When you want to buy something, what is the main thing that you are looking for? Is it the design, usage, value, needs, or simply because I want to buy it. By nature, when you are buying something, you definitely need it; unless you are the type of person who just loves to buy something which are unique or just feel like buying; in other words you’re a collector.
Buying something from an MLM company is totally different from buying from the “normal” shop (in the eyes of your prospects or buyers only). Some of your prospects think that this is a scam; however, some feel that buying from this company is good as most of the company produces high quality products that targeted the needs of the users.
These are some tips that you can consider when sharing your business opportunity.
Preparation before the meeting is very important. Ensure that the basics requirement for the meeting is prepared, i.e. mobile shop (bag containing your products), relevant documents, testimonies, test kits, etc. Depending on your system, most of these are essentials for the meeting. Remember to stay focus, confident, relax, professionally attired.
Identify your prospect’s needs. A season network marketer should have done this when he or she is processing to invite the prospects. Personally I used the F.O.R.M method to find out their needs and provide a solution for improvement of my prospect’s lifestyle. Its actually stand for Family, Occupation, Recreation and Message. Basically it covers their goals in life, financial needs, freedom, the sense of crisis, etc. If you can identify their needs, you have already tackled one of the important aspects of prospecting. Your next step is to share the solution to improve during the meeting. The most important to take note is how much time can your prospect be with you. A good meeting should be between 1 to 1.5 hours, unless your prospect keeps asking more. My best advice to you is not to have more than 3 meetings with the same prospect. Close the case in your next follow-up meetings. In other words, you should be able to plan what to share during the 1st, 2nd and the 3rd meeting (if applicable).
There is no such thing as the best method on how to start your sharing. No definite topic or subject that you must start first. It depends on how fast you can identify your prospects needs and desires. You must know the objective of the meeting. At the end of the presentation, you should be expecting only three results, your prospect should either be a network marketer just like you thus becoming a partner of a free enterprise; a consumer of the products; a referral where you could ask them who may be interested. As for rejection, it should not be even listed in your expected results. It’s something that you have to face and overcome it.
Don’t forget to greet your prospect and get them to be “interested” to what you are going to share. You could start with some ice breakers; but not too many. People will get bored. You should start your presentation 5 to 10 minutes after the introductory.
Depending on the situation and your customer’s needs, if your prospect is inclined into business opportunity, you should be sharing with him or her on the business opportunity in network marketing. Talk to them about the Network Marketing Concept so that they are clear about some misconceptions about the industry.
You can also start by introducing the company’s background. Whether they are going to be your business partner or consumer, they need to know about the company and the products.
Show them all the products. You must show some testing on the products’ effectiveness. This will help them to make a decision. Seeing to believe! If you are marketing personal care products, then let them try and use it on themselves.
If time permits, you can continue to share on how your prospect can get the products. Do not explain about the compensation plan unless your prospect demands from you.
Don’t forget to confirm the next date of appointment. It should be within 24 to 48 hours when the excitement is primed. Give them something to read. It should contain the subjects that you have shared and some other information. You can also invite them to your system meeting or the network marketing company’s events.
As a network marketer, you have to identify your prospect’s needs and introduce the business from that angle. There will still be questions. Answer those questions, clarify doubts and build confidence. Your prospects must be able to see the value of the business franchising or the products they want to be involved and consumed. If you need help from your uplines to close your case, then inform them in advance. They would be more than happy to assist you. Teamwork is a must in network marketing.
Talk to you soon,
Jailani
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