Today, I want to talk about the sponsoring process in network marketing. This is something that VERY few people ever talk about. It’s also very misunderstood. I hope to change all of that.
Let me start by telling you that MOST people you show the plan to won’t join your team right away. To be quite frank with you, I get SCARED by people who join my team the first time I talk to them.
I’ve found that the best distributors are people who were skeptical at first, or people who at least did their due diligence before joining. Just remember that people who are initially “over-excited” will disappear as soon as their initial excitement wanes. What goes up must come down.
Remember, sponsoring people is a process, not an event. Most of the people I personally sponsor take an average of 30 to 90 DAYS to join my team, from the time I first introduce them to the products or business. In fact, I follow-up with most of my prospects at least seven to twenty times BEFORE they ever sign up or buy. The real money is in the follow up.
Most people will need multiple exposures before they are ready to make a decision. Knowing that upfront can save you a lot of time, money and headaches.
In the rest of this post, I want to share my five step sponsoring process for network marketers. You don’t have to follow the exact same process in your business, but you need to come up with something that works for you.
Step # 1: Interview/Pre-qualify
The first step is the most important step. Before you EVER show ANYONE the plan, it’s your job to pre-qualify them first. You do that by asking questions and looking for a problem/need that you can offer a solution to.
I like to ask people questions until they say something about needing more money, a plan B, to lose weight, get healthy, etc. At that point I ask them a simple question such as “if I could show you how to create a Plan B, would you be willing to check out the information?” Or, I might say “if I can show you how to lose 10 pounds, would that interest you?” If they say yes, I get their contact information and send them a third party tool. I DO NOT puke my products or business all over them or get overly excited.
That’s where most network marketers mess up. After you pre-qualify someone, it’s your job to set the appointment to share more information. It’s not your job to go into selling mode and try to explain everything on the spot.
Think of yourself like the successful real estate agent. A good realtor wouldn’t try to sell a home to someone who didn’t want one or couldn’t afford it. They would pre-qualify the prospect first, to work smart and save time. You need to do the same thing in your network marketing business.
Just remember, the purpose of prospecting someone is to pre-qualify them and set an appointment. Don’t confuse pre-qualifying with pre-judging someone. Don’t pre-judge anyone, but pre-qualify everyone before you show the plan.
Step # 2: Use a Third Party Tool to Show the Plan or Products
You should NEVER show the plan yourself. If you do, you are limited to your own available time and skills. Always use third party tools to introduce people to the products or business opportunity. This could be a video, a website, webinar, event, conference call, or something else.
You want to use a third party tool so you can work smart AND your prospect sees how easy it is to do the business. You might be good at showing presentations yourself, but if you are a master presenter, your prospect will say “I could never do that!” Keep it simple, leverage tools and work smart.
Step # 3: Product Experience
Once you’ve shown a business presentation, you want to get your company’s products in the hands of your prospect as quickly as possible. Give them a product experience. Give them samples. If they are local, meet with them and let them touch and try out the products. If the products don’t make sense, neither will the business. Don’t be cheap or stingy on samples. Use them whenever you can!
Step # 4: Three Way Call with Upline
Once you’ve walked your prospect through the first three steps, now would be a good time to introduce them to your sponsor or upline. Arrange a three way call or SKYPE call and let your sponsor do the closing for you! Work smart! Your sponsor will edify you and validate what you have told your prospect. This works like magic. Remember your upline is a resource for you to leverage. Don’t try to do everything yourself.
Step # 5: Event
Events are very, very powerful. If your company does a local or regional event, do what you can to get your prospect to the event. Pay their way to attend if there is a charge. This will get them around other serious people in your company and it will give you and the business added credibility.
The magic is in the follow-up. Your goal is to follow-up with each prospect within 24-48 hours after EACH step of the five step sponsoring process. Your goal is to lead them to the next step of the sponsoring process, which is one step closer to making a decision.
It’s not your job to pressure, hype or convince anyone to join! Instead, it’s your job to follow-up and give them the information and exposures they need to make an informed decision.
Remember, your only goal is to sell people on the sponsoring process. Whether they end up signing up on your team or not is irrelevant. Focus on selling the entire sponsoring process and you will sponsor more people, and better quality people into your business.
And remember, most people need seven to twenty follow-ups before they will join or buy.
Not everyone will need to go through every step up the sponsoring process before they can make an informed decision. Some will join sooner than others. Some will sign up within a couple days. Others might take a few months. Your goal is to simply keep giving them added exposures and keep following up UNTIL they make an informed decisions. Your other goal is to keep adding people into your pipeline of prospects, so you always have someone to send through the sponsoring process.
The bottom line is that you need a sponsoring process in your network marketing business. You need a simple step-by-step process to walk your prospects through, so they can make an informed decision about your business and products. Following the five steps mentioned above is a great starting point.
What are your thoughts? What type of sponsoring process or sponsoring system do you use in your own business? Leave a comment below to share your thoughts. I look forward to hearing from you.