This is mainly because this method gets to the heart of what REALLY drives your prospects. It forces you to tap into their world and find out what it is they hope to accomplish.
Let's dig deeper into this network marketing technique and talk about some of the possible scenarios you're likely to encounter when using the conceptual selling approach.
I've identified 4 possible scenarios between you and your phone prospect.
Out of these four scenarios, only one of them will get you your desired result (I'll explain what I mean in a moment...read on as it may not be what you think).
However, it's important that we at least have a knowledge of the other 3 situations in order to know how to better avoid them.
Here's what each scenario looks like with a brief explanation.
- Lose-Lose
This is the worst of the four possible scenarios between you and your prospect. Unfortunately, it happens far too often.
In a lose-lose situation, both you and the other person would have been better off not to do business with one another. This type of situation can take many forms.
Some examples may include:
A personality conflict between you and a prospect
Maybe you realize (often too late) that yours and your leads' personalities aren't a good match. Perhaps you have an analytical personality and your lead is more easy-going.
Once you sponsor someone, you're both in it for the long run. Do your best to spot any potential conflicts so they don't come back to bite you later on.
Sponsoring a prospects with a "get-rich-quick" mentality
Understandably, this happens quite often. Mainly because it's difficult to gauge someone's motives for getting into network marketing. Not only that, but network marketing techniques of the past encouraged us to promote the compensation component of the business.
While there's nothing wrong with money being the primary factor of someone wanting to start a network marketing business, those that come into the game thinking they will make some "quick cash" won't last long.
If you run across this situation, realize its' a waste for both of you to invest any time in each other. You won't always know if someone is going to turn out well or not. I wouldn't get in the habit of sponsoring anyone and everyone. You have the right to be a little "picky" with whom you sponsor (as does your prospect with choosing an upline).
The best advice I can give you is if you recognize a "lose-lose" situation brewing, get out of it as soon as possible
- Lose-Win
This is where YOU LOSE but the PROSPECT WINS.
An example of this could be a situation in which you make an unnecessary sacrifice in order to sponsor someone into your business. Perhaps you offer them an additional coaching package, that you wouldn't normally offer, in exchange for joining your downline.
It may seem harmless at first, but your network marketing prospect may expect all future transactions to reflect the same use of your time or discount.
- Win-Lose
In this situation, YOU WIN but your LEAD LOSES.
This mainly happens when your prospect feels duped.
I realize alot of whether or not someone feels like they've been taken advantage of is outside your control. 10 people could sign up and get the same exact deal, and each person will have a different set of feelings toward the transaction.
The best way I know of to avoid this scenario is to be as "authentic" and "genuine" about your offers as you can.
You want to feel good about recommending your coaching package or mentorship to someone. You want your training and expertise to be REALLY good; as good as it can be. If you feel good about what you're offering and don't see it as a "scam," chances are your prospect won't either.
The worst part about a Win-Lose situation is most prospects won't tell you if they're unhappy with what took place (studies show as much as 96% won't tell you they were unhappy). And a decent percentage of them will complain about it to over 20 people.
Ouch...be careful out there.
- Win-Win
This is where your sales process becomes a partnership.
It's also when things start to get fun. This is the cornerstone of business. Something of value given in exchange for something of equal or greater value.
This requires a conscious effort on your part. Creating a win-win situation rarely happens by accident. You'll need to strategically plan in order to make it come about.
Plan ahead before your phone calls, get into the right mindset, and do your best to make sure both parties get what they deserve.
Read on for more network marketing techniques using the phone.
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