Successful Network Marketing Prospecting and Recruiting

If you’re in Network Marketing, when you begin talking to people, it’s very important that you keep things simple. If you make things seem complicated or confuse people, you will only hinder your own growth. When people are confused about becoming a customer or getting involved in the opportunity, they will do absolutely nothing except wait.

Introduction to Prospecting

The goal behind making telephone calls to your prospects is not for you to be doing the “selling”. Your marketing site is designed specifically to do the selling, presenting and explaining – so let the marketing site be your tool for that part of the process. The marketing site never sleeps, it is never in a bad mood, and delivers a persuasive and consistent sales message every time.

Your job when calling your leads and prospects is to be interviewing and sorting for serious prospects and finding out their needs. The system should help you see who is really interested, but it is best to call all of your prospects within 24 hrs. This practice lets them know there is a real person behind this opportunity and allows you to gauge their interest level. The reality is that you are selling yourself through your tone of voice, enthusiasm, attitude, and body language.

Remember, you don’t need to be a top salesperson to be successful. Not at all! Let your website give your prospect the relevant information about the opportunity, product, industry or compensation plan.

One of the keys is to speak to as many good quality prospects, on a daily, weekly and monthly basis, as possible. It can take up to 90 days to fill up your marketing funnel and start seeing big results. Be patient and don’t give up too soon! Those that last – will finish with incredible results!

When it comes to prospecting, always keep in mind the law of averages – some will, some won’t and there is always someone next!

Once you build momentum, it will get easier and easier and you will see your profits multiplying. Make sure you have a marketing or business plan and stick to it! Set your goals and stay with them.

Anything you do often in life – you eventually become good at. Prospecting is no different. When most people start calling prospects, it doesn’t feel very natural. You may be nervous because it is not something you are accustomed to. But, the more you call, the more it will become second nature. Anything you are new to will be a little awkward and different at first – that is to be expected. However, the more you make calls, the more comfortable and effective you will become on the phone.

Success Tip: Do the uncomfortable – until it becomes comfortable!

When you talk to your prospects, remember that it is NOT about you. It is about THEM; Learn to ask questions to find out their needs, strengths, interests, and goals. Use the contact management system to take notes on all your prospects.  Let them know that you are genuinely interested in their needs and that you really do care about them. This is huge! But, also remember to not spend too much time with the wrong people.

Essentially, you are a sorter. You are sorting through the wrong people to find the right people!

The system automatically sends your prospects automatic follow-up emails written in your name. They are terrific emails that persuade your prospect to visit or return to your marketing site. However, nothing can replace personal follow-up via the phone. It is not uncommon in this industry to see prospects get started after many months (and in some cases years) of follow-up. The key is that the timing has to be right for them.
You don’t want to make the mistake of approaching your home business with a short-term approach. Think long-term! You are a business owner. And, building a business (any business) takes time and consistent effort over time. It may take some time to find your flow and get the results you so eagerly desire. Keep re-investing back into your business and yourself on a monthly basis. Invest in your advertising, lead generation, education, training, personal development and motivation – and you will see results!

Leaving Voicemails

The cornerstone to success in this industry is building relationships!

Often, this will be accomplished in person. However, whether you are building in your local market, nationally or internationally – a good portion of your relationship building efforts will most likely take place over the phone.

Moreover, whether you are making an initial call to a contact or you are following up with a prospect that has visited your marketing site – there are going to be plenty of times where you will not reach them live and need to leave them a voicemail message.

Leaving an effective voicemail can generate return calls and traffic to your website.

There are different situations that require different messages. Always remember, that the most effective voice messages that generate the best results are – short, to the point and contain a clear call to action!

Moreover, how you leave the message is equally or more important than the exact wording you use. In other words, it’s probably more important how you say what you say versus the actual wording you use.

Below are some sample voicemail messages.

Experiment with them and add your own touch and style to find what works best for you. Everyone is different and different approaches work differently for different people. Find what works best for you!

Voicemail Scripts for People that have Not Visited Your Site

To Generate a Return Phone Call:

Hi [First Name], this is [Your Name], calling from [Your Location or Company Name].

I am getting back to you with the information you requested about starting your own home business.

You can reach me at [Your Phone Number].

Timing is important. Contact me at [Your Phone Number] as soon as you receive this message.

Again, this is [Your Name] and I look forward to speaking with you soon, [First Name].

To Generate a Visit to Your Website:

Hi [First Name], this is [Your Name], calling from [Your Location or Company Name]. I am getting back to you with the information you requested about starting your own home business.

We have a special website setup with the information you requested. Here is the website with the information: [Your Website Address]

Timing is important. As soon as you can get online, please visit: [Your Website Address]  Also, here is my phone number so you can contact me: [Your Phone Number]

Again, this is [Your Name] and I look forward to speaking with you soon, [First Name].

Voicemail Scripts for Prospects that have Visited Your Site

To Generate a Return Phone Call:

Hi [First Name], this is [Your Name], calling from [Your Location or Company Name].  You recently visited my website to learn more about starting your own home business.  I have some additional information for you.

You can reach me at [Your Phone Number].  Timing is important. Contact me at [Your Phone Number] as soon as you receive this. Again, this is [Your Name] and I look forward to speaking with you soon, [First Name].

To Generate a Return Visit to Your Website:

Hi [First Name], this is [Your Name], calling from [Your Location or Company Name].

You recently visited my website to learn more about starting your own home business. Our website has all the information you will need to learn about our industry, company and opportunity. Here is a special website that will give you access back to my site: [Your Revisit Website Address]

Timing is important. As soon as you can get online, please visit: [Your Revisit Website Address] Also, here is my phone number so you can contact me: [Your Phone Number]

Again, this is [Your Name] and I look forward to speaking with you soon, [First Name].

3-Way Call Guide

Using the 3-Way Call effectively is an extremely powerful tool in building your business. It provides validation and removes you from having to be the expert.

What is a 3-Way Call?

A 3-Way Call is another exposure method. And, more importantly, it is one of the most effective ways to close your prospect and collect a buying decision. Plus, when done correctly, it sends a powerful message to your prospect that you are not the expert and they will not have to be an expert either to be successful.

This is just like using your marketing site to explain and present the opportunity. The website is the tool that you are using. In this situation, you are using the 3-Way Call as yet another tool or resource.

How to Prepare

You must have a list of people that you can use as your third-party expert to conduct the 3-Way Call. Your sponsor and other upline leaders and cross-line leaders are the most effective third-party experts.

Make a list of people in your company that are willing to be your third-party experts for 3-way calls. Make sure you have their name, rank or title, location and their general availability for 3-way calls. Have this information printed out and available when you are prospecting.

How to Conduct a 3-Way Call

When you have a qualified prospect on the phone – who has been exposed to the information about your company and opportunity and they have some questions – this is the perfect opportunity to utilize the 3-Way Call.

Note: Make sure your prospect has thoroughly reviewed and researched the opportunity. Do not use the 3-Way Call as a presentation method. It is a validation or closing method. Not a presentation method.

Here is a general script you can follow at this point in the call:

[First Name], you sound like someone we would like to work with and you sound very interested in our business and you have some questions. This is terrific.

Would you mind if I got one of my business associates on the phone? I want to introduce you to one of our leaders to help get your questions answered.

He/She is a great person and one of the top leaders in our company. Really honest and forthright. I know you are going to really enjoy speaking with them. Give me a second to get them on the phone.

Note: This is where you hit the flash button on your phone (to get another line) and dial your third-party expert’s number. When you third-party expert answers, say this:

[First Name], it’s [Your Name] do you have time for a 3-way call?

Note: If yes, hit the flash button again to bring everyone together and say the following:

[First Name – Prospect], can you hear me okay? Excellent. I have [Third-party Expert Name] on the line with us and as I mentioned he/she is one of the top leaders in our company and it is a real honor to have them take time out of their busy schedule to join us on this call.

[Third-party Expert Name], I have [First Name – Prospect] on the line with us, from [Prospect’s Location], and they have reviewed our opportunity and they have a few questions. [First Name – Prospect], it’s my pleasure to introduce you to [Third-party Expert Name].

Critical Note: Once you finish the edification and introductions, be quiet! This is super important. Do not speak. The call now belongs to your third-party expert. They will bring you back into the call at the appropriate time to take the next step.

Overcoming Objections

People May Not Really Think, What You Think They Think

Are you making these mistakes and creating resistance you don’t even realize?

Most of us in the direct selling industry are so excited and eager to share our great business opportunity with others that we don’t even realize that our responses to a potential customer’s question or comments can create resistance we hadn’t intended!

Here are the primary questions and comments you’ll get…

Is this a Pyramid scheme?

If this is multi-level marketing, I’m not interested…

This costs a lot of money…

I don’t like selling or I’ve never been good at selling…

Most of us reply with, “yes it’s network marketing, but it’s not what you think…” or “No it’s not a pyramid… our company is legitimate business backed by years of scientific research…”

Eyes glaze over and your friends keep a smile on their face but inwardly they’ve checked out already.

Next time you get asked these questions or hear these comments… simply ask them “what do you mean?”

Here are a few responses that can help you…

1. “Yes, it is… do you know anything about Network Marketing or are you involved in a business already?”

2. “Can I ask what you mean by a pyramid?

3. “Can I ask why you say that… did you personally have a negative experience?”

4. “When you say it costs a lot of money, what do you mean by that?”

5. “What is it about selling that you don’t like or feel that you’re not good at?”

The answers you get will allow you to better understand the other person’s perception and real resistance.

As you build your business, you will most certainly encounter some objections. Being prepared for them is one of the primary keys to success in dealing with them. In other words, you don’t want to be surprised when you hear them.

Success Tip: Do not take objections personally

Another key is to understand why your prospect is voicing a particular objection. Often, what they say – is not actually the true objection.

Finally, being prepared with a method of handling objections will be instrumental to your success.

Important Note: There is no one method that works perfectly for everyone. This post contains some powerful information to assist you in finding the method that works best for you. Be creative and develop your method!

6 Steps to Handling Objections:

1. Hear them out. When someone is taking the time to voice to you what is bothering them or their concern, take the time to listen. Don’t jump the gun and try to address every concern they bring up immediately when they bring it up. Give them time and encourage them to tell you the whole story behind their concern and all their concerns.

2. Deliver it back:  By rephrasing the concern(s), you are essentially asking for more information and confirming you have the concern correct. You want to be certain you understand the real concern. In doing this, you are asking your prospect to trust you.

3. Question it. Your tact comes into play on this step. How you ask this question is critical. If the prospect objects to the way you are asking the question, you could offend or lose them. Your intention here is to clarify the objection. Confirm you understand. And, most importantly, often when a prospect hears the objection coming from someone else, they may realize it is not really an objection after all. Ask the question, gently!

4. Answer it: Once you are sure you understand the true nature of the concern(s), you can address the concern with confidence.

5. Confirm your answer: After you have answered the question, make sure you take a moment to confirm that your prospect has heard your answer and accepts it. Super important!

If you do not complete this step, it is possible that your prospect will raise this concern again later on. You can confirm your answer by simply using a statement. If for some reason your answer is not acceptable, this is where you will find out.

6. Transition: The objection is handled and now you need to transition back into your presentation/conversation. Know these three words: by the way. These three words are extremely useful to change gears and move on to the next topic or get back on track with your conversation. You need to take some type of action that signals you are moving forward. And, if they are not yet ready, they will let you know.

Every network marketer who is successful at selling his or her product and recruiting others quickly learns to overcome an objection by turning it to the customer’s advantage. The key to overcoming objections lies first in understanding why the prospect objects.

Here are some common objections:

The prospect wants to say yes, but has limited funds. Basically, he/she wants you to show them why they should spend their money for this. When it comes to recruits, watch for signs of fear. Take steps to reassure your prospect that they can recover the investment quickly. Most companies have a generous buyback policy if people find the business is not for them. Point out the company’s buyback policy and product benefits.

The prospect doesn’t understand what you’re saying. Often the person doesn’t want to appear ignorant and therefore gives a negative response. Never assume a prospect understands everything, regardless of the person’s background in business. Ask your prospects frequently if you’re explaining things clearly. (And, most importantly, do not get caught up in presenting everything. Let your tools and resources handle this part.)

The prospect has a difficult time making decisions, large or small. You have to help them decide. Help them see the benefits of a home business. Use your story or the story of your upline as inspiration.

The prospect is doubtful they can be successful in the business. Reassure them. The objection is really a question. Your prospect wants more information. Send them back to the Marketing Site to get more information. Use an opportunity call. Use a 3-Way Call or other resource.

Something you’ve said or done has offended the prospect. There is no obvious way to overcome this emotionally based objection.

There are many methods to handling objections and no one method fits all. Use this information and your experience to develop the method that works best for you.

Another 4 Step Method for Handling Objections:

1. Add information. Start by telling the prospect: “I’m glad to hear you say that. I know exactly what you mean,” or “Thank you for bringing that up; it’s a good point. In fact, many people who have taken advantage of my company’s opportunity have had that same thought.” Then present the information that addresses the perceived problem.

2. Treat an objection as a question. For example, if the objection is one of delay, say, “Yes, I understand your point, but the question is whether this is the right time to join my company, correct?” Or, if the prospect claims he can’t afford it, reply, “That’s an intelligent approach. You’re wondering if you can handle this investment without upsetting your budget, aren’t you?”

3. Find out if the voiced objection is the only one. This is important! Ask: “That’s a good point to consider. Your question is whether this is the smart thing to do right now, isn’t it?” When they reply it is, follow up with: “Well, you do like the opportunity, don’t you? If you were sure cost wouldn’t present a problem, would there be no other objections?” Basically, you need to ask the prospect, “If you could satisfy yourself on this one point, you wouldn’t have any objection to starting immediately, would you?”

4. Use the same line of reasoning as the prospect’s objections. Agree entirely with the prospect. For example, say: “Mr. Prospect, you are so right! You can’t keep taking on additional obligations forever. But really, this opportunity doesn’t add obligations–it helps you remove them! Here, let me show you how it can.”

Some Habits to Avoid

1. Make sure you understand the objection. Many prospects get lost when you sum up the objection too quickly and you don’t hear the prospect’s entire objection.

2. Don’t interrupt or try and anticipate what the person is trying to say. You’ll probably misunderstand and offend the prospect. The person will be much more relaxed and receptive if you let him finish the question.

3. If possible, delay confronting a prospect’s objection until you’ve completed addressing the current point you are addressing. However, don’t appear to avoid the question entirely (“Mr. Jones, that’s a good point. I’ll answer that in just a minute, OK?”). It is important to handle one issue at a time and keep the flow of the call.

4. Don’t place undue emphasis on any objection. It may simply be a question. Always ask a qualifying or clarifying question to make sure you got it right.

5. Never treat any objection as an unjustified question, either by facial, vocal or body expression.

6. When answering an objection, avoid an argument by using such phrases as “I suggest” and “as you know” or “consider this.”

Making sure to recognize the true meaning of an objection is a primary factor that leads to success in this industry.

I hope you found this information useful.   If you did, please share with your friends and following and then subscribe to my ‘Quick Hits’ Marketing Newsletter for more tips, tools and strategies.