What do you do when you find a new prospect for your network marketing business?

 

Most network marketers start talking. And then carry on talking. And then talk some more. They talk about their network marketing business opportunity and products. They might grab a DVD, leaflet or sample product pack from their briefcase and talk about that. They might have the prospect hold the leaflet or use the sample product, because they heard somewhere that involving your prospect in your presentation makes them more likely to say yes to you. 

 

Some network marketers – not too many, but some – will then tell the prospect a bit about themselves. They’ll offer ‘their story’ of getting started in the business and how their life has been transformed.

 

And then, most network marketers will take a breath, and ask the prospect, “So, what do you think?”

 

What does the prospect think?! Honestly?!

 

He probably thinks:

 

Here’s a much better way to act when you find yourself speaking to a new prospect.

 

It’s simple. It requires less memorisation of facts and statistics. It requires less talking.

 

Just act as if you care. Heck, scrap that; care about your prospect and act in a way that is congruent with that.

 

So, let’s say you have done some advertising (online or offline) to attract new team members. Your phone rings one day and it is Johnny Prospect. He’s seen your advert.

 

Firstly, you want to treat Johnny Prospect very well, because he has taken action (seen your advert and contacted you) to qualify himself as a prospect. But he probably isn’t ready yet to join your team – this conversation is vitally important.

 

So Johnny Prospect introduces himself and says he has seen your advert and would like to know more. Here is where most network marketers go off into, “well Johnny, my company offers the highest quality junk and has been established for 7 years and makes $27 trillion a week and gives back 22% of its profit to people like me who work alongside the company sharing, not selling, but sharing the high quality junk…”

 

Woah… take a breath!

 

Here’s what I recommend you do instead.

 

It’s simple – like most of the best ideas out there. So don’t undervalue it because of its simplicity.

 

Johnny Prospect rings you.

 

He says: “erm, hi, this is Johnny Prospect. I just saw your advert about starting a home business and I’d like to learn more.”

 

You say…

 

Are you ready for this?

 

You say: “Hi Johnny, thanks for calling. My name’s Katie. So, the advert caught your interest? That’s great, why don’t you tell me more about yourself?”

 

Do you see how much more powerful that is than launching into some (obviously) standard speech?

 

Immediately, you are shifting the conversation to Johnny’s favourite subject – himself! This is the quickest way to build rapport, show Johnny you care, and get Johnny to like and trust you. 

 

You’re also gathering important information about him. With a few non-intrusive questions, you can learn about Johnny’s background, what in his current situation he is unhappy with (working too many hours, not earning enough, feeling unappreciated by his employer), and what he wants to achieve in a home business.

 

Too many network marketers focus exclusively on the financial benefits possible. Not everyone is motivated by money. Johnny Prospect might just want to work from home so he can watch his young family grow up. He might want to fulfil the potential that he feels is being wasted in his current job. He might want to move abroad. 

 

Having Johnny Prospect talk to you about his ambitions, and then showing how your business opportunity can make his dreams reality, is incredibly powerful. How many people do you imagine talk to Johnny about his dreams? Anyone?

 

And yet by focusing on your company and your products, you’ll never hear what is important to Johnny. Therefore, you’ll never become important to Johnny.

 

If you want your prospects to care about your opportunity, you have to first show them that you care about them.