home business mlm
MLM Psychology of Prospecting
What is one of the most powerful secrets to mlm prospecting that is rarely taught?
How would knowing a powerful prospecting secret help your home business?
Do you want to make prospecting an easier process?
What I am talking about to some degree is the Psychology of prospecting in a home business. It is a very powerful secret that I believe can help you become a master prospector in a way like nothing else.
People have a “sense” about things, and they sense things about you.
They sense your INTENTIONS.
They sense your FOCUS.
They sense your AGENDA.
They sense your FEELINGS that you feel about you, your company, and the prospect.
But yet, many time,s that is not happening with a lot of folks in network marketing.
Why?
There are many reasons, but looking at it from a psychological standpoint, the prospect is GOING TO FEEL….what you are sending out to them.
You send out emotional signals to the prospect and those signals will determine much of what happens in your prospecting efforts.
Ok…then what what would be a good rule of thumb concerning mlm prospecting and YOU?
Here is a great secret:
How you FEEL about prospecting will determine much of what the prospect is FEELING FROM YOU.
READ THAT AGAIN!
Many people operate out of hesitancy and timidity when it comes to finding leads and talking with them.
Do you FEEL that way?
We have found that you need to SHIFT your focus on what prospecting IS in your mind, to a focus of what it can DO for other people.
You are either focused on what YOU get from the lead, or what the lead gets from you.
NOTE: 80% of the initial response from the prospect will come from what they are sensing FROM YOUR INTENTIONS.
If you are internally focused on what YOU can get FROM THEM for your business, they will sense that and for the most part, be turned off. That is why so many good people walk away from MLM. They sense that someone is out to GET SOMETHING from them, not give.
Here is a secret:
GIVING is the MAGNET in prospecting. You GETTING from the prospect is the repellent. You need to develop a focus that you are looking for leads to GIVE them something of Value.
A Solution!
We call it “Solution Based Prospecting.”
GIVE solutions to the prospect for their finances and other benefits your products offer.
ALL a benefit is is a SOLUTION to a problem.
Solve a problem- don’t just sell a product. If you do that in your prospecting efforts,you will find more people than you ever thought or your mlm home business.
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About Doug Firebaugh
How To Build YOUR Personal Value and Escape The “Newbie” Zone (For Good) Today
***TWO THUMBS UP, HAROLD*** ANDY MAGEE
Two thumbs up for me as well Andrew!
I wish I would have had this training as a “newbie” Harold. Excellent training as always from Doug!
Julie, your teaching nugget on Mastermind 3 rocked!
That tip you taught is right in line with truly helping a newbie Get Started…
so they will STAY STARTED !!
I appreciate you.
Thank you Julie- you ROCKED the training last week. i am so proud of you! You MUST become a dominate force in your company girl…d
Very good point, Harold! Thanks!
Harold, you are so right about “Build Your Personal Value”. I spent years trying the find the contact, the right approach, etc.
Then, then Doug comes into my life, and NOW I see I WAS THE Prospecting Problem all along!
I had built no personal value!
No wonder I had such effective repellent
Harold ~ I agree! Escaping the “newbie zone”….a familiar place to all of us. We don’t like to stay in THAT “zone” long but so much is learned there.
The Newbie zone Vanessa can be the Explosion Zone- if you decide it is. There is a temendous amount of power in you- and love your kids. They are soooooo cute. Noah rocks. GO, like Julie- DOMINATE your company…..doug
Thank you for the encouragment and compliments! That means A LOT coming from Doug “Fireball”
Game ON ~ BRING IT!!
***I USED TO QUESTION MYSELF, WHY DO ALL SUCCESSFUL PEOPLE HAVE SO MUCH SUCCESS??? I CAME TO REALIZE THAT IT IS BECAUSE THEY FOCUS ALL THEIR ATTENTION IN HELPING OTHERS TO DO THE SAME*** ANDY MAGEE
Good point, Andy! If we, as marketers, will only take the time to find what the prospect needs, then supply the SOLUTION to that need (or problem), it’s a “win win” for both!
We can learn alot on how to treat prospects Dave from
our experience dining at restaurant. The focus is always
on the customer and not the waiter/waitress.
EXCELLENT analogy, Christian ~ good point.
Absolutely, Andrew. When we help others succeed our success is assured.
Andrew, I had the same questions myself!
At company trainings what was said on approach, prospecting etc sounded so good from the stage…
But, like you, I have come to realize from Mastermind, It’s all about the prospect and never was about what I have, or what I think I have, my company, my products.
The successful people you speak about, solved problems for others, by totally focusing on how they could help other people solve a problem.
You’re right, Andrew. Helping others to help others….that’s what it’s ALL about.
it does change the game ofprospecting.
***CHANGING THE GAME IS ALL IT TAKES*** ANDY MAGEE
You’re right Dora! This training changes the game for all who read it!
Absolutely, Dora! It changes the game to a winning one for both parties!
Yes, win/win is always good.
Dora, i really like your comment, “it changes the game of prospecting”.
Mastermind has TOTALLY Changed the game of Prospecting in my mind.
Before my Mastermind “Braino” flush, it was all about “getting somebody signed up.”
During Mastermind, I learned it IS ALL About Prospecting for a problem, a dissatisfaction, a pain, a need that others have who are truly solution oriented.
It’s has occurred to me like Doug says, look for people with a problem to solve, and the ‘prospect’ that’s looking for a solution, will allow a normal, natural, non-threatening conversation to develop.
Yes, Dora. I’m ALL about a “game changer”. Those are unexpected and exciting….leaving everyone on the edge of their seat
TOUCHDOWN!
This a great tip and made me really think before I get on the phone.
***BILL, TIPS ARE A DIME A DOZEN, BUT GREAT TIPS ARE ONE IN A MILLION*** ANDY MAGEE
Doug is loaded with volumes of great tips.
and OUTRAGEOUS TIPS ARE ONE IN A BILLION !
Hey Andrew, I have to say that your teaching nugget on Mastermind 4,
was BEING AN OUTRAGEOUS ASKER!
Where I come from in Oklahoma, we would say; Cowboy Up! man did you ever saddle up on that one
and getting the whole room involved!
It reminded me of Maverick in top gun singing, you lost that loving feeling…
Way TO S-T-R-E-T-C-H- !!!
I’ve been so focused on the signals I’m sending since this training. It’s amazing that you get the same kind of signals in return!
Julie, people will mirror your signals back to you- it is called “response language” – and everyone has it. If you send out “I am going to recruit you” gently, they will get it, and mirror back to you “ok” try it- it works. doug
I agree, Andrew! I had a face to face presentation today (not previously planned) that I used this tip to guide me. I asked the prospect what his problem was (in regard to what my product could provide), then I gave him the solution. He was happy!
*** BELIEVE IT OR NOT, SOLVING THEIR PROBLEMS IS MORE GRATIFYING THAN A MEASLY BUCK *** ANDY MAGEE
I had a similar meeting today as well.
Way to go Dave!
You are BEING an OUTRAGEOUS ASKER !!!
Great article with many take-aways, Doug. This is going on a sheet of paper on my desk to remind me that… “We have found that you need to SHIFT your focus on what prospecting IS in your mind, to a focus of what it can DO for other people. You are either focused on what YOU get from the lead, or what the lead gets from you. NOTE: 80% of the initial response from the prospect will come from what they are sensing FROM YOUR INTENTIONS.” Powerful and valuable ideas. Thanks, Doug!
***WITHOUT A SHADOW OF A DOUBT, DOUG’S ARTICLES ARE TOTALLY MIND BLOWING*** ANDY MAGEE
I agree, Dan – it really is a total mind shift to go from what I want to get from a prospecting call to finding people to call to GIVE them something of great value! Laura Hickey
You’re right on, Dan! Very well put!
It shows that we listen and that we really care when they feel that what we have for them is really a gift that adds incredible value to their lives.
Dan, great take-aways you noted here.
Laura, as you noted as your take away from Dougs article,
like Doug teaches, to “look Through” the prospect you’re talking to, to his or her circle of friends and family members. This helps us to Focus on the Focus, helping people, by asking for they’re help… who do you know that has….
I’m with ya, Dan!! SO many take aways that are helpful. The “paradigm shift” is a pre-cursor to being able to appropriatly focus on the FOCUS.
This perspective makes such a difference. I just left message for folks who undoubtedly know people who can benefit from my product, seeking referrals to people I can help. It so changes my thoughts and attitude when I am looking for people I can help with the product and opportunity I have. If it makes that much difference in how I feel in making the contact, the impact on the party on the other end of the phone or message has to be powerful! Great information – Thanks! Laura Hickey
*** WE’RE BARELY SIPPING THROUGH A CRACK IN A DAM WITH DOUG’S ARTICLES, THE BEST IS YET TO COME WHEN WE’RE EQUIPPED WITH DYNAMITE *** ANDY MAGEE
Absolutely and HURRAY, Andy! Great resource to change the business building success process for all of us! Laura Hickey
I used to ask the same thing, Andy. Once I realized that I was the one who had to change, everything started to shift. It was a pivotal point in my business.
Thanks for sharing, Laura! Proper perspective for US means proper perspective for the prospect.
http://www.WarrenLittle.info – This is a great post.
Simply put , knowing how & when to ask the right questions has proven to be the secret to effortlessly mastering the sorting & sifting process.
This article. which highlights the fact that solutions need to be offered to the prospect’s want or need, is a golden nugget that will help to propel our business. Let’s face it: People do NOT like to be sold to. We need to put their needs ahead of ours!
You’re right, Dave….people don’t like to be SOLD. They want to feel valued. It’s that simple. And so many times we complicate it.
I’ve learned over the years, and it has been hammered home a lot more in the last year while listening to Doug’s teachings, that prospecting is about how you can HELP other people. It isn’t about how much money you can make, how many people you can sign up, or how much product you can sell. If it about those things, you will struggle and fail.
You have to learn how to have a servant heart in order to be a better business builder. The most successful people in our business always say that they try to help people first, the success comes later.
Great article and insight Doug!
Charles
Yes, Charles! You are so right on. It is all about serving people and helping them to solve problems in their lives.
Charles ~ I love your reference to having a “servant’s heart”. I couldn’t agree more <3
I can completely relate to what your talking about Doug! I’ve had Network marketers call
me and try to recruit me to their business. I could see right through that is was all about
them. As you said before you have to keep it TINY ( Their Interest Not Yours)
Solve a problem- don’t just sell a product. Solution Based Prospecting! A Gold Nugget!
It is incredible information!
Having the right intentions just takes the pressure off! Glad it help us both!
AMEN, JULIE! ANDY MAGEE
I agree! I want people to sense that I am a leader to be trusted with honest intentions to solve their problems.
This is a true game changer,Thanks
Very informative information and it makes perfect sense!
*** THE GAME IS REAL & SO IS DOUG *** ANDY MAGEE
I agree, Bill, and I think most of us are really ready for this game changer . . . I certainly am! Laura Hcikey
It is a game changer, Bill. Once the INTENTION changes INSIDE, the whole process starts to rock!
And by the way, your training nugget last Thursday was great! Thanks for stepping up!
Don’t ya love it, Bill!? That means you are WINNING!!
Amen, Andy!!
The secret to this business is So Obvious, when it becomes So Obvious!
I see multiple neon, bright flashing ‘Obvious” signs flashing above all our heads now
Once the INTENTION changes INSIDE, the whole process starts to rock!
AMEN, to ALL of you!!! I’m feelin’ the LOVE up in here!!
I AGREE, JULIE! ANDY MAGEE
Yes it does, Julie.
Yes, it does!