Network Marketing Prospecting Strategy: How To Overcome A Prospects Negative Notions

Network Marketing Prospecting Strategy: How to Overcome a Prospect"s Negative Notions and Objections

Most network marketers would agree that the ability to effectively prospect is probably the most necessary skill of a successful network marketer. Let"s face it, the better you are at getting prospects to join your organization, the more money you make. It"s pretty much that simple. However, pretty much everyone in the industry has come across prospects whose preconceived notions and objections about the entire concept of network marketing, let alone your particular business opportunity, were seemingly set in stone before you even engaged them in conversation. Guess what? You are probably right. Whether it is from friends that have failed in the industry, the media, or elsewhere, many people have a preconceived notion about your business. If you"ve been around the industry for any period of time, I"m sure you"ve heard "Oh, that"s one of those pyramid schemes?" or (my personal favorite) "You"re just trying to make money off of me!" Most of the time it seems as if they just shot you down before you even could get out your first statement!

Here"s a fantastic strategy to maneuver right past objections like those:

As I always say, people join leaders; not opportunities. So, to be successful, you must be seen as a leader. As a leader, YOU always dictate the conversation with your prospect. Don"t allow your prospect"s preconceived notions and objections to sabotage your prospecting efforts. One way to do this is a strategy called "pattern interrupt". It simply means that you will direct your prospect"s attention away from her preconceived notions and bring the focus back to you. Put the burden of answering the "tough questions" back on your prospect. This tactic will serve to "interrupt" any negative impressions about your business that she may have had beforehand. Here"s an example conversation:

PROSPECT: "Why should I want to hear more about your company?"
YOU: "You shouldn"t (pause). At least not until you ask yourself some serious questions about your desires and goals. Where do you see yourself in 5 years?"
*This allows you to catch the prospect by surprise and will get them into a conversation that will allow you to get them to open up about themselves. Remember, they will join YOU, not your business.*
Another example:
PROSPECT: "How do I know that your company is operating legally?
YOU: "Well, we have thousands of distributors worldwide, the parent company has complied with the required regulations in every state in the U.S., and they employ a law firm that has 20 years of networking marketing experience. Do you think that they may be legitimate?"
*Again, the goal is to get the prospect to start making decisions based upon their own experiences and common sense instead of using the negative experiences of others. This strategy allows you to gain control of the conversation, make a connection with the prospect, and build yourself as a leader in their eyes.
They key to this technique is PRACTICE, PRACTICE, PRACTICE!!! Get out there and use it and become comfortable with it. Take action and get results. Good luck!