Why anyone in network marketing would want to give a presentation to a prospect before properly qualifying him/her is beyond me.
Unfortunately, most distributors/dealers do just that. They launch right into the business opportunity presentation without first confirming that they have a worthwhile prospect. This is a terrible mistake.
Seasoned veterans in network marketing who are earning big money don't usually make this critical mistake, at least, not anymore. They are, understandably, fed-up with unqualified prospects that have no problem wasting their valuable time.
How would you like to learn, once and for all, how to make sure you are always:
Going on appointments that are high probability enrollments for you?
Giving your presentation to serious and motivated prospects only?
Disqualifying the wrong prospects at the right time?
All you have to do is ask The Basic Qualifying Question plus...(and this is especially important)...get a definite positive commitment from your prospect(s) to this question before advancing your presentation.
Actually, you can, and should, ask the BQQ several times throughout your presentation. And if your prospects don't answer that question every time with a positive response, it's time to pack up and leave. (If you don't believe me, just ask the pros in your MLM organization that earn the big bucks what they do when they discover that their prospects are not serious or motivated.)
So here goes, how to eliminate prospects from wasting your time, energy and money by simply asking a Basic Qualifying Question in the five key areas of your presentation:
1. To Qualify the Appointment
Whether you're making outbound calls, taking inbound calls or using the "three-foot rule" to meet people, before you make the appointment with your suspect, ask this BQQ to make sure they are a prospect for you:
"If I could show you a part-time business that could provide you with an extra monthly income and more freedom to do the things you want to do, would you want to take a look at it?" (When they say yes, make your appointment.)
2. To Qualify the Demonstration
It's a good idea to get to know your prospects a little better when you're sitting down with them for the first time in an appointment. You can do this by asking questions about them and their situation. If you're good at this, you will uncover some problems they have that your network marketing business will solve for them.
However, just before you offer solutions (benefits) to those problems, set the stage to enhance your demonstration dramatically by asking a BQQ like this:
"Mr. and Ms. Jones, you told me that you were looking for a part-time business that would give you more freedom and an extra monthly income...is that right? (They will say yes.) If I can show you tonight how my company's marketing program can meet your needs to your satisfaction, are you folks ready to take the next step and get started?" (When they say yes, you are assured that you're giving your demonstration to extremely well qualified prospects.)
3. To Qualify a Request
When your prospect requests something of you that you know you can deliver, instead of just giving it away, make him/her qualify for it by answering another BQQ:
"Fred, what you're telling me is that you would not feel comfortable calling your close friends and family members all by yourself...is that right? (He will say yes.) If I agree to make the first eight or ten calls with you and train you in the process, would that be helpful in getting you started?" (Notice how this BQQ is also a wonderful subtle close.)
4. To Qualify Resistance or Objections
Do you ever get resistance or objections as you present your program to your prospects? Silly question...of course you do. When your prospect gives you an objection that you feel you can handle, before addressing the objection, ask a BQQ to get a commitment:
"Ms. Smith, you say that you don't want to be in a business where you have to do direct selling...is that right? (She will say yes.) If I can show you how to build a long-range monthly residual income without having to be good at direct selling, would that work for you?" (When she says yes, you have just eliminated the selling objection...just like that.)
5. To Qualify an Action
When you "feel" that your prospect is not ready to make a commitment to your business, you can still "advance" the sales process, and keep it alive, by getting your prospect to agree to a positive action.
One of the best ways to introduce this action step, is to suggest it in the way of a BQQ:
"Barbara, because I'm new in this business and still in the learning curve myself, perhaps I could ask my upline sponsor to help us out. If I can arrange a three-way call with her to have your questions answered, would you be willing to set aside a few minutes for the call?"
There you go...five different ways to make sure you're spending your time with the right prospects. From now on, do like the top money earners do: qualify prospects in the beginning and all throughout your entire presentation. You'll be glad you did.
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