Wednesday, February 11, 2009
Recruiting Mistakes That Lose You Prospects
Did you know that there are some things you are doing right now that are actually scaring away your prospects?
Go back with me to the day you decided to get into Network Marketing and Direct Sales. What were the 3 most compelling reasons you joined?
If you're like most people you would say:
1. Freedom to enjoy the lifestyle you dream of.
2. Freedom to be in control of your time and your future.
3. Freedom to choose the people you work with.
It's all about FREEDOM!
So why is it that after you signed your agreement and got your starter kit, you approached this business with the same mind-set as you did when you worked in the rat race of Corporate?
That same working mind-set is keeping you broke!
Think about it; what do people hate about the traditional way of "working"? They hate it that they have to wake up to a blaring buzzer in their ear. They hate it that they have to work traditional hours. They hate it that their work environments are extremely structured. They hate it that they have to work with people they don't like. They hate it that they can't take a day off just because, jump in the car for a surprise long weekend.
Network Marketing and Direct Sales offers the opportunity to do all of those things and more. But when was the last time you actually did one of those things?
Your lifestyle, not your compensation plan, is your greatest witness to your prospects.
The freedom you enjoy, not your product line, is your greatest testimony to your prospects.
Living the Network Marketer's lifestyle is the ultimate benefit and the best advertising you can do to attract prospects and intrigue them enough to say yes.
When your Network Marketing business begins to look just like every other J-O-B, you are scaring away your prospects and keeping them from saying yes to your opportunity.
Here's what I discovered. There are three ultimate mistakes that Network Marketers fall into that actually scare away their prospects.
1. They allow themselves to get too busy.
Busyness is the enemy to success.
2. They fall into patterns that turn into bondage (and
look too much like traditional J-O-B's).
3. They don't have enough prospects so they get desperate
for anyone to join their company.
These were the three problems I had created in my business and they caused my recruiting to decline. As soon as I changed my beliefs and my mind-set, I began attracting people to me! I learned how to create balance in my life with small shifts in my behavior.
What about you?
Are people attracted to your opportunity by watching how you live your life? Do people look at you and WANT WHAT YOU HAVE? If not, don't think it takes money to create the change. It doesn't. What is takes is a shift in your beliefs, a change in your mind-set, and small shifts in your behaviors.
Do you know the three things you can do today to change your beliefs, your mind-set, and your behaviors?
If you could choose only one thing, what do you want the industry of Network Marketing and Direct Sales to be known for? How about freedom! Freedom to create a life you love to live!
Be the walking, talking witness of why this business opportunity is the best business opportunity and way of life available.
Be what you want to attract!
Go back with me to the day you decided to get into Network Marketing and Direct Sales. What were the 3 most compelling reasons you joined?
If you're like most people you would say:
1. Freedom to enjoy the lifestyle you dream of.
2. Freedom to be in control of your time and your future.
3. Freedom to choose the people you work with.
It's all about FREEDOM!
So why is it that after you signed your agreement and got your starter kit, you approached this business with the same mind-set as you did when you worked in the rat race of Corporate?
That same working mind-set is keeping you broke!
Think about it; what do people hate about the traditional way of "working"? They hate it that they have to wake up to a blaring buzzer in their ear. They hate it that they have to work traditional hours. They hate it that their work environments are extremely structured. They hate it that they have to work with people they don't like. They hate it that they can't take a day off just because, jump in the car for a surprise long weekend.
Network Marketing and Direct Sales offers the opportunity to do all of those things and more. But when was the last time you actually did one of those things?
Your lifestyle, not your compensation plan, is your greatest witness to your prospects.
The freedom you enjoy, not your product line, is your greatest testimony to your prospects.
Living the Network Marketer's lifestyle is the ultimate benefit and the best advertising you can do to attract prospects and intrigue them enough to say yes.
When your Network Marketing business begins to look just like every other J-O-B, you are scaring away your prospects and keeping them from saying yes to your opportunity.
Here's what I discovered. There are three ultimate mistakes that Network Marketers fall into that actually scare away their prospects.
1. They allow themselves to get too busy.
Busyness is the enemy to success.
2. They fall into patterns that turn into bondage (and
look too much like traditional J-O-B's).
3. They don't have enough prospects so they get desperate
for anyone to join their company.
These were the three problems I had created in my business and they caused my recruiting to decline. As soon as I changed my beliefs and my mind-set, I began attracting people to me! I learned how to create balance in my life with small shifts in my behavior.
What about you?
Are people attracted to your opportunity by watching how you live your life? Do people look at you and WANT WHAT YOU HAVE? If not, don't think it takes money to create the change. It doesn't. What is takes is a shift in your beliefs, a change in your mind-set, and small shifts in your behaviors.
Do you know the three things you can do today to change your beliefs, your mind-set, and your behaviors?
If you could choose only one thing, what do you want the industry of Network Marketing and Direct Sales to be known for? How about freedom! Freedom to create a life you love to live!
Be the walking, talking witness of why this business opportunity is the best business opportunity and way of life available.
Be what you want to attract!
Who Makes The Most Money In MLM?
When asked, 'Who makes the most money in MLM?' I answer their question with a question.
'Do you mean in dollars or PSU's?'
And naturally, the rookie gets a quizzical look on their face and asks the expected question,
'What's a PSU?'
I smile, and say, 'The top network marketers in the world are the best at solving other people's
problems. Rather than getting paid once with a dollar, a pound, a yen, or a deutschemark, they
prefer to earn over and over again in Problem Solving Units...'
You see, if you have a prospect that has problems with their finances, their lack of time freedom,
their lack of job security, their lack of recognition, you have a far better earning opportunity than in trying to sell them some wonderful multi-level website, shampoo, vitamin, long-distance, or water filter.
It's easy to sell them some of your product. It takes a far more patient networker to uncover
a prospect's problems, and then show them a solution.
The highest paid networkers in the world are simply the best at finding and solving problems.
Far more people in the world have dissatisfaction with money and freedom issues than anything else,
even weight loss. Only 52% of North Americans are overweight, but 4 out 5 don't love their job or
their income.
Product enthusiasts argue that product has to move. Absolutely. Huge quantities of mlm products move as a by-product of solving people's financial and time freedom problems.
By patiently asking significant questions, problems can be uncovered one by one. Want a good example?
Anyone under the age of 45 today will need one million dollars saved up to retire comfortably.
Does your prospect have a solid plan in place and working well to get them there? Can you show them
a way to get there a little bit faster?
Do you think the 4 out 5 adults aged 25-55 who are way behind in saving for retirement worry about it?
Absolutely!
Do you want to join the ranks of the highest paid networkers in the world? Become extremely proficient
in uncovering people's problems and then showing them how your opportunity can help them solve those problems.
'Do you mean in dollars or PSU's?'
And naturally, the rookie gets a quizzical look on their face and asks the expected question,
'What's a PSU?'
I smile, and say, 'The top network marketers in the world are the best at solving other people's
problems. Rather than getting paid once with a dollar, a pound, a yen, or a deutschemark, they
prefer to earn over and over again in Problem Solving Units...'
You see, if you have a prospect that has problems with their finances, their lack of time freedom,
their lack of job security, their lack of recognition, you have a far better earning opportunity than in trying to sell them some wonderful multi-level website, shampoo, vitamin, long-distance, or water filter.
It's easy to sell them some of your product. It takes a far more patient networker to uncover
a prospect's problems, and then show them a solution.
The highest paid networkers in the world are simply the best at finding and solving problems.
Far more people in the world have dissatisfaction with money and freedom issues than anything else,
even weight loss. Only 52% of North Americans are overweight, but 4 out 5 don't love their job or
their income.
Product enthusiasts argue that product has to move. Absolutely. Huge quantities of mlm products move as a by-product of solving people's financial and time freedom problems.
By patiently asking significant questions, problems can be uncovered one by one. Want a good example?
Anyone under the age of 45 today will need one million dollars saved up to retire comfortably.
Does your prospect have a solid plan in place and working well to get them there? Can you show them
a way to get there a little bit faster?
Do you think the 4 out 5 adults aged 25-55 who are way behind in saving for retirement worry about it?
Absolutely!
Do you want to join the ranks of the highest paid networkers in the world? Become extremely proficient
in uncovering people's problems and then showing them how your opportunity can help them solve those problems.
Call Reluctant & Afraid of Rejection
Now call reluctance is a term used in sales and network marketing to mean that the salesperson or the network marketer hesitates or procrastinates making calls to prospects. So to help a person get past this we need to figure out what caused this reluctance.
Reluctance means: unwillingness; offering resistance; opposing.
A network marketer knows he/she should make calls in order to build his/her business but - - is unwilling
to or is resistant to or is opposed to making the calls. So instead of making calls they bury themselves in a guilt ridden corner and mentally beat themselves up. Sound familiar?
So just what might cause a person to be unwilling to make calls?
I've written a list of items that "cause" a person to be unwilling, resistant or opposed to making the
calls. This will be a good check list to help a person in your downline find out why they're not
being successful.
1) Has she decided exactly what she wants to achieve with the business? Ask her what it is.
2) Has she written a plan of how to achieve it? Ask her if you can see it.
3) Is she working that plan? Ask her to show you where she currently is on the plan.
4) Does she know all the "parts" that make up building her business?
a. Does she have a lead source? Ask her to show it to you.
b. Does she know how to get customers? Ask her to get one while you watch.
c. Does she know how to service customers? Ask her to show you how she does it.
d. Does she know how to get distributors? Ask her to show you how she gets one.
e. Does she know how to train distributors to get customers?
f. Does she know how to train distributors to get distributors?
Ask her to train one while you watch, or introduce someone to you who she has
trained that can get distributors. Ask that person to demonstrate how they get
a distributor.
WHATEVER SHE CAN'T SHOW YOU IS THE REASON FOR CALL RELUCTANCE.
Afraid of rejection is garbage. Anyone who says that that is their reason, you can easily call their
bluff by setting a tape recorder on a table and ask, "Invite me to come to your business meeting." They
can't do it. Why? It's not fear of rejection...
AFRAID OF REJECTION, OUT OF COMFORT ZONE, CALL RELUCTANCE, AND ANY OTHER FANCY PHRASE A PERSON CAN COME UP WITH IS ONLY A MASK TO COVER UP WHAT THEY DON'T KNOW HOW TO DO.
I DON'T CARE IF THE PERSON HAS BEEN IN SALES FOR 20 YEARS
– IF THEY WON'T DO IT, IT'S BECAUSE THEY DON'T KNOW HOW.
Fear, fear of rejection, and/or call reluctance is the same animal – not being able to predict an outcome.
That's the basis of all fear. The person just simply can't predict what will happen if they do something.
If you go bungee jumping – it's the inability to predict the outcome that causes fear.
Reluctance means: unwillingness; offering resistance; opposing.
A network marketer knows he/she should make calls in order to build his/her business but - - is unwilling
to or is resistant to or is opposed to making the calls. So instead of making calls they bury themselves in a guilt ridden corner and mentally beat themselves up. Sound familiar?
So just what might cause a person to be unwilling to make calls?
I've written a list of items that "cause" a person to be unwilling, resistant or opposed to making the
calls. This will be a good check list to help a person in your downline find out why they're not
being successful.
1) Has she decided exactly what she wants to achieve with the business? Ask her what it is.
2) Has she written a plan of how to achieve it? Ask her if you can see it.
3) Is she working that plan? Ask her to show you where she currently is on the plan.
4) Does she know all the "parts" that make up building her business?
a. Does she have a lead source? Ask her to show it to you.
b. Does she know how to get customers? Ask her to get one while you watch.
c. Does she know how to service customers? Ask her to show you how she does it.
d. Does she know how to get distributors? Ask her to show you how she gets one.
e. Does she know how to train distributors to get customers?
f. Does she know how to train distributors to get distributors?
Ask her to train one while you watch, or introduce someone to you who she has
trained that can get distributors. Ask that person to demonstrate how they get
a distributor.
WHATEVER SHE CAN'T SHOW YOU IS THE REASON FOR CALL RELUCTANCE.
Afraid of rejection is garbage. Anyone who says that that is their reason, you can easily call their
bluff by setting a tape recorder on a table and ask, "Invite me to come to your business meeting." They
can't do it. Why? It's not fear of rejection...
AFRAID OF REJECTION, OUT OF COMFORT ZONE, CALL RELUCTANCE, AND ANY OTHER FANCY PHRASE A PERSON CAN COME UP WITH IS ONLY A MASK TO COVER UP WHAT THEY DON'T KNOW HOW TO DO.
I DON'T CARE IF THE PERSON HAS BEEN IN SALES FOR 20 YEARS
– IF THEY WON'T DO IT, IT'S BECAUSE THEY DON'T KNOW HOW.
Fear, fear of rejection, and/or call reluctance is the same animal – not being able to predict an outcome.
That's the basis of all fear. The person just simply can't predict what will happen if they do something.
If you go bungee jumping – it's the inability to predict the outcome that causes fear.
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