Answering the “What is it?” Objection
In previous posts you have already learned how to approach your 3 types of prospects and what to say to them:
Approaching the S Prospects and What to Say to Them
Approaching the O Prospects and What to Say to Them
Approaching the W Prospects and What to Say to Them
You have also learned the 5 Deadly Mistakes that almost every Distributor makes:
The 5 Deadly MLM Prospecting Mistakes that Most Distributors Make
These are the 5 Big Mistakes that network marketers make when it comes to prospecting.
Mistake #1: They approach their Contact List with the goal to sponsor everyone!
Mistake #2: They ONLY Talk to Their Close Friends and Family
Mistake #3: They PREJUDGE their prospects and talk to only ones they think will be interested
Mistake #4: They Sell the Business and not the Meeting during the Invite.
Mistake #5: They Approach every prospect the same way.
Make Prospecting Fun and Easier
When you follow this system, prospecting is easier, fun and you will experience more success.
What you have learned is the foundation of my THE S.O.W. SPONSORING SYSTEM.
One of the BEST parts of this system is that if you follow it, you just need to learn how to answer this 1 question.
So this system is effective because even the new distributor that just signed up doesn’t have to worry about how to answering all these types of questions or know what to say.
You just have to learn how to answer this ONE question.
And that question is:
“What is this about?”
“What Is It?”
This question seems so simple but stumps many and even screws up distributors who have been in the business for awhile.
Other version of this question can be disguised as
“Can you tell me more”
or
“What is your business about?”
or
“Tell me about your business”
You are Not There to Sell!
Remember Deadly Mistakes #3 and Deadly #4.
You are not out there to sell the business; this is not your job nor your role.
Your role is to sell the meeting, to get your prospect to talk to your upline mentor or to attend a team presentation.
You are not there to sell products nor the company?
People don’t like salespeople so if you try to sell them or talk to them to join, they will be turned off.
Also, if you are new, you do not know what you are talking about.
How can you give a great professional presentation in 2 minutes?
So, don’t do it.
What About if You Are Good in Sales?
Maybe you are good in sales… let’s say you have a sales background, so you can give a good presentation.
You will sign up a lot of people, but what you are doing is not duplicatable!
Network marketing is about Duplication!
It is not about what you can do, but what your downlines can do.
Chances are that your downlines do not have your sales experience; they cannot be the good talker that you are.
This is why, many times, good talkers don’t last long in the network marketing profession. They get burnt out.
They may get some initial success when they can sign up people but it ends up being a low-paying sales job because there is no Duplication.
The BIG money in MLM comes from Duplication!
What Top Income Earners are Good at
The ones who make a big income with a great lifestyle, who have residual income are the great teachers.
They make it simple so that anyone can do the business.
The foundation of the THE S.O.W. SPONSORING SYSTEM is that anyone can do.
When people ask questions, you do not want to answer them.
The more you answer, you end up doing a presentation and chances are that the prospect is going to ask you something that you cannot confidently answer.
Instead you direct the questions to your upline or let them know their questions will be answered at the meeting.
How Great Salespeople Hurt Themselves in MLM
Getting back to Duplication, you may be great in sales and you may be able to answer everything, but when your distributor joins, he thinks he has to be like you.
The statistics prove that, more than likely, he won’t be like you.
He will end up not having success; he will end up making the Five Deadly Mistakes; and he will quit the business.
Then you are back to square one, right?
This is what frustrates a lot of distributors.
Avoid the mistake and teach the simple system.
How to Answer “What is This About?”
The keys to answering this is to be non-salesy and confident.
You want to sell the meeting, so when you are asked, “What is this about,”
You can say,
“Hey, you know what? It is not my job to tell you what it is about. I’m just a head-hunter. Take one minute for a phone call with Scott [replace Scott with name of your upline] and he can give you everything briefly. If you have any other questions, ask Scott. He is the Director of Marketing; he’s in charge if everything; he can give you the presentation on the phone.”
If Your Prospects Insists to Learn More
If your prospect insists on you to tell them something, then
give them a quick 30-second overview of what the business is about and no more than that.
Using the EFFECTIVE PRESENTATION FORMULA
The EFFECTIVE PRESENTATION FORMULA provides a quick overview of your business.
There are five things that every prospect wants to know and this EFFECTIVE PRESENTATION FORMULA answers those questions.
5 Things that Every Prospects Wants to Know About
1) Industry
2) Company
3) Products
4) How much money they can make
5) Training and support
Everything else falls into these five categories.
I cover this in the THE S.O.W. SPONSORING SYSTEM in detail with a presentation that is not boring.
Example of the EFFECTIVE PRESENTATION FORMULA
I am going to teach you in 30 seconds or less how to inform people of your business in a way that generates interest.
Follow the EFFECTIVE PRESENTATION FORMULA:
“We are in the nutritional business. Our company is Company ABC. We sell _______ products and you can make anywhere from $100 to $200 part-time to anywhere from $200 to $2,000 a month or anywhere from $2,000 to $20,000 a month. For training, we provide optional classroom Webinar trainings or we do on-the-job trainings. Is this something you would be interested in learning more about?”
That’s it; you don’t talk anymore.
This EFFECTIVE PRESENTATION FORMULA is short and concise.
It is almost like an elevator speech.
When somebody asks, “What type of work do you do?” this is what you give them.
You do not start talking about the products nor how great the products are. This makes you salesy and people run away.
Read and study this formula. If you want to learn more, go check out THE S.O.W. SPONSORING SYSTEM
To answer those five questions, you use this EFFECTIVE PRESENTATION FORMULA and you say it with confidence.
If They Ask “Can You Tell Me Even More?”
Sometimes they may request right then for more information.
If they do, it is IMPORTANT you don’t give more information. (otherwise you becomes salesy again).
Instead you say,
“I cannot tell you more; that’s not my job. My job is to head-hunt. If you want to learn more, talk to Scott. He can give you all the information.”
It is really important that you do not say more than that.
If you answer his question, “Can you tell me more about how much money I could make,” then 1 question will lead to another and you will find yourself doing a presentation that you are not supposed to do!
Then you will lose your prospect and he will not be interested in speaking with your upline anymore because he thinks he knows everything.
Keep It Simple and Duplicatable
People value their time.
Your goal is not to sell the business; it is to sell the meeting. (Deadly Mistake #4)
Your goal is to sell the meeting with your upline, with your team, so your prospect can learn more.
It is not to do a presentation.
If you start answering questions, then it becomes a sales meeting and you go down the rabbit hole where you do not want to go.
For those of you who are good in sales, you only want to do what your downline can do.
Your downlines cannot be good talkers like you are.
You want to keep it simple and the simple thing is to get them to agree to a phone call presentation.
That is how Duplication is created.
Learn to say what I just taught you confidently and please message me and let me know how it helps you.
Sincerely,
Simon Chan
P.S. If you want to recruit more people or create duplication among your current downline, register for my free Sponsoring Workshop training webinar.
