SHOW-UP AND THROW-UP NO LONGER WORKS! Sitting down patiently with your prospect and sharing with him ad nauseam about all of the wonderful reasons why he should join your MLM opportunity and why he should pay money for your products doesn't work! Believe it or not prospects hate it, and they badmouth you for it! Network Marketing is a very different ball game today compared to a decade ago. Screw up a few times and there goes your morale – or maybe even your dream of ever creating a residual income!
SHOW-UP AND THROW-UP NO LONGER WORKS!
Sitting down patiently with your prospect and sharing with him ad nauseam about all of the wonderful reasons why he should join your MLM opportunity and why he should pay money for your products doesn't work! Believe it or not prospects hate it, and they badmouth you for it!
Network Marketing is a very different ball game today compared to a decade ago. Screw up a few times and there goes your morale – or maybe even your dream of ever creating a residual income!
Most successful uplines have forgotten what it is like to be new in this business. The excellent ones will coach you on how to become a great networker. Unfortunately, the excellent ones are few. Too often we hear the same old “motivational” clichés:
"Why aren’t you making more prospecting calls?!!!"
"You’ve got to have MORE face-time! That's what you need to sponsor more people and make more sales!"
"Get out on the street, distribute more flyers, talk to more strangers… do whatever it takes to succeed!"
Unfortunately, their answer is almost always identical: If you want to sponsor more people, you have to meet more people. Well this is both a truth and a lie.
Yes you can do more presentations, and you may sponsor more people by doing so…
Or you may not…
If making more and more presentations was the solution, then wouldn't you be recognized as the top distributor in your company by now?
You can no longer afford to bombard your prospects with “FREE” education that they don't want anymore!
As a MLM Trainer, I always advice novice networkers to change some of their approach towards sponsoring, and to learn the following…
- You MUST be able to stir up your prospect’s emotions using the Power Of Questions.
- You need to learn to bond with people fast – no matter how difficult they are.
- You need to be comfortable securing commitments early and often.
- And you need to be able to get prospects to pursue you and your opportunity instead!
SO HOW DOES ONE GET A COMMITMENT?
The answer is lies in the fact that people are actually very averse to PAIN! It doesn’t matter whether you are using the traditional F.O.R.M. approach or the more sophisticated Robert Kiyosaki’s Cashflow Quadrants in your Business Opportunity Presentations, you must ask questions that will get your prospects associated with their pain.
Without a commitment, you are left hanging as to whether or not the sponsoring process is really moving forward.
Although it’s natural for all of us to be drawn toward the pleasure emotion, our strongest emotion is actually to avoid pain. When a patient is in extreme pain, she's not going to ask where her doctor went to college and when he graduated. She’s not even going to ask what the doctor’s fees are. She's just going to scream, "Please help me get rid of the pain!" And this is the precise moment you should introduce the pleasure to alleviate her from her pain – Your MLM opportunity (This is in adherence to the ‘Principle Of Contrast’ in my FREE newsletter)
Because pain is the strongest of all human emotions, Master Network Marketers have discovered that when they draw out enough pain from their prospects, the investments needed to join their Network Marketing Opportunities will usually not be an issue. And when there's no pain, the sponsoring process is usually long drawn with your prospects treating you like some low class salesman and you’ll be bombarded with a barrage of questions like:
“If your opportunity is so fantastic, why don’t you pay for my membership and products first? I’ll pay you back once I make the money.
“Why are your company’s products so expensive? Did you all mark up the prices to pay commissions?”
“If your opportunity is so great, why are you still holding on to your full-time job?”
“How long have you been in the business? And how much money are you making per month?”
To be really effective in sponsoring, you must bring out the pain of not changing and make it vivid. A prospect who associates no drawbacks or very little pain in the status quo will not join your MLM opportunity.
All Master Network Marketers understand that when it comes to retailing MLM products, prospects buy because of emotional reasons. Remember this: Emotions motivate; logic enervates. Prospects make decisions based on emotion and then justify their actions with logic.
Let us now look at why questions are so valuable. Here are just a few reasons:
QUESTIONS UNCOVER PAIN
Uncovering your prospect’s pain and dissatisfaction is the fastest way to sponsoring your prospect. When you do not know what prospect’s pain is, no amount of "closing techniques" will get him to enroll as a distributor or buy your products. The prospect’s pains, once brought into the forefront of his mind, will induce a state of ‘agonizing frustration.’ This emotion will in turn cause him to be more readily open to your MLM opportunity.
QUESTIONS MAKE YOUR PROSPECT REALIZE
(A) The Seriousness of His Situation
Most people are living in their comfort zones and are relying on the government and their bosses to take care of them. Questions make your prospects realize that they are trapped in a rat race with no job security and that they cannot possibly save enough for a secure retirement without adding a second stream of income to their lives.
(B) Questions Commit Your Prospect
When your prospect arrives at the decision to join your MLM opportunity because of how he answers your questions, he’ll feel ownership of his decisions and is less likely to change his mind
“The Master Network Marketer seldom gives the right answers, he simply ask the right questions.”
James Leong
Master Trainer in NLP
