About: How To NOT Be a Salesperson When Talking About Network Marketing
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In the rush to share their business with anything that moves, many amateur network marketers make a very simple mistake, and then they wonder why no one is signing up with them. What do they do? They pitch their product or business without finding anything out about the prospect first.
People love to buy, but they hate to be sold. You will become known as a "salesperson" if you only talk about all the benefits of your product(s) and company without ...
So what is a marketer to do? The answer is simple. Find out what is important to your prospect, before you tell them about your opportunity. If you know what their WHY is, their reason for starting a home business, you can now tailor your entire conversation to filling your prospect's needs, not your need to get someone in your business.
Your prospect doesn't really care about your needs. He cares about his own. Find out what he cares about, then your job becomes so much easier.
If you are talking to a lead, then when you first get them on the phone,
1) Build a little rapport with them first. This will help to build trust between the two of you.
2) Secondly, you can ask them, "So what is it that has you answering our ad about working from home?" Or you could say, "What has you in a position now to start a business from home?" Their answer is their "WHY."
If you are talking to a friend or acquaintance, there are many approaches to bringing up your business. Here are 2 very simple approaches, one direct and one indirect. Your goal is be a problem solver for them- not to be pitching them on your business opportunity. If you come from a position of trying to help them solve a problem, not "get" them into your business, they will sense this, and you will be able to build a team much, much faster.
Direct approach: first build a little rapport, then you can say, "Hey (prospect name), are you open to making a couple extra grand a month part-time from home?" or "Hey (prospect name), are you even open to a side project if it didn't interfere with what you are doing now?" If they say "yes" then immediately ask them "I'm curious, what is it that has you open to making more money right now?" This question is SO KEY! It is so important because it immediately gets to their "WHY" for joining you in business. Most network marketers will skip this question and go directly into "Vomit" mode and verbally vomit all over their prospects about the business.
Do NOT make this mistake. Instead, find out why they are open and you will get to their why.
For example, you ask them why they are open, they may come back to you with this response, "I'd really like to be able to go on vacation this year, and right now I don't have the money to do it." Or they may say "wow, I'd love to pay off my credit cards and have some extra spending money." NOW you have a way that you can actually help them. You can show them how your business can help them get what they want in life. And now, you don't have to "Pitch" them on why your company is so great and why they should join you in business, because THEY just gave YOU the reason! They just told you what their needs are.
Indirect approach: ask them questions, build a rapport with them, find a "hole" or a need they have, and then speak to that need. You can do this with the "FORM" Method (Family, Occupation, Recreation, and Money topics.) Become a problem solver to them. Once you know what a need of theirs is, you can speak specifically to that need, by saying something like, "Hey, (prospect name), I have an idea for you for how you can earn the money you need to ______ (fill in the blank with the need they just told you)".
If you like this topic or the video, please comment below. If you have any questions feel free to contact me directly.
ENGR. JONATHAN E. SIHAY
+ 63 920 450 6400 (SMART)
+63 907 532 7448 (GLOBE)