The 3 Most Important Questions Your Prospect Has, But Won’t Ask You About Your Home Business
When you are talking to people about your home business, there are 3 most important questions that your prospect has, but they will probably never ask you. Why won’t they ask? Most likely because they have uncertainty about starting a home business, or uncertainty about you, or they also might not want to look bad in front of you so they won’t say anything. Who knows why they won’t ask you aloud, but it’s important you address them to help put your prospect at ease.
What Are These 3 Questions They Have?
1- Can I really do this?
2- Can I get my money back?
3- Is this person (meaning you, the sponsor) really the person to help me? Is this person the leader I need them to be to help me have success in this business?
Let’s say you’ve already had a conversation with the prospect, you’ve sent them to watch or listen to a presentation about your company, and now you are calling them back to follow up. They might be a no show for your call or they do show up and they have a few questions, but then say they “need to think about it.” In either case, you might not have done a good enough job in your first conversation.
VIDEO: 3 Questions Your Prospects Won’t Ask You About Your Home Business
About 90% of whether or not they sign up with you has to do with how you handle that first conversation with them. It will depend on your posture, your mindset (how sure you are about what you are doing and how confident you feel about the success you will experience with your company), the questions you ask, and how well you build up rapport in that first call (especially if it’s someone from the cold market). It’s not about the video or the company presentation. That presentation is more of a third party validation tool. Whether they join you has more to do with your relationship with them.
Find a way to reassure them that yes they can do this, yes they can get their money back and yes, you are the person to help them achieve their goals.
You have to demonstrate to them you are the leader to help them do this.
You may think that you have passion and certainty about your business, but if you have even a sliver of doubt about your abilities, your prospect will be able to sense it. You have to have your mindset right before making your calls with people.
If your posture is strong, then great, but if it’s weak, then you can forget about them signing up with you. They won’t do it. They want to join people who are confident and who know what they are doing, or that they at least have the access to people who do. Even if you haven’t recruited anyone yet, you can still enroll people if your posture is strong. But instead of using your own testimonials of your success, you can lean on the success of other people on your team or in your company.
If someone says “I’m not sure” or “I’ll have to think about it”, then share a story with them of someone who has a similar background to theirs who is having success. You should be able to go into one of your company’s or your team’s Facebook groups and find product, business, and recruiting testimonials that you can share with your prospects. Find a few for people who are Realtors, teachers, small business owners, professionals, stay-at-home moms and dads, college students, secretaries, salespeople, etc, or whatever background is similar to the types of people you are talking to. Get a collection of these stories that you can share with prospects of yours who express a little uncertainty about joining you in your business.
It’s critically important that you answer the 3 questions prospects have before they ever think to ask you about them. Show them how easy and simple your business is. Show them that other people just like them are doing it and they ARE earning their money back. And show them with strong and confident posture that you ARE the leader who can show them the way.
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Here’s to your success!