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MLM Prospecting
- 1. Which Came First? The Chicken or the Egg? Photograph: Dennis Novak/Getty Images
- 2. Which Comes First? in Network Marketing! The Business Opportunity or the Product?
- 3. Start with the Person! 2011 1994 My First MLM
- 4. FIGHT F.O.R.M.
- 6. FIGHT = Gift 1. Offer Resources 2. Offer Product/Service 3. Business Opportunity FIGHT = Help Them
- 8. Recap Key Points 1. Person & build a relationship 2. F.I.G.H.T. Step-by-Step Process 3. A “no” means, “maybe someday”
- 9. Cheryl Stinchcomb (918) 935-4413 Cheryl@BlueWaveLife.com http:/CherylStinchcomb.com facebook.com/CherylStinchcomb @BlueWaveLife
- 10. Stop Here • Create another training on… • The Secret to generating leads (listen)
Notes de l'éditeur
- Just like the joke, which came first the chicken or the egg? The same thought comes to mind with network marketing. Which comes first? The Business Opportunity or the Product.Many people say lead with the product and once they are hooked on the product then they may want to join the business. This isn’t always true, not everyone has an entrepreneur spirit. Sometimes I will lead with the business opportunity because this person is always on the look out to invest and talks about having a residual income.Besides, I don’t think either is the correct answer! What do you think is the answer?
- The same thought comes to mind with network marketing. Which comes first? The Business Opportunity or the Product. Which one do you lead with?Many say lead with the product, and once they are hooked on the product then they may want to join the business. Others are stronger recruiters and will always lead with the opportunity.For me, it depends on the person! I will usually lead in with the product but will also lead with the business opportunity if I know this person is always on the look out to invest and talks about having a residual income. Either way, I would like to solve this riddle and say, neither is the correct answer! You don’t lead with the opportunity & you don’t lead with the product? So now you are wondering, how to I build a business if I am not talking about these things. Oh you will discuss them, but is isn’t your first step.
- Your start with the individual person’s needs, wants, & personality. What is their situation? What are their goals? What could change their lifestyle?Let me give you an example of why this works.(1994) I joined my first MLM. I couldn’t sell my Dad the health products we offered OR the business opportunity. He thought I was crazy for doing network marketing. At the time, he was a full-time school teach and worked for the health department. He was quite satisfied with his position in life!Let’s fast forward to 2011! My Dad’s situation has changed! He has been retired for 10 years and has a different point of view. He started looking in the want ads for a part-time job. Now he never acted on any of those because at 72, who wants to report to work on someone else’s terms when you have written your own rules for the past decade.So an idea of being able to work when he wanted and be able to build a residual income was now something that fit his lifestyle. When back in 1994, the problem didn’t exist.
- So your goal is to help people FIGHT for the lifestyle they want! To do this, they have to trust you. So the first thing you do with anyone is ensure you have a…Friendship (to build this bond, there is a simple formula called FORM. This has been around forever, so I didn’t invent this but it works)The "F" is for Family. Talk about the kids. Discuss family goals. Ask about time with the family. Talk about vacations, their home, vehicles, college, etc. The "O" is for Occupation. Ask about their job or business - downsizing, merger, buyout, new boss, business down, long term viability, pay? 75% of people are unhappy jobs. That’s crazy!The "R" is for Recreation. Ask about vacations, hobbies, golf, boating, bowling, etc. If your prospect complains about lack of vacation time at work, lack of money to take a vacation or lack of time to really enjoy any outside activities, then you've got a good hot button.The "M" is for Money. Talk about the insecurity of the economy and social security. Where do they stand, are they worried about the retirement. Many people make the bottom 3 decisions around their family. What they do determines how much money they make, which influences recreation & vacations. So watch out for negative comments, these indicate a possible pain area.Issue or Problem (what do they need help in) make mental notes in your conversation about what they are going through. This way, once you have the relationship with them, you will know the best route to take. Either 1) They are already in a network marketing company and you can offer resources to help them. MLSP, TribePro, or Blogging, etc. 2) The product or service you offer 3) The business opportunity Gift (Give them a gift of listening to them careful – something of value that will help them to solve their problem) My gift to my Dad was to leave him alone years ago, however, that wasn’t the real gift. It opened a door for me _____ years later to present another opportunity.H Help them with what they need depending on the area that they chose. If it is any of these three, then you can follow up. Make notes on each person that you are spending quality time with so it can always be fresh in your mind.T Timetable (Understand that everyone works on different timing and at different speeds. Whether it is making the decision about the business, buying product or services, or building a business) We have seem people join a company because of the product and do nothing for one full year. Then go from nothing to a 6 figure income the next year.
- I = Issue or Problem (what do they need help in) Make mental notes during your conversation about what they are going through. Are they wanting to make a little extra cash, maybe just $300 a month. Are they retired and looking for something to keep them busy? Does the person want to lose weight and you offer health products? Are they already in a network marketing company and not getting the results they want?Once you have the relationship with them, you will know the best solution to offer them to fix their issue.
- G is Gift (Give them a gift or a sense of direction. Do you have something of value that will help them to solve their problem? There are three main options:If they are already in a network marketing company, you can offer resources to help them. MLSP, TribePro, or weekly webinars, etc. Maybe your products or service you offer will help them solve their problemAnd the one you really want is to present them your business opportunity H in fight is to help them with what they need depending on the area they chose. If it is any of these three, then you can follow up and just make yourself available and approachable.
- T is timing or their Timetable (Whether it is making the decision about buying product or services, or building a business. Understand that everyone works at different speeds. We have seen people join a company because of the product and do nothing for the first year. Then the next year get motivated and go from zero to a 6 figure income.Guide people on what type of results they will get based on the amount of effort they put into it. Obviously, you only get out of it what you put into it, just like everything else in life.
- So let’s recap a few key points:1) We answered the question. Which comes first? Do you lead with the product or business opportunity? Neither, lead with the person and build a trusting relationship with them.2) Follow our FIGHT step-by-step process to help you decide which direction is best for your prospect and how to help them fight for their dream lifestyle.And the last thing, A “no” is always a “maybe someday” as I learned this through the experience with my Dad.So what do you do now? If you are wanting to perfect your skills and learn more about how to generate leads. Then click on the link in the description.
- Thank you for your time! I know that it is valuable and I hope that this step-by-step formula helps you to generate more leads and make money with those that may not join your business.I would love to connect with you on a more personal level so please feel free to reach out to me through my blog or these social networks.Happy Networking!
- To be able to help someone “FIGHT” for their lifestyle. You need to listen. Everyone says “yeah, yeah” I know that. Then you should also know what your mind does during conversations…Your Mind is Busy: That’s right! You are a network marketing, you have other people to meet, social networks to check and respond, articles to write for you blog, contacting your leads, etc. Why you are “listening” you mind is thinking about all the things you need to do! So you catch bits & pieces only!Your Mind is Wondering: You are looking right at the person, but you can’t remember a single word they said. You don’t know what they are talking about. Oh no, they ask you a question? Your Mind is Responding: You have done this for so long you already know all the questions. Do you mind is thinking about the response instead of hearing the entire question!!!
- To give your full attention to Listen there is a secret! If you unscramble the words, then you will see Silent.Your mouth & your mind must be silent.