There is a popular saying in network marketing that goes like this: “some will, some won’t, so what, next!” This is a common saying taught to new distributors teaching them simply to work through the numbers, not to take rejection personally, and keep pressing forward until they find the right people who are interested in what they have to offer.
For more than 11 years I lived and died by this concept. If someone wasn’t interested in what I was doing I would say NEXT! I have since learned that this concept is fatally flawed. In the rest of this post I’m going to share some personal insights on why I don’t think you should adopt this mindset in your network marketing business.
I should start out by telling you that it is good to be mentally tough. In any selling profession, you are going to be faced with constant rejection. Learning how to deal with that rejection and not take it personally is vitally important! Otherwise, you will feel defeated and quit.
In addition, selling is a numbers game. You will typically here at least five to ten NOs just to get to a YES. As your skills improve you can improve your conversion rates and talk to fewer people, while getting better results. But when you are new to the business you must make up in numbers what you lack in skill!
Here’s why I think the “some will, some won’t, so what, next!” concept is flawed. You have to realize that a huge MAJORITY (at least 90%) of the people you talk to (and probably more) will not be interested in buying your product or joining your business opportunity at this specific moment in time (when you talk to them).
In other words, most people you talk to are not ACTIVELY IN THE MARKET TODAY to buy what you are offering, whether it is your products, services, or opportunity. That doesn’t mean they will never be interested in what you have to offer. It just means that the timing is not right for them today. Simply put, a NO today does not mean a NO forever.
My biggest mistake in this great industry is that I never kept a contact list of everyone I ever talked to about the business or products. Through the past 13 years I’ve approached thousands of people myself. If these folks weren’t interested in what I had to offer, I would simply move on and talk to someone else. I’d forget about them and never talk to them again.
I WISH I would have collected their contact information and stayed in touch with them every few months FOREVER. That is the best advice I can share with you today. Talk to as many people as possible. But as you do that, keep track of everyone you talk to and stay in touch with them every two to four months until they buy or die.
When you stay in touch with people you increase your odds of sponsoring some of these folks into your business as customer or distributors. The more you communicate and follow-up with them, the more people you will convert.
Most people I approach take anywhere from 10 to 20 follow ups BEFORE they join my team or become a customer. And most of them take anywhere from 30 to 90 or more days from the time I first expose them to the business until they join.
Had I only talked with them one time, I would sponsor far fewer people.
Another key point to consider is that many top earners actively prospected their best people for five to ten YEARS before they joined their team. Think about that for moment. When you know someone is sharp, and would be a great distributor, it just makes sense to follow-up with them until the timing is right for them.
By all means, don’t sit around and wait for any one person. That is foolish. But just because someone tells you NO today doesn’t mean they will never say YES. Your job is to get their contact information, put them in your follow up system and stay in touch with them every few months, FOREVER. Do that and watch your business soar. Don’t do it and you will have to talk to 100x more people.
Think about it this way for a minute. If you talk to just three people a day about your business and did that every day for five years you would talk to (3 x 365 x 5) 5,475 people. If you stayed in touch with ALL of those folks at least once every 90 days, you would never have to prospect anyone else again! You would keep sponsoring new people from this group of prospects.
In summary, if you have the “some will, some won’t, so what, next!” mindset, I hope you will at least consider the advice I mentioned in this article. Doing so will have a profound impact in your business.
What do you think about this concept? Do you think it makes sense to stay in touch with people or do you believe it’s better to just keep talking to new people? Leave a comment below to let me know what you think. I look forward to hearing from you.