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The following article was published in our article directory on June 1, 2016.
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Are You Mastering MLM Prospecting?

Article Category: Marketing

Author Name: Cameron Long

What Does It Take - Mastering Prospecting?
How hard is mastering MLM prospecting? Do you even know where to begin? The internet has absolutely revolutionized prospecting and marketing online. Today, we have the ability to reach millions of people with the click of a mouse. Post on Facebook, Twitter, Instagram or any number of social sites and message boards, and can generate free leads every day of your life. You can even purchase thousands of leads that will be delivered straight to your inbox. So, with this huge abundance of leads, why are people still failing at the most important part of the business? Most people join a home based business and within weeks or months have already given up and quit frustrated and defeated. They talk to a few people and try to sell them on the products, the business and the commission plan, only to hear "no" after "no". It's like pounding their heads against a wall and leads them to believe people just aren't interested in home based businesses anymore. Yet, they watch as other people are hitting the top ranks of their company and accepting the awards and bonuses. Getting into the business with hopes and dreams, they soon start to beat themselves up. This self doubt changes into feelings that something must be wrong with their sponsor or the company just didn't provide them with enough resources or whatever. This cycle repeats time and time again. So, how do you finally break this pattern and become a master prospector and start hitting the top ranks within your company?
Mastering MLM Prospecting - Ask Questions...Start With You
The key to mastering network marketing prospecting is learning to ask questions, then shutting up and listening. Effective prospectors become good at asking good questions and they develop a keen skill of listening and gathering information. The prospect doesn't want to hear you talk. They want to talk about themselves and tell you all about their favorite subject...them. So, before we go into greater detail on which questions to ask, I believe a good exercise is to spend a little time asking yourself a few questions and becoming very clear on the answers. Until you do this, you will never be an effective prospector.
• Why are you in this industry?
o Are you here because of the amazing products? Money? To help people? Do you realize this industry allows anyone from any walk of life, no matter their level of education, their appearance, their handicaps or even their past failures to find success? Money is never a deep enough answer. Really explore just how powerful of a gift you have to give each and every prospect. Where else can they turn that will give them the same opportunities? Low cost of entry? Training and support? Life-changing income potential? Sure they could open a pizza shop or gas station, but have you looked at the startup costs for those businesses? After mortgaging everything you own, you open the doors several hundred thousand in debt with no guarantee of success and no support. You are completely on your own and success is completely on your shoulders. For a lot less money, a lot less stress and with people actually incentivized to help you succeed, we offer a great alternative.
• Will you look back and be proud of what you accomplished?
o When you look back 10 or 20 years from now, will you be proud? Did you spend your days convincing and pushing people into your business? or did you provide a real service to your prospects by asking the right questions and listening to them? Wouldn't you feel better about your accomplishments if you found the right people, help develop them into leaders and enabled them to finally find success? This happens, again, by listening. True happiness and success comes through helping others and helping others comes through discovering their pain points and needs. Then, providing them with a solution to meet those needs.
Once you are clear on these simple questions, now you are ready to start calling your prospects.
So, why do most people struggle to sponsor prospects into their business? They fail to focus on the problems and needs of their prospects. They call a lead and focus entirely on the product, the compensation plan or themselves. Using this approach, you have to be one of the best salesman and it's just plain hard. For most people it will never work! You can get thousands and thousands of leads and never sponsor one person into your business. That's because you didn't provide a solution to your prospects problem. In fact, you did the exact opposite. You were trying to fulfill your need, which was to sponsor them into your business.
MLM Prospecting Tips - Why Ask Why?
Ok, Ok, so what do you ask them? Just ask them a simple question, such as "would you be open to a side project that doesn't interfere with what you are currently doing?". When they answer, most people go right into their sales pitch and start selling them, but this is where the fun begins. Instead, if they say "yes", respond by asking them why they would be open to earning extra money right now? Typically you will hear about jobs they hate, paying for kids school, or any number of issues (or pain points) that they are facing. Dig for their need. If they say they just want extra money, keep digging. Ask what they will spend the money on? If they still resist answering, maybe ask them if they have any desire to help people. Then, once you finally get their need identified, repeat their need(s) back to them. Then, to solidify their need and get them really feeling the pain, ask them if they were serious when they said (the need) was a reason for them wanting to earn extra money. They just told you it was their reason for wanting extra money, so they would be contradicting themselves if they said no at this point. Now, offer a solution to their problem by asking if they are serious about meeting their need and you could show them a way to meet that need, would they be open? If they say yes, close the sale or send them additional information.
Do you see how different that approach is compared to the traditional method of recruiting? You don't lead with your business, your compensation plan, your successes or your reasons they should get started. Instead you start by uncovering their needs, their wants, their desires and providing them with a solution. This process requires you start in the right frame of mind, which is why I had you ask yourself a couple questions first. This helps to remind you that you are here to help people meet their needs. Remember, not everyone will be ready or willing to get started in your business, but they will leave the conversation appreciating you taking the time to listen to them.
"When you understand how to create value in the marketplace, money really does come easily. It is possible to have money come in all the time, on auto-pilot, once you understand this principle. Focus on solving the problems of others and money will flow into you like a raging river that has broken through a dam" - Ray Higdon

Keywords: Closing Leads, MLM Prospecting, Prospecting, Network Marketing Prospecting,

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