There seem to be two schools of thought when it comes to prospecting for your network marketing business. One group of people are against approaching Warm Market (family and friends) and the other group is 100% committed to it – so much so that they have told as many people as they could as soon as they could.
Neither approach is really the best way to take your MLM business forward, and diving straight in can prove to be counter-productive. For example, I was talking with this lady recently when she said:
“I am so excited about network marketing and my company that the first thing I did when I started the business I approached all my family and friends about the product and what it has done for me and that they should take the products. I had not followed the steps of the Professional Inviting Formula and so I failed even before I started. I still send information about my network marketing business to family and friends, and I’m afraid to follow up with them not knowing what I would say to them if they turn me down. Not one has shown interest in what I am doing and yet I feel that all of them need help and could benefit from what I’m doing health and business wise. I need advice to know what I could do to turn them around.”
The only real answer to this dilemma is that she has to find a way to follow up. If you find yourself in a similar situation and you need help in following up with people, then what I’m about to say may seem a little bit forceful, but hopefully it will help you and anybody else that has this same issue, and trust me, there are many others who do.
Your concern about your friends and family and what they might say is all about you being focused on YOU instead of you being focused on your prospects.
So, if you have a product which is really, really good and you honestly feel that it will
benefit them, you can make the effort to understand how and why they said no to you in the first place. You cannot force them but unless you try, you will never know and they may be open to discuss it without you presenting to them all over again.
In a sense you owe to yourself and your business because if they make the decision of “no,” with false information or wrong information, then it’s your obligation to correct that. If they still want to say “no” with the right information, that’s fine. Because they’re just resisting it and that’s fine, so I am certainly alright with someone saying “no” with the right information. I’m not alright with somebody saying “no” with wrong information. So what you need to do is focus on your prospect.
The fear of making that call, the fear of being rejected all comes from being inwardly focused on ourselves and our needs and wants and not those of our warm market. If you are outwardly focused and you just focus on your friend and you say, “I want to help this person” and your genuine intent is to help them, then pick up the phone. Follow up with the person.
Use the Professional Inviter Formula when you call them and always if you’re afraid and you don’t know what to say, you use the Inviting Formula. You start by greeting them and then you qualify them. “Hey, I sent you some information. Did you take a look at it?” That’s it and then whatever comes your way comes your way. The very minimum is you’re going to learn. That’s the very minimum.
The maximum is the person is going to have an interest in the product. You’ll sell product, but not for the sake of making money. You’ll sell product for the sake of helping that person. If you just genuinely get that in your head, then just call those people and follow up.
Much respect and admiration,
For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.
Tim Sales’ training is based on his personal success of building a downline of over 56,000 people while working full-time in the Navy. Instantly access Tim’s free eBook “How To Build A Huge MLM Business Working Part Time” and get a detailed map to help you plan your success in 2011! Visit www.firstclassmlmtools.com/ebook