Most of us are probably guilty of doing this when we started so don’t feel bad if you are doing this now. So here is the typical scenario: When you finished signing up with your new MLM business, you were very excited to tell everyone so you proceeded to give the “Quickie Presentation” about your company’s products and compensation plan over the phone or even in person. You probably didn’t mean to; but you just wanted to give your prospect all the information at once. When they rejected you, you couldn’t understand why and to add to it, you took it personally. Now place yourself in your prospect’s shoes. How would you feel if someone did that to you? I’m going to guess, not so great.
Mistake #1 – Do not pitch your business opportunity from the start. When you do this, you are losing your most valuable asset: curiosity! If your prospect knows everything about your company, but not in a good way, there is no need to attend a professional presentation. They have decided they now know everything they need to know to make a rational decision.
So what do you do instead?
You need to take yourself out of the presentation equation and let the seasoned professionals do it for you. This could be done with a webcast, webinar, DVD or a live presentation given by your sponsors. Doesn’t that sound easier? All you need to do is create enough curiosity for them to want to see the presentation. That means keeping it very simple and short. Less is so much more. For more on this please read my earlier post – Showing a Business Opportunity the Professional Way.
Mistake #2 – You didn’t find out your prospect’s motivation in the beginning. Asking questions about their needs and wants gives you a target, so to speak. Without a target, you’re hoping that something you say will trigger something in them to want to do business with you. This is a very low percentage way of doing business. You are also coming across as a salesperson, which is probably the biggest mistake of all, rather than as an advisor.
Asking a lot of questions is great and the key to establishing yourself as the expert but you also need to listen intently. If you’re asking question after question and not really paying attention to what they are answering, they will think that you don’t care about their needs and wants.
When you ask about their needs and wants and they reply with “I need to make some money”, ask why they need the money. This will give you the root of their motivation. If they are unwilling to give you an answer, they are probably not going to make a great business partner so don’t be afraid to let them go.
Once you know their motivation, you can personalize your approach by giving them the information they need to solve their problems.
Please let me know if you have experienced this before. I look forward to hearing your comments.