When I do a large recruiting training for distributors, I often say, "Everyone in the room who has a hundred or more names and phone numbers in your cell phone, please stand up." Usually almost everyone in the room stands up.
Then I say, "Everyone who has 250 or more contacts, keep standing." Half the people sit down.
Finally I say to those still standing, "If you have 500 or more contacts that you can show me right now, keep standing."
Most of the people who are still on their feet are the top leaders and recruiters in the room.
These are busy people who enjoy being constantly active, and with their huge contact list they never have to worry about finding new prospects. What's more, many of the people they know also have 250 to 500 contacts they could present the business to. It's a recruiter's dream, as constant, successful recruiting is fundamental to our success.
But how do you recruit the always-busy people-person? How can you squeeze your presentation into their already overfilled schedule? When you ask them to look at your fantastic business opportunity, they say, "I'm too busy to even consider doing anything else!"
At this point most of us immediately take that busy person off our prospect list—but the network marketing professional understands that this first brush-off is just the beginning of a very important pursuit.
Busy people often wish they could find the secret to having an income that would keep growing whether or not they worked so hard at it, because despite all they are doing there is still more they want to accomplish.
Sound crazy? It's not.
I know, because I'm one of those people—and that's exactly why I got into network marketing. I wanted to gain the financial and time freedom so I could do more.
Opening the Door
Here is the key to opening busy people's doors so you can present your opportunity: observe them well, learning about their family, business, and quests, and then design questions specifically for them before you approach them.
For example: "If I could show you a way to have more free time to work on that novel of yours so you could get it published, and still have time for your family and a constant flow of income, would that be of interest to you?" Or, "If I could show you a strategy for time freedom that would allow you to open that health and fitness spa you've been dreaming about, would that be worth getting together for?"
They will probably say "That's impossible!" And you reply with a simple, "Let's meet for coffee (or tea, depending on their preference)." Say it confidently, conveying that you have something special to talk about. Do not begin speaking about your opportunity.
If you are new to the business and haven't yet developed your own income stream, you may feel you don't yet have the credibility to ask the questions above; if that's the case, try this: "I really admire how much you are able to accomplish, but I'll bet you have even more you would like to do. Would you be willing to have a cup of coffee (tea) with me and tell me how you do it, and to share some of your dreams and goals?" Most successful, busy people are happy to share their wisdom and vision.
From Meeting to Presenting
Make sure you meet away from their office and friends. Suggest a café that is new to them. And when you meet, at the very beginning, tell them you only have an hour and then you have another appointment.
Begin with a question about them, then put 100 percent of your focus on listening. As they tell you more, ask more questions about what you can see interests and excites them. Try to get them to use up the entire hour talking about themselves, not you or your opportunity.
This is key: do not present your business at this first meeting.
When the hour is up, thank them and say you have to run. Their natural reaction will be something like this: "Wait a minute! I spent the whole time talking about me. What about you? It's not fair."
You reply, "I'd be happy to meet with you again and tell you a little about me and what I'm working on. How about you coming to my home (or office)? Would Wednesday be good or would Thursday be better?"
The best place for your presentation is in a controlled environment, with no distractions such as young kids, pets, or TV, and where you can pull out all your products and show your presentation on your computer and have an Internet connection to show your company website.
If you go to the office of a very busy person, you'll face one interruption after another. If the person says "Come to my house," that's fine. Just reply, "Sure. Do you have a room where we can have some undistracted time to talk?"
What are the key factors in recruiting the too-busy person?
Now go put the busiest people you know back on your prospect list! If you believe what you have is great, doesn't everyone deserve a chance to see it and make their own decision?
Originally from California, GARTH WRIGHT lives
in the Czech Republic. He is a global network
marketing leader with organizations in Europe, Russia,
and North and South America. He is the author of
How to Find the Giants: The 10 Key Factors
to Recruiting Leaders.