If a network marketing tip you use involves tricking people into seeing your business presentation, just stop.
There are a few ways people trick others into seeing a business presentation. Here are a few:
The Mystery Event
This is when you invite your warm market to come over to your house for a “get together”. You may phrase this as “come over to my house for coffee (or cocktails)” or “we’re having some people over”. When the prospect gets there, they have to sit through a business and product presentation. Needless to say, they feel tricked and are not pleased.
The Random Get Together
This is when you invite a prospect over for a one on one. Maybe you meet at home, or maybe you meet at a coffee or sandwich shop. You tell the prospect you want to catch up, or talk to them about “something”. That something is a business presentation. They feel tricked and are not pleased.
The “Long Time No See” Phone Call
You call someone from your warm market who you haven’t spoken to in a long time – perhaps years. Maybe an old high school friend or that cousin you only see at funerals. You call, say you want to catch up, have small talk, and then BAM!!!! Told them you thought about them and want to show them your opportunity. At first, they feel great that you thought of them to call – and then – they feel tricked and are not pleased.
Why These Network Marketing Tips Don’t Work
Well, simply put, in each case your prospect feels that the only reason why you approached them is because you had an ulterior motive — to sell them something. Or didn’t tell them the real reason because then they wouldn’t come. And they would be right.
Let’s Fix This
There are great ways to go about inviting your warm market – even people you haven’t spoken to in a while without them feeling tricked.
1. Tell them the truth.
Yes! Lead with integrity. If you are inviting someone to see your presentation, then TELL them that. I believe it’s best to have 2 presentations: a short one (less than 10 minutes) and a longer one, once they have expressed interest in knowing more. Or, if you are having an event, tell them it is a business opportunity meeting.
Of course, how you ask is just as important as telling the truth. You don’t have to tell them your business. That is not a trick, that’s intrigue. Keeping a bit of mystery around your business increases curiosity and – more importantly – keeps their mind open. Once a prospect knows your business, they will Google it; and that won’t go well.
2. Re-establish a relationship.
If you are calling a friend, colleague or family member you haven’t spoken to in a long time, then call them to re-establish your relationship. Catch up on that first phone call – and that’s it. Definitely find out what they are doing, how they feel about it and get a feel for if they might be qualified. But don’t mention your products or the business.
Of course, if they ask, you can say that you ARE in business, and use your elevator pitch to say what you do. (“I help people lose weight” or “I coach people who want to start their own business”). Leave it at that – if they ask questions, then YES, of course invite them to a presentation. The difference is that they asked YOU; you didn’t ask THEM. They will not feel tricked.
Alternatively, keep in touch with that person. After the third or fourth phone call (yes, fourth!), you can feel free to call them and say that they came to mind and ask them to see your presentation or present your product. But again, be careful with how you approach them. If you have been keeping in touch for a few months, they won’t feel like the call is out of the blue and feel tricked. BUT they could feel tricked in other ways depending on your approach (i.e. “come to my house for a drink”).
3. Ask For A Referral Instead
By far, one of my favorite strategies, especially with warm market, is to not ask them to view your presentation.
Shocking, I know.
I actually ask them for a referral. I tell them that I am having a business presentation (or going to a company sponsored one), and I was expanding my team, looking for great people who are interested in possibly earning extra money. Do they know anyone I could invite?
You’ll usually get one of 2 answers the majority of the time: “I’m interested” or “yes, I know someone, I’ll hook you up” – which are both great answers. People tend to want to help you and a simple referral is easy. Less often you’ll get a “no, I don’t know anyone”. Don’t think of that as a rejection or a big deal. Someone may not have come to mind at that time – maybe they will think of someone later (and you can actually say that in your response). Even if they never give you a referral, that’s ok! Listen, you shouldn’t expect a positive response 100% of the time. Seriously – brush it off and move on. But most of all, remember that it isn’t a rejection of YOU or your business (especially since they don’t know what it is)!
Many new network marketers make these mistakes, and it’s understandable. I’m not here to beat you up if you’ve done that in the past! We all probably have at some point. 🙂
The reason why we tend to do this is because of the underlying FEAR of rejection. Once we get used to the idea that a NO isn’t a rejection, these awful strategies tend to go away. Education and mentoring by coaches and successful peers are also great reasons.
The important message to take away is that not only do these strategies not work, but they cast a negative light on the network marketing industry as a whole.
As Ray Higdon says, “people aren't turned off by network marketing, they are turned off by network marketers.” Click here to tweet
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To Your Victory,
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