Whether you get a yes-decision from your prospect or a no-decision from your prospect is decided before you give your presentation.
It doesn’t matter if you are approaching someone online, offline, through social media or postcard.
Before you show a slide, before they watch a video, before they try the sample, your prospect decides whether they like and trust you. If they like and trust you, they will tend to believe what you say. If they believe what you say they are more likely to give you a yes-decision.
The problem with relationship building.
There is a lot (I mean, really, a lot) of talk in network marketing circles about the need to build a relationship with the prospect. You need this relationship, they say, in order to build the like and trust factor.
To accomplish this they instruct you to engage with your prospect and learn about them and make friends with them. They tell you to use the FORM (Family, Occupation, Recreation, Motivation) method to talk and to build relationship.But
Isn’t the only real concern of a prospect whether you can solve a problem for them?
Yes.
Can your business solve all the prospects problems or just some?
Some.
Do you know the problems your business can solve?
If not, that’s your first step. Here are some ideas. (Link to article)
People want what we offer.
The great thing is that people are pre-disposed to want what we offer.
Think about it for just a moment: do most people want to have more income? Do most people want to look better? Feel better?
Does your business opportunity allow people to increase their income? Do your products help people look better and/or feel better?
Sounds like a match, doesn’t it?
Then why do we have so much trouble signing people up for our opportunity? Because we talk them out of it by trying too hard. We use weak skills and old techniques. Because of that they don’t trust us, so they don’t believe the good things we say about our opportunity.
The folks that talk about building a relationship are right about one thing: If the prospect doesn’t trust you, they won’t join you or buy from you. The biggest sale we make is getting the prospect to believe us and the things we say in our presentation.
They must trust you before they will listen to you.
So how can we get people to trust what we say without investing huge amounts of time building relationships?
By the words we say when we first approach them. We want to create rapport and trust before we make our presentation.
Most people have been trained by their parents or prior bad experiences to have a salesman alarm that goes off if we present without rapport. This is good, because it does protect folks from the scammers that are out there, but it also can over-protect them from hearing the good things we have to say about solving problems they have.
The best and fastest way to establish rapport is to let your prospect understand that you are like they are. We tend to like people who are like we are.
So how do we do that?
Ninja Neuro Linguistic Programming techniques?
Nope.
Tell them a fact they believe.
We tell them something they already believe to be true. Universally accepted facts with which they will agree.
When we say something they agree with, they think, “This person thinks like I do. I can probably trust him.”
Then they will tend to believe what we say next.
So what Magic Words can we use? Here are a few examples:
- “We all want to live longer.”
- “Getting older can be painful.”
- “Two paychecks are better than one.”
- “A five-day weekend is better than a two-day weekend.”
- “Losing weight is difficult.”
- “We want to lose weight quickly.”
Did you find yourself agreeing with these statements? So will your prospect.
When you start a conversation like this, the prospect thinks, “Yeah, you think like I do.”
We want to give presentations to people who believe us. Getting into rapport is the first step.
Where do we find people to talk to?
You can do it offline and you can do it online.
If you’d like to learn how to do it online, I found out how you can get a free copy of one of the best books written about how to find prospects online. It’s called Magnetic Sponsoring and is the book that started the Attraction Marketing revolution in Network Marketing.
I’ve learned a ton from it and use strategies and tactics from it every day.
You can get a free copy (just cover shipping) by clicking this link.
Once you’ve read the book, let me know what you think.
