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Top 5 Objections in Network Marketing and How To Handle Them Effectively

Top 5 Objections in Network Marketing and How To Handle Them EffectivelyObjections are an inevitability with recruiting in network marketing. Even some of your most serious prospects will have objections just prior to signing up.

It’s actually a good sign because they are either 1) slowing down the process to ensure they understand everything before they make that big decision or 2) they are testing you to evaluate your strength as a  good sponsor and that you are the leader they are seeking.

Here are some important points in handling objections:

  • Neutralize Objections-always validate their objection by complimenting and/or agreeing with the prospect’s concerns. This acts to decrease the objections potency. Good Objection Phrases can be: “I can respect that.” “I can appreciate that.” “Thanks for sharing that concern.” “That’s exactly how I felt when I first started.
  • You can actually bring up the objection yourself before the prospect does, thereby deflecting it before it even occupies their mind.
  • Assume the sale.
  • Always make sure you have appropriately went through a ‘discovery process’ with your new prospect. This is a process where you build rapport and gain their trust as well as recognize their ‘why’.
  • When possible, reply to their questions and concerns with a question. As long as you are the one doing the asking, you will hold all the power.

OK so here are those dreaded objections…..

1) How much money are you making?

Best Response: “It’s not about how much money I am making, it’s about how much money you are capable of earning.”

This focuses the question back onto them. You want them to know it is irrelevant whether you are making $200 or $20,000/month, what is relevant is the kind of success they can obtain. Stress the opportunity, if they can see that it is a great opportunity than you have them sold.  Their success is limited only by their own limitations, not someone elses and that is the beauty of being in business for themselves.

2) Not sure I can afford it.

This question is dependent on your discovery process. Have you established their why? If it has anything to do with earning more money, then you need to re-direct them back to this.

“You shared with me earlier that you value having enough money to put your kids through college.” (or wanted more money for retirement, or more money to spend more time at home with your family, etc.)

or, “If I could show you a way to create a positive cash flow for your family without changing what you are currently doing, would you be opposed to looking at what I have to offer?”

Again, you are addressing their objection with a question, you are making them think inward and reflect, rather them asking you all the questions and having to defend yourself.

3) I don’t have the time.

Make their objection become their reason.

You can ask, “If you keep doing what you are currently doing, do you think that over the next 5 years you will have either more or less time?  With network marketing you can leverage your time through the efforts of others.”

or, “If I can show you a way to get some of your time back by leveraging the efforts of others, would you be willing to carve out 7-10 hours per week towards this goal?”

or, “Prior to joining this business, someone once asked me what the definition of insanity was. They told me it is doing the same thing over and over and expecting a different result. Do you agree with this definition?”

or, “Do you want to continue spending all your time building someone elses dreams or is it time you devoted your precious time towards building your own dreams?

4) I don’t like to sell or I don’t know how to sell.

“That’s great because neither do I! We encourage people to hand out tools to do the talking for them with a professionally crafted presentation. You are the messenger, not the message.”

or, “Did you ever mention a great restaurant or movie to a friend? Did you ever get paid for the recommendation? Our business will pay you for recommending something that you already believe in and which holds value to you.”

or, “The other part of our business is about coaching and working with and inspiring a team. Would you have any problems inspiring others if it were to directly benefit you financially?”

5) Is this a pyramid scheme?

Edify your company through third party validation. Emphasize the sustainability and soundness of your business and financial model.

A great way around this objection is to outline the similarities network marketing has with the business models of the insurance and real estate industries.

You could mention famous people who have been involved in, actively promote or started network marketing companies in recent years: Robert Kiyosaki (see “Business of the 21st Century”), Donald Trump, Warren Buffet, Richard Branson-all are billionaires thanks to network marketing.

The key is to not get into a fighting match, do not try to convince. But if your company has some impressive data and credibility, now is the time to bring this up. The facts will speak for themselves. It’s even better if you have a physical copy of a well-known publication, (i.e. Money Magazine, Forbes, etc.) with your company being featured or awarded in it.

Hope that helps with managing objections. The key is just being prepared for when they arise, and practice, practice, practice. The more comfortable you are with handling common objections the more at ease and confident you will come across.

Respectfully,

Top 5 Objections in Network Marketing and How To Handle Them Effectively
P.S. Once you understand the incredible power and leverage of the internet, you’ll begin to realize how the top earners work smart and dominate this industry. It will literally transform your mindset and your business and take it to a whole new level.
Discover the exact formula here–> FREE INSTANT ACCESS!

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The Slight Edge Philosophy

The Slight Edge PhilosophyDo the things others don’t, have the power that others won’t.

I’ve been reading “The Slight Edge” again by Jeff Olson. If you haven’t read this book yet, I highly recommend it.

The Slight Edge is a philosophy that little positive steps in your daily routine compounded over time can eventually have a life-changing impact on the success you experience in your life.

But because we live in a result-focused world, this has not always been a popular option. We want things now, today, immediately. However, success is not built this way.

Success is the progressive realization of a worthy ideal. By the time you get the positive feedback from others, the real work’s already done. Don’t rely on positive reinforcement from others to propel you toward success, because you will likely not get it. And even if they start to realize your success, they will try to minimize or rob you of it because they are forced to look within themselves and ask the painful question, ‘Why haven’t I obtained success?’

Doing the simple daily changes that are required for success are actually quite easy, but they are also quite easy not to do.

If you do them, you likely won’t see any real immediate effect, and if you don’t do them, you won’t immediately suffer or die if you don’t do it.

There is no awesome drama in making the simple everyday positive choices (i.e. reading 10 pages of a good self-development book every day, not eating dessert, running on the treadmill 15 minutes a day, buying and studying an eBook on video marketing), nobody is going to applaud you and there will be no immediate noticeable change in your life. The drama comes….in 6 months, or 2 years or 10 years.

19 out of 20 people are frustrated by the lack of instant gratification and lack of results that they cannot see, and they will quit. They will be negatively influenced by all their unsuccessful friends and family who also will reinforce the fact that they see no measurable or observable difference in your life. But most people won’t understand, 95% don’t. So why would you take advice from the unsuccessful 95%?

You need to believe that your investment in effort will pay off 10,000-fold.   These seemingly simple changes in your life will create the most astonishing momentum of success, that even you will have a hard time stopping it. Network marketing is a perfect example of this; if you build a large qualified down-line of motivated individuals who make these same simple easy changes in their lives and gradually become better network marketers and teach their down-line to the same, will create a huge momentum of success and wealth that will keep multiplying 24/7/365 with or without your direct effort.

But it needs to start somewhere in those simple, mundane, seemingly insignificant daily choices of positive action.

Being fully present and living in the moment is critical to staying on this path. Don’t dwell on your past or think timidly about the future. Just do the thing that needs to be done today.  Stay laser-focused on your purpose and nothing and no one will deter you on your road to financial freedom and success.

Kind Regards,

The Slight Edge Philosophy

P.S. Once you understand the incredible power and leverage of the internet, you’ll begin to realize how the top earners work smart and dominate this industry. It will literally transform your mindset and your business and take it to a whole new level.
Discover the exact formula here–> FREE INSTANT ACCESS!

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Prospecting With Posture

Prospecting With PostureHe who cares the least holds the power.

Let go of the outcome and you will have more income.

I love these 2 quotes, and I replay them in my head to remind myself that unless I have an abundance mentality and possess a sense of posture, I will not be successful in network marketing.

I wanted to write about a critical component of prospecting, and this is posture.

Posture definitely did not come natural for me. Afterall, I was previously a nurse, a caregiver. I needed to dig deep and give myself permission to assert myself and have the mentality that my prospect needs to qualify for my time.

However, if you really think about it, everyone possesses posture. Think of it in the context of someone telling you how to discipline your kids. You know your kids inside and out and know best how to care for them.

Guess what? You will always know more about your opportunity or product or service than your prospect will.

Don’t become mentally crippled with a poverty mindset or fear of failure or rejection. This doesn’t allow you to be candid and confident with your prospects. No one wants to join a business or buy a product from someone who is so obviously connected to a fear of loss.

Speaking from first-hand experience, I tended to come from the fear of rejection. I loved the opportunity and the services I was marketing, but I never felt comfortable in my own skin and I just couldn’t convey my enthusiasm. I already sensed the “no” before they even had a chance to think about saying no to me!

You need to be in the right mindset because if you aren’t, it won’t matter what you say because it won’t come across effectively and it won’t be heard by your prospect. If you focus your mind on possibility and abundance, you are able to radically transform your confidence level and inspire and attract prospects to you.

There are two approaches to avoid in prospecting; one is with a poverty or fear mindset as aforementioned, the other is by selling someone on something.

When you sell your idea with lots of hype, first many will not trust you and the other half who do believe you will join you but will quickly become disillusioned and quit within 30-90 days when they don’t experience the ideal that you sold them on.

Since adopting Attraction Marketing strategies, my abundance mentality has evolved all on its own. When you are receiving leads everyday who actually have an interest in what you have to say, it changes how you feel about yourself. If you follow the Attraction Marketing principals, leads really do fall into your lap.

To best understand all the basic concepts of Attraction Marketing, Magnetic Sponsoring will lay it all out for you. After reading it, I experienced a very important paradigm shift in the way I dealt with my primary MLM business. I highly recommend the following free 7 video tutorials presented by a network marketing industry icon, Mike Dillard.

Prospecting With Posture

Hope this helps with the prospecting part of recruiting. I’d love to hear your thoughts, personal experiences or helpful suggestions.

Respectfully,

Prospecting With Posture

P.S. Once you understand the incredible power and leverage of the internet, you’ll begin to realize how the top earners work smart and dominate this industry. It will literally transform your mindset and your business and take it to a whole new level.
Discover the exact formula here–> FREE INSTANT ACCESS!

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When Your Upline Tells You Marketing Online Isn’t Duplicatable

When Your Upline Tells You Marketing Online Isn’t DuplicatableSo here you are, fired up and ready to start marketing online. When you share this with your upline, they take the wind out of your sales, and tell you…..”It’s not duplicatable”, or “This is a belly-to-belly business”, or “(fill-in-the-blank)”.

To be fair, over 50% of the top earners in network marketing are utilizing 100% offline network marketing strategies. Some have mastered these techniques and have carved them in stone as the golden rules to be taught to everyone’s downline. However, the percentage of “top earners” in most network marketing companies is 3%, the remainder 97% are struggling. So, what gives? I dare say that the old-school techniques being taught are not duplicatable and it’s time to open ourselves up to the 21st century of technology and social media explosion.

Before I go any further, I want to reinforce that at a certain point in recruiting, old-school techniques will undoubtedly come into play, but the timing for implementing these techniques is what needs to be changed. Stay with me as I will explain this in a bit….

I will venture back into my first 3-6 months of joining my network marketing business. Per my upline, I made a list of my friends and family and went to town feeling fairly certain they would join me in my amazing opportunity. However, I soon realized that they did not share my entrepreneurial spirit, in fact they almost killed it. No one but a few of the immediate family joined because they just wanted to help me out.  None of them are producing anything.

You see, the problem with the “friends and family” approach is that most people don’t have a large sphere of influence. And most individual’s friends and family (no offense) aren’t the stellar super-motivated entrepreneur-minded individuals we need for our business. Sadly, most people will have resigned themselves to being someone else’s employee and can’t even vision achieving any kind of success beyond that. This realization was quite depressing and made me even more determined to not succumb to the same mentality.

So I persevered…..next up, cold-calling.  Well that was a disaster, after about 500 calls and many angry people later, including myself, I was no further ahead, in fact I was more behind, financially. Sheesh! Talk about an ego and budget killer…

Usually the purchased leads that normal people can almost afford are the most unqualified. If you are willing and able to pay top-dollar, then you could purchase more qualified leads that may work, but again, many reps will become frustrated with this process because they lack 1) cash-flow or 2) they get fed up receiving numerous rejections and wasting too much time.

And lastly, because it seemed to be the most frightening unnatural thing to do, I did the 3 feet rule for recruiting. Can you say AWKWARD ? I agree, some people can pull this off, but it definitely takes a certain personality. However, since then, I have learned a technique to doing this in a matter-of-fact and friendly way without looking like a needy creeper, but it does take some practice. Again, many reps will not stay with this approach for long, especially if they don’t get immediate results.

So tell me, where in these 3 very popular offline marketing strategies is any of this duplicatable? Clearly 97% of us don’t get results this way. Even if you factor out the tire-kicker percentage, a large majority of those that really work at it hard-core and implement these offline recruiting strategies will not produce a full-time income that they are able to support themselves on.

So this leads me to my last and final attempt to succeed in network marketing, Attraction Marketing and the internet. This was not something I learned from my upline, nor is it something that our company promotes. However, I was in business for myself for a reason and the decision on how I ran my business was exclusively mine.

Would you agree, the kind of people you want to attract to your business are those rare motivated entrepreneurial-minded individuals who think outside the box and are very forward-thinking? They are the rare gem who will provide you with that lucrative residual income while you sleep.  Unless you hang with this crowd, learning the correct way to leveraging the internet  can be your potential goldmine for acquiring this kind of prospect.

Attraction Marketing is a kinder, gentler, more reasonable and smart way to generate leads who actually want to listen to what you have to say. The goal is to set yourself apart from the masses and the noise, you need to become the leader others want to follow. Because ultimately, it’s not about your business or compensation plan (there are loads of those out there), it’s about you and how you will help others build their business.

As far as internet marketing being duplicatable; ask your upline these questions:  how many people can use social media, how many people can use a video camera and upload videos, how many people can  write content about useful information others can use, how many people can use the internet, how many people could be more successful building their business on compliments and helping others?

<DISCLAIMER: Internet marketing requires obtaining new skill sets which you will need to take time to learn and it requires  a focused and motivated mindset.   But with any type of business, the more committed you are to making it happen, the more success you will achieve. >

OK, this is the part where I talk about old-school recruiting….

The technique itself is essentially the same, but when you introduce it in your prospecting process is where the difference lies in. In old-school recruiting, it is taught to lead with the business opportunity right from the get-go.  In new-school recruiting, we lead with value, the opportunity part will evolve on its own in a very natural progression.

In our industry, we deal with people, eventually we need to connect with people beyond our online persona. The process of marketing online is like a funnel in which our prospects enter willfully and only the most qualified will come out the other end. While they are in our funnel , we will be building a relationship with a select few. This select few are the ones who have reached out to us and within our relationship-building process we will already have qualified them. The next step is to either meet in person or speak with them on the phone.

Knowing some good old-fashion recruiting techniques such as how to deal with common objections  and closing your prospects are very important to your success in this industry (see my blog post “Prospecting With Posture” and “Top 5 Objections In Network Marketing and How To Handle Them Effectively” for tips on these topics).  However, getting on the phone with them at this point is so much easier because you have earned their trust and it just feels more natural compared to the old-school technique meeting a complete stranger who knows nothing about you and pitching your business. Inevitably, your prospects commitment level and conversion rates are much higher at this point as well.

So if you ask me, I would prefer to build my business by molding myself into a leader with an abundance mindset while helping others succeed, rather than spending countless hours randomly targeting my efforts offline and receiving fairly consistent rejection which ultimately creates a poverty mindset and causes reps to eventually quit MLM.

If you decide you want to implement internet marketing for your business, then subscribe to my blog in the top right box above or the in the box below and I will send you a free DVD that was created by the amazing marketing system I am a member of. It will give you a very informative 60 minute overview of internet marketing.  As a blog subscriber, you will receive step-by-step instructions and training on how to set up your own attraction marketing system. I will also be able to invite you to live weekly webinars put on by top internet network marketing producers who will share their success strategies.

I hope this has shed some light on the duplication aspect of offline -vs- online marketing strategies for your business. Please comment your thoughts or opinions and if you enjoyed this post, please share this with your social networks.

Respectfully,

When Your Upline Tells You Marketing Online Isn’t Duplicatable

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3 Critical Mindsets to Adopt for Effective Social Media Marketing

3 Critical Mindsets to Adopt for Effective Social Media MarketingThis is a continuation of my first post on social media marketing for your business, you can read this post here if you haven’t already: Social Media-the New Way of Doing Business

If you are willing to take a relationship-centric approach to building your network marketing business, you will likely emerge as a leader in this industry. One such way of best utilizing this approach is with social media.

Here are the 3 Critical Mindsets to adopt with your social media marketing:

  • generosity
  • vulnerability
  • candor

Whenever you interact with others online, keep these characteristics in mind, if you are adopting these, you will no doubt develop meaningful interactions. Two-way relationships are key. Just like building a relationship, you want to get involved in what’s being said, you want to listen empathetically and look to give more than you get. This will develop into lasting, loyal relationships that will make introducing your business or services with others effortlessly.

Generosity

Let’s face it, web 2.0 is a very noisy space, but leading with generosity grabs people’s attention and makes them take notice of you. Your goal is to make your online friend’s lives easier. Provide free useful information and get them thinking, asking questions, interacting and wanting to learn more. Just remember the “70-20-10″ rule.

Studies indicate new customers and prospects need to be touched by 5 pieces of content or interactions before they decide to buy or join you in anything.

Always remember to listen, as it is a prerequisite to giving. If you don’t learn about your prospect or potential customer, how are you able to effectively give back?

Vulnerability

This is all about having the courage to be yourself and to be personal. A great way to get others involved and engaged with your business is to take polls and get their opinions on ways you could creatively market your products and services.

Ask questions about anything….i.e. ask your followers that you need new music for your iPod for working out, then ask what genre of music is best to work out to, or ‘what is your favorite sports team and why?’-then share your favorite team and explain why.  Anything that gets the conversation going and which you can share a little more about yourself at the same time.

Also share your frustrations in life, share what you are thankful for, tell others your plans for the weekend, etc. The key is to open up and be relatable to your followers and friends.

Candor

This is the freedom to be honest and engage in healthy, caring, purposeful criticism as part of a 2-way conversation. By doing this you will increase loyalty in those that follow you. Listening to others is important here as it will help you understand where they are coming from and allow you to adapt your interactions more effectively.

For example, someone you just met begins to notice that you are part of a network marketing business and may comment that they had a bad experience with MLM. Dig deeper and continue the conversation in a caring way and validate their concerns while at the same time highlighting your positive experiences with your business. Others will take notice and join the conversation.

If you maintain these 3 mindsets with your online interactions, your relationships will have lasting meaning and ultimately your business will be transformed as people will eventually “know, like and trust you” and will naturally want to do business with you.

If you found this post helpful, please share the love with your social networks or kindly leave a comment below.

To Your Success,
3 Critical Mindsets to Adopt for Effective Social Media Marketing

3 Critical Mindsets to Adopt for Effective Social Media Marketing

P.S. Once you understand the incredible power and leverage of the internet, you’ll begin to realize how the top earners work smart and dominate this industry. It will literally transform your mindset and your business and take it to a whole new level.
Discover the exact formula here–> FREE INSTANT ACCESS!

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3 Crucial Steps in the Network Marketing Prospecting Process

3 Crucial Steps in the Network Marketing Prospecting ProcessProspecting in network marketing was never fun for me. Maybe you can relate: I never liked being asked so many questions and defending or convincing why my opportunity was right for someone else. Well no wonder I hated it, I was doing it all the wrong way!

I have outlined 3 critical steps that will make your prospecting process run much smoother.

(See my post on Prospecting With Posture which will help you develop an abundance mentality which is a significant preliminary-step to this 3 step process.)

Remember, you are in business for yourself, so essentially you are interviewing for a business partner. Focus on treating it as such.

It’s best to set the guidelines early on and let your prospect know what to expect. Let them know that you will first be qualifying them to see if they would be a good match for your business, then you will give a quick overview of your business, and lastly they will be able to ask questions.

Remember, the one who is asking the questions holds all the power. If they don’t follow this sequence as outlined with them and they interject, let them know that they brought up a good question and you will get to it shortly.

Step 1: Qualifying
This is where you will ask certain questions and establish rapport. This is the stage where you want to identify their ‘why’. Knowing their why is crucial to redirecting your prospect later and closing them. LISTEN to them, ask questions about their family and their livelihood, etc. Identify any similarities you have with them.

Other good questions during this time would be to ascertain their investment in time and money to devote to the business. Do they have a genuine interest in this type of business, are they curious or serious? Do they have any prior experience in network marketing? Do they have a burning desire to make a change in their lives and achieve their ‘why’? Are they coach-able? Stress that you want someone who is honest and ethical.


Step 2: Business Presentation

The key is to get the facts out there, but be brief, don’t go into every detail. Let them know that they must be comfortable in marketing these products or services to others because a firm belief is the foundation for their success. If they don’t believe in it, it will come across to others.

While you are doing the presentation (I use a flip chart or an online powerpoint), relay the benefits of the products/services to your prospect personally and have them shaking their head up and down. Relate the personal value of the product or services to your prospect from what you know about them so far.   Include any personal stories you have had with the products/services and why you choose to market them.

Now you can test the waters and ask, “John, do you see an opportunity for yourself in this business?”
If the answer is yes, this is your clue that they are likely in, hand them a pen and pass over the paperwork and let them know that you’d be honored to have them on your team.

3. Answer Questions/Objections & Close
Otherwise, answer their questions (see my other post on Top 5 Objections in Network Marketing and How To Handle Them Effectively), but remember to always redirect them back to their ‘why’ and how your opportunity could provide a solution to their ‘why’.

Sometimes they just need more time to evaluate, so give them tools to take home and set up a date and time to call them back. If they don’t answer, leave one voice message. If they never return your call, then let them go. Do not chase your prospect. They know where to find you and if you are following the Attraction Marketing strategies, there will always be plenty more fish in the sea.

I hope you find this helpful to your prospecting process. If you enjoyed reading, please comment or share on your social media sites. Thanks!

Best Regards,

3 Crucial Steps in the Network Marketing Prospecting Process


P.S. Once you understand the incredible power and leverage of the internet, you’ll begin to realize how the top earners work smart and dominate this industry. It will literally transform your mindset and your business and take it to a whole new level.
Discover the exact formula here–> FREE INSTANT ACCESS!

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3 Crucial Steps in the Network Marketing Prospecting Process
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