One of my mentors in network marketing, Tom “Big Al” Shreiter, taught me that the network marketing professional’s job is to help people make a decision.
Once you understand that it’s OK if the decision is no, that takes a lot of the pressure off during your presentation. After all, network marketing isn’t for everyone. If so, everyone would be doing it, right?
My friend, John Milton Fogg, shared a video on Facebook that shows a great way to help folk make a decision. The video Eric Worre is a seven-minute seminar on “Closing in MLM.” I’m not crazy about the term “closing” because it makes me think of high pressure closing tactics, but Eric’s strategy is low-key.
One of the things I like about this approach is its emphasis on asking questions. The first question, which asks the person to rate their interest on a scale of 1 to 10, is a straightforward way to find out where the conversation stands.
The next three questions simply identify how much money the person wants or needs to make each month, how much time the person is willing to commit each week, and how many months he or she would be willing to spend to make it happen.
The final question asks the person if he or she is ready to go forward if you can show them how to make that happen.
These questions might not be right for you. Perhaps you’d prefer to find out why the person wants or needs money. Then you could connect your business opportunity to their dreams.
But whatever questions you ask, the important thing is to ask questions. When you ask relevant questions, you’ll find out about the person to whom you are talking.
And don’t just ask questions because it will help you “close” people. That is not a strategy for long-term success.
After you ask a question, listen intently to the answer. Ask another question based on that answer. Learn about the person.
The process is simple. Find out what the person wants, and show them how you can help them get it.
It might turn out that you can’t help them get what they want. If so, let them know. They might be looking for something other than what you are offering. If so, you’ve helped them make a decision. That’s your job.