For a gazillion reasons that I’ll address in future posts, untrained network marketers tend to “prospect down,” rather than “prospect up.” What I mean by this is that someone new to network marketing makes a list of the people that they think will be most interested in MAKING money (i.e. the people they know that have no money) and those are the people that they target first.
Naturally, when they hear “This is great, but I can’t afford it right now” (whether it’s a $9.95 item or a $19,995 item…makes no difference) they become discouraged and quit.
If you find that you’re among the many who “prospect down,” it’s time for a check up from the neck up: Who do you know with the ambition, skill set and drive to grow a large network marketing organization? Hint: They already own a business or are successful in their chosen field.
“B-b-b-but I can’t approach Larry! What would I say to him? He’s already successful. He doesn’t need me.”
Really? That’s just a lie that you’ve told yourself to stay happy in your comfort zone. I’m here to shake that notion up. I’d like you to ask yourself who made you so powerful, so all-knowing, that you can presume to select who among your acquaintances is deserving of success and who is not? Because if you’re deciding FOR Larry, before you’ve even presented him with sufficient information to make the choice for himself, then that’s exactly what you’re doing: Making Larry’s choices for him.
Enough with the hard line. Chances are good that you’ve never considered that your reluctance to “prospect up” is taking away someone’s ability to decide for themselves. And chances are also good that you have no idea how to approach someone already in business or holding a “successful” position.
Here are a couple of ideas to make it easier for you:
Pick up the phone and make that dial! Your chances of talking to that busy person are much greater than your chances of popping in at their place of work and catching them with some free time. A phone call is shorter and will work well for your purposes.
When you get them on the line, keep it short and upbeat:
“Hey, Larry, this is Donna Cicotte in Canyon Lake. I just have a quick and crazy question for you. If there was a system that was generating your partners more money than they could spend every week, would you want to know about it?”
Larry’s going to say yes (who wouldn’t?) and that’s when you say “Great! Here’s my (website).”
You want to have a tool to send Larry to, whether that’s in the form of a website, a magazine that you’re going to drop off or mail to him, a video that you’ll send him a link to; the point is to send Larry to a tool so that you’re not doing the telling and selling.
Be careful though! Often times someone will say “Just tell me what it is in a nutshell.” What that translates into is: Tell me enough about it so that I can tell you I’m not interested.”
How do you respond? Simple! “Larry, if there were a system that was generating your partners more money than they could spend every week…would you change it?”
Larry will say no.
You respond with “Great! Here’s my system.” And then give him a specific call to action. “Go to my website at www.xyz , click on the link that says (fill in the blank) and then we can have a much more intelligent conversation after that. Fair enough?”
Be impeccable in your follow up.
What do you do when YOU’RE the one being pitched?
Listen for a minute and then interrupt the person prospecting you – and remember: never speak ill of a competitor. “Great company, ABC Company! My partners know some of the leadership over there. How long have you been with ABC Company? How many people have you personally recruited? How many people in your organization? What was your sales volume last month?”
As you get the answers to the questions that you’re asking, respond with “Fantastic! Hey, I love to make new friends in this industry…do you mind if I keep in touch with you every couple of months and see how you’re doing? And would you mind if I sent you a package of information? It’ll keep you up to date on what’s going on over here.”
Piece of Cake! You turned the tables and subtly became the one doing the prospecting!
Now, sometimes folks will say to me, “But Donna, I’m not making more money than I can spend in a week, so how can I make that claim?”
You’re not claiming that you make more money than you can spend every week; you’re inferring that your partners do. And you’re not claiming that you know the leadership at company ABC in the second example; you’re saying that your partners do. And guess what! Someone in your upline IS making more money than they can spend every week, and someone in your upline DOES know someone in leadership at company ABC.
Because you’re a part of this amazing network marketing/direct selling industry, everyone in your organization IS your business partner: In the best of companies, it doesn’t matter if you’re talking upline, downline or crossline, it’s one for all and all for one! You’re not out of integrity.
Now, relax, get comfortable with these word tracks and put them to use. “Prospect up” and become master of your own destiny! Teach your team to do the same and before long, you’ll be the business partner they refer to when they ask: “If there were a system that was generating your partners more money than they could spend every week, would you change it?”