How To Talk To People About Network Marketing

Not everyone is the same, therefore you can’t talk to them all the same way.

Analyzing personality types can get overly complicated, and once you learn all 16 (well, depending on which list of types you go by) how are you supposed to apply it to Network Marketing?

Let’s make it more simple just be looking at why people join Network Marketing but breaking it down into 4 categories of what motivates people.

1. Helping Hands ~ There’s a huge reward in helping others. Helping others brings good feelings to the giver and the receiver of the good deeds. Network Marketing is an opportunity to use your gifts to help others. This in turn boosts self esteem for making others’ lives better. In turn making the whole world a better place.

2. Funtastic! ~ Truly enjoying what you do for ‘work’ is something that is felt by less than 13% of the entire population. Most people hate what they do for a job and want to get out of it and have fun. Surprising to some, Network Marketing is a place to release your artistic and creative energy. It’s a venue to express your individuality and have fun doing it!

3. Shake Your Money Maker ~ Money is a HUGE motivator. In fact, money can actually be a means to obtain the first two. In order to have a hobby that is fun you need money to purchase equipment or to get to where you have your fun. To donate to bigger charities and organizations you need the funds. To do anything in life you need money. It’s just the way it works. I would go so far to say that this is the main reason people get into Network Marketing. Not necessarily to have hoards of money, but because of what money can do as a tool.

4. The Vision Thing ~ Without It You’ll Never Be A World Class Organization. This is actually the title of an article co written by Ken Blanchard. Aligning yourself with a clear and compelling vision of the future puts you in a position to focus your energy towards a defined target. You see the bigger picture. You are part of something that is bigger than yourself and you are leaving your impression, your mark, on something that is awesome. You strive to have an accomplishment or overcome a challenge and be able to say “I did that!”

Reading these quick descriptions you should be able to pick out which of these types you are. (If you’ve followed me much or read some of my other tabs I’m sure you can tell which one I am too.) But most importantly you now know what motivates the different types of people that get into Network Marketing.

With this information you can now appeal to those types of people. It’s very difficult to appeal to everyone all at once. You end up looking like you have none of your own desires or motivations because you are all over the place trying to please everyone all at once.

I’m going to break it down for the Network Marketing beginner:

1. Recognize which category you are in for motivation. Don’t be afraid to show it. Because there are others out there that are motivated by the same category.

2. Talking with these types of people will be easier for you because you can relate to them. You will be able to build a connection with them faster. You will naturally attract people that are more like you.

3. You will occasionally draw people to you that are motivated by the other categories. This is your opportunity to learn. Everytime you come in contact with someone new your first goal is to get to know them. Get on the phone with them as soon as possible. Ask questions. Find out why they were first interested in Network Marketing. The answer is going to give you clues as to what motivates them. Once you know what motivates someone, that’s what you talk about more.

Example: If you are motivated by having fun and winning vacations in the company and are speaking to someone motivated by helping others you need to be able to speak more about team building and empowering others and paying it forward by coaching people and helping them to develop as entrepreneurs and discover their own dreams.

It takes practice to be able to do this easily. And that’s ok. Don’t worry about doing it right every time you talk to someone. Not everyone is going to connect with you, not everyone is even going to want to join your opportunity (I know, crazy, but some people just don’t think your company is the best). Some will, some won’t, so what.

The more practice you have the better you will get. Don’t worry about doing it right, worry about doing it more often.

For the more seasoned and advanced marketer that can pick out what motivates, and knows how to appeal to each motivating factor, the tricky part for you is being able to invoke emotions from an audience. To be able to throughout a presentation shift motivators and emphasize on those that are getting people to lean forward in their seats.

The biggest challenge? Appealing to all four via an internet presentation on a webinar where there is no way to judge reactions (unless you say something to make them angry and then you will either see people dropping out, or nasty little messages showing up in the question box).

No matter where you are in your learning process, understanding what motivates people will be a vital asset to your Network Marketing knowledge. If you don’t care what interests other people, then they aren’t going to care what you have to say.

Go out, connect with people, learn about them, build relationships and become a successful Network Marketer.

(I’ve learned these secrets about personality types from a few different people, but Cedrick Harris nails it the best.  Hear his original audio presentation of the 4 main personality types by clicking here.  His breakdown into the 4 elements, Earth, Wind, Fire, Water is so cool)

Live With Passion ~ Live With Purpose

I am going to tell you something you will never hear from you MLM upline.

You are allowed to turn down prospects.

Your training from your upline teaches you to call your friends, family and your MLM leads and start telling them how amazing the company and product is. You are taught to pitch the compensation plan. After they see all this information it’s just a “no brainer”. If they turn down joining your MLM, it must be because they didn’t understand part of it, right? Wrong.

No one wants to be sold or told what to do.

I can tell you that if you are hounding your MLM prospects until they join with you, that you are not going to have long-term success. Those you sponsor in this way are not the high quality people you want. You are going to have to hold their hand because 1. They didn’t really understand what they were joining in the first place, and 2. This method of sponsoring is nearly impossible to duplicate.

So, in order to run a successful MLM business you need people that have the drive, skill, determination and motivation to also be successful.

Prospecting is about finding candidates that have potential. It’s not about pitching your company over your neighbor’s kitchen table. Unless you like doing that sort of thing. Chances are, your neighbor has no clue what an MLM is about. If they do, it’s probably an ill conceived notion of a pyramid scheme. So then you have to over come objections, and then you aren’t prospecting anymore.

In order to sign up high quality reps you need to interview them. Qualify them and make sure they are worthy of your time. You ask the questions and lead the interview. Imagine that you are the hiring manager of a company, are you going to hire just anybody? Or are you going to hire people that will produce results and earn you a promotion.

Some people are ready to join an MLM, but they believe that it will not involve work on their part. This is also not a high quality prospect. This is dead weight, when they don’t get results, you are going to be holding their hand.

So, I’ll tell you again. You are allowed to turn down prospects. It’s ok to tell someone that they are not a good fit, or not what you are looking for right now.

If you think I’m crazy, recall the last time you were told you couldn’t have something. It made you want it more, didn’t it?

Prospecting is simply filtering through your leads and finding the candidates that have potential. Some of those people might not be at the point where they are ready to join a company, pushing them into it too soon is a set up for failure. When they are ready, they will come back to you.

Stephanie Deneke
Massive Marketing Mentor

Click Here to see what saved me from pitching my opportunity.

So you managed to implement the training your upline gave you to generate a lead. You call your prospect with your script in front of you. You are reading through it perfectly,,,,,, and then they ask a question

Questions aren’t in the script!

Now you’re fumbling, stuttering, trying to look up answers, or even making stuff up just to make it through the call. Yeah, that just blew it.

So when you’re new and you don’t know what to say, what do you do?

Most companies don’t offer the support to help you call your prospects. They leave you hangin out there on your own and a lot of marketers learn by trial and error. Unfortunately this takes weeks, months, and for some, years.

So what are you supposed to do? Well, you have an upline right? So you don’t have to call your prospects on your own. In fact, I recommend that you don’t. By now you should have 3 people in your upline that you are comfortable talking with. Your sponsor, and two more above them or on the same level. Get one on a conference call and talk to your prospect together.

These people have made these calls before and faced the same questions you are hearing. They have learned how to lead the conversation and handle questions. If they haven’t then find someone who does.

Still can’t find someone?

Here’s a scenario on how to handle questions and I’ll use the most common one as an example.

Question: How much money do you make?

Now obviously they want to hear the dollar amount that you make per week or month. But you aren’t going to lead the conversation if you just give a quick answer. Plus, if you are new, you haven’t made anything yet. Besides, they only think they want to know what you make, what they are really asking is “How much am I going to make.” So answer that question instead.

Answer: It’s really up to you what you make, if you work at it part time, you are going to make a part time income. If you work full time, you are going to make more. Are you ready to put out effort and make a real business for yourself?

You just did two things. You let them know that the income varies and that their efforts are the real variable. Which is totally true. Second, you just took back the lead of the conversation by asking a question. This answer is just an example. Be creative and come up with your own but lead into an open ended question. One that requires more than a yes or no answer.

Questions from a prospect are a sign of their interest, but also a test on your capabilities. Use them as a chance to show yourself as a leader. If you are throwing out a quick answer and the prospect moves on to another question, then you are not the leader. They are. Remember, the one asking the questions is in charge of the conversation.

People want to join a leader, someone they can learn from, someone that has value and knowledge. You could be with the greatest company ever, but if you lack these qualities, you will lack enrollees as well.

Stephanie Deneke
Massive Marketing Mentor

www.StephanieDeneke.com
www.SayHelloStephanie.com