The One Tool You Must Have In Your Network Marketing Toolbox

The One Tool You Must Have In Your Network Marketing Toolbox

If you could only choose one tool to use while prospecting for new distributors, what would it be? Possibly a new company produced video, a team conference call, or maybe a featured article in a network marketing magazine? These are all an important part of your business, but they are not the most important element to attract others and close the sale.

The most powerful tool you can use in any networking situation is a good question. If you have been in the network marketing industry for a while and attempting to reach your next level, or are brand new to the industry, take a second and think about the following:

If you are like most Network Marketers, you probably tell too much too quickly. You spend so much time talking about your company, your products, and your compensation plan, that you forget to ask the prospect why they would be interested in a business opportunity in the first place. We are so focused on making a sale that we fail to see if the prospect is right for our business. A famous quote from William Purkey goes: “nobody cares how much you know until they know how much you care.”

One of the greatest personal development coaches in history, Dale Carnegie, believed that you establish your care for others by being genuinely interested in them. And, this is achieved by asking questions. Although it may seem backwards, by asking questions, you are actually in control of the conversation, and can find the “hot buttons” you need to create value. You MUST find your prospect’s “hot buttons” in order to know how your opportunity can solve their specific problems.

Here is an example:

Cindy approaches Steve about her business opportunity. Cindy begins to talk about her compensation plan and amazing product catalog. Steve then asks Cindy various questions regarding the compensation plan and recognition levels. Not long after, Steve tells Cindy that he is not interested and ends the conversation. What happened? It looked like a good conversation, and Steve “seemed” interested, so what went wrong? The answer is simple. Cindy did not take the time to find out Steve’s reasons for considering network marketing. Cindy did not find Steve’s “hot buttons.”

If you have trouble thinking about which questions to ask, try directing your focus to these 3 areas: Family, Occupation, and Recreation. Ask about your prospect’s dreams, working situation, and goals. Some sample questions may include, “What do they want out of life?”, and “In what ways are they satisfied/dissatisfied with their occupation?”

Once you gather enough information, the next step is to share your specific sales message. Remember to keep it short and to the point. All of your work asking questions and gathering information will be for nothing if you oversell your opportunity. You now know everything about the prospect and why they are interested in what you have to offer, so make sure to match your pitch to their specific concerns. Explain why your business opportunity matches the prospect’s goals and solves any problems he/she brought up during the questioning phase. By doing this, you will drastically increase your chances for a successful enrollment.

If you feel uncomfortable asking personal questions, try practicing with a friend or your upline leader. By overcoming your negative feelings toward this type of questioning, you will create a unique opportunity to connect on a more personal level with your prospects.

So remember, next time you are invited to a neighbor’s party, resist the urge to tell everyone about your opportunity. Instead, ask others about their family, occupation, and recreational interests. You may find them returning the favor.

Simon Carter, an online entrepreneur, has been involved in the network marketing industry for the past 15 years. After seeing so many fail at the “old ways” of networking, he went in search of a system that would harness the power of the internet to bring an endless flow of prospects to anyone willing to try something different. Today, he assists others achieve a higher level of network marketing success by using internet marketing strategies to attract an endless flow of prospects everyday.

To see if you are ready to take your network marketing business to the next level, visit The Rebel Networker now.