LITTLE MISTAKES THAT COST NETWORKERS THOUSANDS PER YEAR
Read More: As a network marketing trainer, here's a question I get asked, a lot.
It goes something like this:
Mark... what am I doing wrong?
I talk to at least 10 new, prospects a day, and no one is signing
up. I send them emails with my, company's presentation on them.
And it just seems that no one closes. Either people tell me their
not interested when I follow up, or I can, just never get a hold
of them again. Or they never review the, information and
keep putting me off. It also seems that I am having, good
conversations with people but their just not signing up.
I Can't, figure out what the problem is. Thanks for your
time! - Name Withheld
So.... what's going on here?
1) The first thing that comes to mind for me is a queston:
WHO are these, "10 new prospects a day?" Are they really
prospects, or are they, "suspects"?
If you're "attracting" 10 new people a day with your funded
proposal, and these people are already involved in the industry
and are not, actively looking for what you have, then THEY
are not prospects. They may become prospects down
the road, but they're not today, so you better be attracting
more than "10" or these!
If you're buying mlmleads... and they're like most so-called
leads, that are being sold these days... good luck! They too are
likely, "suspects" at best.
If you've created a lead funnel like I reveal in my
MLM Lead Factory Videos, or are using some
other method like PPC, then now we're talking,
REAL prospects ... and 10 of those per day might
be just the ticket!, 2) "I send them emails with my
company's presentation on them. And it just seems
that no one closes.
Listen: seldom will people watch a "company presentation"
through your email, and sign right up.
Sorry but... just doesn't work that way.
Network marketing is a RELATIONSHIP business. You gotta
reach out and connect. PICK UP THE PHONE and set yourself
apart... you want to attract leaders... then be one, and let your
prospects hear it in your voice.
You gotta set yourself apart.
Don't just rely on company presentations, inject some of YOU in
the equations. People don't join companies, they join leaders.
Wanna attract hitters? Be the leader others want to follow.
Simple as that.
Now I'm sure SOMEONE might be tempted to pop-in right
about now with a comment like: ... "I attract all the people,
I need without ever picking up the phone... I only talk to,
the one's who call me."
Yeah? Really? How much true "residual income" is that
creating for you, hmmm.? Any how many years have you
been earning that?
There are some 1-up/2-up programs and some scams out
there where you might make six figure plus doing it that way,
but good luck... I wouldn't count on it long term. And most
people trying this route fall flat on their face, and never even
crack five thousand a month, let alone 20 to 40 thousand
a month plus.
In BlackBelt Recruiting, I talk about the importance of
connecting with people PERSONALLY... don't underestimate
the power of that.
3) "Either people tell me their not interested when I follow up, or I can,
just never get a hold of them again. Or they never review the,
information and keep putting me off. "
So... why's this happening? Simple. Either they never we're a real prospect
in the first place (i.e. you didn't qualify them) OR you never got to their
REASON WHY and you never established a RELATIONSHIP with
your prospect. In other words, they're viewing you as someone
trying to sell them on something, rather than the leader who's going
to help them get to where they want to be (or connected up with the
solution they're seeking).
4) "It also seems that I am having good conversations with people,
but their just not signing up."
I see this a lot, especially with inexperienced networkers. It usually
happens when networkers "LISTEN" to their prospects... but fail to direct
the flow.
You're not there to be a sounding board, or to "chit-chat."
Our job is to interview and qualify our prospects. We establish
rapport along the way, but rapport building does not mean we
become their friend (or their sounding board, while they vent
their frustrations).
Direct the flow, by asking GOOD QUESTIONS... and
qualify-qualify-qualify! If you don't like the answers you're getting
to your questions, you should be on and off that phone in 2 minutes
or less, perhaps even 30 seconds or less. Most networkers talk way
too much to the wrong people. Don't be one of them.
If you want to sponsor more, take a hard look at your process.
What you're doing. And what you're NOT doing. If you still
have questions, post 'em here. Let's see if we can get you some answers.
Did this post help?
Do you agree... or do you disagree. Shout out, and let's here
what you think...
Mark Wieser
Mark Wieser is a network marketing trainer, and a full-time
networker. Get your hands on his free tips before they're gone at:
http://www.mlmsponsoringtips.com
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Used To
At one time I did that with a wonderful gentle petite woman. She blew me off. Man I was miserable.
Lawrence
Talking way too much to the wrong people !
Direct the flow, by asking GOOD QUESTIONS... and
qualify-qualify-qualify! If you don't like the answers you're getting
to your questions, you should be on and off that phone in 2 minutes
or less, perhaps even 30 seconds or less. Most networkers talk way
too much to the wrong people. Don't be one of them.
Your quote above is one of the basic keys to success. Learn the right questions to ask, direct the flow of the conversation and you'll know whether you have a prospect or a suspect. Excellent article. Every and all network marketers should read this and then find the people who can train them to ask those questions. Would save years of feeling frustrated and quit thinking they are failures.
Thanks for posting this. Very, very beneficial to many people.
Joyce Penner
www.joycepenner.com
Great advice...never get
Great advice...never get emotionally invested in a prospect or"suspect"...Make sure That the person you are speaking to is a valid prospect. As Black Belt Recruiting explains, climb into your prospect's head and figure out what drives them. Do they even want what you are offering?
Thanks so much for this post....great stuff
Kathy Butler
www.extremecashcoachingnow.com
Also- Watch your tone of
Also- Watch your tone of voice when leaving a message for a prospect....Your Tone says a lot about you...never let your prospect hear frustration in your voice over getting the message machine. SMILE when you speak...your prospect will hear that!!
Kathy Butler
www.extremecashcoachingnow.com
The Qualifying Variable
I couldn't agree more, and the good thing about this post is that it really apply to sales in general. I always try to establish a rapport, but then there's a fine line because since the objective first and foremost is to qualify people, it's absolutely vital that you also ask the right questions. If when you ask them how much they're willing to spend on an opportunity and they tell you flat out "Maybe $500.00" then don't waste your time and energies trying to introduce CarbonCopy ro. Show them that you are a fountain of knowledge and resource and recommend something in their range whether it's a service or product that you offer or from one of your colleagues. Remember Iron polishes Iron. That prosp[ect will remember you and you didn't have to spend 10-15 minutes over the phone to get frustrated to later find out that your time had been wasted. Your time is Money!
DeWayne Wheeler
Success Guide and Coach
http://www.netmarketingmanagement.com
It doesn't get any clearer than that!
Mark, you hit the nail directly on the head. There is nothing more important than establishing relationships with your prospects. It's just like anything else we do in life...we hang out with, make purchases from, do business with, and associate with, people we trust!
And the reason we trust them is because we have formed some sort of relationship with them, be it professional or personal.
There's an analogy I always use to put network marketing in perspective.
Which car salesperson is more successful?
A) The one who hands a brochure to a customer in the showroom and says "Read this and then buy!"
Or...
B) The one who takes the time to engage in a conversation with their customer, gets to know their customer's true needs and desires, and finds some common ground that allows them to relate, thus prompting the customer to drop their guard and LISTEN to what the salesman has to say?
Obviously, the answer is B. Sales, much like MLM, is NOT only about the product...it's about the person representing the product as well.
Thanks for this post Mark, as I think it is imperative for newcomers to networking, as well as seasoned veterans, to realize the importance of having quality conversations with their prospects. Keep up the great work and thank you for all you do.
Jason M. Cercone
www.jasoncercone.com
Talkling Too Much To The wrong People
Thanks for such great information. I'm guilty of talking too much to the wrong person also and often end up becoming very frustrated.
Being a first timer to network marketing, I've had to learn a lot and is still learning how to 'play the game.' Half way through the presentation, I realize whats happening, too late! As a result I've spent far too much money and even more time so call "learning the system"
I had decided not to purchase any more leads, more frustration, and was about to BUY a new batch of leads. Wow talking about timing. This article just convinced me not to travel that road again.
Again, THANKS for the information and confirming what I already know. (Well some of what I know)
Alice Beyah
http://commit2win.biz
Perfect!!!
My dearest and best friend turned mentor (I like to call her) taught me to listen, listen, listen! If you listen you can overcome objections even before they can think up the objections. You can hear what drives a person and sell them the benefits based on their needs and desires no one elses! After all isn't the business just another product your selling? You sell products based on benefits and usage don't you?
Listening with sincerity is a true relationship builder. I have been able to recruit just about anyone then I learned it is equally important to recruit and work with the ones that truly want it. There will always be more that like the idea but, are not up to the task. Don't get frustrated but, appreciate what they want and are willing to do. Just keep moving forward and so will others. Just maybe not all of them, and maybe not at your pace!
Let their businesses be about them and their dreams and your business and dreams will come true! You are looking for business associates not employees!!!
Godd stuff!
Great advice! We often forget that with all the technology we have at our disposal, the most important thing is the relationship we build! This is a belly to belly business. It is so easy to get focused on the wrong people and spend our time not being productive. Thank you for reminding us all what activities and people we should be focusing our energy and efforts on.
feedback
Good article, now back it up with examples. :-) Such as, you mentioned "ask good questions" "ask the right questions", what are the questions to ask? List them.
Also, I agree that this is a relationship business, however, what about......when you "sell" yourself because like you said, people join people not companies; what if the prospect/suspect says NO to you? How does this make you feel that YOU'RE being turned down and not your products? This can be very debilitating when trying to establish yourself as a leader and be likeable enough to be trusted. (self-esteem is the first to go within the first 3 months of starting a new business).
About overcoming objections, at what point does it become clear that the prospect/suspect really says and means "NO" and it's time to say "this may not be for you" and hang up? Being backed into a corner is not a fun place to be and to not be able to comfortably say no without justification is bad for sponsor and prospect/suspect.
Some people would rather do Choice A to weed out those people who are clearly not interested in promoting a product that's not aligned with their interests. Why would anyone want to promote/share an opportunity that sells a product they didn't like or wouldn't use?? People who do that end up with a garage full of products at a very costly expense.
I don't mean to offend or be harsh but while I think the article was good, give us something we can apply today to get results or research to make an informed decision. Too many leaders tell us what we can do to succeed but not where to go find it/go get it/learn it. Maybe it has to do with infringing on someone's territory or market share, I don't know, or that this valuable information shouldn't be given away for free even if it means great exposure and credibility. I know that cross-recruiting is a no-no in network marketing, understandably so, however, some of us don't know the right steps to make our business a success and are unconsciously teaching many others the same. Therefore, we are told to find those people who we consider successful and FOLLOW what they DO.
You hit the nerve :)
Hi Mark,
yes, it is absolutely deadly to talk to wrong persons. And the evil spiral goes more and more in this direction, if you have believed an upline, that it is your fault to talk to 100 people and nothing is the result.
Pretty ridiculous, but many people encounter these situations.
Such an act is a waste of time.
Thanks goodness that I am cured from this mistake :)
I'd Like to See a Followup Post
Hi, Mark
This was indeed a very perceptive and well-written post, and I hasten to add that I have received the very same advice from leaders in my company and completely agree with your advice.
However, I have a couple of challenges in implementing it, which hours of training and mindset coaching have so far been unable to overcome.
I grew up in an era when it was considered extremely impolite to ask a stranger the kind of intimate questions that I think you're referring to. I find it extraordinarily difficult to overcome my reticence to do so. It makes sense that I can't assist someone who's seeking opportunity without knowing their why, their work ethic and their resources...but the questions stick in my throat.
Do you have a suggestion for me?
Don't You Love It When...
...you get the right message at just the right time? Thanks for this Mark - there's stuff in there that a) I needed to read and b) puts into words something I need to pass on to others.
Just to give a brief example of what I mean though, I got into a conversation only last night and found myself having to make a conscious effort to not get into "chit chat". I love it when you start to realise (or question) something, and then something like your article pops up.
This one will be read a few times today for sure. Thanks again
Gaz
More feedback
Overall good article; however, I would like to see the ideas fleshed out a bit more (as the "feedback" post above said). I've gone back and forth over whether or not to post my main feedback for your article. I hope you will take it, not as an attack on you, but as friendly constructive criticism. So here it is...
There is a difference between "their," "there" and "they're." Using the incorrect form of (they're, their, there) is made throughout the article. Now, it could be that you have something like a learning disability which would make editing a struggle, in which case I'd really strongly suggest getting somebody else's eyes to go over your writing before you post it. (By the way, I teach special education and am not trying to be rude or flip when I bring up a learning disability. And, I'm certainly not trying to insult you. It just crosses my mind when I see these kinds of errors.) Or, it could be that you were in a rush and were under pressure and distracted by your kids fighting or whatever, and that you just didn't catch the mistakes. It really doesn't matter why the errors are there. They're there. And, in the end, it doesn't matter how brilliant your advice is if your paper is full of grammar problems, because the mistakes take away from what you have to say and erode credibility/professionalism you want to convey to the reader.
Deb Walker
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