What Is Your Prospect Feeling When You Are Talking?
by Doug Firebaugh
Many network marketers today do a lot of talking when prospecting. They believe that they are keeping the attention of the prospect and think that the prospect is enthralled with their conversation.
They are wrong in many cases.
The prospect is not that interested in what you want to sell them or get them to do. They are more interested in how they are feeling about you as a person and distributor. Emotions determine much of the success in network marketing, and you need to make sure that they are feeling the right intentions and focus from you in your prospecting.
When a prospect is considering buying your product or maybe joining your company, that's a good thing. But the challenge is that they may be feeling something from you that is turning them off.
1) A Selfish Focus
This will turn most people off because the secret to powerful prospecting is not what you get out of it, but what the prospect can get out of what you bring to the table. Your focus should be solely on what benefits them.
Would you be willing to talk to a prospect if you knew that the person probably would not want to join you, but you knew that you could help her in some small way?
If you answered yes, then you are well on your way to powerful and passionate prospecting.
2) Pressure of Any Kind
Pressure will turn people away quicker than anything. Why? It reeks of desperation. Desperate people are not only hard to be around, but hard to do business with as well.
"I am not sure this is for you, but let's explore some options that may reveal if it is or not..." is a powerful way to take off the pressure and demonstrate the professionalism that is often missing in network marketing.
3) Big Promises
"Hurry! Come to the big tent and see how you can get rich in twelve minutes! And see the three-headed horse as well!"
This is what network marketers often sound like when they are prospecting. They look and sound like clowns.
Here is a tip:
Do not make any promises, but only assurances that you will be there with them, and be there for them to help them to help in any way you can.
Promises that seem too good to be true generally are. You want to be known for your down-to-earth approach, not some "Let's hype them up!" fantasy.
Do not sound -- or act -- like a barker at a circus. It will not work in your prospecting efforts. Let the clowns stay with the circus.
What is your prospect feeling in your presence?
Say this: " I really appreciate your time, and want you to know that I am not sure if this would be something that would be right for you. Let's just explore some options together and see how this feels, and then we will know if we really need to talk any further. Does that sound fair?"
Let's make sure there is a magnetism that pulls people towards you, not one that pushes them away from you in your prospecting approach.
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