The
Art of Asking Questions in MLM
Downline
Building Strategies for you and your downline
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Contents:
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Good Recruiter |
As a teacher and coach I have had many people tell me that "teachers are great recruiters" and it always struck me as odd. I am in the teaching profession and never really understood what they were talking about until this past year.
The other profession that really would fit the scenario of "good recruiters" has to be the medical profession.
Why might you ask?
It is because without asking questions they could never come up with a solution to your problem. Let me explain.
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Hot Buttons |
Let's say you have a problem with your stomach. You go into the doctors office and he asks you what the problem is. (Get it? He ASKS you what the problem is). You explain to him that every time you eat a certain meal you stomach starts to hurt. Now the doctor will ask you specifics. What exactly are the foods you eat that cause you this pain? Did you drink any alcohol? Where exactly is the pain?
In medical terms this is called "Point
Tenderness".
In networking terms we call this "Hot
Buttons".
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Develop a Set of Questions |
The questions you ask a prospect should be theexact same questions you would ask if they were on the internet, telephone or in person. Too many of us try to spill our beans before we even know if this prospect is a dead beat or truly a "bona-fid" prospect.
So what questions should you ask? This will be greatly influenced by how you acquired the lead.
Many of us use Pre-Qualified MLM specific leads. We also use leads that we have advertised specifically for. Regardless, we need to get them qualified as quickly as possible when working the phones. On the internet it is a little tricky because of all the free "spam" we receive each and everyday.
Bottom line: we want to find out their "hot buttons". Hot Buttons are the desires, wants, aspirations, needs, etc of the prospect. Basically why are they looking at Network Marketing? Why do they want to get involved with Network Marketing? So many people talk about how much money they will make or hype the heck out of a prospect. Anyone who has been in the industry for over a year, knows exactly what HYPE is all about.
Don't you?
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Our Script |
We call Joe Prospect and let them know we are RETURNING their call. They had responded to our ad titled FREE leads for you and your downline.
We are in receipt of their request and would like to send them our tape titled "Unstoppable Income". All we need to do is verify their address and the spelling of their name.
This approach works every time and it also gives us a quick clue as to whether this person is a serious prospect or a tire kicker. As you can see this opens the door for us to briefly get into their kitchen. What does "kitchen" really mean? Simple, we want to open up the door for dialogue. We want to ask them these THREE questions.
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3 Critical Questions |
"So, Joe Prospect, tell me a little about yourself?
- Who are you working with?
- How long have you been with them?
- How is it progressing for you?
After each question we shut up. We don't talk, we want the prospect to talk. We want to extract as much information as we can. We also write down everything we can in this conversation.
We can also try to extract more information from each question asked.
Example: "Who are you working with? They might tell us they are working with XYZ company. We can now ask them if this has been their only experience in network marketing? We could also ask them if they have worked in different type of compensation plans.
Bottom Line: Get them to TALK. Make them talk as much as possible. The more THEY talk, the less you will talk, but more importantly the more ammunition they supply you. Please make sure you are writing notes during this process. You will need this the next time you speak to them.
Make sure you follow up with them.
You can ask anyone in our primary program. When we receive confirmation that we have a new downline member join our group, we send them a welcome letter and included in the welcome letter are the three questions above. We want to get to know them. As our group continues to explode, these prospects are farther and farther away in our downline. It is hard to get to know them. We want some information about them that will allow us to speak to them on a personal level in the future.
Now do you see that trying to make the sale immediately is not to smart?
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The DRIP System |
The following has been supplied by a good friend.
Pitfall" Not having an automated Follow Through System!
Here are some SHOCKING
facts from the National Sales Executive
Association :
- 48 percent of the people quit after one contact with a prospect
- 25 percent stop after the second contact
- 12 percent actually make three contacts
- only 10 percent
make more than three contacts
Drum roll please.............................. - 80 percent of the sales are made
after the fifth contact!!
Do you REALLY understand what this means????
10% of the people are doing 80% of the sponsoring!!!
Do you
want to be among this 10%???? !!!
Solution: You MUST have an automated
follow through system for both offline and online prospects.
Online: Using an autoresponder with at least 6 automatic follow through messages is essential! I use an autoresponder that does just this. Here is what happens:
- Prospects request information via email or your website and it is automatically delivered within seconds.
- Information is sent and their address is automatically added to my database saving me hours of endless data entry. I also receive notification in my email in box telling me that someone just accessed my autoresponder AND it gives me the email address of that person!!
- Follow up letters are automatically sent to each prospect at regular predetermined intervals building trust and rapport .
- Save time, save money, reduce stress, build customer loyalty, increase conversion ratios, and make more money!
- Here is the autoresponder we use and recommend because it has the highest deliverability rates in the industry. Click here
Offline: You must
set up an automated way of prequalifying your prospects and then an organized
approach of following through with them.
A system that speaks, selects
and sorts for you 24 hours per day
can look like this:
- A 2 minute 800 "tickler" number that points to voice presentations & fax-on-demands that are accessible by making a Long Distance call helps to weed out the "tire kickers" from the serious builders.
- When set up correctly, this system will sift out those who deserve to be followed through with and transform the typical 5% conversion rate to 50%! You also must have full ongoing training in the art of sponsoring.
NOTE: When done correctly, you will have people CALLING YOU daily about your opportunity!
This Ends Part: 1
Next month we will take a closer look at questions to use
in
trial closes, questions to ask when following up, and one simple closing
technique I have used for ever and it still keeps producing.
Happy TEAM building to you and your downline. And always remember:
We are Here to serve YOU!
Bob & Sue Alter
15 Years of Coaching High School Baseball & Football as well as MLM Coaching since the early 1980's. Bob lives on the Yakima River in Prosser, Wa. With his wife Sue, two kids, Robbie & Kirsten, and their dogs named Cougs, Champ, Cammie and CJ. Christian Network Marketing Consultants
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