Fishing for Super Stars?
The income possibilities that exist within the network
marketing industry are limitless. The
thought of fancy cars, lavish houses and luxurious vacations inspire us all
to
race out the doors of our business meetings to become the leading salesman in
our companies. However, the detailed steps to actually bringing in the
sales and
the numbers can be where things get complicated, as a great deal of
reps are often daunted by the thought of prospecting, recruiting and closing
sales.
These terms are often avoided and
less appealing to the sales process. But
once implemented, it can be the most rewarding. As fearful as you may be regarding
prospecting, once you
begin to understand the psychology behind it, you will realize that it’s simply
about one simple concept. Relationship
Building!
Before you get really gung-ho about racing out to talk to
the world, let’s talk about why people join Network Marketing Businesses and
why they don’t.
There are several
reasons why people are inspired to join the industry, but let’s discuss a few
of them:
¨
They see
it as a solution to their problems – Everyone has needs that need to be
met. And one of the most critical needs
common to man is financial security.
The
MLM industry paints a picture of Freedom in multiple ways. Time freedom,
financial freedom and mental freedom. If
you share the benefits with those whom
you’re prospecting, and ask them enough
questions to discover their need, you will find that you have the solution in
your hands to help them meet their needs.
¨
They see
the value in joining – it’s true that when someone sees the value in something
and how it can benefit them, nothing can hold them back from making
a
decision. Once the business is presented
in a way where the value is revealed, you will make it irresistible for people
to turn away.
¨
They can
become apart of something – People love to be apart of something. We all want to feel loved and connected, and
when they experience the team
unity and inspirational environment that’s
established within their organization, they’re sold on buying into the business
and the culture.
¨
Someone
asked them!! – This is probably the most important reason on this
list. If you think about how you joined
your business, I’m 99.9% sure that someone
actually invited you to the
opportunity meeting or shared information with you about the business. This is a word of mouth industry where you
only acquire
interest from those you inform.
If you’re not sharing your opportunity with people around you then how
will they ever determine if they want to join or not?
Here’s why people don’t and won’t join a network marketing
business:
¨
They were
misled previously or had a bad experience! – How many times have you come
across a bitter “ex-network marketer” who can read you 30 different
ways that
she was ripped off or abandoned in their business. A bad experience can often cause people to
become bitter toward the industry, and make them raving
fans about all the
wrongdoings that happen to them, blaming it on the entire industry.
When you come across someone that
is bitter and hostile towards the industry, run for the hills because at any
given moment they can explode, and if you’re too close,
their fire will burn
you. Don’t waste your time on bitter
people. It’s a lost cause and will create
more frustration than it’s worth.
¨
They were
misinformed! – There are tons and tons of myths out there about the
industry, and I’m sure you’ve come across a list of them yourself.
When you’re faced with questions and comments from people
about the industry that you know are incorrect, don’t become defensive. Instead, listen to them, ask
questions and
carefully explain the truth, without creating conflict.
Just as in our first example of
those that have been misled and burnt by others in the industry, myths can
spread for various personal reasons.
Just because
they become popular myths don’t mean that they’re
true.
Common myths that people say
constantly are things like:
o
Network Marketing is a Pyramid Scheme
o
Only the people at the top make all the money
o
It’s going to be hard to sell your products.
People don’t buy from network marketers
o
Network Marketing isn’t a real profession
I can go on and on about things
that people say about our industry, but you must note here that before
you go battling anyone about their beliefs and
thoughts about the industry, you
must first be convinced yourself and have a strong belief system in the
business.
One of the biggest challenges of
many Network Marketers is that they don’t know if they believe in the industry
or not. And every time they sit down
with
someone who comes at them with tons of opposition and objections, they
allow their minds to fall prey and begin questioning themselves as to whether
they’re doing the right thing or not.
Be confident and proud of your
industry, and work under experienced veterans who can properly equip you with
building up your confidence on how to
deal with the various objections that
exist today.
¨
They
weren’t asked! – Just as many of us joined the business because we were
asked, many have never joined because no one has ever asked them.
I can’t tell you how many times I’ve judged a family member
or friend and thought to myself “they’ll never do network marketing”, allowing
my judgments to refrain me
from exposing and inviting them into the business
opportunity. All to find out a few
months later that they had just joined the same business that I was in, but had
signed up with someone else.
Although everyone isn’t going to be
suited for the opportunity, it doesn’t hurt to let them make the decision and
tell you no, knowing that if they change
their minds later, they can come back
to you. This industry is very tricky,
and there is a saying that “Those you think will won’t, and those you
think won’t
will”.
You just have to ask, and go from
there!
