
That’s a great reputation to own. And, prospects will be attracted to you.
Sleaze Shallowman, the sleaziest worthless sponsor in MLM, says, “Macho closes aren’t for wimps. They are for fearless, sleazy, worthless sponsors who learned closing from door-to-door, used-car salesmen from the 1960s.”
Watch how Sleaze Shallowman hard-closes his prospects, John and Mary.
* * * * * *
John replied, “No Sleaze, I don’t think Mary and I would be interested.”
“Interested in what? I haven’t shown you my business opportunity yet.” Sleaze knew he had to act fast to salvage this appointment.
“Not interested in anything. Mary and I are happy with our jobs and really don’t want to complicate our lives.”
Sleaze was rising to the challenge. “John, I understand how you feel. I felt the same way when this wonderful opportunity was presented to me. However, I considered myself open-minded, so I took 15 minutes to check it out. You do consider yourself open-minded, don’t you?” (The classic feel, felt, found objection killer.)
“Of course I’m open-minded, Sleaze, but I just don’t want to get involved with anything right now. Why not try the Jones or the Smiths down the street?”
“John, that’s just the reason I want to talk to you now. Because you know people like the Jones and Smiths, you need to investigate this opportunity TODAY!” (The sharp angle close.) Boy, what a comeback, thought Sleaze. Sleaze sprained his arm patting himself on the back.
“Sorry, Sleaze. No can do. Mary and I are leaving for our son’s Little League game and you’ll just have to take your opportunity elsewhere.”
“What I am hearing you say is: ‘The opportunity may be interesting, but we can’t fit it in right now.’ Is that right, John?” (The re-framing objection technique.)
“No, Sleaze. Don’t twist my words. What you are hearing me say is: ‘No. That’s final. I’m leaving for my son’s game.'”
“John, the fact that your son’s game is important to you is the very reason you need this opportunity. You do love your family, don’t you?” (The famous Sleaze boomerang close.)
“Listen, Sleaze. You are a jerk. I don’t have time to stand around and argue. Get lost.”
“Okay, John. No problem. Guess I shouldn’t have pushed so hard to show you this opportunity. It’s just that as soon as I came across this opportunity, all I could think of was how it could help you and your family. I know it’s important for your family, but I didn’t mean to be insensitive, especially since you’re in a rush. Tell you what. Let me come back when I won’t be interfering with your son’s game. Would Tuesday at 6PM or Wednesday at 8PM be better?” (Alternate choice close.)
“Sleaze, try enrolling in the School for the Hearing Disabled. Not only do I not want your opportunity, I don’t even want to be associated with you. Got the message?”
“John, I’ll be glad to step aside for you and Mary’s benefit. Maybe I didn’t go about it the right way. I’m sorry if I offended you. But John, please don’t confuse the message with the messenger. Let me leave this information package behind that explains the business opportunity and you can evaluate it on your own time – when I’m not around.”
“If taking the information package gets rid of you, give me the information package.”
“John, I’ll be by Thursday of next week to pick up and discuss the information package.”
“Sleaze, don’t bother picking it up. I’ll mail it to you. Our family is busy on Thursday.”
“Sure John, I understand. When would you be mailing the information package back?”
“I’ll drop it at the post office on my way home on Wednesday.”
“Because of all the trouble I’ve caused you John, let me save you a few dollars’ postage. I’ll meet you at the post office on Wednesday night. You can just give me the information package and I can answer any questions you have at the same time. Fair enough?”
* * * * * *
This is ugly. And, this is how some prospects see us as network marketers. Pushy, only worried about our agenda, and practitioners of stupid closing techniques that were taught 50 years ago.
Network marketers fear closing because it has such a terrible reputation. And with people like Sleaze Shallowman, network marketers avoid closing because we don’t want to repeat his mistakes.
Fortunately, times change. In the last 50 years we have learned more about how the human mind makes decisions. Today, network marketers can use better closing techniques that are non-offensive and non-embarrassing. And now we know that we have been closing our prospects at the wrong time. That helps.
The bottom line? Closing prospects can be fun. We can close prospects under the radar with no rejection. How good is that?
We know this instinctively. That is why we cringe every time we hear some of these objection-handling techniques. So if we are going to do network marketing for a living, now is the time to learn the exact closing skills we need to be effective in today’s world. The penalty for not doing this is sounding like Sleaze Shallowman.
Want to read more?
Some years ago, Pepsi sent cases of Diet Pepsi to hundreds of thousands of Diet Coke drinkers.
And, their promotion didn’t stop there. Pepsi sent magnets, coupons, and special pop-up mailers to persuade these hundreds of thousands of Diet Coke drinkers.
Their strategy? Target cola drinkers of a competing brand.
Pepsi knew these customers were buyers of colas. All Pepsi had to do was to convince these cola drinkers to try their product. Hopefully, some of these cola drinkers would convert into long-term Pepsi customers.
How can you use this strategy? If you sell vitamins, target other vitamin users. If you sell travel, target frequent travelers. If you sell organic, biodegradable cleaning products, target conscientious cleaning product users.
Like Pepsi, your initial marketing costs may be high if you give away free products. However, look at the long-term profit of a good repeat customer. How much money would you earn if a customer bought products from you every month for the next five years?
So think like the Pepsi marketers and round up some long-term profits.
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 all the way up to the experts 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.
Want another little secret that can change everything in our public speaking? The answer is in the title of this book I did with Mark Davis.
Just because we are not naturally social doesn’t mean that we can’t see the value of a network marketing check.
So for us less-than-outgoing networkers, here are some links to make it easier to network.
1. http://linkd.in/1bctsGk – “Do You Struggle to Make Conversation? A Menu of Options for Small Talk.”
2. http://bit.ly/1eCvel3 – “How to tell if you are boring.”
Anyone can learn to be a better communicator. For some of us it takes longer, but it can be done.