I’m just curious, when you talk to your prospects, who does most of the talking? When you’re talking to your teammate who hasn’t made a sale in a while, do you provide solutions, or generic pep talks? Unfortunately, the marketing industry is full of people who focus more on themselves than the prospect and their team.
I was listening to an episode of The GaryVee Audio Experience, where he discussed self esteem. He brought up parents who make their kids pursue things they don’t like, such as playing piano, as a way of building their own self esteem. What really got my attention was when he said that many college students are in debt after going to study things that they had no interest in, but their parents wanted them to study.
Although it was an extreme example, Gary’s comments reminded me of the way many distributors treat people. Too often, we get so caught up in having a downline to earn extra money from, that we end up either pushing our own agendas and goals on our downline, or assuming that they have the same dreams as us. The problem isn’t just on the team-building side of business; we also act this way towards our prospects.
It is common for a distributor to tell a prospect all about the features and details of the product that he/she likes most. Meanwhile, the prospect only wants one or two things that the product can do. For all we know, they might want something that the product doesn’t even do. Yet the overzealous distributor is so busy talking about how awesome their product is, they barely let the prospect talk about why they called in the first place. Next thing you know, the neglected prospect says they’ll call the distributor back, only to vanish from the planet.
True professionals listen more than they speak, and respond according to the customer’s wants and needs. They don’t brainstorm what to say next while the prospect is still talking. Whatever needs to be said will come to them quickly because their mind is clear. Letting someone talk shows that you truly want to help them. When you’re doing most of the talking and shoving your favorite things about the product down people’s throats, it shows how much you want to help yourself.
Your Why for working may be to leave a legacy for your children. If your prospect happens to be a parent, and their children are not their biggest Why, then it’s not your place to call them selfish or convince them that their kids should be their most important Why. I’ve actually seen someone try to convince a prospect who didn’t have kids, to work on her business for the future kids whom she didn’t want. Didn’t work, and the prospect didn’t even bother to stay for the rest of the presentation.
You only make yourself look selfish when you judge someone for not following your dream. If they want to join the company to help people by providing your company’s service, talk to them about that. Some people join MLM for time freedom. In which case, you should be putting more time in discussing time freedom than what your products will do for the world. They don’t need to know how rewarding it is for you to do whatever motivates you — not them — to stay in business.
It also helps if you find out a prospect’s Why before signing them. That way you’ll know if they’re even joining for the right reasons. Some people join simply because they don’t understand enough the difference between jobs and MLM. Some people join just out of peer pressure. Then we wonder why they quit in less than a month.
Some people who are already on your team may be struggling in their business. Who are you to assume that it’s a fear of success, a lack of people telling them the obvious, etc., then try to help them with what you think is wrong with them? That would be like going in for a checkup, and the doctor drones on and on about the symptoms and treatment for the sick patient who came in before you. Then no matter what you tell them, the doctor just keeps talking about things that have nothing to do with you. They may even get mad when the “treatment” doesn’t work for you.
If you’re like most people, you’ll eventually stop taking him/her seriously as someone who wants to help you, and go somewhere else. Your downline will do the same. If you really want to help your teammates, ask questions and let them tell you what their issues are. You might think the solution is simply a matter of telling them how to market their business in a way that works for you. Yet the actual problem could be a subconscious belief that sabotages their effort. They could have negative beliefs about people, which attract negative people and repel good prospects. Maybe they holding onto memories of parents or teachers constantly telling them they can’t do anything right. Are your assumptions going to fix those issues?
There are countless reasons to join a network marketing company, countless motivations for different people, countless problems that people can have, and countless reasons to quit. Guessing will get you nowhere. Talk to your prospects and teammates about what they want, and work with them from there. There’s an old saying that goes, if you want to know about me, just ask, but when you assume, you make an ass out of u and me.
Make a nice day!