Sunday, 16 December 2012
MLM prospecting in person or by phone is a challenge for many entrepreneurs, a number of whom run to the Internet not out of strength, but like a type of avoidance. My personal belief is that you can develop a successful MLM business either online or offline, however, you can't do it with no phone. So, it is important that anybody who really wants to achieve success within their Multilevel marketing business master the prospecting process.
Why the Hesitation?
Many people avoid personal prospecting either out of anxiety when rejection or because they do not know what to state. The data in the following paragraphs will eliminate both of these concerns.
Prospecting Without Rejection
Simply comprehending the MLM prospecting process for what it should be will completely eliminate the chance of rejection. Too many MLMers try to prospect like old-school salespeople who have been trained to trick their prospects into buying. That might work with a one-time sale, but it is not likely to create a viable team member.
Instead, the prospecting process should be about learning about the chance and determining just two things:
- Have they got a need that the products or perhaps your business can address, and
- Are they someone with that you wish to work?
When the answer to either question is "No" they are not a qualified prospect and you should part friends. Them of you is rejecting another, you just don't have a fit (at least for now).
Knowing What to state
This problem also comes from the same improper method of prospecting. If, instead of worrying about the magic words to state to obtain the prospect to sign up, you focus on asking the right questions, you will never be at a loss for words. Toss in just a little confidence and posture and you will be absolutely congruent together with your message.
This may require a philosophy of abundance. You must realize that you don't need anyone prospect to enroll in your company. Especially in today's economy, it is a world of plenty. Decide what your target prospect appears like and let the rest find a home where they fit in.
So, give me an idea to know about your prospect? When you think about it, it comes down to the same two questions we've already discussed: Have they got an issue you can solve and would you like either to use them or to ask them to as a customer?
All you have to do is figure out what you need to know to answer the above questions and develop a number of more specific questions which will elicit the data you need.
What? No Scripts?
OK, but first a warning. I dislike scripts simply because they obstruct of getting a conversation. Come up with your personal questions but, most significantly, be interested in your prospect. The aim is to possess a normal conversation, to not turn it into an interrogation. Make use of your inquiries to start and direct the conversation, but focus on your prospect, this is not on your list of questions.
Here are some questions you could start with:
- Where do you turn?
- How long have you done that?
- What does that entail?
- The reason for thinking about a home business?
- Have you been involved with MLM before?
- Tell me about this experience.
You can build on that list when needed to meet your information needs. Keep in mind the conversation isn't about you, your organization, or your products; it's about them, their set goals and their "why." (And their "why" could be very different from yours. Ask, don't assume!)
Within the interest of full disclosure, there are a half-dozen or so specific questions which i ask every prospect. But, unless you know why you're asking (a topic that's past the scope of this article), you will not get the full benefit. I'll explain more later on articles.
Meanwhile, begin to reframe your MLM prospecting process as suggested above and you may be amazed at how quickly you feel much more comfortable and begin to have better results inside your prospecting efforts.