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Are Trying to Close Your MLM Prospects Why You Will Inevitably Struggle





Recently, I decided to dig out some long forgotten motivational CD's of an MLM company I used to be with, just for interests sake. The title of the CD was was apt for the recruitment driven culture of that company. I honestly don't think anybody could be successful today building a business with what was said on that CD, which was recorded only 2 years ago.

First of all, the super star giving the speech made you feel pretty inadequate if you happened to be there in the audience. Here are the things he said that caught my attention: "Your goal should be to sign up 1 person for every 2 people you show the plan to... If you're not signing 1 in 2 or 1 in 3, perhaps you need a bigger goal..." He went on to say "This business has always been about 2 things 1) Getting lists 2) Showing the plan..."

I gotta admit, I got pretty annoyed listening to this guy because I knew what he said was not duplicatable most people...

"Your goal should be to sign up 1 in 2 people..."

Let me tell you right now you can not be someone that you're not. If you really try hard and pretend to be someone you're not, in this case a glitzy salesperson, you will develop ulcers and other nasty health conditions. You CAN do this business being your perfect self.

I highly doubt this guy was signing up 1 in 2 people he showed the plan to. Not even the most bona fide, charismatic sales person with the best, most friendly people skills could do that, and yet he was telling the audience that that's what their goal should be.

Actually, the truth is you CAN sign up 1 in 2 people. But you should never expect to do it the first time you meet a prospect. Nor should you try, because you won't retain them for the long term. The attrition rate of this hot shot's company is over 95% - signup 100 people and less than 5 people are still with you after 5 years. That's not smart business.

You can only sign up 1 in 2 people if they are first and foremost, the right people, and once you have built a solid relationship with them. Network marketing is a business where permanent relationships are built through coaching and mentoring.

Be a good coach and mentor to someone who truly wants to be financially independent and they'll ask you to please sponsor them.

"This business is about getting lists and showing the plan"

Obviously, he thought that network marketing was a numbers game - heavy hitter style and all, with the whole "if you're not as good as me, you need a bigger goal".

Recruitment driven companies always need more people. This is the way they do business: If the prospect says "No" never leave empty handed, always get one more name.

If you treat network marketing as a numbers game, get as many signups as possible, you would have to "close" your prospects at the end of the presentation to sign them up. Here are a few "closing lines" he shared at the end of his presentation...

"Is there anything preventing you from getting started right now?"

"Do you want to save a little bit of money, make a little bit of money, or make a lot of money?"

"Can I make a suggestion? You have a lot of thinking to do, why don't you become part of the team and meet some of the guys, and see the kind of people you're working with, let's get you shopping so you can see that the products are as good as we say they are, and we'll see if this is the right thing for you in 30 days time."

"Obviously you don't see what I see, but I'll tell you what I'm prepared to do... How many of your friends do you need to see in your business for you to take this business more seriously? Let's get you a position in the team so I can show you that this works and I'll see you again once we get 10 of your friends in your business."

Is this a sustainable way to build a business? You closed the prospect to get them signed up into the deal. They're not going to do anything. If you want them to do something, you'd have to close and re-sell them again, and again, every month. That's hard work.

MLM is NOT a numbers game. MLM is built on solid relationships. Solid relationships are formed when you become a mentor with a servant's heart. If you duplicate spread this culture of mentorship throughout your team, people will sell themselves.

About Author Wayne Wu :

Never close an MLM prospect. Coach and mentor them without an agenda and they will sell themselves.

Wayne teaches network marketers how to brand themselves and generate an endless flow of qualified prospects with powerful, low cost marketing. To learn how you can make money in less than one year in MLM, visit The Profitable Networker.


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Article Added on Wednesday, February 17, 2010
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