Building a Successful Networking Marketing Business

If you are hard selling or convincing your prospect to join you in your networking business are doing it all wrong. Building a successful networking marketing business is not about selling its about education.

Unfortunately many people in the network marketing industry make the mistake of applying sales techniques to “Close the Sale” forcing the prospect into purchasing and wondering why they are failing.

The Guided Close

Going for a guided close takes place during direct, person-to-person conversation which might be on the phone, or at the end of a meeting.

Your prospect will have already sat through a presentation, and now you are moving in for the sale and to “close” the deal… it’s decision time.

Many pros have this down pat and have a response for every objection. They are also armed with a a list of their prospects desires, their wish list, and their emotional triggers which they acquired from previous “interview” conversations.

The prospect will then be systematically “guided” down a path that leads to a purchase.

If you are skilled at the guided close, that prospect is going to “buy” today whether they want to or not. However, it is NOT the best way to keep a sale on the books as the person is buying for all the wrong reasons which most definitely leads to buyer’s remorse shortly after.

There are several reasons why the guided approach doesn’t work and it comes down to one primary piece of psychology:

“A person convinced against their will is of the same opinion still”

Many times during a guided sale, the prospects emotions will be flowing at fever pitch leaving them no time to think logically which is the recipe that always leads to a sale which is why this method is the primary tool of choice for direct response marketers.

This “heart only” approach is extremely effective, but counter-productive for building a successful network marketing business because you are not making a one-time sale…

You are looking for the years of commitment it will take to build a successful network marketing business.

Unfortunately, when those emotions dissipate and logic sets in, the person may regret the decision they made and they usually end up quitting within days or weeks.

The Volutary Close

If you want to be successful at network marketing you will have to master what I call the voluntary close. This is where your prospect will “sell themselves” and make the decision to purchase on their own.

The primary difference between the two is that the prospect is not put on the spot or asked to make a decision to purchase by you directly on a phone call or in person.

This allows the prospects head to catch up with their heart so they can make a “whole” decision. Which leads to a “voluntary purchase” decision where they are fully commited.

In other words you don’t convince your prospects to buy. Rather you want them to convince themselves to buy, and then voluntarily make the purchase when the time is right for them.

Once they make their choice, it will be much more concrete and in order to stay congruent with that choice, they will work much harder and stay dedicated longer because “it was their idea”.

This is achieved indirectly through tools and marketing instead of direct personal pressure.

Yes, you are still are going to push those same emotional buttons, and you are still going to ask for a decision, but you are not going to do it directly through personal conversation.

Here’s a Guideline to Follow:

You must be completely willing to let a sale go.

1: A lead is generated and a quick introductory phone call is made so they know that you are a real person and to start your “interview process”. It is your call. Ask them a few questions, to find out if they are someone you want to personally work with. Find a reason NOT to work with them or sell them product because the wrong customers/partners will cost you MUCH more than you’ll ever make in the long run…

Your valuable time!

2: If you like the person and they have passed your initial interview process give them the address to a guided business overview via email and then instruct them verbally and in the email to contact you when they’re done.

Because they came though a capture page when they became a lead, they are already in your marketing pipeline.

At this point, the ball is completely in your court.

NEVER chase people. You are too busy for that and chasing money sounds like desperation and that rings LOUD and CLEAR. Think of your business in a state of abundance (whether it is or not). There is no neediness to chase sales.

NEVER schedule follow-up calls on your prospect’s terms.  They MUST call you when you feel like doing so. If you’re positioning yourself correctly, they will be excited and feel privileged that you contacted them.

(This is something pretty foreign to most who deal with prospects who never return their phone calls and voicemails).

3: Once they do contact you, they’re going to have some questions which you will answer in a very friendly manner.

For the rest of the call, remain silent.

Don’t ask them to get started and don’t try to keep the conversation going.

Dead spots in a conversation ARE AWKWARD. You want to make them feel off-balance and then force them to fill the dead air.

Your attitude is that you called me to ask me some questions which I will answer, and that’s it. Anything else that we discuss is up to you.

Because you’re unwilling to keep the conversation going or try to talk them into getting started, you are in the position of power.

In any relationship, the person who cares the least holds the power.

So I’m just going to answer their questions and then sit there. They’re testing me and my leadership frame whether they realize it or not.

And you know what happens 9 times out of 10 because you didn’t take the bait and chased them.

They fill that awkward silence with statements like, “So what’s next? How do I get started?”

Now in order for this method to work, you must TRULY see yourself as a leader and live in a mindset of abundance. If you don’t and you’re just pretending to act this way on a phone call, they will see straight through it.

You cannot pretend in anyway. You must truly live and believe that mindset.

Don’t forget to post your comments how to recruit for network marketing below

To your success….

Simon Smith

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