Prospecting is a huge part of your business when you’re in network marketing, so is the fear of prospecting.
There are many reasons for this. It is anything from not knowing how to talk to people, shyness, too protective of your self image to the fear of the possible questions and objections they might raise.
All of these are valid reasons.
I can tell you that everyone had that fear, even the top recruiters.
I can tell you that you will get over it.
I can tell you to read the book How To Win Friends And Influence People by Dale Carnegie (which you really should do).
I can tell you to do a lot of personal development and mindset training to get your self-image right or that the only way to survive in this business is to not be so protective of your self image.
All of those things are true, but what I find most often fear of prospecting stems from the not knowing, not knowing what to say, not knowing how to respond, not knowing when to press and when to let them go.
Today I’m going to address your fear of the possible questions and objections that might be raised by your prospect.
Fear of Questions
What if they ask me questions I don’t know how to answer?
What is it? How much is it? What do you sell? Do I need to talk to people? Do I need to sell people?
All of these questions can be answered very simply.
If you’re in a good network marketing company, you should have a website or video you can send people to for all their answers.
All you need to do is direct them there.
“That is a really great question. I’m going to give you a link and the video will answer that question and every other question you have.”
But what if they ask, “Can’t you just tell me what it is?”
Again just direct them to the video.
“No, because I really wouldn’t do it justice. You really need to watch the video. That’s why they put it together. They can answer your questions much better than I can.”
Now of course if they’re relentless in their questioning, you have the option of just answering their questions or take it away from them. See what I mean by this in the next section.
Fear of Objections
I just wrote a pretty thorough blog post on how to handle objections. You can read it HERE.
Objections are about 70% of the time their way of saying no without hurting your feelings.
Basically the key to handling objections is three-fold.
First, you need to go into it not addicted to the outcome, not hoping and praying they say yes. They will smell your desperation.
Second, you need to hold your authority. You have something that can help them. If they want your help, great. If they don’t, also great. Also, walking into this situation hoping for that yes will give them your power.
Third, take it away from them. Let’s say they ask, “Is this one of those MLM scams?” All you need to say to answer that is, “No, it’s not but maybe this just isn’t for you.” One of two things will happen. They will either be good with that answer or they will want more information because you are taking the opportunity away.
You hear people in network marketing say “go for the no”. I never agreed with that logic, but in this instance I do.
If you go into it already expecting the no, you continue to hold your authority. You continue to hold the power. You want to rule people out as soon as you can. Standing there and answering a bunch of questions and then handling their objections is only going to waste both of your time.
If they are firing off questions or objections, they’re more than likely not going to join you anyway. You may not even want them on your team because they are not open minded enough to consider what you’re saying.
If you are getting a lot of people throwing tons of questions or objections at you, the problem is the way you are approaching people. You are not walking in there with the power and authority you should be. (I know this is not easy at first.)
Prospecting gets easier with practice. Start out practicing on your family and friends. Really get it down, get comfortable with it.
If you don’t have friends or family you can practice on, then just start doing it. The more you do it, the more like second nature it will become. I bet your fear of prospecting will be less with the 20th person you talk to than the 1st person you talked to.
A lot of what I have learned with regard to prospecting and recruiting has come from Ray Higdon. He’s a top leader and master recruiter.
Below is access to the same product from Ray Higdon that I used to get me started. He has some incredible bonuses included with this product that are worth way more if you ask me.
If you want to read the blog post on How to Handle Objections, check it out.
Here is the video I created for this topic.
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