If you’re building a network marketing business, then chances are you’re focused on sponsoring new people into your business. And if you’re focused on sponsoring new people, then you’re probably getting some questions asked (aka objections) by the people you’re talking to.
Now, understand that just because someone asks you questions does NOT mean they’re not interested. They very well might be, but just like any intelligent adult, they have some concerns that haven’t been covered yet.
With that said, you’re also going to encounter people that are flat out not interested, and that’s perfectly fine as well. The good news is if you learn how to market the right way, you can minimize your encounters with people that are simply not interested, which will enable you to speak to people that are interested, and may just have some questions.
Real quick, there are some factors than can actually minimize the amount of objections that you’ll get as you are building your business…
1. First, you need to get rid of all the objections in YOUR mind. Most of the objections that you’ll deal with are because you actually have that objection yourself. So do what you have to do to rid your mind of any concerns. For example, you might have to have a conversation with your upline to clarify certain parts of your business like the products, the leadership team or the compensation plan. Whatever you have to do to feel convicted about your business… DO IT! Trust me, this does make a difference…
2. Second, work in the RIGHT MARKET. If you can position yourself to work in a HOT MARKET while you’re building your business, you’ll decrease the amount of objections you’ll get. For example, if I sponsor someone, my goal is to help them approach people they know who like and trust them, so the likelihood of them joining is high. Over my career, I’ve had instances where I walked into a meeting and didn’t even have to say much, and had people sign up. Was it because I was so good? No… It’s because the person who set up the meeting had a tremendous amount of credibility and the people who were there had no objections whatsoever because of their relationship with that person. By working in this HOT MARKET, you can build your team quickly and easily.
3. Third, deliver value. People will be less inclined to bombard you with objections, if they see value in what you’re offering or talking about. The more you over-deliver, the easier it will be because objections will be a lot less.
4. Fourth, maintain a strong posture. If you can maintain a good posture, you will minimize objections. Of course, your posture will be magnified if you teach your distributors to edify you the right way. This in itself is a separate topic I will cover in another training video.
With that said, here are some basic responses to some objections you’ll encounter while you’re building your business…
Objection: Is this network marketing?
Prospect: Is this network marketing?
You: Are you looking for a network marketing business opportunity?
Prospect: Yes, I am.
You: Great! This is might be exactly what you’re looking for…
Prospect: No, I’m not.
You: OK, then this may not be for you… But, can I ask you a question? (without pausing) Are you the type of person that can use an extra $1,500 a month?
You: Well, if you don’t mind me asking, what other opportunities are you entertaining that can put an extra $1,500 a month in your pocket, WITHOUT jeopardizing your current job?
Prospect: Well, nothing really…
You: Well, network marketing may not be for you, and I understand that, but if you’re not entertaining any other opportunities that will allow you to make an extra $1,500 a month without jeopardizing your job, why wouldn’t you at least look at it with an open mind?
Prospect: I guess you’re right…
You: Why don’t we get together for a few minutes… I’ll show you some information and we’ll identify whether or not we have a mutual interest, OK?
You: Great, why don’t we… (setup appointment, phone appointment, etc.)
Objection: Is this a pyramid?
Prospect: Is this a pyramid?
You: First of all, pyramids are illegal. But, let me ask you, what’s your definition of a pyramid?
Prospect: It’s when there’s one person at the top who makes all the money, and there’s people below them who make less money, and there’s people at the bottom who make no money… (let them explain what a pyramid is to them)
You: OK… But let me ask you, at your job, is there a CEO?
You: Underneath the CEO, are there Vice Presidents?
You: And, underneath them, are there Managers?
You: Isn’t it true that at your company, or any corporation, there’s a CEO or owner that makes the most money, and there’s a hierarchy of people below them that make less money, the lower they are in the corporate hierarchy?
You: At your company, what are the chances that you’ll be CEO one day?
You: So if the CEO of your company makes the most money and there are people beneath him or her that make less money, and there are no chances of you becoming the CEO, does that make your company, or any of these other big corporations, pyramids?
Prospect: I guess not…
You: Well, which scenario seems more attractive to you? One where you’ll never be at the top… or one where, not only will you have a chance to get to the top, but the leaders around you will HELP you get to the top?
Prospect: I guess the second scenario…
You: I thought you’d say that… Let’s get you started, OK?
Objection: I don’t have time…
Prospect: I don’t have time.
You: And, how do you feel about not having time to do any of the things you enjoy?
Prospect: I hate it…
You: Well, at the rate things are going for you, if you fast forward your life 3-5 years from now, do you think you’d have more time or less time?
Prospect: Well, probably less…
You: So if that’s the case, doesn’t it make sense to make some small sacrifices today, so you can get your time back down the road?
Prospect: I guess that makes sense…
You: Out of curiosity, how much time do you think you’d be able to invest in a business like this?
Prospect: Maybe 5-10 hours a week…
You: So if we can get you started, and show you how you can build your business investing 5-10 hours a week, there’s nothing that would stop you from getting started, right?
You: Great, let’s get you your ID number… (start enrolling process)
Objection: I don’t have the money to get started.
Prospect: I don’t have the money to get started.
You: So in other words, you don’t have the initial start-up of $499 (or whatever it is) to get started?
You: Well, how do you feel about that?
Prospect: What do you mean?
You: How do you feel about not having a few hundred dollars to get started? I mean, if I’m not mistaken, that’s the only thing stopping you from getting started, right?
Prospect: Yes, I don’t have the money…
You: Well, let me ask you, have you ever charged anything on your credit card, that you wish you hadn’t?
Prospect: Of course…
You: Well, what if there was a way to get started by using your credit card, and you didn’t have to come out-of-pocket to pay your the charge on your credit card bill when it comes next month?
Prospect: How do I do that?
You: If you put the enrollment on your credit card, we can make the money back by (show them what they have to do to make their money back in the next 30 days), get your check from the company and you can use that money to pay your credit card bill when it comes next month?
Prospect: I guess that makes sense…
You: I mean, if you’re really not interested, that’s totally fine. But, if you are as interested as you say you are, here’s a way to get your business started. I mean, you just told me that you’ve charged stuff on your card in the past that you’ve regretted… How about charging something this time that can put you in a position to, not only make an extra $1,500 a month part-time, but maybe even a 6-figure annual income down the road? Of course, that’s not a guarantee because you have to build your business, but you do see the potential, don’t you?
You: Well let’s get you started, OK? (start the enrolling process)
Keep in mind, that your job is to be a Professional Sorter so don’t worry about learning a ton of these closing techniques. But, it does make sense to know how to answer some basic objections if you know you’re going to encounter them when you’re building your business, doesn’t it?
Click PLAY to hear me go through the concepts above…
I want you to notice that the process of sponsoring someone is just a conversational process.
Talk to people, listen twice as much as you talk, ask questions and let them answer them. If you listen carefully, and let them talk, you’ll find that a lot of people will actually close themselves into your business.
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