“No matter how hard I try, I just can’t seem to sponsor anyone!” exclaims Joe, the frustrated network marketer.
This is a saying I hear all too often in this industry. Now, there can obviously be a number of reasons why this is the case, but let’s look at one simple element: the mind.
You see…prospecting is really something that CAN come naturally, and it should. Most people make it out to be far more difficult than it really is. After all, it’s just a conversation, a connection with another person, isn’t it? Inevitably, many people falter and lack production in their prospecting efforts because they get in their own way. Their head, their mind plays games (tricks) on them that cause low production…or worse, no production.
If you are going to make any real money in network marketing, you have to get the prospecting game down…not let the prospecting game get YOU down. Over the past 14 years of my personal network marketing experience, I have seen hundreds of people fall victim to the dreaded disease: MindMessalitis.
Natural Prospecting is a zone that can be achieved by everyone in this business if they simply step aside and get out of their own way. Too often, people over-think or worry about what they are going to say, rather than simply flowing in the conversation. They need to simply let what happens, happen. I am not saying that you get lazy about your words or your approach at all. I simply mean that you need to be natural…or “in the moment”. Wherever you are, be there.
Book a Flight
Most of us have booked a flight over the telephone at some point in our lives.
Did you use a script? Of course not! You knew exactly what you wanted. You knew your objective. What time are the flights? How many stops? Is there food on the plane? A movie? It was a simple, stress-free call where you didn’t get in your own way. Your mind didn’t play tricks on you. You knew EXACTLTY what you wanted.
You don’t have to know the answer all the time. Why? There’s not always one answer, one solution or one direction to go on a call. You have choices. Exercise them. When a network marketer gets jammed up in a conversation, where their words are jumbled and they fumble around feeling like a 3-year old, it’s because they are THINKING too much. What should I say? What do I do? Where do I go from here? What did they mean when the prospect said this, that or the other? Confusion takes place and another opportunity is lost. It’s important to understand that in a free-flowing conversation, it is exactly that…flowing. It can flow in any direction, without force and without stress.
One Chance for an Impression
You really only have one opportunity to make a great impression on a prospect. People want to work with confident leaders that are in control….or, at least the right people do! Next time you pick up the telephone to call a prospect, take a deep breath and relax. There’s nothing to stress out about. No worries. It’s just a conversation with another living, breathing human being that probably has some level of dissatisfaction in their life or a desire for change. All you need to do is uncover it and provide them a solution. It sounds easy, doesn’t it? Don’t blow your impressions by letting paranoia and fear prevent you from letting it go. Let it happen. You’ll be sure to make a better impression when you are working with relaxed intensity rather than stressed intensity.
What’s your objective?
When you clearly understand the purpose of a prospecting call, it becomes very easy. If you go into a call confused and not clearly understanding of your purpose, your mind tends to over-think and cause you to flail. When I make calls…I clearly know my objective. It’s just like buying an airline ticket. I know EXACTLY what I want. I pick up the telephone and engage the person in conversation by asking a question. I am looking for someone open to an opportunity for change. I then probe and look for desires, dissatisfactions and strong character traits. If they foot the bill, I present my opportunity, answer any legitimate questions and collect a decision. Voila! The call is done. It’s really that simple.
Get clear on what you want to accomplish in your prospecting calls. Don’t worry about getting stuck not knowing what to say if and when they say something. You’re already in a losing proposition when you do that. If a question or objection comes up that you are not prepared for, take a breath, pause, then go with the flow. Don’t try to answer something that you don’t know. Don’t fear. Everyday something unexpected occurs and we deal with it. Prospecting isn’t any different. Let it come naturally and without force. Think about FLOW and let it go.
Make it a Peaceful Day
Abundance, success and fulfillment come through a relaxed, yet intense approach toward building your business. The term ‘relaxed intensity’ perfectly defines one who goes all out in their business, giving it everything they’ve got, yet doing so with a peaceful mind. Success comes to those who work toward it, but don’t stress about it. Let your mind work on other creative projects rather than what might happen in a conversation. Do this, and you will find yourself attracting and sponsoring more people than you ever dreamed possible!
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Todd Falcone has been a successful field leader for over a decade. He is also a public speaker, trainer and personal coach to several top producing network marketers. He lives in Seattle with his wife, Carla, and son, Gianni.
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