Many new marketers are often pumped up and excited about their new business and that is a great way to start out. Yet, when it comes to presenting the products or business opportunity, they fall flat and wonder why their prospect doesn't take the same interest as they do. How can someone NOT like what I have to offer? These products are awesome! Who wouldn't want to own their own business? Have you asked those same questions or very similar? Don't worry, I have also and I believe one of the biggest reasons new marketers have trouble pursuading others is because they aren't probing their prospects.
Probing Your Prospects
Now, when I say probing, I don't mean literally poking your prospect and trying to see their insides. Besides, that is a good way to get arrested! All kidding aside, probing simply means asking the right questions. I've learned that everyone is motivated by something. If someone takes an interest in your products or business, it is very likely that something inside of them is motivating their interest.
When someone contacts me about products or starting their own business, I begin by finding out why they are interested in the first place. I will ask about what they do, their background, family life, etc. Most of the time, they are very open and will tell you right away why they want to use the product or start a business. Once you learn their motivating factors, it makes it much easier for you to tell them how what you are offering can meet their needs.
 |
67 MLM Network Marketing Lead Generation Tips: MLM Insider Secrets That Will Show You How to Market, Advertise and Grow Your Network Marketing Business Sale Price: $14.99 Average Rating:   |
Shut Up and Listen
Often times, we can actually over promote and talk the prospects ears off without ever listening to what they are trying to accomplish. Sooner or later, the prospect is turned off and realizes that you could care less. Most people can read through a sales pitch and most people do not like being sold to. You may feel it is necessary to get out everything at once about your business. It's easy to think that the more information you pile on, the better a person will understand the value in your company. It's important not to get caught up in information overload.
Diagnose Their Concerns and Offer Remedies
Network marketing is a great business model because it is based on helping others reach success. As you help others achieve, you in turn achieve also. Consider how much easier it would be to help people if you understood their concerns first. Having a deeper understanding allows you to offer a remedy to their concerns. Maybe your prospect is looking to earn some side income to pay bills but can't take on another job. You can use that information and explain why joining your network is a convenient way to start a business part-time. You can go into how the business can be run from home, etc.
When your prospect can relate their concerns to your offer, it makes it make it easier for them to make the decision. You help them see how they can benefit. Of course, there are no gaurantees that asking the right questions and listening will convince every prospect to take on your offer. However, it is a much better method than making them feel like just another lead.
