A successful network marketing business is dependent on building a solid team of “A” players who will produce and duplicate.
So needless to say it’s important to prospect the right people.
Most network marketers (I have done this in the past) are so desperate for a quick buck they’ll recruit just about anyone who is breathing.
I get it, you are excited because someone is interested in your product or opportunity.
I hate to spoil your day but you can spend so much time trying to motivate these folks who are not motivated, lazy or just want a hobby and think about it; time is money.
Or you can focus on recruiting the rock stars who will actually make sales, build your organization and they will not require you to hold their hand through the entire process.
So how do you qualify prospects?
And ensure you’re only focusing your attention on the cream of the crop?
You have to understand the psychology of prospecting and knowing the right questions to ask your prospects. With an effective qualification process, you can easily figure out which prospects are worth your time, and which are best left alone. I will admit that I wish I had done more of this in the early stages of my MLM career.
Think about it…who do you want to work with? If you can hand pick those you truly want to work with, wouldn’t you?
OK, let’s get into the nitty gritty shall we, let’s see what world class closers ask to get the right folks to join their teams.
Is now a bad time to talk?
Chris Voss is an ex-FBI hostage negotiator. Think about that: this means that he always had to ask the right questions, in the right way, at the right time, while the person on the other end of the line very likely has a gun pointed to someone’s head. Talk about intense.
His forte was asking non-threatening questions the other person couldn’t help feel compelled to say “yes” to. Think about it he had to make sure the criminals didn’t get all excited or jumpy and well you know where I’m going…
So how did he get folks to say yes?
Well, he asked them a “no” oriented question like, “is now a bad time to talk?”
Now doesn’t that seem odd?
Maybe a bit awkward? I think that is a yes and now. You see people hate to commit. They look for excuses to say “NO” as quickly as they can. They don’t want to hear your spiel. So what do you do by asking a “no” oriented question, you are removing all the pressure, giving the other person a chance to walk away taking away their desire to say “No.”
I think this is called reverse psychology.
“If you could create the ideal situation… what would you change?”
Brian Tracy shared how to do this in a way that allows you to get all the information you need from the person.
This is an open-ended question that works two ways:
- First, it creates a hypothetical situation in which the potential prospect can imagine anything they want, which allows you to focus on helping them achieve this ideal future.
- Second, these questions identify what is working and what isn’t working, creating a link between an imaginary future and the reality they have now.
Use this one verbatim, because well there’s nothing you can do to make it better…it’s a great question.
“Other than yourself, who else might influence the decision?”
Grant Cardone, is one of my favorite influencers and he recommends this question quite often. What happens to those of us in network marketing or anyone trying to start their own business? They get discouragement from those closest to them or around them.
When I told my parents I was going to start a business and chose a network marketing opportunity the first thing they said was “Those businesses are pyramid schemes?” and “You can’t make any money with those businesses?”
Many folks have heard stories of dishonest, unethical, and outright scammy business opportunities; your family is just watching out for you. This question helps you move your prospect or customer away from negative thinking.
“Are you happy or satisfied with what you’re currently doing?”
People are rarely happy with what they’re doing. Everyone’s got something or other to complain about.
This question is almost guaranteed to engage your prospect emotionally while allowing you to gather key information about their fears and dreams.
It’s also a great way to build rapport by showing real interest in the other person, creating a relationship.
I hope these questions help you learn more about prospecting the right people into your business. Keep in mind that network marketing is networking.
If you want to learn more I’d like to invite you to check out a step-by-step social media training by Julie Burke. She’s a multiple six-figure earner in network marketing, who personally sponsored over 270 reps and grew a team of 8,300 distributors, all from the comfort of her home, in just 3 years.