Network Marketing Prospecting – 3 Tips for Helping your Prospects Get Started
Many network marketers struggle with an inability to see people get started. It seems like their conversations ramble on with no ending in site. They spend a lot of time explaining their products, talking about the company, and how great the opportunity is, but for some reason, networkers often stay stuck in this endless question and answer phase. If you want to move your business forward, you’ll have to learn how to help people get started.
3 Tips for Helping Your Prospect Get Started
1) Ask Them If They Are Ready to Get Started – Did you catch that? It’s not complicated, but it’s effective. Let’s say your prospect’s name is Bob. Just ask, “Bob are you ready to get started”? Then Bob will answer. In Sales terms this is called ‘Closing’. You’re trying to come to closure. Bob has looked at your website, gotten on a conference call, or talked with your up-line sponsor. You’re just asking, if he ready to get started.
2) Shut Up – This is where you close your lips and you stop talking. Whenever you ask a closing question, you need to stop talking. There’s an expression about this. Whoever talks first after you ask a closing question, that person looses. Ask them if they are ready, and then hit your mute button. Just let them take a moment and decide.
3) Respond – If he answers “Yes”, sign him up. Don’t talk about golf, your kids, or why he said yes. Just get him enrolled. If he says “No”, ask him why. You could say something like “No problem Bob. May I ask why you say that?” Then Bob will tell you. He’ll tell you he needs more information, he’s not interested, or he’s completely broke. Just respond respectfully, and appropriately. If he needs more information, say OK, and get him what he asks for. If he’s not interested, I personally wouldn’t chase him. I only want to work with interested people.
To be successful in network marketing you have to be able to get people started. It’s usually just a matter of asking them, and getting an answer. Sometimes people don’t want to ask because they’re afraid that they will get a ‘No’. Sometimes ‘No’ means they need more information, sometimes it means they’re not interested. Just ask them which it is, and you’ll be able to respond. If someone’s not interested you don’t want to waste their time or yours, so don’t be afraid to move on. If you’re afraid to get a ‘No’, it’s usually because you don’t have enough interested people to talk to. If that’s the case, then you need to get a system in place for attracting highly interested prospects to talk to.
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Joe Shaw is a full time network marketer and published author at hundreds of sites all over the internet.
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