Network Marketing and Prospecting
Have you heard of the three foot rule? It comes from the idea that you should talk to everybody. Now, I think that is correct. Talk, not pitch. The idea of pitching to everyone within three feet assumes that everyone is a prospect. That is not true. Everyone is a suspect. You suspect they are prospects, but don’t know for sure. How do you find out? By talking to them. Ask questions about them, get to know them, see if you are compatible with them.
What makes for a good prospect? Someone with a reason to investigate your product or opportunity. Someone willing to explore additional options for generating income. Someone who wants something different in their lives (more of something or less of something). At first glance, it might seem that everyone does fit the prospect category. Unfortunately the key word is SEEM. Some people are frustrated with the current situation, but don’t want to do anything to change it. You can check on that by asking questions. Someone complains that they weigh too much. You ask them what have they tried to lose those unwanted pounds. They reply that they don’t want to change what they eat, they hate exercise, and they have tried the “miracle” pills that drop the pounds as if by magic. They want their circumstance to change, but they don’t want to change. Einstein said to continue doing what you are doing and expect a different result is insanity.
Burn this phrase into your memory: Never present without consent. Your objective in meeting people should be to determine if there is a need want, pain or desire that you can help them with. Maybe the first thing you can do to help them is get them to imagine what life would be like if the situation changed. Assess how committed they are to achieving the desired outcome. How? By asking questions. Listen to the responses. Get them to explore the possibilities. In the weight loss example, ask something like “What if walking just a little extra each day could help with your weight, would you be willing to give it a try?” Imagine the following scenario:
Sam: I weigh too much.
You: Would you like to do something about that? (NOTE: You are looking for a “Yes” here. Anything else is secret code for “No”)
Sam: I really hate exercise and I am not going to give up my deserts. (Okay, change the subject. Sam is not going to be a prospect).
Now put that in a business context. Sam complains that he always runs out of money before he runs out of month. You have a network marketing opportunity that could solve his problem. Do you make a dynamic presentation?
Remember: NEVER PRESENT WITHOUT CONSENT.
First you ask “Would you like to do something about that?” and base the rest of the conversation on his response. Remember “Yes” means “yes” and anything else means “No”. If “no”, it means the time isn’t right yet for Sam. Change the subject. At another time he will be ready. But for now you haven’t burned any bridges by presenting something he didn’t really want to hear.