Is it the words you say, or the way you say them? Is your MLM prospecting built around carefully rehearsed scripts that make the difference?
The words you say are certainly important. I’ve long believed though, if you do use scripts to manage conversations with prospects, you need to practice them enough that they don’t sound rehearsed or rigid.
That said, what is “MLM prospecting with an attitude” anyway?
Here is the big thing. What’s important is what your prospect feels coming from you. What they sense is your attitude. Your level of confidence. Prospects aren’t necessarily focused on your exact words, but the air of confidence (or lack of it) that they feel from you.
When you are talking to people about your opportunity, do you feel shy and maybe a little intimidated about the whole thing? Your prospects can sense that. To help gain confidence, you have to do is focus on the benefits of your opportunity.
What problems can you solve for your home business prospects? Think about the benefits but also the additional benefits.
Here is an example.
Benefit: A Send Out Cards business can help you replace your job income and become financially free.
Additional Benefit: You can walk in to work on your last day, say goodbye to former co-workers, and feel the joy of saying “good riddance” to being tied down and held to far less income than you are capable of.
Here is another example.
Benefit: A Send Out Cards business lets you express gratitude and appreciation to others in a very simple and highly effective way.
Additional Benefit: The joy and peace that comes from focusing on making other people feel valued and happy. This is about so much more than just the money.
You see, many network marketers approach prospects from the mindset of “let me tell you about the features of my compensation plan”. Or, “my product is unique and nobody else has anything even close to it”.
Features are great, but if you lead your MLM prospecting efforts with them, your prospects will feel that you are more interested in selling them something than offering them something of value.
If you lead with features and facts, you will know that you are just pitching and that will make you feel less confident. You won’t come across with an attitude of confidence and conviction.
Focus on the benefits and additional benefits of your opportunity. When you do this, you know deep down that you are presenting something of real value to your prospect, and not just trying to make a sale.
Think like this – focus on what your prospects want. You’ve probably heard the story about the sales person who sold the best line of power drills out there. He never did very well, because he focused on the features – how well built the drill was, how long it would last, how smooth it ran. He forgot the one key thing – nobody wants to buy a drill. They want to buy a simple and fast way to make holes.
Focus on benefits, not features. Your MLM prospects will get a much better feel from you if you do, and you’ll have much more success in sponsoring.