In today’s post I’m going to talk to you about overcoming objections with your network marketing prospects.
This is an important subject that very few people in our industry talk about.
It’s a subject that very few people know about.
I hope to fix that.
There are a few things you should know about objections right upfront:
# 1 Most people won’t buy or join the first time you talk to them
Whether you sell houses, cars, perfume, insurance or vitamins, most people you talk to today are not in the market for what you are offering today.
There will always be some low hanging fruit (people who are in the market at this exact moment in time), but most people will not buy until the timing is right for them.
Your job is simply to work the numbers and sift and sort through people until you find the people who are in the market for what you are offering.
# 2 Most people need at least 7 to 20 follow ups before they will join or buy
This goes hand in hand with number one.
Just because someone isn’t in the market today doesn’t mean they won’t be in the future.
This is why the follow up process is so important.
Most people I recruit as customers or distributors take me at least seven to twenty follow-ups over a period of months or years, before they buy or join.
Keep track of every prospect you ever talk to and stay in touch at least once every 90 days until they buy or die.
# 3 Objections are natural and normal
I’ve sold many different products and services in my lifetime.
Nearly 9 out of 10 people will have some type of initial objection when you first talk with them.
It’s natural and very normal.
You should expect them and be prepared for them.
# 4 Objections do not mean someone isn’t interested, it simply means the person needs more information and/or time before they will make a decision to buy
To elaborate on # 3, objections are actually a buying signal.
It typically means the person is interested, but needs more information and/or exposures before they are ready to buy.
Don’t let objections scare you off.
# 5 It’s not your job to pressure, convince or hard sell anyone
This is where most people mess up.
Many distributors in our industry think it’s their job to pressure or convince someone to buy, when they get objections.
Or worse, they tuck their tail between their legs and run away.
My rule of thumb is that I try to overcome one or three objections when I am talking to someone.
If they have more objections than that, I simply add them to my database (to follow up with at a future date) and move on to the next person.
Remember, if you have to convince someone to buy or join, you will have to convince them to stay and reorder.
Your real job is to work the numbers and sift and sort through people, until you find the people who are interested.
Why do I tell you these things? For two reasons.
First off, most distributors are scared of rejection and objections because they don’t know what to say or they don’t want to be pushy.
We don’t want to come across as amateurish, unprofessional, desperate or high pressure.
As soon as someone says “I’m not interested” or “it costs too much” most distributors tuck their tail between their legs and move on to the next person (or quit).
I think that’s a big mistake.
When someone says something costs too much it’s because they don’t understand the value the item provides.
When someone says “I’m not interested” I like to ask them, “why?”
Two of the best questions you can anyone are “WHY?” and “in addition to that?”
This will help you get to the real reason why people object.
Remember, people will typically not tell you the real reason they object.
Instead, they will tell you something they think sounds good.
For example, when someone tells me something is too expensive, I ask them “why do you think that, Mary?”
Once I ask them the question, I pause and wait until they answer.
Their answer will typically be their real reason.
Or, if Mary says the item is too expensive, I might say “in addition to that Mary, is there anything else holding you back from making a purchase today?”
These two questions work like hotcakes.
I suggest you use them whenever possible.
The second reason I tell you this is because this business is a numbers game.
If you work the numbers and talk with enough people you will find people who are interested in what you have.
I truly believe you could stand on a street corner all day with a sign that says “work from home” and you could recruit people.
What you lack in skills you can make up for in numbers.
When someone starts giving you objections, the best thing to do is ASK QUESTIONS and LISTEN.
Stop talking and listen to what the prospect is really saying.
Here are a few questions you can ask your prospect when you get objections:
- In addition to that, what’s holding you back?
- What do you like most about the product?
- Based off everything we’ve talked about today, what are you most excited about?
- What information do you need from me that would make you interested?
Another great question to ask is this: “Mary, I know you aren’t interested in buying my products today, but would it be okay if I stayed in touch with you in the future, in case your situation changes?”
This question works very well.
Assuming you have been low key, polite and nice, most people will tell you it’s okay if you stay in touch with them.
Remember, the money is in the follow up.
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- How to Make More Money in MLM
- My System for Building My Business
- How to Achieve MLM Success
The Bottom Line
Just remember that objections are normal.
I actually get scared when I don’t get at least one objection from my prospect.
Your job is to listen, to ask questions, and give the prospect enough information they need to make an informed decision.
If they aren’t ready to buy today, get their contact information and stay in touch with them in the future.
What do you think?
What do you do to overcome objections in your network marketing business?
Leave a comment below to share your thoughts.
I look forward to hearing from you.