“I’m not sure yet.”
“I need to think about it.”
“Let me sleep on it. ”
All of these are some sort of variation of maybe.
The worst thing a prospect can tell you isn’t “no” it’s “maybe”. A no will save you time and let you get on with business. A maybe, can waste your time. Time that you could have spent talking to other people and collecting more decisions.
What should you do when you prospect is on the fence and just can’t decide?
Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
Often, instead of joining or saying “no” or giving you an objection, your prospect will give you a maybe. Maybe’s can be tough to do deal with. At least if they gave you an objection, then you could try to overcome it. But often a network marketer simply just doesn’t know what to do or to say when they get a maybe.
They often try to satisfy their prospects hunger for knowledge.
They want to answer more of their prospects questions or provide them with more information.
“What other questions can I answer for you?”
“Let me send you some more information.”
“What’s there to think about? It’s invented by a Nobel prize winning professor.”
But in doing so, they look desperate which turn will turn their prospect off. Do you actually think your prospect will fall into some information and decide to join? They are not going to call you the next day and say, “I didn’t know it was scientifically proven. Wow! I’m going to join now!”
So what can you do or say when you prospect is on the fence?
1. Keep Your Posture And Give Them Time
When you start smothering your prospect with info it looks desperate, so instead give them time.
How much time?
Give them as much time as they need.
The point of giving them time isn’t so they can get more information and think it over, it’s to show them that you aren’t desperate and that you don’t care if they join your business.
(You care about them as person but you don’t need them to join.)
Say something like this:
“You need to think about? That’s great. There is a lot of information that you can access online. There are dozens, probably hundreds of videos available on youtube that will help you make your decision. If you join, we want you to be absolutely sure because we put a lot of time an effort into training our new team members.”
When you don’t chase your prospect, then your opportunity, will seem more attractive to them. I heard a story where after a group presentation, a new network marketer’s prospect said that they wanted to think about it. The network marketer decided to bring in their sponsor and upline to overcome the objection for them. To the network marketer’s surprise, the upline sponsor used some posture and gave the prospect space and time to decide. The new network marketer was hoping that the upline sponsor would pressure their propsect into joining. He thought that he lost the sale. Ten minutes later, the prospect ended up joining.
2. Paper App Stack
Often people fear the pain of loss more than they like the joy of gain. While you are giving your prospect time (so they can do more research or think about it), put them on a list of maybes. Now every time you sign a new rep up, make sure to sign them up on a paper application instead of directly online. The new paper application will give you leverage so that you can call everyone on the list who is on the fence and build in a some urgency into their decision.
“Bob, I know that you said that you needed to think about it but I have Jane who just filled out an application and decided to join. I’m not sure if you completely understand how the compensation plan works but if you join before her, then you will benefit from her volume and everyone else that she’ll bring on the team. Do you want to join before her?”
This can get even more interesting when you have more than one person on the list because once one person from the list decides to join, then your leverage is even bigger. In this example Bob joined because of Jane but what will it sound like when you have 2 applications to leverage the next person?
“David, I know that you said that you needed to think about it but I have Jane and also Bob who just filled out applications and decided to join. I’m not sure if you completely understand how the compensation plan works but if you join before they do, then you will benefit from their volume and everyone else that they’ll bring on the team. Do you want to join before them?”
In this example, 1 yes when leveraged against your list of maybes turns into 3 yeses. But if your list of big enough it could turn into many more sales. It’s always good to keep track of your maybes.
Imagine the urgency that you can build if you have a stack of 5 or 12 paper applications and you are calling someone saying,
“I have 12 people that are about to join and you could benefit from their volume, do you want to join before they do?”
Powerful stuff isn’t it?
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