If you want to build your build your business, ask the right questions
Back in the 1990s the military invented a new policy called, “don’t ask, don’t tell.” If you about this, then great, if not, I’m not explaining here. However, in network marketing, it is a bit different. If you mix up “don’t ask, don’t tell” you get a new mantra. “Don’t tell, ask.” This is the best advice I can give for prospecting new people.
What happens to most distributors, in the beginning anyway, is that they have one of three types of reactions to prospecting. The could just be a natural at it or have practiced a lot and everything goes great. They get the sign up and life is a beautiful thing!
They could get scared. They aren’t sure what they are supposed to say. They try to get the words out, but they get tongue tied. They fall all over their words. Whatever intelligible words that come out of their mouth is disjointed. It makes no sense at all. These types of situations usually end with a deer in the headlights look from the prospect and the distributor running away.
The could get scared and go into presentation mode. They start to tell about the company and the wonderful management team. They move onto the products and how wonderful they are. They try to remember the pay plan and tell the prospect how much money they are going to make. Everyone is uncomfortable. This situation usually ends with the distributor having a deer in the headlights look on their face and the prospect running away.
Neither of the last two scenarios is good for your business.
The second two scenarios are either telling or trying to tell the prospect what you have. Unless you have Ebola or bomb, no one cares what you have. A distributor is telling the prospect all about what they have and the prospect is thinking, “Hey, good for you … I gotta get out of here!”
Prospecting should be a conversation. A conversation involves two people. One should be talking and the other should be listening. Then the roles reverse and the listener gets to talk and the one talking should then listen. It’s a novel concept! All network marketers should try it.
In a conversation, telling is the equivalent of pushing and asking is the equivalent of pulling.
If you insist on pushing your prospect toward joining your business, you will eventually push them away. If you learn to ask questions and listen to the answers, you’ll be pulling or leading the prospect to a decision. It doesn’t matter what that decision is, as long as they make it!
You can read my two part article about how to build rapport, quickly. Building rapport … fast and Build Rapport part 2. Basically, it says that to build rapport you need to find something in that the two of you have in common. This rapport will allow you to move into the prospecting phase of the conversation more quickly.
Asking questions is the key
The distributor should ask questions that will identify a problem that the prospect has. It could be one of the usual suspects. They might not have enough time at home with their family. They may be working a job they don’t like. They might not be making enough money. They may want to buy a house or move to a bigger house. It could be as simple as wanting to pay off their debt, if they have any. You need to find out if the prospect is a fit for your business. They are a fit for your business if you are able to offer them a solution with your business. Then the prospect might be willing to listen to, “What’s in it for them.” That is if you can solve their problems.
Who knows what their problem will be with any one person. That’s why we have conversations with people.
Is this information actionable?
I hope that you can start to practice having conversations with people. I said, people not prospects there. They are people first then they may become prospects. If you treat them like people first, you should have an easier time talking to them.
Try to apply this information. Start a conversation with a stranger, today. Practice building rapport by find something that you have in common. Then practice asking questions and listening to their answers. This doesn’t have to lead to a business presentation. Remove all of that pressure. You’re there to talk to someone that you didn’t know before and that’s all!
You should practice this until you are comfortable with the process. Then and only then should you move the conversations, that you will have, into second meetings and presenting your business.
As always, to your success!
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