To build a successful network marketing company, you must always have the concept of prospecting in the back of you mind. Whether you build your business online, or offline, when you come into contact with an interested person, it’s really up to you to make the connection and get them interested in your opportunity.
When MLM prospecting, you need to make sure you are doing two very important things. You should be actively asking questions and then really listening to their answers. One of the biggest mistakes a person usually makes when asking someone a question, is thinking of your next questions instead of really listening to the person’s answer. An ideal conversation with a lead should have you in control of the conversation by asking questions, and then the lead does the talking. You, and what you do, are not the focus of this conversation.
Since asking questions is crucial when you are prospecting, what kind of questions you should be asking? As soon as you connect with a prospect you need to make small talk. This is usually overlooked, as it doesn’t seem important, but these are probably the most important questions you can ask. As soon as you approach a lead, their guard goes up. They think you are going to try and sell them something. Once you start asking questions and get them to talk about themselves, they will begin to open up. They will begin to understand that you have their interest in mind. This is a crucial step in MLM prospecting. People will only work with those who they like and feel they can trust, and small talk will begin this journey.
After a little small talk, you need to start asking “fact finding” questions. You need to see where your prospect is coming from. You need to find out how serious they are in building a business, and how serious they are in making it successful. This is important because you only want to work with those who are serious. A sample of “fact finding” questions would include: How long have you been looking for an opportunity? How much income are you seeking to create this year from home? Have you considered what kind of opportunity would appeal to you? By learning the answers to these questions, you will have learned if you have a prospect that is worthy your time, or if you have someone who is not serious at this point in time.
Once you have learned a little bit about your MLM prospect, and you have a good idea how serious they are about their business, the next series of questions you will need to ask are about their “Why”. If you can get people to verbally speak of why they want this, and specifically what they want, then they will help sell themselves. “Dream building” questions would include: If you didn’t have your job, how would your life be different? If money is not an object, what would your prime travel destination? If you could live anywhere in the world, where would it be?
Now once you have asked these questions to your prospect, you will have learned a lot about them. You would have learned more about them, figured out their “why” and what their need is. Once you have accomplished this, you are set up to show your prospect your opportunity, and how it will help fulfill their need. Yet, you must ask for it! You do not get what you do not ask for. You need to make a conscious effort to ask for either a decision, or a commitment from your prospect. You want the end of you conversation to lead somewhere. If you follow these steps with your MLM prospect, then you will either have a qualified person ready to join up with you, or someone who won’t. Both of these scenarios are a positive. The first one obviously will bring you money, but the later will not waste your time, which in the end equals money.
MLM prospecting can take a long time to figure out. What works for one, will not work for another. Be yourself and be confident in your abilities. If you want to shorten your learning curve, and learn from some of the best MLM prospectors in the industry, fill in the form below with your name, email and phone number and see right now how they build their businesses.
