I'm shy...how can I change and learn how to overcome my fear of talking to people or selling to strangers?"

Great question; let's back up a little. Have you ever noticed that successful network marketers tend to have a positive personality type? Do you suppose that positive attitude came from their being already successful? Or, could these people had started out with positive attitudes--and then had those positive attitudes propel them to become successful network marketers?

Is this a chicken-and-egg question? No, it's actually pretty straightforward:

It's pretty easy to have a great attitude when you are already successful; but the truth is, usually the positive attitude comes first and demonstrates itself by attracting success.

How can people overcome their fear of contacting prospects? It's a matter of desire; people usually get what they want most.

For instance, say we are faced with a choice between watching a good television show and attending an opportunity meeting. Some people will want to see the television show more than they want the success that comes from attending opportunity meetings with guests. They will choose to watch television--because they truly want that more than the long drive to hear a boring speaker at the meeting.

The same holds true when talking to people. What do you want more:

  • a calm, non-threatening day-to-day life devoid of rejection, or

  • prospecting success?

  • Sobering question, isn't it? Many people say they want success--but deep down they want activities that pose a lesser challenge.

     

    What Your Prospects Would Really Like to Know

    When I conduct training workshops, I don't spend any time talking about my credentials. In fact, I don't even introduce who I am. The workshop participants don't care about my credentials. And they're right: my credentials won't make them a cent.

    I wrote six books on how to sponsor distributors. So what? Not a single one of those workshop participants will earn a single extra dollar in his or her bonus check because I wrote those six books. Even if my credentials included a Ph.D. degree in networking, my credentials don't mean a thing.

    Why not? The training workshop attendees don't want to know about credentials, they want to know about experiences.

    Neither book theory nor my personal bank account balance will put any money into the workshop participants' pockets. Real-life experiences, case studies, proven real-world strategies and techniques are what distributors want to hear.

    The same principle applies to sponsoring. What don't your prospects want to know?

    All these things are things you have accomplished. Your prospects may not believe they have the same skills or abilities to match your accomplishments.

    So, what do your prospects want to know? Experiences. They want to know how you have helped other people, in circumstances similar to theirs, to become successful.

    If you're successful in networking, you should have lots of these real-life experiences to share with prospects. Your prospecting and sponsoring presentations will be easy.

    For instance, let's say that you have your own Web page. One of the links on your home page could send prospects to a special page where some of your distributors tell their stories. A few of your distributors might have a story like this:

     

    I joined on August 1. Of course, I was nervous. I didn't know anything about having my own business. However, my sponsor [that's you] sat down with me and we filled out a short "to do" list. My sponsor did all the talking and presenting for the first three days. I observed.

    Well, after those three days I already had six new distributors in my organization and was eligible for my first bonus check. For the next two weeks I worked closely together with my sponsor [that's you]. Now I have 21 new distributors on my team.

    I wouldn't have even started in this business without the help and assurances of my sponsor [that's you]. Now I'm on my own and this business just gets better and better.

     

    If a prospect read this on your web page, what would the prospect think? I bet he'd think:

    "Wow! Everybody promises support and they say that their business is easy, but this person really delivers."

    Which person? The sponsor. That's you.

    What if you're not yet successful in networking, or just starting? What should you do then? Sounds like a great time to start building your successful experiences. Instead of sponsoring wide, wide, wide, why not concentrate on your best distributor? Put some extra effort into helping that distributor make it to the top--and then you'll have not only a happy and successful distributor, but also a great story.

    Once you have your first success story, move on to your next. You'll soon get the reputation of being "somebody who makes people successful." That's a great reputation to own; prospects will be attracted to you.

    Prospects don't care what you've done for yourself: they want to know what you have done for the people you sponsored.

     

     

    TOM SCHREITER
    writes Fortune Now (www.fortunenow.com), an online newsletter for network marketing leaders.