In my last article entitled "How to succeed in MLM without really trying" we discussed limiting your recruiting efforts only to those people who have indicated a discontent or an unwanted condition in their life.
Once the prospect indicates an unwanted condition, it will be your impulse to pounce all over your prospect and tell them about your great company, your great product and your great compensation plan. You will feel a very strong urge to overwhelm your prospect with all of the reasons why your business opportunity is the best thing for them to help them solve their problem.
The minute you start "selling" your prospect, you run a VERY high risk of coming across as someone who has been poised and waiting for the opportunity to strike. You run the risk of losing your credibility and damaging your relationship with your prospect.
So, the questions is?what DO you do?
The answer is nothing?let me repeat that?do nothing!
Don't talk about your business, your product, your company, your opportunity. Don't utter a single word about your business.
The best thing you can do at this point is to wait. Wait for 24 to 48 hours?THEN you can approach your prospect with a possible solution to their problem.
Why wait? Because waiting will demonstrate to your prospect that you have given some sincere consideration as to weather or not your opportunity is right for them. It shows that you have thought about them, and their unwanted condition. It shows that you are offering a solution to your prospect's problem rather than just trying to build your own organization.
24 to 48 hours has passed since you met with your prospect and discovered their unwanted condition, or their "discontent"
Now it's time to follow up with your prospect and demonstrate your sincere interest in your prospect's unwanted condition by letting them know that you have been thinking abut them and their situation and that there may be a solution.
You might say something like "Hey Bob, I have been thinking about what you said the other day about not being able to afford a vacation this year?were you kidding me, or were you dead serious?"
If your prospect confirms that they were serious, this is where you now ask your prospect if they would be interested in exploring a possible solution to their discontent. Say something like "If you could find a way to be able to afford more vacations, would you want the information?"
There are really only two answers here?either they would be interested in exploring a possible solution, or they wouldn't. If they are not interested in a possible solution to their discontent, that should tell you that they are not likely serious enough about solving their problem to be a strong candidate for your business.
Terminate the prospecting process right here, but continue with the relationship. This way, you remove yourself from the equation before you reach a point where the prospect can say "no" to your business proposal.
If, on the other hand, your prospect demonstrates and interest in considering a solution, simply lead them to your marketing system.
Working your warm market leads in this fashion will help you determine who your best prospects are, and it will lead them to your business opportunity at the right time for them, and for the right reasons for them.
Watch for my next article; "100% rejection free MLM prospecting"
Copyright 2005 Steve Lowell
Steve Lowell is president of SJ Lowell Inc. in Ottawa, Ontario Canada; a business consulting firm and founder of The MLM Executive Round Table at http://www.MLMRoundTable.com
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