Your Number 1 MLM Home Business Success Tip
Most network marketers, especially in the early part of their careers, are so excited about their MLM opportunity that they want to tell the world everything about their new found business. It doesn’t take long for us to learn that this approach does not work. The reasons are many, but they include the fact that most people are not interested in making the effort to make a change. We can waste a lot of time talking to people who are just not ready. “Only work with the willing!”
Our second big mistake comes when we actually find someone who shows an interest. We immediately launch into our presentation covering the history of the company, the life story and entire genealogy of the founders, the color of the corporate washrooms, the ingredient lists for all our products, the commission levels and bonuses on all seventeen levels of our compensation plan, the thirteen promotions we can earn and the success stories of people in the company we have seen on stage.
Even worse, if your prospect is already in a business, we can make the mistake of criticizing that company and making a list of reasons why our company is better. An hour later, we look up to find our prospect asleep or gone. What went wrong? We didn’t shut up. Worse than that, we made no attempt to find out what information our prospect was actually looking for. If someone is looking for a good vitamin, there’s no point telling them about the compensation plan. If someone is looking for the best MLM compensation plan, there’s no point telling them how wonderful our products are!
Tom ‘Big Al’ Schreiter recommended an excellent book to us – “The Secret of Selling Anything” by Harry Browne. Harry’s main advice is to spend a LOT of time finding out exactly what our prospects want, and then see if we can provide it. That means we have to spend much more time listening than talking.
Once we find out what the prospect wants, provide that if you can, and NO MORE. If you try to tell more than what the prospect wants to hear, you will bore him/her and worse, you will raise questions and objections that the prospect may never have considered. After reading “The Secret of Selling Anything”, we started to think of ourselves as auto mechanics. Picture yourself driving into a garage. Without talking to you, the mechanic puts your car on the hoist and wheels out his tool chest. He pulls out a hammer, a torque wrench, an oil can, a set of winter tires, and a new muffler. As he starts to work, he also tells you that your car is a piece of junk and you should replace it with one you can buy from him! Meanwhile, you’ve only come in for a new headlight!
Pause a moment and ask yourself a few questions …
How do you feel about your mechanic? Is he building ‘know, like, and trust’ with you?
Once you get his attention and get your car off the hoist, will you buy the headlight from him?
Would you ever consider buying a car from him or do you feel like defending your own choice of vehicle?
Would you ever recommend him to your friends and neighbors?
Are you guilty of doing the same thing in your network marketing business?
Running your mlm home business is an exact science… so if you are promoting travel, juices, cars, or even a natural sexual enhancement… work the business to the exact science to succeed!
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