Telling Versus Listening. Are You Driving Away Good Network Marketing Prospects?

Ninety-seven percent of networkers are destined for failure BEFORE they even start building their home based businesses. With no training on marketing and prospect psychology, without any clue on how to do this business, they are literally told to start burning bridges around them.

In my first network marketing company, there was no training on how to connect with prospects. It was all about inviting people you know to a meeting, showing them "the plan" and telling them you have access to the best products in the world and closing them with "grab your spot now because somebody who joins after you might EXPLODE and you'd hate to miss out on that wouldn't you?"

It was all about tell, tell, tell. The formula was 15 plans a month. Here are some of the catch phrases that I can recall from listening to the CDs. "We're looking for 15 planners!", "If you're not showing 15 plans a month, this is not a real busiess, it's a toy!", "I'd rather work with someone who shows 15 plans a month and signs up nobody than someone who shows only 2 plans and gets 2 signups."

Needless to say, I couldn't duplicate that. Neither did most of the people in my team. We went to all the meetings, and we "talked the talk", but we were all largely inactive in the business because we didn't know how to sponsor good people into our organisations.

Over time, I learned this valuable lesson. You can't win this game if you violate the principles of good marketing. And what we were trained to do was about as bad as it gets.

Here's a "brief" list of things that prospects DON'T care about:

- whether your company is publicly traded or privately held.
- whether your company is debt free or not.
- how much revenue your company turned over last year.
- how many distributors your company has.
- how long it took all those brilliant scientists to formulate your product.
- that your company has an exclusive patent and the product is not available to anybody else.
- that your company has the most innovative compensation plan in the MLM industry.
- how much money your super star upline makes every month.

When you lead with this stuff, you are telling and selling. You are going backwards. It's a real challenge to sponsor anybody because it's a sales pitch. People know that you're going to make money from them if you get them into the deal. People are not stupid, why would anybody want that?

And if you do manage to sponsor a few, they will be the wrong people. If you want to attract opportunists who think they can make a quick buck, go right ahead and pound the pavement with your sales pitch. I guarantee you they'll be out of there faster than you can put them in. I've been there.

Now here's a list of things that prospects DO care about:

- You can understand their frustrations
- You care about their success
- You can coach them to levels beyond where they are
- You will be there to answer their phone calls
- You will respond to their emails
- Can you introduce them to successful team members?
- Can you plug them into a conference call?
- Do you have systems in place that could help them be successful?

Network marketing is about YOU connecting with the prospect. You need to understand them and geniunely care about their success. Every part of your marketing needs to address the things that they care about.

Your job as a professional network marketer is to speak the language of your prospect and demonstrate to them that you can help them prosper with integrity. You will attract good people if you carry out this approach. You will attract those who have a burning desire for a better way of life and will build the business with you.

Listen intently and the you will sponsor good MLM prospects. Wayne teaches network marketers how to brand themselves and generate an endless flow of qualified prospects with powerful, low cost marketing. To learn how you can make money in less than one year in MLM, visit The Profitable Networker.

Article Source: http://www.marketingarticlelibrary.com

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