If you’re new to network marketing, you’re probably wondering what to lead with when you talk to people about your business …
Is it the products or the opportunity?
This question has been around for as long as I’ve been in network marketing … and that’s a long time.
And, like any other question in this industry, there are lots of conflicting opinions.
Sometimes the opinion you’re being taught goes back to the culture of the company you’re associated with.
Many coaches and mentors will tell you if you want to grow big faster, you have to lead with the opportunity.
The reasoning is that most people need extra cash, and you can approach more people, faster … particularly cold prospects … by seeing if they’re open to a side project that doesn’t interfere with their day job, as Ray Higdon teaches.
Some companies have top earners among their distributors who have been top-ranked by the Direct Selling Association; and they emphasize the amount of money you can earn.
The culture of the company, then, encourages people to lead with the business in order to earn more money faster.
Some leaders, like Lisa Grossman, teach that you can build by selling products and teaching your team to do the same.
Statistically, 30% of your customers will want to become distributors; so, although it takes more time, you can still grow a solid business by leading with product.
Companies that are product centric encourage distributors to do demonstrations or give out samples to find customers for their flagship offerings.
As you’ve probably guessed, there is no right answer.
The smart folks in this industry will tell you to listen to the prospect and see what is important to them.
Do they need money?
Are they looking for a way to lose weight … look younger … monitor the biometrics of their loved ones?
By listening to the prospect and asking some clarifying questions you can determine the best approach.
Andrew Draughton, from Elite Marketing Pro, collected some great questions from network marketing and business leaders that can help you in your prospecting.
Chris Voss, for example, likes to use no-oriented questions, such as, “Is this a bad time to talk?” because these questions remove the pressure from the conversation.
Brian Tracy likes to ask, “If you could create the ideal situation, what would you change?” The answer to this question alone can give you enough information to work with.
Grant Cardone wants to know “Other than yourself, who else might influence the decision?” Knowing the answer to this question tells you if there are more real objections.
Lisa Grossman asks, “Are you happy or satisfied with what you’re currently doing?” The answer will tell you if the person is open to a change.
Zig Ziglar taught people to ask questions rather than sell a product. By doing this you can lead people to sell themselves on what you’re offering.
Using one or all of these approaches can help with your business-building.
So the real question isn’t “Should I lead with the product or the opportunity?”
The real question is, “What does this person need?”
Most companies teach their new distributors how to prospect and recruit offline, but few teach them how to do this online.
A combination of both works well.
Learning the skills to prospect online professionally takes time and persistence, just like prospecting offline; but it can be very rewarding and become your main strategy.
After all, a homebased business is supposed to be done from your home, right?
If you would like to learn how to attract people online who are interested in what you have to offer, then click here to get your FREE 10 Day Attraction Marketing Bootcamp.
This series of 10 videos, recorded by my friend and mentor, Ferny Ceballos, will walk you through the principles of using attraction marketing to bring prospects to you rather than your chasing them down.
You’ll learn to prospect professionally, and you’ll be given a limited time opportunity to get the Attraction Marketing Formula e-book for a fraction of the normal price, with an outstanding free coaching bonus.
If you’re committed to building a professional network marketing business using online methods as part of your strategy, then click here and let’s get started.
To your success,
Wendy Byford
PS – Have questions about the offer? Then click here to sign up for a 10-minute call where I can answer your questions and show you what to expect.
