100% rejection free MLM prospecting
Copyright 2005 Steve Lowell
In my last article entitled “How to build your MLM business
by not talking” we discussed how to identify a strong
prospect for your MLM business and how to approach them.
The next step is to take yourself completely out of the
equation by pointing your prospect to a prequalification
system which will educate your prospect as to the real life
advantages of the MLM business model. It is not yet time
to introduce your specific business or product. First, you
should provide a more generic video, book or a web
presentation or some other tool which will clearly identify
the network marketing business concept.
Don’t trick your prospects into attending a meeting or live
presentation if they are unaware that your business is MLM.
This turns people off, and makes them feel manipulated and
it puts you in a position where you may have to deal with
those objections yourself.
Use a system that informs the prospect of the MLM nature of
your business without your input. That way, you will not
attract difficult questions from your prospect. If your
prospect is completely un-accepting of the MLM business
model, they will bow out of the process at this point.
By using a video or other tool to inform your prospect that
your business in Network Marketing, you allow the prospect
to absorb and consider that information on their own time
on their own terms. They will be much more appreciative of
this consideration than if they had invested time to attend
a lengthy “opportunity meeting”
You want to know if your prospect is resistant to the MLM
business model at this point so that you can stop investing
time in trying to recruit someone who does not want to be
recruited. This is a major problem area for most
inexperienced network marketers.
Your next step is to pre-qualify your prospect by requiring
some sort of action on the part of the prospect.
Maybe they have to fill in a form on-line, or complete a
short questionnaire. If your prospect completes the
required action, after they have been educated, that will
tell you that your prospect understands that your business
is MLM and they are accepting of the concept and they are
likely open to exploring your offerings further…otherwise
they would not have completed the process.
The reason this is so important is because by giving your
prospect a task to complete, you are pre-qualifying their
level of commitment to solving their discontent, and you
are giving them an easy way out in that if they decide that
they are not interested in following through any further,
they simply wont complete the task.
This removes the rejection factor completely from the
equation, and allows you to invest your time only with
those prospects who have demonstrated a sincere interest by
completing the tasks requested of them.
Steve Lowell is president of SJ Lowell Inc. in Ottawa,
Ontario Canada www.SteveLowell.com ;
a business
consulting firm and founder of The MLM Executive Round
Table.
Subscribe to the free 30 day “MLM Daily Meeting Minute” and
receive powerful network marketing tips each day for 30
days at www.MLMRoundTable.com
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