As an MLM trainer for decades, one of the things that I’ve seen over and over is distributors who have a hard time closing leads, once they’ve gotten them in the funnel.
Many people get good at filling the funnel, and getting new prospects, but they drop the ball at the point where the rubber actually meets the road…the CLOSE. That’s what fills your bank account with endless residual income, so it’s in your utmost interest to learn how to do so.
Better yet, once you get this down, and learn to teach your downline to do the same thing, then you’re really going to see your income and lifestyle skyrocket.
How to Close an MLM Prospect
One of the greatest tricks to this is within the prospecting itself. You see, for years and year in network marketing…and I’ve been preaching it forever…your warm market is the best market. Why? Because they already know who you are! They know you, they hopefully like you, and they have a since that you care for them (again…hopefully).
Well, the way to transfer that to internet marketing and recruiting online is through attraction marketing. The great marketing guru Dan Kennedy calls it Magnetic Marketing. Either way it’s getting the prospect to come to you…because of who you are… because they see you as an expert!
Now there’s never been an easier way to do this as there is now with the internet, and things like social networking (Twitter, Facebook, YouTube, Articles, Blogging etc.)
That plus email marketing actually helps the prospect feel like they already know you, trust you, and feel a connection with you…even though in reality you may never have even met before. That’s attraction marketing and it helps you close the lead from the beginning. However…
You Have to Pick up the Phone!
Let me tell you straight out…you’re very likely NOT going to close a lead online. It may happen but if you want to recruit 20 to 30 people or more a month, then you have to call them on the phone.
The good part is that to them they’re not getting a call from a stranger because with the different online tools they feel as thought they’re getting a call from a trusted friend.
Posture and Confidence
It’s essential that in order to close a lead that you call these people with total confidence and have a posture (in your voice) that exudes confidence and a feeling that you really don’t care if they join or not. In fact, they should really feel lucky that you’re calling them at all because most of the people out there won’t. They’ll actually appreciate this. But if they smell the least bit of fear then you’re toast. They most likely will not be closed by you at least.
It’s sort of like meeting the opposite sex. If you’re needy and clingy, and they feel that you’re desperate for a date, they are going to run away as fast as possible. But, once you don’t care what happens and you’re just enjoying life and having a good time no matter, this is when you’re usually attracting the most women or men.
Your prospect can smell fear and desperation too…so get that out of your head before you call!
I’ve said it many times before that we’ve been able to build such a huge organization, and help so many people because we ACTUALLY CARE! This must start from the get-go. When you call your prospect, you must make the call about them and their needs, goals, and desires.
You then can sway the conversation in that direction and actually use it to your benefit. This doesn’t mean manipulate or lie.
The key is asking what you can do for them…how you can help them. This does two things…it implies that you’re putting their best interest first, and it activates the law of reciprocation. In other words, you do something for them, they feel as though they should return the favor.
The key to bonding is asking questions, and then once there’s a true common bond (sports, cooking, vacation spot, kids, pets, etc.) then talk a bit about that.
Also find out why they are interested in your business or products in the first place. More money, time freedom, health, etc will all be likely reasons. Once you know this, you can sway the conversation in that direction, where you’re actually helping the prospect achieve these things.
The Real Key to Closing the Lead
The biggest secret to closing the lead…if there is a big secret…is to actually ask for the sale. If you’ve hit upon the things above, and you’re to a point where you know precisely why they are interested in your opportunity, then you have to strike while the iron is hot.
“So Joe, you want to see Japan and have the money to stay there for a month without worries… so let’s get you started right away then. I’ll just need the info for your account” etc.
Listen, if you set your funnel up correctly you really don’t have to sell your opportunity…they’re already pretty much sold. You just have to let them know that you’re real, that you have their best interests at heart, and that you truly care to see them reach their goal that’s got them interested in the first place.
After that it’s just about taking the order.
Now go call those prospects you’ve been avoiding.
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