Network Marketing 101 - Follow Up - Two Crucial Questions
Network Marketing 101 - Follow Up - Two Crucial Questions
With over 25 years in the Network Marketing world, I've learned a lot of things to do and not do while recruiting new people. I've learned that I shouldn't be a motor mouth and tell my prospects everything I know in 5 minutes or until they tell me to "shut up". I've learned to stop 5 minutes before I'm finished, that will leave them wanting more. I've learned that although I may be a good salesman, most people can't sell as I do. As a result, I've learned to rely on systems in place, DVDs, online links, conference calls, 3 way calls and the list goes on.
Two of the most important things I've learned are when to talk and when to listen. Along with that come the "magic" questions. These two questions have saved me countless hours and have made me thousands of dollars.
In my last posting, I spelled out the one question you should never ask. "What did you think?" I gave a list of several reasons why you should never ask this question. It's time now to reveal the best questions ever. Here goes.
"What did you like best about what you heard?" I use this question after I have had my prospect listen to either a prerecorded sizzle call or a conference call. I am looking for their hot buttons. Do they like the product or service, or do they like the income opportunity? Do they just answer with a short response or do the embellish? If it is a short response, I will need to draw more information out of them. If they say they liked the product or service and then start to "sell me" on the program, I know they are in.
On a side note, if they have just watched a video, webinar or live presentation, the question is, "What did you like best about what you SAW?" Keep in mind that some people learn by hearing, some by seeing, some by feeling or touching. But that's another topic down the road.
This leads me to my second question, "On a scale of 1 to 10, where do you see yourself?" When I ask this question, I generally add a phrase in the middle that goes something like this. "On a scale of 1 to 10, one being Steve you are an idiot, never bother me again, and ten which is right there with sliced bread, where do you see yourself?"
When I insert the phrase "Steve you are an idiot", I usually get a humorous response of some sort. They generally chuckle and say, "I would never say that". If I know they like Starbucks coffee, I would insert that instead of "sliced bread". In other words, I try to be where they are and relate to them.
The whole point to this process is you want to be relatable to your prospect. This will help take their defenses down and help them to relax. When they are relaxed and better yet, laughing, I can get inside their head easier and see where we are going.
Now that you know the questions, let's look at their answers and the psychology behind this process.
With the first question, "What did you like best..." I wait for their response and always agree with them. I want them to know that I am on their side and that they have a partner. If they say they like the product, agree with them. If they say they like the money, once again, agree with them. It's just that simple.
The second question is a little more tricky. On a scale of 1 to 10, where do you see yourself? This is probably the most important question of all. This sets the stage for you on how you are going to work with someone. What do you do if they say they like the product but are only a 4 in response to the second question? They are a perfect candidate to become a preferred customer. Don't push them, a 4 is a 4 and at this stage of the game, you can't make them a 10. If they say they are an 8, then get your paperwork out and get them signed up. DO NOT keep selling them. You will drive them away. They are just looking for some details and want to meet the leadership, now.
Do you care whether someone is a 4 or an 8? Not really. So why is this question so important? It tells you how much time and energy to put into them. If they are a 4, you head to the customer side of the program. If however, they say they are a 7 or above, these are the people you want to work with to build your business. This is where you spend your time and energy.
Stop and think about something. What if you don't ask this vital question and you think they are a 4 but they are really an 8? You will likely treat them as an afterthought and not give them the business building guidance they need. They will think you just don't care.
On the other hand, if you think they are an 8 but they are really a 4, you become the biggest pain in the neck they have ever known. You start calling them daily, sometimes multiple times a day. You are so excited that you become obnoxious and they get to the point where they stop answering your calls. After a few days or weeks of this, you wonder why they aren't coming to meetings, getting on conference calls, signing up new recruits...etc. Well guess what, they were never an 8 and had no interest in building "your stupid business" in the first place. You just didn't ask them where they were and where they wanted to go. And who's fault is that?
Now comes the hook for someone in the middle. What do you do when someone says they are a 6? It goes something like this. Start by saying "I'm so sorry, I only work with sevens and above. Since you like what you've heard about the product, we can get you started on that right away." This is critical for a couple of reasons. First, you want to get them started as a customer, that brings in immediate revenue for you. Second, you are telling them that you are serious about building your business. It may also evoke another question from them that goes something like this. "How do I become a seven?" My response, "You just did. By you asking, you are telling me that you are really more interested than you are letting on."
Let's recap. First question: "What did you like best about what you heard?" Second question, "On a scale from 1 to 10, where do you see yourself?" Six and below you focus on getting them started as a customer, you may be able to convert them down the road after they have confidence in the product or service. If they are a seven or above, you have genuine interest and they are at least willing to go to the next level in gathering information.
Your job at this point is simply to sort your prospects. Remember, a five is a five, not a nine and visa versa. Don't try to force someone into a predetermined box. You will regret it in the long run.
For more times and ideas on building your successful Network Marketing business, please visit my blog: www.whoisstevereed.com
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