Do Business Well

What to do if the prospect hesitates to sign up

Your main objective when prospecting is to sign up the new distributor. But sometimes, despite you best efforts, there are still hesitations. You may need to encourage the prospect gently to join your network. How is this done?

Focus on her needs Remind her in a positive way why you are discussing network marketing with her:

• ‘Let’s see, you want money for your child’s education?’ III ‘You have five hours per week that you could give to promoting a small home business?’
• ‘You’re looking for an organisation that can support you
  with training and help you get off to a flying start?’

Once you get the customer into a ‘yes’ frame of mind and agreeing with you, it becomes more difficult for her to reverse this mindset and say ‘No’.

Give encouragement For many people, starting their own business is a big step. Give the customer subtle, nonverbal clues. When she says anything with which you agree, encourage her by nodding your head in agreement or smiling. This support encourages the consumer to continue in that direction. Better still, give both non-verbal and verbal feedback. When she laughingly says, ‘I want to make a million,’ smile, nod your head and say, ‘Good idea. Let’s see how we can help you.’ Do this straight away. Research shows that the longer a sales person takes to give positive feedback to a buying signal, the weaker the impact of the response.

Provide information Perhaps the most persuasive way of moving ahead is not only to give the customer verbal and non-verbal feedback that she is doing the right thing, but to provide information that encourages her to carry on thinking positively about network marketing.

If the prospect says: ‘I think network marketing sounds like fun,’ nod in agreement, smile and repeat her words: ‘Yes, network marketing is a lot of fun.’ Now add another reason to go ahead: ‘And it provides you with a growing income. Where did you say you want to go — Mauritius?’ See what you have done? You have agreed with the prospect, told her she’s right about having fun, encouraged her to continue thinking that way and given her yet another reason to join your team: a trip to Mauritius.

It should be stated here that these behavioural actions are not ‘sales tricks’ designed to con people into joining. Networkers don’t work that way. Networking is a voluntary association of people all committed to helping each other. But, sometimes, indecisive people need to be nudged to get started. Like an avalanche, once they get moving they soon pick up a tremendous momentum and force of their own.

More C losing Techniques

There are dozens of closing techniques. Here are just some examples:

The hot-button close

Eighty per cent of buying decisions depend on 20 per cent of the product features. Therefore, when closing, push ‘hot buttons’ by emphasising what is important to the prospect. (Push the key benefit and keep pushing it.) Don’t talk about issues that are irrelevant to the prospect.

Trial (or test-check) close

To find out how you’re going ask questions such as: ‘Is this what you had in mind?’ or ‘What do you think of this?’ In this way you can find out whether you’re on the right path. ‘You want to work from home?’ ‘You can afford five hours per week?’ ‘You don’t want a risky business?’ If the prospect says ‘No’ to any question, you’ve lost nothing; you’ve gained clarification.

Invitational close

‘That starter kit explains everything you need to know. Why not take it home to show it to your husband and discuss the idea?’ ‘Why don’t we visit a friend of yours to explain the opportunity so you can see how networking works?’ ‘We are having a training meeting next Tuesday, which will be a lot of fun. Why not come along and watch what happens?’

The step-by-step close

This close is designed to get a positive answer to every question. ‘Would you like more money in your life to do the things you want?’ ‘Would you be interested in meeting people?’ Design a questionnaire that leads to the ultimate question: ‘Would you like to join my network?’

Summary close ‘Let’s see.

You like the idea of networking. The product range is of excellent quality. You’ll get the support from me, your sponsor. Product catalogues are no problem. The prices of merchandise are competitive. Yes, it looks as if this meets your requirements, doesn’t it?’

Rebuttal close

Sometimes you have to shock the prospect into action with the thought of sudden loss. If the prospect says: ‘I can’t afford the starter kit,’ you reply, ‘That’s why you should take it! Get it now and start making money. A lot of it.

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