How to NOT Come Across As a Salesperson to Your Prospect in Your Home Business
In the rush to share their business with anything that moves, the amateur home business owner can come across looking like a cheesy salesperson. But they don’t even realize this mistake and they wonder why no one is signing up with them. What do they do? They pitch their product or business without finding anything out about the prospect first.
People love to buy, but they hate to be sold. You will become known as a “salesperson” if you only talk about all the benefits of your product(s) and company without first finding out what is important to your prospect. And if you pitch enough people, enough times, you will be part of the NFL club…No Friends Left.
So what is a marketer to do? The answer is simple. Find out what is important to your prospect, before you tell them about your opportunity. If you know what their WHY is, their reason for starting a home business, you can now tailor your entire conversation to filling your prospect’s needs, not your need to get someone in your business.
Your prospect doesn’t really care about your needs. He cares about his own. Find out what he cares about, then your job becomes so much easier.
If you are talking to a lead, then when you first get them on the phone, build a little rapport with them first. This will help to build trust between the two of you. Secondly, you can ask them, “So what is it that has you answering our ad about working from home?” Or you could say, “What has you in a position now to start a business from home?” Their answer is their “WHY.”
If you are talking to a friend or acquaintance, there are many approaches to bringing up your business. Here are 2 very simple approaches, one direct and one indirect. Your goal is be a problem solver for them- not to be pitching them on your business opportunity. If you come from a position of trying to help them solve a problem, not “get” them into your business, they will sense this, and you will be able to build a team much, much faster.
The Direct Approach to Not Look Like a Salesperson
Direct approach: first build a little rapport, then you can say, “Hey (prospect name), are you open to making a couple extra grand a month part-time from home?” or “Hey (prospect name), are you even open to a side project if it didn’t interfere with what you are doing now?” If they say “yes” then immediately ask them “I’m curious, what is it that has you open to making more money right now?” This question is SO KEY! It is so important because it immediately gets to their “WHY” for joining you in business. Most network marketers will skip this question and go directly into “Vomit” mode and verbally vomit all over their prospects about the business.
Do NOT make this mistake. Instead, find out why they are open and you will get to their why.
For example, you ask them why they are open, they may come back to you with this response, “I’d really like to be able to go on vacation this year, and right now I don’t have the money to do it.” Or they may say “wow, I’d love to pay off my credit cards and have some extra spending money.” NOW you have a way that you can actually help them. You can show them how your business can help them get what they want in life. And now, you don’t have to “Pitch” them on why your company is so great and why they should join you in business, because THEY just gave YOU the reason! They just told you what their needs are.
The Indirect Approach
Indirect approach: ask them questions, build a rapport with them, find a “hole” or a need they have, and then speak to that need. You can do this with the “FORM” Method (Family, Occupation, Recreation, and Money topics.) Become a problem solver to them. Once you know what a need of theirs is, you can speak specifically to that need, by saying something like, “Hey, (prospect name), I have an idea for you for how you can earn the money you need to ______ (fill in the blank with the need they just told you)”.
What to say Next
Here is what you say next for either the Direct or Indirect Approach. If they say, “great, what is it?” You can say, “it may or may not be for you, because it’s not for everyone.” Then ask them “how important is it to you that you are able to _____ (repeat the need they just told you)?” They will likely say “very important!”
Then you can say, “Great, I’ll send you this link (or you could have them write it down) and tell me, what’s the absolute soonest you will take a look at the information?” (You want it to be within the next 24 hours if possible). They just told you it’s important to them to get the money, so they should not have a problem with looking at information quickly. Get a time from them, then call them back within an hour or as soon as possible after they reviewed the information.
For tips on what to say on the follow up call, check out this article and video I did for just that.
It is CRITICAL that you find out their “WHY” for doing business with you, otherwise you will come across as a salesperson, a pitchy salesperson, and you don’t want that. Network marketing is about building relationships, relationship marketing. The biggest and most stable businesses are built on solid connections with people. Find their “WHY” and become a problem solver.
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To your success!
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