Written by Rod Nichols on Jun 1, 2011 6:26 pm
I’m constantly asked what the secret to success in MLM is and although there are many secrets (well they aren’t really secrets, because they are readily available), there is one that is head and shoulders above the rest. In fact it’s the main difference between those who make a small part-time income in network marketing and the million dollar earners.
During the first 10 years of my over three decades in network marketing, I was a horrible failure. It took me a few years longer to figure out that the reason was that all I did was tell people about my company, product, and how great everything was. Then, I couldn’t understand why they weren’t as excited as I was. Sound familiar? Well, in the remainder of this article I’m going to share what I learned that completely turned my business around and resulted in my enjoying the fruits of a full-time residual income – time and financial freedom.
Before I reveal the secret I discovered, let’s examine what happens when you are telling. So, you call your friend John and using a typical network marketing script, you say: "John, hey this is (your name) and man I’ve found something amazing that you need to take a look at. It’s an incredible home business called (name of your company) and they have these phenomenal products that everyone loves. I’m working with some people who are making a bagillion dollars a month and on my way to doing the same. I’d love to have you along on this ride with me. Are you interested?"
Okay, let’s analyze this call. First, John is a friend of yours and you don’t usually call up and sell him on something, so this is out of the ordinary and will cause a defense barrier to rise up. Second, you go right into a sales pitch that doesn’t give him enough information to make an educated decision. Third, you don’t know if either the business or products are right for him. So, three strikes, you’re out! John graciously tells you he isn’t interested and then avoids you. You now repeat this process with a few other people, who all respond the same way. You’re hearing about how everyone else is doing well, so you figure you must not be right for MLM and begin the quitting process.
Now, let’s change the scenario with John and uncover the secret to becoming a million dollar earner in network marketing. "John, this is (your name). How are things? (Listen carefully to what he says and ask questions to clarify anything). What’s new with you? (again, listen and ask additional questions) How is the family doing? Do you have any vacations planned for the summer? How are things with the job/business? Is (prospect’s spouse) still working? (after each question, listen carefully and then ask other questions pertaining to that topic) By asking questions you will uncover pain areas in your friend’s life. It’s possible that your business or products may be a solution to those pain areas. So, when you present the business or products as a solution, your friend is going to be much more open to listening.
There is an old saying that "people don’t care how much you know, until they know how much you care" and this is so true in network marketing. If you just vomit information all over your prospects, they will be turned off and relationships will be damaged. However, if you show that you care more about them than your business, by asking questions about their life, then you will experience great success.
Questions enable you to control and direct a conversation. They also help you to uncover things that are going on the lives of your prospects that you could help them with. For example, you might uncover that their son is on an elite baseball team, but they are having trouble coming up with the $1,500 to that every kid must pay to be part of the team. Perhaps you discover that they don’t have a summer vacation planned because they can’t afford one or that they would really like to send the kids to private school, but don’t have the funds. You have a way for them to increase their income on a part-time basis.
By asking questions you could uncover that they may lose their job in the near future or are having to work so many hours that they’re missing their children’s activities. You may find out that they are very concerned about retirement, because there isn’t any extra money to put away. They may mention that the car has been acting up and they’d like to replace it, but don’t have the money to do so. Again, you have a solution to all the money issues.
Once you have discovered these pain areas, you can say something like: "John, thanks for sharing all that’s going on in your life. I feel for you. It’s rough out there right now. Listen, I don’t know if you’d be interested in this or even if it’s right for you, but I just might have a solution. It’s a part-time home business with a company called (name of your company) and it just might be the solution to your financial struggles. Would you be interested in taking a closer look?"
When you approach them with a solution, they are almost always going to say yes. When you approach them like a salesperson, they are almost always going to say no. It’s your choice how you approach them, but know that the million dollar earners in network marketing have learned to question their way to success and so should you.