How? By asking for small commitments.
Instead of asking them to change all of their telephone lines to your long-distance service, why not ask them to change just one line?
Instead of asking them to try your entire skin care line, why not ask them to try just one product first?
Instead of asking them to try your nutritional package, why not ask them to try just one item first?
It is easier for prospects to make a small, trial commitment.
This gives you a chance to prove yourself, and to prove your products and services.
“If everyone is thinking alike, then somebody isn’t thinking.”
— General George S. Patton
When you sponsor new distributors, they will have their own reasons for joining network marketing.
Some distributors will want to simply purchase their own products at wholesale prices.
Some distributors may wish to retail some products for extra money.
Some distributors will sponsor other people and build a nice part-time income.
And finally, some distributors will want to become a leader like you.
Of course you will want to service all your distributors and give them the help they need to reach their goals. However, in which group of distributors should you invest your extra time and energy to develop new leaders?
It’s obvious. The group that wants to become leaders.
But how big is that special group? Probably pretty small — unless you’ve sponsored a lot of new distributors. That’s why consistent sponsoring is necessary. It brings a constant flow of new potential leaders into your group.
Look at it this way. Imagine that you wanted to get married and went searching for a potential spouse. What if you were limited to only one candidate?
Wouldn’t you rather have several candidates to choose from? In fact, you would want as many candidates as possible!
It’s the same when searching for potential leaders. You’ll want a large pool of candidates among your distributors. If you only have one distributor to choose from, you’d better hope that distributor wants to be a leader.
So follow the lead of the top network marketing leaders. Consistently sponsor new distributors and you won’t have to worry about where to find your next leader.
Always keep your words soft and sweet, just in case you have to eat them.
“I do not think much of a man who is not wiser today than he was yesterday.”
— Abraham Lincoln
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. 🙂
“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:
Remember, there is no magic in the above sentences. The magic is not in what you say, but how you say it.
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.)
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.”
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.