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“The name of the game is sorting through people, amateurs try to convince, professionals sort. We are all looking for the RIGHT PEOPLE at the RIGHT TIME in their life” — Dale Calvert, Network Marketing Guru
This is a great quote, but this quote brings to mind on how we prospect. Do you find yourself trying to convince people that you have a great opportunity or do you sort through your list of prospects to see if they’re qualified to work with you?
The one thing that gives our industry a bad rep is that a lot of us tend to try to convince someone to join us in our business venture without trying to get to know them and see what they’re looking for. That makes us appear to be selfish salespeople.
Plus a lot of people don’t like to “sell”. If they see you trying to convince them to get into business with you, then more than likely they’re going to be turned off by it.
So what do you do?
How can you actually sponsor someone into your business whether it’s online or offline without convincing them?
Simple, get to know them. Building a relationship is key in network marketing. If you want control of the conversation, be a great listener and ask questions about them. But if you find yourself doing most of the talking then they have control of the conversation.
Ok, you’ve been there and done that?
So you’re probably wondering how do you get to the part of sponsoring someone into your business.
Well here’s a sleight of hand move.
Ask them what they do for a living or any question pertaining to their employment.
These types of questions are your Power Questions!!
Some Power Questions Are:
What do you do for a living?
How long have you been working there?
What does your position entail?
How do you like your job?
This will be your pivotal point of the conversation to determine if you can expose them to your business or not. If they’re happy where they’re at in their life, by all means do not keep bugging them about your opportunity. But if they’re looking for something better so they can make extra cash, take advantage of tax benefits, or maybe have more time to spend with family and friends, then you may have the right candidate.
So the next step is to get their information. So if you’re offline marketing ask for a business card, if your online ask for their number and email address. If you have a capture page, shoot your link to them.
If you notice there was no mention of your opportunity and you know a lot about your prospect. This is all from that pivot point of building that relationship, the power questions.
To Your Success,