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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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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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Why Serious Entrepreneurs Need a Blog For Their Business

Why Serious Entrepreneurs Need a Blog For Their BusinessI wanted to review the reasons why having a blog will ultimately help your network marketing business. It is becoming more and more evident for even brick and mortar businesses to go the route of a blog.

The main reason for this is related to the essential part of doing business….which is to build a relationship with your prospects/clients or customers and gain their trust. As we all know, people tend to do business with others whom they know, like and trust.

However, for network marketers specifically, there are even more reasons.

A blog is a multi-media platform, you can post texts, pictures and videos. More importantly a blog  is interactive and involves your viewers, so it’s more like a conversation, it is a form of  “networking”.

If you are a serious network marketing entrepreneur, you need to own a blog for these specific reasons:

1. Branding Yourself

It will definitely set you apart from everyone else because you are  providing value to others and offering solutions to their problems. Your blog will reflect YOU, all your skills and talents as well as your personality.

2. Becoming an Authority in Your Niche Market

A blog allows you a platform to teach and to have published content which you can then syndicate. One thing I want to mention here, for you to provide value to others you must first be actively learning and implementing new knowledge to help yourself in your own business, then you need to write about it and share your strategies with others.

3. Credibility

By offering valuable content you will be viewed as a resource, as long as you are providing an unbiased source of information. Also always remember the 90:10 rule; 90% pure value and ask nothing in return with only 10% product and blog promotion.

If you are doing all 3 of these above factors, you will mold yourself into a leader that others will seek out and want to work with. This makes recruiting into your primary MLM company that much easier. People work with leaders, not companies or compensation plans.

Here is the process of a successful blog:

1) Educate and solve others problems. Provide value.

2) Share the content of your blog either through social media or on autopilot syndication.

3) Capture a person’s contact information at which point they become a lead.

4) Build rapport and keep adding value and helping others build their business.

5) Eventually you will gain others trust and some will join you in your opportunity and many will purchase an affiliate product or system recommendation that you have tested and been successful with.

One last point I’d like to deliver…

Step back for a moment and contrast a blog with offline recruiting.

Offline you have a one-shot encounter, of which they never asked to be approached by you nor requested your information. You will also need to deal with the objections regarding the network marketing industry in general.

A blog, on the other hand, allows you to build rapport naturally and gain trust over time. A person who fills out a webform on your blog has done so willingly. Blogs are attracting highly qualified and motivated people who want answers to building a network marketing business. You are acquiring FREE leads passively. No more chasing friends, family and strangers.

Another awesome feature that I have found with my blog  is that it has become the perfect answer to the often asked question of  “Why should I work with you?” All you need to do is point them to your blog which will be quite obvious that you kinda know what you are doing when it comes to building a network marketing business, and if they are already in network marketing-you possibly could become more of a valuable resource to them than their upline sponsor currently is.

I even direct my new recruits to specific blog posts and pages that I have already written that are like mini-trainings for them when they are first getting started.

So there you have it, the importance of blogging for your business.

Make sure you subscribe now in the above right box to continue to receive this type of information right to your inbox.

To Your Ultimate Success,

Why Serious Entrepreneurs Need a Blog For Their Business

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 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 3 Crucial Steps in the Network Marketing Prospecting Process 3 Crucial Steps in the Network Marketing Prospecting Process 3 Crucial Steps in the Network Marketing Prospecting Process 3 Crucial Steps in the Network Marketing Prospecting Process
3 Crucial Steps in the Network Marketing Prospecting Process
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