Do you ever wonder why the people who never know the ingredients in a product …
never know how or where anything is made …
can’t pronounce the name of the incredible process your product goes through to get those amazing results …
are hands down the most successful distributors in your company?
How can that be?
The answer is simple.
They know how to engage and keep a prospect’s attention until the prospect buys or joins their team or gives a definite “no”.
| Rule number one in talking with prospects is – It’s all about them. |
Perhaps you’ve had this kind of experience …
Many years ago I went to a department store to get an item at the makeup counter.
A young assistant asked me if I would also like another item.
I explained I had tried it, and it didn’t really work for me.
At this point, the assistant looked at me skeptically and said she didn’t understand why it didn’t work for me.
It had all these great ingredients.
Other clients raved about it.
It worked for her and she loved it.
That’s the point at which I put down the item I was holding and walked away.
I didn’t care what the product did for her or anyone else because I wasn’t buying it for them.
I was buying products for myself.
Why would I buy something that worked for someone else but didn’t work for me?
Let’s rewind.
If the assistant had said, “Gee, I’m sorry to hear that. Do you mind if I ask you some questions to see if we have a product that would serve you better?”, she would have kept me as a client and probably strengthened my loyalty to that brand.
Because at that point, it would have been all about me, my needs and my experience.
So how does this translate into speaking with a prospect for your network marketing company?
Most of us have been told to just share our story with prospects …
Tell them how great the products have been for us …
Tell them how great the opportunity has been for us …
And get our upline on a 3-way call to do the same.
While there is a point at which introducing social proof – people’s experiences – makes sense, it isn’t necessarily your experience that has the most impact …
unless you’re speaking with people who already know and respect you.
And it isn’t at the beginning of the relationship.
At the beginning, it’s all about them.
And this is where the people who can’t remember or pronounce ingredient names shine.
These people speak 20 percent of the time and listen 80 percent.
And when they do speak, they’re asking questions.
They want to know what’s going on in the life of their prospect.
They want to understand how their product might be of benefit or what problems their opportunity might solve.
They want to dig deep enough to get to the issues their prospect is battling, sit in that conversation while their prospect feels the pain, then gently walk the prospect to their product or opportunity as the solution.
And at the end of the conversation, they want to paint a picture of what it feels like when the problems are solved by buying the product or joining the opportunity and all’s right with the world.
Throughout this process the focus is 80 percent on the feelings involved and 100 percent on the prospect.
Once the prospect sees the product or opportunity as a solution to their problem, these people might introduce social proof to reinforce what they have said.
But the social proof won’t necessarily be their story.
It all depends on what makes sense for the prospect.
| Rule number two in speaking with prospects is – Keep It Simple. |
Most long-term network marketing companies – those in business longer than 5 years - have great products.
They have to in order to survive.
And often it’s really tempting to dump everything we know about these fabulous products and fantastic company on the unsuspecting prospect.
But that’s exactly what you don’t want to do.
No one is impressed with a laundry list of ingredients …
complex sounding processes …
or a comp plan you have to be a math major to understand.
In fact, our brains tend to equate simple with truthful … believable.
And simple explanations or claims are easier to remember.
Instead of memorizing facts and figures and ingredient names, it would be better to spend your time simplifying what the products will do and what the customer will experience when they use them.
What benefit will they get and how will they feel about that benefit?
Instead of dissecting the comp plan, learn what the prospect needs to do to earn an extra $500 a month or $1,000 a month.
“All you need to do is get 3 customers on auto ship for the same XYZ package that you buy to earn $300 a month” is far easier to understand and
remember than the 10 different ways you can earn money on this comp plan.
If you follow the two rules we just went through, you will be well on your way to signing up more prospects.
And you will be teaching them the right way to do it.
To your success,
Wendy
Now that you know a better way to talk to new prospects, you may be anxious to get started testing out these 2 rules.
But if you’ve been prospecting the way most people are taught to do it, you’re probably also tired of wasting time and energy, running after people who have no interest in what you have to offer … getting rejection after rejection … and being “unfriended” on Facebook.
Wouldn’t it be great to easily find folks who actually want to talk to you about your products and opportunity?
You can, through an online method called attraction marketing.
Attraction marketing is a way of providing consistent value to an audience you attract, with no expectation of return.
Over time people come to know, like and trust you.
And then they want to know what you do and how.
Getting started with attraction marketing is easy. All you need to do is click here to claim your FREE 10 Day Online Bootcamp that will give you the basics.
My friend and mentor, Ferny Ceballos, has created a series of 10 videos that will be emailed to you – 1 a day – to walk you through what attraction marketing is and how it works.
After that, you can decide if you want to learn more.
This is how I got started … and it changed my life. What about you? Are you ready? Click here.
