MLM Training: 5 Success Factors That Make Warm-Market Prospecting Easier
By Tim Sales
With these five success factors, you'll never feel like a pushy sales person and lose the friendship and respect of your family and friends. Talking about your MLM business with these rules will always guide you to say the right thing.
Forget for a second that you're in network marketing. What if you were starting any other kind of business like a retail store, a salon, or a construction company. Where would you get your customers? Your employees? How about business partners? Where would you find them?
In one or more of those categories a friend, acquaintance or family member might be the right fit, maybe not. Maybe they know the right fit. Somehow it always works itself back to an acquaintance, a recommendation or a referral. In MLM, this is called your "warm market."
Life seems to be a series of experiences brought on by connections to other people. Your job as a Networker is to connect the bridges together and move past the disinterested in a professional and honest way, without "pushing." Most all businesses begin this way.
Your warm market can be one of the greatest resources to your MLM business. Dealing with family and friends can be a blessing or a curse, but if you want your family and friends to continue to respect you, give you referrals, be your customer, and possibly say "yes" to your presentation, I recommend you follow these five rules when working with your warm market.
Rule #1 - Hold your tongue. Don't ever insult someone for his or her decision not to participate with you in your business. Don't tell someone they're stupid for not doing business with you, even if it is the way you "talk to your brother." It's unprofessional and out of place.
Rule #2 - Be wise. "No" rarely means no. That same brother in three weeks or three years could lose his job. If you've made a fool out of yourself, not only will he not do the business, he will beat you to all of your friends and tell them about the "scam" you're in. All of this because "you told him" how stupid he was. That's not wise.
Rule #3 - Deal with it. For 10 years I've dealt with objections, concerns, past failures, bad experiences, etc., which have all taught me how to successfully handle these issues.
Just as an experienced dentist knows that treating teeth is the easy part and the hard part is dealing with the patient's "baggage"... like the time the other dentist stuck a six-foot needle in their gum when they were 14 years old.
"Dealing" with these issues is what "wins" the patient. Once the trust is established you've got them for life or until you decide to stop servicing their needs.
Rule #4 - Yes or No. Some prospects just take one conversation to be won and some prospects take 10 conversations. (Nine of those conversations resulted in a "No" answer even though "No" was never stated.) If you take the thought process as being that either the prospect says "Yes" or "No," then you'll miss the art of communication and networking.
Suppose your company has 20 products. If your prospect says "No," find out what they are saying "No" to.
Are they saying "No" to all 20 products? Are they saying "No" to "I don't want to diversify my income?" No to "I don't know anyone who needs or wants any of your 20 products?"
That's a lot to say "No" to! I recommend that you find out exactly what your prospects are truly saying "No" to.
Rule #5 - Don't be a bug. Do not ever "bug" family and friends about your MLM business. Sometimes Networkers get extremely focused, which is good, and it should never be suppressed. Focus is what creates "eliteness." Just be disciplined as to what and who deserves that focus. If it's a friend or family member who clearly isn't interested, quit wasting time there and go get in front of people who do want to be a part of your MLM business or a product consumer.
About the Author
Tim Sales helps network marketers gain the confidence and skills to be an MLM success. Discover what you must know to become a true network marketing professional. Sign up for his free MLM training newsletter and listen to free training at http://www.brilliantexchange.com
Article Source: http://www.simplysearch4it.com/article/45140.html
|If you wish to add the above article to your website or newsletters then please include the "Article Source: http://www.simplysearch4it.com/article/45140.html" as shown above and make it hyperlinked.|
| Some other articles by Tim Sales|