Many people in sales, Network Marketing, Direct Sales, etc. have a tough time getting there businesses off the ground because they simply don’t know how to engage prospects. Here is a simple 3 Step Prospecting Flow that I learned from an 8 Figure Earner in Network Marketing, who built a network of more than 1,200,000 people. That’s HUGE!! You only build an organization THAT Big if you now what you’re doing. Let’s take a note from a page in her play book! (NOTE: I named each step)
STEP 1: QUALIFY
The First Step is to qualify the prospect. Here’s how you should do it.
Ask a series of questions like this: “Are you happy? Satisfied?” “Do you like the path you’re on?” “If you stay on the path you’re on, will you end up at your intended destination?” “Will your current trajectory get you to where you’re going?”
*Remember: scripts are not to be followed legalistically or spoken robotically! Make them your own. Memorize the STEPS of the Flow, so you are smooth and sound real. Not like a talking head trying to make a sale!
The objective here to is lead the prospect to a place of personal discovery. Only the prospect can decide if they are open to moving foward into a new life trafectory.
STEP 2: DIG
The Second Step is to dig just a little bit into the prospect’s concept of his or her future.
Ask a question like this; “Do you have a plan to change things?” Or, “What’s your Plan B incase what you’re doing currently doesn’t work out?”
Questions like these cause the prospect to dig deeper and reflect. Often times, the PROSPECTOR desires to plan the future for the Prospect, and statements like “you’d be great at my business!” or “I just know you can make money with this opportunity!” tarnish the prospecting process. BEWARE!
This process isn’t about YOU wanting a new prospect on your team. This process is 100% about the prospect! Ask the leading questions genuinely, and then listen intently to their answers. They will tell you whether they are a candidate for your business or not.
STEP 3: TAKEAWAY
The Third Step is tough for many people, because it requires you to push the prospect away. This is difficult because most sales people want to make the sale so badly! But your job is NOT to make a sale. Your job is to qualify the lead. Using the “push away” technique can be highly effective. It let’s the prospect now that you don’t need them; you are merely offering them an opportunity. It can be highly affecitve!
Say: “What I’m about to show you is probably not for you; although you will likely be drawn to the product. Most people are.”
This piece of script accomplishes 2 things: The takeaway “What I’m about to show you is probably not for you” says to the prospect I don’t need you. Additionally, it takes the pressure off of the prospect and let’s any thought of being “sold” float away.
“…although you will likely be drawn to the product. Most people are.” places the prospect in the majority. It let’s the prospect know that people do in fact like your product or service. It provides social proof in the even they choose to be your customer, and (even better) let’s the prospect know there exists a strong desire for your product should this prospect choose to actually get started as a distributor with your team.
We will always have the Rookies and the Pros in our beloved industry, Network Marketing. Higher Skill Set (among other things) must be developed for you to reach a Mastery Level in your Business. Scripts like these above have stood the test of times! I highly recommend you adopt it, memorize it, and perfect you delivery if you choose to be a high performer in Sales or in the Network Marketing Industry.
MORE FREE TRAINING: Did you enjoy this FREE Training? If you did, you may also enjoy this PROSPECTING TRAINING too!
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Recently, a friend of mine from college made the statement: “In MLM, people at the “top” make all the money.” Now, it’s true: the people who work hard and build large organizations do make more money than those who have not worked hard to build large organizations. But isn’t the regular job market similar?
Tim Sales taught us: “If you research traditional executive and owner compensation of most companies you’ll see that “only a few people at the top make the majority of the money” in every business model! CEOs of large U.S. companies last year made as much money from JUST ONE DAY on the job as average workers made over the entire year. According to an Associated Press survey of 386 Fortune 500 companies in 2006, the executives averaged $10.8 million in total compensation, that’s over 364 times the pay of the average American worker!”
The truth is, Network Marketing is superior to the regular job force, because in our industry there are people through out the whole company who can and do earn more income than those who “enrolled” them. I am an example of this. The gentleman who originally introduced me to the Network Marketing industry has never earned a 6 Figure Income with a MLM Company, but I have. In fact, I have out-earned my “sponsors” in most businesses that I have joined.
How about you? Have you ever made more money at your current job than the person who hired you? Does the lay-sales person ever out earn the VP of Marketing? NO! In fact, in the “real-world” of “jobs”, for you to earn as much as those above you in your company pyramid of leadership…you would have to find a way to take someones job from them. But not in Network Marketing. The more you earn, the more you help others to earn, both above and below you in the food chain.
In the Network Marketing Industry, your productivity determines your earnings! If you achieve greater results than your sponsor or enroller, you will make more money. In traditional business, you encounter politics, upper management, senior executives and other factors that impede your ability to earn more.
The facts say that Network Marketing is more fair to the free market society, than the traditional job market. Network Marketing is the absence of entitlement; the epitome of free market enterprise!