One of the things folks ( especially newbies) hate most about network marketing is recruiting; specifically, jumping on the phone and talking to new prospects about your business. Which at some point , you’re going to have to do if you plan on building your business.
And a primary fear people have to overcome is not just the fear of rejection but the phobia of objections. First , understand that objections are not a bad sign . In fact, they’re often the opposite. If someone is asking questions, that means they at least
haven’t said no yet. They simply need to find out more. And you need to be prepared to answer those questions.
Think about it from your own experience: would you join a new business or venture w/o first finding out more about it? Hopefully not, if you’re treating it as any sort of investment and not simply a tax write off. And in an ideal world people would simply sign up with you as soon as you finish your presentation ( or even during it !) but we all know we don’t live in an ideal world.
This is often simply part of a person’s process of decision making when faced with something new; they fear they’re jumping into something and making a mistake.
The opposite end of the spectrum is objections can serve as a test. Smart folks ( and probably the kind you want to have in your business ) will pose questions to you to evaluate YOUR ability as a leader and your grasp of the business.
Thus the better you become at answering objections and dealing with them the more ably you’ll be equipped to start adding people to your company.
So here’s a quick list of what i believe are the top 5 objections to joining a network marketing opportunity ( not specific to any company, we’re keeping it very general :
1) I DON’T LIKE TO SELL.This is a big one and if you’re doing any sort of building your biz offline or have in the past you’ve probably come across it.
Here’s a great answer: ” Good, cause this is not a selling business. It’s a coaching and training business. It’s about you, as part of a team, working with that team help motivate and create success for others. ”
If you feel the need, ( and this comes from reading your prospect) then quickly move onto your next question. (We’ll get into what questions you should be asking and the interview process at another time.
Note: a lot of people are using the internet to build their business for this exact reason.This is where attraction marketing comes in. If you want to see an example of a system in action designed to attract others to you rather than you having to chase others click the link.
2)HOW MUCH IS THIS GOING TO COST ME?
This is a question coming from the wrong mindset, which should give u pause to discover more about the individual and whether you want to be working with them or not.
The easiest response is also a quick one:
“This isn’t about spending money Bob, it’s about making money. You don’t go into business to lose money correct ? ”
Personalize it how ya like.
Then quickly move on to the next question in YOUR interview.
Remember, this is your business we are talking about and adding the wrong people is not going to help you in the long run ( tho it will cause plenty of frustration) b/c you don’t want to waste your most valuable commodity – your time – on people who still don’t get it.
3) HOW LONG HAVE YOU BEEN DOING IT?
Just be honest. Whether you’ve been doing it a day or several years shouldn’t diminish the opportunity itself and a savvy person who is truly looking for an opportunity will understand this. Do, however, mention that you are part of a time so they understand it will not simply be two newbies against the world .
4) HOW MUCH ARE YOU MAKING?
This is also a bad question b/c it assumes that the person you’re interviewing will exactly duplicate the success , or lack thereof, you’ve been able to produce so far. So go with something like:
” It’s not really about what i make, it’s about what you’re going to do. That’s the beauty of this business. ”
We all know that’s true- this is an industry where you’re success is finally not tied to the person above you. Or around you.
One suggestion tho, if you are new or have had limited success thus far, put them in contact with a person or persons who are succeeding in the business. This builds belief and lends you added credibility , as your upline should always be complimenting you to other prospects.
5) I HEARD NO ONE EVER MAKES MONEY IN THESE THINGS
There’s a view variations to this one . My friend/wife /dog says insists either A) the statement above or B) only the person who started the company makes money. Both are made out of ignorance.
You can bet that Super Bowl XL football in your trophy case that the friend ( or person advising them ) is stuck in a security -driven, 40 hour work week mindset.
If you have the guts ( and you ‘ll need to in order to call people out on things this) ask them-
” Really ? How much does your friend make? ” Almost always in won’t be much. If it is a truly decent amount follow with
“Good for him. And he does all that working for himself and not slaving away to make someone else rich right ?”
End with something like:
“The point is, why in the world are you taking financial advice from your broke friends?”
I left out my favorite one of all, and will be devoting a separate post to the ONE SINGLE OBJECTION that scares people the most very shortly.