Well, this is the last in my MLM Prospecting Tips mini-series! So far we’ve learned:
– How to identify personality types of our prospects, using colors and…
– How a prospecting phone call should flow…
And now it’s time to put the icing on the cake and learn how you can have the upper hand…the “home court advantage”, if you will, when you are prospecting.
Imagine with me for a moment what it would be like to…
- Call leads on the phone and hearing them ecstatically say, “Oh yes, I know who you are! I can’t believe you really called me!”
- Have people call YOU up and when you answer, hearing them exclaim, “Oh wow! I wasn’t expecting you to answer…I thought it would be an answering service or something but you really answered the phone!“
- Hear your leads say to you, “You know, I’ve seen this many times, but there was just something about YOU that made me decide to contact (join with, sign up with, etc.) you instead of others I’ve seen.“
Have you ever experienced that? Can you imagine ever experiencing that?
Well I personally have and I know many others who have as well.
It’s a wonderful feeling to speak with people who actually WANT to speak with you rather than talking to people who are distant, cold and tuning you out because they do not want to be bothered.
See, when you buy (or “scrape”) leads and cold call them, you don’t have the same advantages that you would if you were to implement what I’m about to share with you.
When you cold call leads, the leads are the ones who have the upper hand because you are, in essence, intruding on and imposing yourself upon them with your pitch.
But when THEY are the ones reaching out to YOU, it changes the whole dynamic because now, you have something they want or are interested in!
Can you say, “GAME-CHANGER”?
So how do you achieve those more favorable responses & results?
Let’s take a look at a few ways to get those types of aforementioned things happening for you in your business…
1. Know your target audience…
… which, in my opinion (especially if you’re just getting started) should be customers!
Because any REAL business focuses on the sale of goods & services and it shouldn’t be any different in a Network Marketing business. Focusing solely on super-heavy recruiting and minimally on customers is what gives our profession a bad rap and causes people to hit you with that, “This is one of those pyramids/scams” objection.
But when you focus on customers, you look like a legit business because you ARE one!
And once you establish that you will put most of your focus on building a strong customer base, then you can sit down and think about WHO it is that you want to focus on.
Let’s suppose you’re in Mary Kay, for example, and you decided to focus on the skin care line of products, rather than makeup.
You’d want to pinpoint the exact woman you want to “speak” to in your marketing messages.
Is she a young, teenage girl with acne problems?
Or is she an older woman who is concerned about the wrinkles she’s developing or has already developed?
Or, is she that woman who is tired of dealing with dark spots but, she wants to GET RID of them instead of covering them up with makeup as she’s always done?
So, think about it either from the standpoint of who YOU were when first introduced to your products or services OR… who it is that you WANT to help and come to the aid of with not only your products/services, but your expertise & advice, which leads me to…
2. Establish yourself as an expert & leader in whatever you’re involved with.
Using our Mary Kay example again…
Wouldn’t it make sense to learn the ins and outs of a particular product or product line within your company, along with, how to use them for best results? And then from there…
You would simply share make-up or skin care tips with your potentials so that when they’re looking to buy make-up or skin care products, they buy from YOU!
So, whatever YOUR business is, pick one product or service offered by your company and “master it” by learning as much about it, AS WELL AS the topic around, it as you can!
What I mean by, “learn the topic around it“, is… don’t learn all about the skin care product(s) ONLY, but also take the time & initiative to learn about the very topic of skin care.
And no, I’m not saying you have to go out and become an Esthetician or anything (although if skin care was a true passion of yours, it couldn’t hurt and would only ADD to your credibility!)…
But do a little bit of studying up on things you can give tips on such as: “foods to avoid if you want to get rid of acne” or “foods to eat that help your skin produce collagen“, “7 ways to boost skin elasticity” – things like that.
And naturally, somewhere in the mix, you will mention your product that is designed to help them achieve the very result(s) you gave them tips on, prior.
3. Make yourself & the value you provide VISIBLE!
Now that you’ve gotten a handle on the fact that you must provide value, along with who you’ll be providing that value to…
You must get that information in front of your target audience!
As mentioned before, this can be done by sharing tips & tidbits on social media, doing videos and uploading to YouTube, or creating content and having it found by your market on search engines like Google!
And on said content, videos, or tidbits; you will direct your prospects to either your website, blog, or even a lead capture page where they can enter their name, email address, and phone number (optional) and become an actual “lead”.
And as I mentioned, when and if they give you their contact information, they will be expecting to hear from you and will be thrilled when you take out the time to call them. This takes rejection out of the equation.
Also, when people have visited YOUR website and submitted their contact information (including phone number) to YOU, this puts you in a better position because when they GAVE you their phone number and other information…they gave you the reigns… the control.
You just have to learn and know how to own up to and possess that control when speaking to prospects.
Following these tips is what will give you the upper hand when you contact your leads.
When you lead with yourself and the value that you have to offer, people get to know you and trust you.
Once you’ve built that trust through value-driven content and other information, people that are drawn to you will want to get more information from you.
Believe it or not, MLM prospecting can be easy, pleasant and even fun… when you learn how to do it the RIGHT way!
By the way…
To YOUR Success,
P.S: Got a business you need more exposure to?
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