How To Enroll More Reps
Many of my fellow blog readers have asked me to write about the subject of “closing.” For this blog, I will use the format of recruiting a new rep into your particular network marketing company, however, if you are not involved with network marketing, some of the ideas and materials will still help you.
First, it is important to change our language on the subject. We are not “closing a sale,” we are asking people to join our business. If you “close” a prospect with some fancy technique, and they are not ready to work your business, then you are wasting your time, and the time of the person you just coerced. I was taught (and I firmly believe) that network marketers are sorting and sifting for people that are looking for an opportunity. Therefore, we are NOT in the selling business; we are in the sorting and sifting business.
This means we have to share our business with as many people as possible. If you are not recruiting new reps into your business it is because you are not doing enough sharing. However, it is important to remember that when you share the opportunity, you have to ASK them to join you.
With that said, I’m not going to teach you a “closing technique,” but rather a very effective way to ASK your prospect to join your business. I am going to share with you the approach I use, and the one I feel is the most effective.
Assume you have just given a prospect your business presentation. If the presentation was adequate, then they have received enough information to begin the decision process. At this point the prospect either 1) knows whether or not he/she is going to join, or 2) may have a few quick questions before reaching a decision. The point is: if the presentation was sufficient, then the prospect should be close to their final decision. However, this is when many people make the mistake of not asking the new prospect to join. I can’t tell you how many times I’ve seen a rep turn to a prospect and say; “what did you think of that?” or, “what did you like the most?” or even worse, take 20 minutes to regurgitate all the information that was just in the presentation!
This is when you run the risk of falling into a never-ending information vortex that will drive you crazy. Sometimes well-intended, nice people, have no interest in joining your business, but can’t bring themselves to tell you. Instead, they request more information, and ask needless questions. When this happens, you may find yourself chasing after information for a prospect that has no desire to join you, but simply can’t bring them self to tell you. Thus, wasting your valuable time.
Try This Next Time
The meeting or presentation has ended; turn to your prospect and simply say:
“Based on what you have just seen, do you see any reason at all not to get started?”
Then shut up! Seriously, DO NOT SAY ANOTHER WORD. You HAVE to let your prospect speak first and answer the question.
There are two reasons you want to ask it this way.
- Most people are comfortable with saying no. In this case NO means YES. (re-read the question if you are confused)
- If they really do see a reason not to join, you want to know what that reason is.
Again, turn to your prospect and say: “Based on what you have just seen, do you see any reason at all not to get started?” Then, shut up!
Now the prospect will either say; “no, I really don’t see any reason not to join” (in which case you proceed directly to the process of enrolling them and STOP selling) or, the prospect will give you their reason for not wanting to join. In which case you address the reason and or objection they have, and ask:
“Now, based on what I just shared with you, do you see any reason at all not to go ahead and get started?”
I promise, you will either enroll them on the spot, or you will learn the real reason they do not want to join. In which case you can address the objection immediately.
I feel it’s important to reiterate the fact that we are not selling; we are sorting and sifting for people that are looking for an opportunity. However, at some point you have to ASK your prospect to join to avoid the never-ending information loop.
“Based on what I’ve just shared with you in this blog, do you see any reason at all not to share this post with all of your friends?” ☺
Wishing you all the success you will allow yourself to have!