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 politics.
Not religion.
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.

Ask!

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!
Karen
mentor.karen.j.miller@gmail.com

Network Marketing is NOT just a Numbers Game!

People are people not numbers.

They are also not just a prospect or a lead.

They have goals, dreams and desires. They are mothers, fathers, sisters, brothers, aunts, uncles, nieces, nephews, grandmothers, and grandfathers to people who love them.

Prospecting 104….Painless Principles in Generating Your Own Marketing Leads

The answer I have found to the question “So, now what?” is that you have to build relationships.

All of the traditional methods of lead generation for building an online business (making the List, buying leads, paying for coaching) worked well for many people who made a lot of money.

These methods are also typically aggressive and more suited to people comfortable being salesmen.

The olde school methods have also burned out a lot of the population who have grown wary of such heavy hitter recruiting tactics.

Fact #1 about People and Sales:

Roughly 70% of the population hates being pitched, sold to, and closed.
These same people hate to sell and close.
Think about it…
Why do most people dread the prospect of dealing with a car sales person?

The best method I have found to generate my own leads is to build relationships first. 

A great “ice-breaker” to meet new people is to give away for free something of value that will help others build their business.

It may seem strange to give away training for free when so many people are making money offering training systems. 

But think about it.

Most successful businesses give things away.

• Most people have had free samples of teriyaki chicken at the mall food court;
• Or we have enjoyed free samples of perfume in magazine folds;
• Or free samples of hand lotion in foil packages. 
• Remember how the Avon lady had those tiny lipstick samples?

Online marketers usually have a sign up form to receive a free training series or a free newsletter.

Blogs, You-Tube videos, and online articles are common examples of free giveaways network marketers use in their online lead generation activities.

Offering free training or information gives us an opportunity to meet and network with a lot of like-minded people.

As we get to know each other, a handful of the people we are networking with will become our business partners.  Everyone else will become valued business associates.

In the words of Zig Ziglar, “You can have everything in life you want, if you help enough other people get what they want.”

Believe In Your Success, I Do!
Karen