The Prospecting Game: How to Follow-Up & Sponsor with Confidence, Turning Rejection into Success in Network Marketing - USA Edition by Wes Linden

Author:Wes Linden [Linden, Wes]
Language: eng
Format: epub
Publisher: Noah's House Publishing
Published: 2016-11-01T18:30:00+00:00

CHAPTER NINE

* * *

IT’S ABOUT THEM, NOT ME

I am a big believer that the language we use gives us clues as to the problems we may end up facing.

For example, when someone says to me:

“I just can’t recruit.”

“I need to find more people to sell my products to.”

“I want to recruit lots of people into my team.”

I hear someone who is focused on what they can get, and not how they can help other people.

One of my good friends in network marketing, Chris Williams, who authored and recorded the audiobook Don’t Just Dream It, Do It! Goal-Setting that REALLY

Works for Network Marketers, once said to me: “When I used to spend lots of time thinking about who I could recruit into my team or sell my products to, I struggled to sponsor anyone. When I shifted my thinking and started figuring out who I could help with our products and who I could support to change their life for themselves and their family with our business opportunity, then suddenly my customer and sponsoring numbers went through the roof.”

This had a profound impact on me. We spend a lot of time thinking about what we want or need for our next promotion or bonus. But if we shift the focus onto the prospect and how we can help them benefit, suddenly this mindset-shift and language-reframe will provide a more vibrant energy. The whole process becomes about the prospect. When they see that you are genuinely looking to help make a difference for them, they will be much more open-minded and warm to your approach.

This manner is essential when you are getting back in touch with people to find out if now is a better time for them to take a look at what you do. As Tom “Big Al” Schreiter often says, you won’t have a great deal of joy if you simply call people or text them and say:

“Hi, so are you ready to become my customer now? I mean, after all, you’re not getting any younger and your skin is wrinkling more every day/your health is getting worse every day/your weight loss issues clearly aren’t going away/you’re poorer now than you were last time we spoke because you’re still using that expensive utility company/you’re still sending rubbish birthday cards/you’re still drinking coffee that eats your insides…”

Or

“Hello, should we stop messing about and get you signed up to my team now so you can start making me some money, and get out of that dead-end job you’re in?”

This type of abrupt approach won’t work for anyone.

You’ll likely find they “switch off” very quickly, as it is clear you are looking at them with dollar signs in your eyes.

Find out how they are. Ask them how the house move went. How the new dog is settling in. How the kids’ day out to the seaside was. All the conversation that you can recall (thanks to your No-for-Now book) from the last time you spoke to them, will show them that you are more than just a pushy salesperson.

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