This profession has become more complicated than it needs to be. Many people wonder why they can’t make any sales and the answer is very simple. They are spending too much time with the wrong people.
When network marketers go to trainings, they get the wrong idea about sales. They are told that “everybody needs our product” and “don’t take no for answer”
When they hear these ideas about sales they start talking to everybody and telling people that their product/service or business is “the best thing ever” and try to prove it by talking hype. They say that their product is scientifically proven or that their business is ground floor.
The problem with the “spray and pray” method of sales and marketing is that it simply doesn’t work. Prospects have become immune to MLM hype.
If you try to impress everybody, you won’t attract anybody.
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Instead of trying to think of a clever message that’s full of hype that will work on everybody (because there is no such thing), try thinking about your target market first.
Who is the type of person that is most likely to say yes?
Most amateur network marketers will come to a conclusion that everybody needs their product and will make the mistake of trying to sell it to everyone.
Remember, just because they need it, doesn’t mean they are likely to say yes.
If we all bought what we needed, we would all be eating organic produce and we would all be drinking filtered water and we would all be driving electric cars.
People buy what they want, not what they need.
So back to the question, “Who is the type of person that is mostly likely to say yes?”
If you sell an anti-aging cream it might be the someone that is always going to the spa and pampering themselves.
Someone that spends a lot of money on their face at the spa every month is much more likely to say yes than the regular person who just buys an $8 jar of face cream at the drug store.
For a weight loss product it might be the new mom that wants to get rid of the pregnancy weight or the person that has tried for years to lose weight and nothing seems to work.
These people are more likely to say yes over someone that needs to lose weight but they don’t care enough so they still eat pancakes, eggs and sausage every morning.
Once you’ve thought about your target market, think of a qualifying question that will help you find that person. Once you do that you can use it in your marketing and prospecting.
Qualifying Not Convincing
If you try the spray and pray method and try to attract everyone, you will find yourself doing a lot of convincing which will inevitably be (mostly) unsuccessful and will make you frustrated.
However, if you use a qualifying question, you are more likely to eliminate more of the nos and you can spend your time with people that are more likely to say yes.
Here are some examples of qualifying questions.
For Weight loss:
Do you know anyone that is frustrated with trying to lose weight, they’ve tried all the fad diets and infomercial gadgets but nothing seems to work?
Do you know ow anyone that is proud to be vain? Someone that loves to pamper themselves at the spa on a regular basis?
Are you at all open to a side project if it didn’t interfere with what you are already doing?
When you ask a qualifying question, if your prospect says yes, then you can spend more time with them and see if they are a good fit. However, if they say no, then resist the urge to convince them that they need your product.
The people that don’t respond positively to a qualifying question really won’t care that your product is “break through” or “clinically proven” and they won’t care that your business opportunity is “ground floor”.
Trying to convince them with hype will most likely be unsuccessful. Stop trying to convince the nos because you are wasting time that you could’ve spent talking to other people.
When you ask a qualifying question first, here’s what happens:
1. You get the nos out of the way early.
2. You’ll stop using hype and nagging your prospect.
3. You’ll have more time to talk to more people.
4. You’ll spend more time with those that are likely to say yes and less time with those that are likely to say no.
When you start using qualifying questions, you get the nos out of the way early and avoid rejection later on in the process. You’ll also become more effective and more efficient in your prospecting.
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