How to build your MLM business by not talking
by Steve Lowell
Published on this site: July 16th, 2005 - See
more articles from this month...
In my last article entitled "How to succeed in MLM without
really trying" we discussed limiting your recruiting
efforts only to those people who have indicated a discontent
or an unwanted condition in their life.
Once the prospect indicates an unwanted condition, it will
be your impulse to pounce all over your prospect and tell
them about your great company, your great product and your
great compensation plan. You will feel a very strong urge
to overwhelm your prospect with all of the reasons why your
business opportunity is the best thing for them to help them
solve their problem.
The minute you start "selling" your prospect, you
run aVERY high risk of coming across as someone who has been
poised and waiting for the opportunity to strike. You run
the risk of losing your credibility and damaging your relationship
with your prospect.
So, the questions is. What DO you do?
The answer is nothing.let me repeat that.do nothing!
Don't talk about your business, your product, your company,
your opportunity. Don't utter a single word about your business.
The best thing you can do at this point is to wait. Wait
for 24 to 48 hours.THEN you can approach your prospect with
a possible solution to their problem.
Why wait? Because waiting will demonstrate to your
prospect that you have given some sincere consideration as
to weather or not your opportunity is right for them. It shows
that you have thought about them, and their unwanted condition.
It shows that you are offering a solution to your prospect's
problem rather than just trying to build your own organization.
24 to 48 hours has passed since you met with your prospect
and discovered their unwanted condition, or their "discontent"
Now it's time to follow up with your prospect and demonstrate
your sincere interest in your prospect's unwanted condition
by letting them know that you have been thinking abut them
and their situation and that there may be a solution.
You might say something like "Hey Bob, I have been thinking
about what you said the other day about not being able to
afford a vacation this year.were you kidding me, or were you
dead serious?"
If your prospect confirms that they were serious, this is
where you now ask your prospect if they would be interested
in exploring a possible solution to their discontent. Say
something like "If you could find a way to be able to
afford more vacations, would you want the information?"
There are really only two answers here.either they would
be interested in exploring a possible solution, or they wouldn't.
If they are not interested in a possible solution to their
discontent, that should tell you that they are not likely
serious enough about solving their problem to be a strong
candidate for your business.
Terminate the prospecting process right here, but continue
with the relationship. This way, you remove yourself from
the equation before you reach a point where the prospect can
say "no" to your business proposal.
If, on the other hand, your prospect demonstrates and interest
in considering a solution, simply lead them to your marketing
system.
Working your warm market leads in this fashion will help
you determine who your best prospects are, and it will lead
them to your business opportunity at the right time for them,
and for the right reasons for them.
Watch for my next article; "100% rejection free MLM
prospecting"
Steve Lowell is president of SJ Lowell Inc. in Ottawa,
Ontario Canada; a business consulting firm and founder of
The MLM Executive Round Table at www.MLMRoundTable.com.
Register for the free 30 day "MLM Daily Meeting Minute"
and receive powerful network marketing tips each day for 30
days. www.MLMRoundTable.com
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