We are taught many different ways to talk to prospects in the hopes of bringing people into our business opportunity.
Many times we are told to be enthusiastic.
I remember being told once that if I wasn’t having success, I wasn’t enthusiastic enough or I didn’t have a strong enough belief.
A lot of people are taught the method of Firehosing.
Firehosing is when you spray your prospect with an enormous amount of facts and enthusiasm for your opportunity.
This approach is so forceful, that you drive more people away than you attract.
Even though you see this happening, you have probably been told that the ones fleeing the scene just weren’t interested and you need to keep finding more people.
There is limited truth in that. Of course, not everyone you speak to will be a prospect for your opportunity.
But you should be having some success in what you are doing. If you feel like you are turning people off, you probably are.
When Lee Iacocca became President of Chrysler, he asked an important question:
“What does the customer want?”
This principle is easily applied to Network Marketing.
When we approach a lead about our opportunity, it is important to find out what they want!
The big mistake is being so arrogant in thinking that your lead wants or needs what you have.
No one likes to have things pushed down their throats.
Not parenting techniques.
And certainly not business decisions.
How do you know what your prospect wants or needs?
In Harry Browne’s The Secret of Selling Anything, he tells you.
Learn the skill of asking the right questions and then listen to what your prospect has to say.
Once you know what your prospect wants you will be able to tailor your presentation and services accordingly.
Be careful not to give too much information all at once. You will be confusing your prospect and you will create doubt in his mind.
Answer the first question or need.
Then, ask again, Is there anything else you want to know?
Creating a two way dialogue is more natural and feels more relaxed for your prospect. People often take months to make a decision to join an opportunity.
Be patient, communicate, and turn off the hose.
Believe in Your Success, I Do!