MLM Prospecting: 3 Questions You Must Answer
To excel in MLM prospecting, you need to maintain a prospect-oriented focus. In a previous post, I suggested that, rather than focusing on a canned script, your MLM prospecting conversation should be just that — a normal conversation with a real person — and suggested three simple questions you might want to ask to qualify your prospect.
This post is all about focusing on the needs of your prospect and, assuming you've identified a need you can help them with, answering the three questions that every prospect is asking him- or herself. Left unanswered, these questions can turn into objections and, since prospects seldom give you their true objection, you can end up spending a lot of time heading deeper into the rabbit hole to no true avail.
I've seen it happen time and again. And for no real reason. The answers to the three questions are (or at least should be) easy. Just be sure to cover them during your MLM prospecting discussion with each prospect. They are (from the prospect's perspective):
Is it real?
1. Is this real?
You have probably just told the prospect about a way to earn a living that is totally outside of their life's experience. You might even have made the mistake of telling them what's really possible, if not likely, in the areas of income and time commitment. Even if they've been in network marketing for years, if they've never had the level of success you've described, they will want to know that it's real and that this time around they can be successful. You can start answering this question by describing what's realistic rather than what's possible. Could they make $10,000 in their first 30 days? It's possible, but not likely. Could they make $500? That's both possible and realistic, depending on your company and pay plan. Later on, you can introduce them to the people that are rocking your pay plan and let them know what's really possible. You can almost never go wrong by under-promising and over-delivering,
What's in it for me?
2. What's in it for me?
If you are totally focused on your own goals, most prospects will sense it and feel as if you only want to help yourself. Stay focused on their goals and show them how you can help them get there. Again, be realistic. If you're interested in the subject, let me know and I'll prepare a post on how to make sure you're addressing each prospect's “hot buttons” as effectively as possible.
Can I do it?
3. Can I do this?
Actions are more important than words for this one. Don't try to do all the steps in the “MLM prospecting” process yourself. If you rely on your company and team resources to do most of the heavy lifting for you, your prospect will likely feel they can do what they see you do. If you try to do it all yourself — do the presentation, answer all the questions, handle all of the objections, be the expert in everything — your prospect is probably going to decide the learning curve is too steep. When that happens, you'll start getting a bunch of misdirected objections instead of a new team member.
The above information is necessarily general in nature because I don't know your business or pay plan. Spend some time thinking about the concepts and how you can best apply them in your business. Then incorporate your plan into every MLM prospecting conversation you have from now on.
For more information from a Master at MLM prospecting who put more than 1277 members in one program, check out this free recorded interview right away.
And, please, let me know if there are topics you would like to see me address here that would be useful to you or your business.
P.S. – If your upline doesn't have a step-by-step plan for your success, you need to check this out now!