Building Your Credibility Before Pitching Your Opportunity
August 19, 2007 | By admin | No Comments »
Generating leads is one thing, but converting them into a business builder requires much skill and effort.
This explains why most MLMers fail in MLM because their ‘list’ runs out. You probably have heard this story told by your upline before, “Make a list of 200 names, call everyone and don’t discriminate – go through the numbers and you will find your people…”
I call this the HIT AND RUN METHOD.
What happens is that the downline is told to prospect like hell,running around like a rabid bull-dog prospecting every single person they run into – including their 80 year old grandmother.
This method doesn’t work most of the time. Maybe only 5 out of 100 become serious builders… others might join you but it will lead to a lot of frustration because some of them are only playing along… giving you their temporary consent because of your relationship with him/her only to vent out in anger when push finally leads to shove.
I have drawn this diagram to show you why you shouldn’t hit and run:
You get very little conversion and you drive your prospects away. Some calls it ‘killing’ your prospect giving you little or no chance to follow up with them in the future. Bottomline is – poor results and lots of frustration! Why try a better approach?
The point is this…
People in the 21st century will eventually wise up to shady MLM prospecting techniques (e.g. not telling your prospect that you are with Amway…) and that is why you must build your credibility first. Look at it this way, MLM companies are everywhere. Let’s say you are a Herbalife rep. You promote Herbalife, but why should your prospect join YOU instead of the company? Yes, Herbalife has been around for decades, but what do YOU have to bring up to the table?
In the 21st century, more and more people are using the Internet, and it is up to you how you want it to work for you or against you.
If you read Gobala Krishnan’s post on Building an Effective MLM Blog Part 1 and part 2, you will find that not many have the time to sit down and get to know you better. Instead, they go online when you are not looking only to check you out. Your blog will be the best platform to build your credibility as it is an open window for others to get to know you better and it makes it much easier for you to prospect them in the future.
This diagram above is something most Internet marketers apply when it comes to online sales but it can be applied when it comes to MLM prospecting – because the principles are similar.
You build traffic on your MLM blog, develop a relationship from your blog posts, find out their needs before you pitch the right offer and finally, they join your downline. And best of all, you won’t lose those you have prospected because at the very least, you still have a relationship with them.
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