Wednesday, August 26, 2009
How To Handle Some Tough Prospect Questions
Several people have asked questions recently, and I'd like to answer them here.
Most important, you need to understand that I, personally, do not get asked these kind of questions, because I do not target these kinds of people for my business. I don't talk to people who don't believe in network marketing.
It's crucial to your success that you target market. Target the people who already believe in network marketing. Offer them the Success In 10 Steps ebook. And when someone raises their hand for more information, they will NEVER ask you questions like these.
OK. The reality is, not everyone is going to do that. And they will get some tough questions like
Question #1: "How much money did you make in your business?"
So I do coach people on how to answer questions like this. And your response to this question should always be, "I don't have a clue. I haven't finished collecting it all yet."
See, you never know how much of an ongoing ripple effect you'll get from what you did yesterday and the day before. How can you know how much money you're going to make when you sponsor somebody into your business?
Today, you're making $5 a week. Next month, You're making $50 a week. And the following month, you're making $500 a week - all from the business-building efforts of that one person you signed up today.
MLM is a business that will pay you a lot next year, and 5 years from now, and 20 years from now - for work you did today. The person asking you this question does not understand the amazing phenomena of getting paid every week for work you did 10 years ago.
Question #2: You've just started in network marketing and the person asks, "If this company you're promoting is so great, then why aren't you making any money from it?"
Again, this question comes from a person who does not understand or believe in network marketing. And so here you are, in the impossible position of trying to convince this person.
Building any business takes some time to build a network of customers buying your products. Someone says, "Well, a couple years ago, this guy online sold $1 million of a product the first day he offered it."
And that's true. But what you lose sight of is that his "opening day" was in the planning stages for many months, as he lined up dozens and dozens of internet marketers - each of whom had a list of thousands of subscribers - to promote his product.
If you trace that "$1 Million Day" to its origin, it goes back many years, to when all these component lists were being built.
Is it possible to make a profit immediately, from your first day? Sure. But you get the greatest network marketing rewards by training others to move your products - a result which will show up big in future paychecks.
Question #3: "Someone likes my company, but would rather join under a Heavy Hitter who knows what they're doing. How should I respond?"
The problem with joining under a Heavy Hitter is, most of them don't have time to talk to you. They don't have time to help you build your business. Many of them - you'd be astonished to learn just how many - were actually GIVEN most of their organization by the company, to "prove" how big a person can build. And many Heavy Hitters are hard-core salespersons. They do stuff you & I could never do in our wildest dreams (and still sleep at night!).
Heavy Hitters are not into hand-holding. When you sign up with them, they expect you to get to work and build. If you don't, no problem, there are a hundred others waiting in line behind you to join with a Heavy Hitter.
If you need any kind of coaching, mentoring, or training, most Heavy Hitters will never do that. They consider you "dead wood." You're in their way, and you need to be swept aside, in favor of someone who already knows what to do.
As we coach people to be successful, we focus on how you need to build a relationship with people. You can't ask them to join your business before you have a real relationship with them. It will not work. And if you're getting Question #3, then you are talking to people with whom you have NOT built a relationship.
If you're not building a relationship with them, you got no chance. A friend would never choose some "Heavy Hitter" over you. If you're having that problem, you need to learn the "Colors" technology and focus on making a friend first. That strategy works long-term, it's easily taught, and it's something anyone can do.
When you target the market and then talk to people who raise their hand, you will not get these kinds of questions.
Question #4: "I don't have much money to drive around town looking for prospects. How can I conentrate my efforts to expose people to my MLM Business?"
The problem here is, your upline has got you driving around, trying to pounce on people and slam them into your business.
Network marketing is a relationship business. You should be target-marketing online. It doesn't cost any gasoline money to do that. You need to
1. Target your ideal market.
2. Get the right people to raise their hand.
3. Build a relationship with them.
4. And when the timing is right for them to be in business, they will call you.
THIS is how success works. You cannot slam people into your MLM business and have any hope of long-term success. Period.
The best way to target market is to use the pro version of the Mentoring For Free system that we have devised. Many individuals are using this system to successfully build their own network marketing business.
If YOU have a question, just click here
This letter just came across my desk from Michael Dlouhy