Members of my Insider's Circle can ask me for help or advice every week.
Today's Coaching Question comes from Insider's Circle member, PK from Singapore.
Hi Simon, my wife and I met with a prospect today and we had a pretty positive meeting with him. He didn't sign up right away though and wanted to try out the products first. He does have some interest in the business. I will be following up with him.
We did a post-meeting assessment of how we presented to him to see how we can improve the next time found and Cheryl said we were confident about the product but probably didn't sound equally so about the business. Or rather, we may not have been enthusiastic enough in ‘selling' the business opportunity.
What are some words we can use to project greater enthusiasm in our presentation of the business and how do we show people that this business works by just verbal sharing, since they can't see our results there and then and can only trust us based on what we say?
The Mental Part of MLM Prospecting
The good news is that you are getting meetings setup and it seems like your prospecting skills are ok since you at getting people to try the products.
We just have to work on a few mental things.
2 Possible Reasons for Not Getting Signups
That said, there are 2 possible reasons why you are not getting signups and the results you want:
1) Timing is Wrong for the Prospect
If you have the right person at the wrong time, it doesn't matter what you say you will never get the signup cause the timing is bad.
2) You have some core beliefs about the industry that are holding you back.
Based on your feedback on how the prospect “does have some interest” in the business, the good news is that it has to do with you and not with the prospect.
And I say good news because this is something that we can fix but if it is the wrong time for the prospect, there is nothing you can fix and you just have to wait till later.
Law of Attraction
The Law of Attraction states that we attract what we think and also who we are.
So that means a few things:
1) If you came into the business because of the products FIRST, generally you will duplicate how you were brought in and would emphasize products more.
Some people spend a few minutes on the products while some spend half the time on products. Or some spend less than 2 minutes on the products!
Which one are you?
By the way, that person that I know that spends less than 2 minutes on the products is very successful and is a Diamond Director. I'm not saying products are not important nor his approach is the best but it works for him. It may not work for you but works for him.)
Let me ask you, “How did you come into the business?”
How you came in is most likely what you are subconsciously duplicating right now.
To give you an opposite example, I came into network marketing because of the business and not for the products. My products belief was very weak for the first few years and as a result that is what I attracted. I could signup tons of new associates but could not get any customers.
It wasn't until I learned about how the Law of Attraction was affecting me and I made a conscious effort to change that my results started to change.
So you have to change first!
There are also 4 Beliefs and you are strong in some and weak in others.
1) Belief in Industry
2) Belief in Company
3) Belief in Products
4) Belief in Yourself
Which Beliefs are you strong at and which ones are you weak at?
From your results and questions, you are Strong in Products but weak in the Industry.
And your weakness will be revealed to prospects and make them less interested in the business because you will sound unconfident or unsure of yourself when you present that part of the business.
Or even if you are confident but it is NOT AS confident as your beliefs in the Products, your enthusiasm will shift slightly downward as you go from Products to Industry and your prospects will sense it.
Fortunately there are some things you can do.
5 Things You Can Do to Improve Your Prospecting Results
Here are some steps you can take to improve your results
1) Record your presentations
When you say you “post-meeting assessment” are you saying that from what you think happened or actually happened?
Make sure you have accurate representation of what ACTUALLY happened.
Don't rely on memory cause our minds play tricks on us. You have no idea of your level of enthusiasm or if you are using the wrong words, etc. unless you are listening to a recording.
Just like athletes and coaches don't rely on memory or even their notes. They rely on post game videotape sessions to study and analyze what ACTUALLY happened and how they can get better.
The first step is to get some recording device and record your next presentation and see how you sound during different parts of the presentation
2) Build Your 4 Beliefs
Work on the Belief that is weakest.
If you are weak in Belief in the Industry go study and read about successes in the industry. The more you meet successful network marketing leaders and know about their stories, your Belief will grow.
Even if you don't realize your Beliefs are growing, everytime you read or hear another story or meet another successful distributor, your subconsicous mind will remember it and add it to its inventory.
3) Attend and Study Presentations by Other Leaders
The easiest way to become successful is to study success.
Go attend different business presentations by different leaders and from even DIFFERENT COMPANIES!
Learn from others and see how they do it.
How are their presentations different than yours?
Sometimes it just takes 1 or 2 exposures to different methods for you to see something that you never even thought about before.
One of the best ways that I learned from my mistakes is to attend meetings from other network marketing companies and see how the top leaders in their companies do it. Though I may not necessarily agree with their methods, I was exposed to a lot of different styles and what worked and did not worked.
Note that is you do attend other business presentations by other network marketing companies, just make sure you are disciplined and focused and don't join that company!
Approach the meeting as a “researcher of meetings” and not a “prospect” to learn about a potential opportunity.
4) Be Careful of Your Thoughts
Finally be careful of what you think.
Many baseball players refuse to believe they are in a slump or they refuse to talk nor read what the media says when they are doing bad.
Just the thought of being in a rut or in a slump can prolong the slump. You attract what you think and soon the thoughts may make you do things that hurt you more than help you. For i.e. basketball players may start experimenting different ways to shoot the ball, etc. Once you do that, then you really become totally screwed up.
So an important step is to start saying affirmations like:
“I am a great visionary leader that everyone wants to join and I can sign up people easily!”
Say that a few times a day and visualize it!
And at same time STOP thinking that you are not good at sponsoring associates
5) Nothing Happens Until You Take Action
And finally, this Law of Attraction is all BS until you take ACTION!
So keep on prospecting and afterwards listen to the recordings to see how you can be better.
P.S. Have a question or need help? Go check out my Insider's Circle and learn more about our weekly trainings and monthly newsletter.