Network Marketing Prospecting Tips
- Brad Crymes
- Sep 11, 2015
- 4 min read
If you ask any Network Marketer out there what his main concern is with growing his business, that he wishes could be addressed, the likely answer will be getting more people to talk to. This is not a problem that is specific to Network Marketing. Every new entrepreneur likely faces the problem of how to get more traffic or leads.
Note: Click here, to learn more about how to get leads once your warm market runs dry.
One thing that I have learned is that you may not always have the traffic or lead problem that you think you may have. For some, it may actually be a conversion problem. By working to improve the process of prospecting, you should be able to get more people closed.
When prospecting, you need to be able to make a connection and maintain “posture” when dealing with your prospects. Tactfully control the flow of the conversation.
We’ve had discussions before about the importance of trying to recruit serious people, or go-getters into your business. In those articles I’ve mentioned being able to qualify (or disqualify) a prospect in order to determine if they are a good fit or not.
Here’s a few questions, and things to consider when prospecting, and qualifying your prospects.
Previous Network Marketing Experience:
This is one of the first bits of information that you should find out, as this could shape the flow of the entire conversation. Of course, if they have previous experience, then they are normally willing to share this with you at some point in the conversation, whether you ask this question or not. Still, why not put it on the table earlier, because whether or not they have previous experience changes some of the questions that you may or may not ask.
Why Are They Open To a Home Based Business Opportunity:
Their Network Marketing experience may indeed come out during this question as well, but it’s more about opening the dialogue and keeping things comfortable for both parties. They should be talking more than you should, and this is the beginning of finding out what they like, don’t like, or what they want.
What Has Caused Them Not To Join Other Opportunities or Not Reach Their Goals:
Speaking of finding out what they like or don’t like, a question like this should unravel exactly what it is that they feel has been a problem for them. This is appropriate if they have experience or have been looking or bouncing around in other Network Marketing opportunities.
Listening To Add Solutions:
Again, as we talked about earlier, up until this point they should be talking more than you have talked. However, now may be the time to acknowledge their reasoning to your questions thus far. You should assure them that what they have told you makes sense to you and that their experience with you should be different than what they have described. At this point you know what they don’t like, however, you still need to clarify what it is that they really want.
What Is Their Primary Business Want:
You don’t have to ask this question directly as there are other questions that you can ask to arrive at the answer. It may actually be easier to get an answer if you ask things like: What are you looking to create in life? And, what amount of money would it take to be able to accomplish that? What caused them to look for an opportunity in the first place? And, why is now the right time?
Once you have this information, now you really understand their motivation and if they would seem like a good fit to work with you.
Qualifying The Prospect:
Knowing that they are a good fit is one thing, but will they be committed to making their business work, or working their business? The two main things that you need to know here is how many hours per week, are they able to work the business, and what amount of money do they have to invest into their business. The budget should take all business expenses into account, and should be an amount that they can comfortably spend.
Asking about their finances may feel like you are prying a little bit, but the bottom line is that there will be costs associated with building a business. It doesn’t have to be a huge cost, especially right away, but to really grow their business they shouldn’t have the “give me for free” mindset.
Fielding questions that they may have is important, but the goal is to point them to a sales video or presentation that will answer, and inform them about the specifics of your opportunity. Also, during a good consult (not a sales pitch or call) you should offer solutions to the problems that they have.
What you are not trying to do is sit on the phone with them for a half an hour, trying to convince them to join. If it seems like they have unreasonable objections, or keep coming up with excuses, then it’s time to move on. You don’t want to be strung along, because you should have other folks to talk to.
Ultimately, you want go-getters on your team, or at least people who are willing. The lack of knowledge can be made up for, the lack of willing cannot.
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