Most network marketers tend to be emotionally attached to whether their prospects accept their offer. There’s a word for those people, and it’s not “professional.” Would it be OK if I show you a better approach to rejection?
Everybody knows the feeling: your guest just saw your your presentation, and now it’s time to ask them that million-dollar set of questions and recruit them. You’ve been looking at them during every major point of the presentation, but they showed little reaction. What could they be thinking? What could possibly be more nerve-wracking than this suspense?
Well, here’s what most people don’t know: your prospect is just, if not more, nervous than you!
Your prospect is nervous about “decision time” because they expect you to pressure them into turning their no into a yes. They expect it because some salespeople have a tendency to do “whatever it takes” to get paid, which includes flat-out bullying prospects who say no. The prospect has probably been manipulated and chewed out by hundreds of other recruiters, so what makes YOU so different?
Imagine their surprise when you turn out to be that one in a million who doesn’t turn into a werewolf at the sound of “No!”
Ironically, when you drop your emotion attachment to the outcome, you become more attractive to prospects. By respecting their decision, you relieve them of their nervousness. Also, you show that you’re not just trying to get into their wallet. They see you as a professional who just wants to help them with their problem.
In the case of recruiting, you show that you may be successful enough in your own business to where you can help them build theirs. Think about it: the prospect probably just sat through a presentation telling them that MLM is a bajillion-dollar industry, and that your company can turn the average person into a multi-millionaire, and that the business is simple. For the average Joe, it’s too good to be true. If you follow all that up by foaming at the mouth and arguing with them because they said no, what does that tell them about your company? How exactly are you changing anyone’s mind with that approach?
Instead of arguing with them, why not agree with them? Tom “Big Al” Schreiter has a great response that you can use on any objection: of course.
“Of course you don’t have the money right now. That’s why you’re here. If I could show you how to never use those words again, would you be willing to come aboard?”
“Of course you don’t have sales experience. That’s why we’re giving you free 24/7 training by phone, internet, and in person.”
No matter what you say or how successful you are, not everyone will buy your product or join your opportunity. Some will turn you down, and eventually come back to buy/join in the future. One thing that can aid their decision to get back to you is to accept this fact. When you accept that not everyone will say yes, and respond in a professional manner, it makes you stand out. When the time comes for old prospects to want what you offered them, they’ll contact you instead of that less professional marketer they met yesterday. Provided you gave them your contact info, of course.
Whereas, if you try to convince them, argue with them, bash their favorite brand/their job, etc., they’ll remember you as a desperate jerk who reminded them of why they hate salespeople!
So in conclusion, some will, some won’t. So what? Someone’s waiting!
Make a nice day!