In my last article entitled "How to build your MLM business by not talking" we discussed how to identify a strong prospect for your MLM business and how to approach them.
The next step is to take yourself completely out of the equation by pointing your prospect to a prequalification system which will educate your prospect as to the real life advantages of the MLM business model. It is not yet time to introduce your specific business or product. First, you should provide a more generic video, book or a web presentation or some other tool which will clearly identify the network marketing business concept.
Don't trick your prospects into attending a meeting or live presentation if they are unaware that your business is MLM. This turns people off, and makes them feel manipulated and it puts you in a position where you may have to deal with those objections yourself.
Use a system that informs the prospect of the MLM nature of your business without your input. That way, you will not attract difficult questions from your prospect. If your prospect is completely un-accepting of the MLM business model, they will bow out of the process at this point.
By using a video or other tool to inform your prospect that your business in Network Marketing, you allow the prospect to absorb and consider that information on their own time on their own terms. They will be much more appreciative of this consideration than if they had invested time to attend a lengthy "opportunity meeting"
You want to know if your prospect is resistant to the MLM business model at this point so that you can stop investing time in trying to recruit someone who does not want to be recruited. This is a major problem area for most inexperienced network marketers.
Your next step is to pre-qualify your prospect by requiring some sort of action on the part of the prospect.
Maybe they have to fill in a form on-line, or complete a short questionnaire. If your prospect completes the required action, after they have been educated, that will tell you that your prospect understands that your business is MLM and they are accepting of the concept and they are likely open to exploring your offerings further?otherwise they would not have completed the process.
The reason this is so important is because by giving your prospect a task to complete, you are pre-qualifying their level of commitment to solving their discontent, and you are giving them an easy way out in that if they decide that they are not interested in following through any further, they simply wont complete the task.
This removes the rejection factor completely from the equation, and allows you to invest your time only with those prospects who have demonstrated a sincere interest by completing the tasks requested of them.
Copyright 2005 Steve Lowell
Steve Lowell is president of SJ Lowell Inc. in Ottawa, Ontario Canada (http://www.SteveLowell.com); a business consulting firm and founder of The MLM Executive Round Table.
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