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Thirsty Horses Are Good For Your Network Marketing Business
In Richard Poe’s book Wave 4: Network Marketing in the 21st Century, he tells a story of a woman who had build a very large organisation in one of the major, long established MLM opportunities. She had a downline of several thousand distributors, but her monthly bonus cheque was only a couple of thousand dollars. Her business was stagnant. No amount of motivating her downline could make it grow.
She realised what the problem was…most of the people in her organisation were not hungry enough. As the old cliche goes…”You can lead a horse to water but you can’t make it drink.” If you want a growing business in network marketing, you must have thirsty horses. You want business builders. You want people who are going to follow your lead and duplicate your success.
A numbers game…or something much more?
It’s my opinion that the traditional network marketing approach of prospecting – writing a list of friends and family, the 3-foot rule, holding home meetings, one-on-ones at coffee shops, weekly hotel meetings – trains network marketers to be recruiters. It’s all about getting that “yes” or “no” and moving onto the next prospect. It does not train network marketers to be sponsors.
You’ve all heard the saying, “it’s a numbers game.” Well, when it comes to sponsoring a prospect, when you’re belly-to-belly with them, nothing could be further from the truth. It amazes me when I see experienced network marketers, those who have been in the industry 5 or more years, still happy to sign up anybody that would say “yes” to their opportunity. That’s all they know because that’s all they’ve been taught through the tradition school of MLM.
While getting that “yes” might feel good, it is not necessarily good for your business. Why? Because most people who sign up as distributors should not be in network marketing. Most sign up for the easy money. They want to get rich quick and they’re going to be out of there faster than you can put ’em in, onto the next idiot who tells them they can make thousands of dollars a week doing nothing. Your time is far too valuable to be sponsoring these people.
The Difference Between Sponsoring and Recruiting
There’s a crucial difference between sponsoring and recruiting. When you’re recruiting, it’s the prospects decision to join you or not – you give all of the power to them. When you’re sponsoring, it’s you who makes the decision – you have the power. In other words, you are qualifying them for your opportunity.
You do not just want anybody in your business. When propecting, your attitude and mindset should be that you have a multi-million dollar business and you’re looking for good business partners.
Who do you want in your multi-million dollar business? Someone who is destitute? Someone who needs to pay off their credit card? A penny pincher who shops at discount stores? Someone with low self confidence and low energy? Of course not…
You want to sponsor motivated people who have big dreams, people who want it as much or even more than you do. Sponsoring people is all about finding your prospect’s “REASON WHY”. If you have a prospect who has shown genuine interest in your opportunity, don’t just rush to sign them up. Find out why they are looking. Find out their level of motivation. Ask them the tough questions and listen.
Connect with your prospect’s pleasure and pain
Believe it or not, but every single decision a person makes is in an effort to gain pleasure, or avoid pain. People are more motivated to move away from pain than they are to move toward pleasure. Find out your prospect’s pain, or what problems would disappear if they had all the time and money that your business opportunity could provide.
What level have they reached in their job? What price are they paying for maintaining their salary? Is it time away from loved ones? Is it burn out from stress? Is it not being able to live a healthy live? What else do they want to get away from?
Then found out your prospects pleasure. Ask them about their dreams that they could achieve by building the opportunity.
But listen intently to the feelings behind the spoken worlds. It’s not just about what they say, but also how they said it.
At the end of the day, building a downline that will grow and reward you is like panning for gold. Most networkers are happy to take anything that glitters and hope they’ve got one or two real nuggets of gold. Leaders know the difference between fool’s gold and the real thing. Leaders value their time and are willing to disqualify the wrong prospects in order invested it in those who genuinely want success.
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