MLM Training From:
|
MLM Money 4 U |
"Give 'em a headache, then make 'em
ASK YOU
for the aspirin"
By Joshua Shafran
What if sponsoring was as easy as selling aspirin to people with
headaches? What if you created an atmosphere with every person you came
across where they felt lucky you decided to show them your MLM
opportunity? Where they jumped for joy if they were
selected and approved for team membership. Would
sponsoring become fun, exciting, and simple?
If banks can do it, why can't you? Think about it. Banks make money by
renting out money, don't they? Yet, how do we feel when we get "approved
for the loan?" We jump for joy and feel lucky, don't we? But how crazy is
that? That's like going into a supermarket and kissing the manager's feet
because he LET you buy a loaf of bread!
The secret of applying this to your networking is to make your prospect
want what you have before you offer it to them. In the broadest sense,
there's only two motivating reasons why someone will join your network.
They join either to gain pleasure or to avoid pain. Here's a little known
fact: More people will join your network out of a desire to stop the pain
than will EVER join because of all the pleasure they'll get. Yet, what do
most MLM'ers do? They push aside the most powerful persuader they've got
and overwhelm their prospects with why their deal is the greatest and why
they've "got to get in on it now!"
You can easily triple your sponsoring efforts if you demonstrate all the
pain that your prospect is currently living with that will cease to exist
if they are selected to join your team. Now, don't misunderstand, I'm NOT
saying you shouldn't present the benefits of your business, but your
sponsoring results will go up dramatically if you use the carrot AND the
stick!
So, your job (and it's really fun once you know how to do it) is to go
around giving people headaches and then curing their pain. Once a prospect
knows (or admits it to him or herself) what they are missing and (more
importantly) that there is, in fact, a better way - something more for
them - they want a way to get there immediately!!! They desperately want
someone to provide them with the leadership and direction to change the
situation. They instantly want someone to coach them... an expert to show
the way... a consultant to guide them... a
trusted confidant to provide advice. And, that someone is you.
Here's the catch (you knew there had to be a catch, right?): Sometimes
your prospect's pain is hidden. Your prospect has been living with the
pain for so long that they've gone numb
to protect themselves against it. The trick is to tactfully shake them up
a little. "How?", you ask.
Questions Are The Answers...
The best way to do this is with questions. Questions allow you to step
inside your prospect's head. By asking questions just like a doctor does,
the prospect tells you where it hurts and in so doing begins to feel and
experience the pain again. Questions are so powerful. They allow you to
lead and direct the conversation down the path you wish to go... they
build
trust and rapport... they make people feel important. Think about it: Who
would you rather be
around; the person who talks intelligently about a
number of different topics while you listen, or the person who asks you a
number of intelligent questions and listens with genuine interest to what
you have to say?
If you simply TELL people how you have this great opportunity then they
can (and usually will) doubt you. But, by asking questions and getting
your prospect to TELL YOU the same thing,
they BELIEVE and ACCEPT it as a fact! And, because it's now their idea,
they'll move heaven and earth to get it.
Learning to ask questions instead of asserting statements about your MLM
can take a little getting used to. At first, you might feel a little like
you're learning a foreign language, and in a sense you are. You've got to
think in terms of questions. From now on, every time you're tempted to
tell your prospect something, rethink it in your head and ask it as a
question. There isn't any statement you can make about your MLM that
cannot be rephrased and expressed as a question.
If you want to get good at sponsoring, spend an entire day every so often
and try not to make one statement... just ask questions and listen to the
answers. If you accept this challenge, you'll attract people to you like
moths to a flame. People you just met will tell you they feel like they've
known you their entire lives. People will open up to you. When they open
up, they trust you. When they trust, they'll tell you where they hurt and
experience that pain. When they feel the pain, they want it to stop...
which is exactly the opening you've been searching for!
When you prospect someone (be it online through a web site, email,
telephone, in person, etc.) you give them a headache. You build in them an
earnest desire to join and make it their idea. Every day of their life
they experience some pain or frustration that your MLM opportunity will
eliminate. Find it. Ask questions to uncover it. Don't assume you already
know what it is. Make them tell you. As they answer, they'll experience
that pain and naturally
want to end to it. Then, casually let them know that
you might (if they're lucky) be able to stop it. Now, they WANT what
you're offering... and it was their idea! So now you're doing them the
favor and they are grateful to you.
This whole process can happen very quickly and it's easier than it sounds.
Start off by asking open ended questions that requires your prospect to
explain. Here's an example:
"If you could change any aspect of your financial situation, what would
you change?"
Think about the idea behind this question and you will see how it can be
adapted in any number of ways depending on who you're prospecting.
If you really involve yourself and take a genuine interest in your
prospect's frustrations, you'll come up with an endless supply of follow
up questions. For example:
"John, if you could change any aspect of your job situation, what would
change? Are the number of hours too much? Is job security a concern? Are
you on the road too much? Would it help you to be making more money? Do
you find yourself less patient as a result? How does it affect your
relationship with your wife? Have you saved enough to send Amy to college
or will she have to wait a couple of years?"
Here's one more REALLY good follow-up question: "If you were not working
80 hours a week and spent some quality time with your son, do you think
you could have stopped him from getting hooked on drugs, stealing cars,
and getting in gang fights every week?" (JUST JOKING!)
Although that was a joke, its implications are very real. Those kind of
fears, pains and worries are extremely persuasive and motivating. So, for
each area of dissatisfaction and pain, make sure you don't leave out the
most important question, "How does that affect you?" This will get your
prospect to think about and feel the consequences of the problem (or
potential problem).
Once they tell you the consequences, you've given them a full blown
headache, now it's time to make 'em ask you for the aspirin. Here again,
use questions like "What would it mean to you if I could provide...
__________?" If you fill in the blank with the benefits your opportunity
can provide, tailored to what you know (from your questions) your prospect
wants, and you will make them stand in line and beg to join your network!
-----------------------------------------------------------------
This article is part of the Training Course, "The Proven MLM Commission
Check Building Training Series - How to Make MORE Money in MLM Faster"
offered by Joshua Shafran of MLM Success Tips. You can receive this
*highly recommended* training course for FREE *right now* at
MLMSuccessTips.com
Copyright © by Joshua D. Shafran. All Rights Reserved.
----------------------------------------------------------
