Sponsoring Basics...Get to know your prospect
Written by Kathleen Cassello on Oct 10, 2008 11:39 pm
Read More: Marketing | Mindset | Personal Development | Prospecting | Social Networking | Sponsoring and RecruitingThe fear most people have of network marketing is getting the NOs and being unsuccessful as a businessperson...AND LOSING the not often little money they had to invest in the company!
OK getting negative responses does not produce a great feeling...and everybody will get them...BUT let's take a look at the why for the 90% of the no responses.
How do you approach people? If you know them, do you ask them how they are doing before presenting your opportunity? If you are cold marketing, do you take the time to get to know them a little in order to understand their needs and goals before offering your proposal?
These are such STUPID questions, I know, but they are the BASICS of personal, human and direct marketing and we forget them quite often. Not everyone is a top marketer by birth...almost none. And most people go with their gut feeling, so the atmosphere of the conversation as well as the information is very important.
The fact is: Most people hit people over the head with their opportunity before they even know if the person needs or wants it. OK, everybody wants or needs something...but offering a general bandaid for masses is not the way to go. Even if it is the absolute BEST opportunity you have ever seen...take a moment and reflect...
What are THEIR goals and what are their resources. Can they use the internet? Do they know how to advertise? Are they open to learning...do they WANT to learn something new? NM success in a day is next to impossible, and we all know that...which is why there are so many deluded people in the system who are not willing to listen to the next offer. DO YOU HAVE TO OFFER WHAT THEY NEED! Can you support them in the ways they will need to be successful?
Each new distributor is an individual, and there is NO SKRIPT for that. Personalize your skripts in such a way that you stay human and warm and attractive to the person you are speaking to.
If they need money...how much do they need every month or every week to keep going? Maybe your company can fill their needs...maybe not.
If they need time...how much time can they REALLY spend to start up a business in NM? Some companies just don't have a payout provision for people who actually work part time and are slow growers.
The NUMBER in your organisation is not everything...it is the people in your organisation which is important. We are filling a need FOR THEM... not the other way around. If you are filling a need for yourself, they will feel it and stop. To fill their need, you have to know them a bit...5 minutes chatting on Skype or a few messages on Facebook or Yuwie, with real human respsonses...not just the business.
If these people decide to join your team, you are going to be working with them for (hopefulla) a lifetime. The better you know each other, the easier the sponsor relationship will flow.
I love this business, because we get a chance to change the lives of people worldwide. Give more and YOU WILL RECEIVE I promise you!
Have a fantastic, healthy and successful day!
Hugs,
Kathleen
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About the Author: Kathleen Cassello
Member Since: 10/10/2008
Company: European Expansion
Industry: Business Opportunities
Primary Web Site: http://katgir.mandurarep.com/video2.php
Great Info
I agree with you totally. So many times those in network marketing get wrapped up in talking to more people, giving out more DVD's or magazines, or whatever it is that they don't take a little bit of time to get to talk to the person and know the person. It's a simple concept. If I need to drill a hole in my wall I want to go buy a drill. I don't want someone trying to convince me I need to buy a sledgehammer before they know I just need to drill a hole.
Great information!! Thanks a lot
Good info
I think it is simply that people do not know how to find out these things. They just take a canned script, read it verbatum in hopes that it will "stick" to the next person.
Your prospect has everything you need to know in order to lead them into your opportunity (or not). It's all about asking questions. Asking the right questions... in the right order.
Emotional attachment
Great article, Kathleen. That is a good deal of insight into the prospecting process.
You briefly mentioned at the beginning the fear that we have of rejection and failure.
When I am turned down I am happy! My qualification process has worked perfectly. We cannot be out to "get" people. We need to be available for people that are looking for what we are offering. Otherwise we are just taking on a task instead of an associate. I don't want to work that hard or waste that much time.
Too often I hear "I have this guy...". That is an emotional statement. We need to develop emotional detachment to any particular prospect. Qualify and then either engage or move on. People quit, people have issues, preople have excuses, people say no, people say yes. The ones that say yes either participate or not. It isn't up to me who joins and who doesn't. It isn't up to me who builds and who doesn't. It isn't up to me who buys and who doesn't. So I am not going to spend my time, energy and feelings on what I cannot control.
Cheers!
--
.../Paul
http://nolimitsuccess.blogspot.com
Thanks for your comment Amelia
Hi Amelia, you are absolutely right on! Scripts are written by SOMEONE ELSE! Those persons are not infallable...and they are NOT YOU! You shouldn't and just can't take the people part out of this industry!
Scripts, without personalising them, are basically useless...it is like a telephone call from a computer automated system. What do you do...YOU HANG UP! When you have learned the scripts for your company, personalised them and have invited your dog or even a plant 100 times...when it feels comfortable to you and positively joyful..THEN go out and talk to your prospects!!
Handing out DVDs and magazines to people you don't know is like playing the lottery...basically you are throwing the information (not cheaply paid for) out the window of a moving car! Don't waste your time or your money...
In network, personal, social, direct and attraction marketing you need to use your personality and your personal skills. Offer someone what they are looking for, and can afford, and you will have 100% success!
Thanks again and I look forward to hearing from you!
Kath
Prospecting...thanks for your comment!
Hi Jennifer...I appreciate your comment and your time...and you are RIGHT ON! If people do not know this stuff, it is because they don't have the right sponsor. In that case, bother everyone upline until you find a mentor who can give you PERSONAL assistance!
Scripts are written by someone (not infallible and with their own gifts and lists) but not by YOU!
An automated script readback is like getting a phone call from a computer automated system...what do YOU do??? HANG UP!
Network, social, attraction and direct marketing NEEDS the personal touch! Doesn't take a lot of time...just learn your scripts, personalise them and invite your dog or a plant as often as you need to, until you feel relaxed and positively joyful...THEN go and invite your prospects!!!
It is so easy, and doesn't waste time or money! And the best thing is, that you will offer people what they need in YOUR own way...each of us is a sponsor!
Have a wonderful day and I look forward to hearing from you!
Kath
Hi Paul, thanks for your comment!
Hi Paul...I appreciate your comments and your ideas.
You are absolutely right, we are not out to GET but to offer to qualified prospects. If the personal invitation is right, the prospect will be qualified.
I have to say that I am NEVER happy when someone says no. To me, that means that I have to reevaluate my invitation and my approcah to that person.
Did I understand what they need? What they can afford? What their personal goals are?
If you find these things out before you invite to your opportunity, you will almost never have a no (as long as your opportunity can fill their needs)! If your opportunity is not a viable possibility for them, just don't invite. Let them know that you have an opportunity which is .... and if they are interested at a later time, that you would love to hear from them. No pressure is always attractive.
A person who joins and is not successful is NOT a happy person. They have invested money and time in an opportunity which has not paid off...and it is the JOB of the sponsor to make sure that they become successful as soon as possible.
Once a person has earned even a small portion of what they paid out to join an organisation, they will be over the line with sponsor support.
NO PERSON in your downline is a waste of time or energy as long as they came into the business with an HONEST and personal invitation! THEN THEY ARE QUALIFIED...and just need support to enable them to grow in the business.
Not everyone is a natural networker...some are shy...some need to learn marketing skills. If you take the time to work with them...they will shine and their successes will also be yours.
Thanks again for your time and comments! I look forward to talking to you again soon.
Take care and have a wonderful day!
Kath
Great insight on learning the skills in NM.
Thank you so much, Kath!
The heart of this business is building relationships.
Every ''NO'' will NOT take us one steps closer to a ''yes''.
Getting ''NO's'' is one of the biggest reasons people fail in NM.
That is why cold calling does not work for the vast majority of people.
I learned from my mentor that we don't have to change who we are to be successful.
I've also learned how important it is to do our due diligence before we join.
Thanks again Kath for a great insight!
Daniela Riess
Success in 10 Steps
Thanks Daniela
Hi Daniela, and thanks for taking the time to read and to comment on this.
It really is the top killer of marketers...taking the personality out of the person in order to get them scripted.
I remember my first NM work...if I just got on phone with people I knew and told them with enthusiasm about my business, almost all joined me.
THEN...I started learning and training and reading the scripts and I became like a robot...my enrollment dropped drastically.
Not because the scripts were bad, they were just not ME and all my friends heard something they couldn't understand or place about my offer...or about me.
It bred distrust in them, and they didn't want to join me...because I was no longer me! Those NOs were HARD!
If you know your product, know your prospect, personalise your scripts so that you have one for different needs and practice them (till your dog or plant decides to sign up LOL), IT WORKS!
We live and learn and you are certainly on the right path, Daniela.
Have a wonderful day and I look forward to chatting with you soon!
Hugs,
Kath
Absolutely Great Article!
Hello Kathleen,
What an awesome article! I learn something new everyday, and this is pertinent information that all network marketers need to know. This helps me to stay focused and keep on trying to promote my primary business right now. I am very excited about my business and I know I will soon gain customers who will buy my products. Reading articles like yours are going to help me come up with a good way to approach people. Thanks alot and keep up the good work. Have a blessed day.
Your friend,
Katherine Hayes