Do you have trouble getting prospects on an opportunity presentation teleconference 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?
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 MLM leader carry around a big flip chart? A Power Point 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 MLM 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.
Do you ever notice 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 desires 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. 🙂