Everyone says network marketing is all about relationships and building them. That’s great to know right? Now there’s a lot of you that are just natural connectors and can talk to anybody about anything. Everyone just love talking to you. But what about the rest of you who have a hard time connecting with people? How can you trigger the minds of your prospects?
In a blog entitled “The Process: Network Marketing Is About Building Relationships” I talked about the basic personality types. There are 4 personality types which are in each and everyone of us. One dominates the rest. In the blog I describe each one and how you would sponsor a prospect with a certain dominant personality type.
To those that have a problem connecting, this may sound easier said than done. You may be wondering if there’s something more to it. Well of course, the answer is yes!!
Off and on I have been studying something called NLP (Neuro Linguistic Programming). It’s basically a set of rules and techniques used to better interpersonal communication as well as self improvement.
One great thing to know is that there is a “syntax” that you must pay attention to when talking with your prospects. This syntax is linked to your 5 senses (site, hear, feel, taste, smell), but in NLP three of them are commonly used which are visual, audio, kinesthetic. They are called submodalities in NLP. When talking to your prospects you want to pay attention to the order of these submodalities and figure out the dominant one. For example: If you ask someone how was the last training, they can answer:
1. After I saw(Visual) Mike Dillard get up on stage and speak(audio), I had a great feeling(kinesthetic) that my success was coming soon.
2. A great rush came over me (kinesthetic) after I heard (audio) Tom “Big Al” Schreiter on the training call. I can actually visualize (Visual) myself on a cruise to Tahiti.
On the first one the order of submodalities were Visual, Audio, Kinesthetic, where visual was the dominant sense. In the second answer the oder was Kinesthetic, Audio, Visual where Kinesthetic was the dominant sense. So when speaking to someone, especially a prospect, you would speak to them depending on the order of their submodalities.
After knowing their syntax you may want to ask another respond like this to each:
1. That’s great to know. Seeing (Visual) Mike Dillard on stage and listening (Audio) to him has given me a assurance (Kinesthetic) to keep going in my business.
2. I was so anxious (Kinesthetic) when I first met Big Al. He spoke (audio) to me, reassuring that all that envision in my dreams (Visual) are possible.
If you use this techniques of syntax, it’s a great way to trigger something in your prospect to get them interested in you.
Now that we got the submodalities out the way, lets take it a little further. People in general process information differently. How is it that someone can look at the same piece of art or listen to the same speech and have a difference of opinion about it? Metprograms are the answer. According to Wikipedia, metaprograms are the internal programs (or sorts) we use in deciding what to pay attention to. We distort, delete, and generalize information because the conscious mind can only pay attention to so many pieces of information at a given time. Example:
– There are people that love detailed information about your business and there are others that just like for you to get to the point.
– There are people that want to know if a lot of people are doing your business, while others want to be the one that are “dare devils” and really don’t care about the opinions of others too much
– There are those that want to do your business for themselves, while others want to know only do it for themselves but find it as a way to help others.
– There are those people that are on your team and always agrees with the rest of the team, while others are in disagreement most of the time and seem to find a loophole.
There are both advantages and disadvantages to these characteristics, but the main thing is to make the best out of them and learn from each. When engaging in a conversation with each, the best thing to do is to reciprocate how they process information by either repeating what they said in your own words or to give them the information of what they are focused on.
There are many more meta programs. When talking to a prospect you want to figure out how they process their information. Whether they like detailed information or maybe they just want to be different and standout from the rest. Either way it goes, this is another great way to trigger something in their mind to build a great relationship.
If you want more information about NLP a great book to check out is Anthony Robbins’ “Unlimited Power”. This book will help you build better relationships whether it is business-related or not.
If you found this information helpful, Go ahead and download the free ebook “Success In 10 Steps” for further education on prospecting as well as to grow your network marketing business. You can find it on my website “MLM Is About You!”