How to lead your prospects right into joining your team

Written by Jordan Schultz on Apr 9, 2012 11:55 am

Have you ever had prospects who were interested in your company, but that’s where it stopped? For whatever reasons, is it seemingly difficult to actually get people to pull the trigger and pay money to join your team?

I used to struggle with this, until I learned what I’m about to teach you today, then signing team members up became a whole lot easier. In fact I’ve since become 1 of the top recruiters in my primary company as well as MLSP!

Today I’m going to share some insights and strategies with you on how to actually get your prospects to pull out their credit card and join your team. I’m going to teach you how to lead your prospects right into joining your team.

First I’m going to share some insights about what your prospects are most likely looking for in a business to join.

- They’re looking for a leader to follow

- They’re looking for someone who will actually coach them

- They’re looking for a team to be a part of

- They’re looking for an action taker to follow

- They’re looking for someone who’s confident

- They’re also looking for a product that they can stand behind and make good money with

Notice that the product and comp plan come last. I’m not saying it’s unimportant, but what I’m saying is that your prospects want someone who they feel is going to push them, make them uncomfortable, challenge them, and lead them towards success. So if they like the product and the comp plan for your company that’s just the beginning. Then it’s all about YOU!

This is why I always start the conversation with the posture of a coach or mentor verses someone who’s trying to make a sale. When someone is looking to join your team, you will be their coach or mentor and not just a salesman.

So when you’re on the phone with your prospect or right there in person, you must be willing to tell them what to do. After they’ve seen a presentation and they tell you what they like about your company it’s ok to say something like “it sounds to me like you’re ready to get started, signup takes about 5 minutes, are you in front of your computer?” (Make sure that they actually like your company. Because if they say, “it seems ok, I kind of like it” then you wouldn’t be able to say what I just taught you)

When speaking to your prospects they will probably have objections like “It looks great, I think I can make a lot of money with this, I’ll join next week or next month” you have to be able to coach them right there to show them your leadership. This is a place where most people fall off. I used to just schedule a followup appointment for a month out with a prospect. I’ve found what works best in this situation is permission based mentoring.

Permission based mentoring is when your prospect gives you an objection, you ask them if you can coach them or share some insight with them. When they agree they are more open to hearing what you’re going to share with them and they will be more likely to actually soak in the information and accept what you’re saying. What most do is just begin to deflect and disagree with the prospect and that turns them off. However when they agree to let you mentor them, they are agreeing that you’re their coach.

So when a prospect says something like “It looks great, I think I can make a lot of money with this, I’ll join next week or next month” you must immediately say “ok, can I share some insight with you on this?” When they agree, you can say something like

“If it seems great to you right now, it doesn’t make sense that you would wait a month to join, because what you’ll be doing is setting yourself up for a whole lot of prospects in the future who will also take a long time to pull the trigger and take action, and you won’t be able to tell them that you took immediate action when you saw this great opportunity because you have integrity. However, when you join now and begin building your immediate action muscle just like the most successful entrepreneurs I know have, when your prospects say something similar to you in the future, you’ll be able to share this story with them, and mentor them into building their immediate action muscle as well, because in this industry and in life the people who take immediate action on something they know is good always make the most money. Does that make sense?”

Your prospect will now see that you’re willing to push them, coach them, and actually be the leader who they can follow. They’ll also feel that blow to their ego of not being an immediate action taker, and will want to prove themselves.

Do you see the difference between allowing your prospects to have their objections and not doing anything because that’s what is more comfortable for you verses starting to make it comfortable to actually coach your prospects and maybe make them slightly uncomfortable so they do DECIDE TO TAKE ACTION?? Please leave your thoughts in a comment below!

If you enjoyed what you learned here today, you’ll probably want to watch this 59 minute training that my business partner and I did sharing how to handle 5 common objections while prospecting.

***warning watching this video now has the immediate ability to help you put more money in your bank account