I recently read an article on how to best deal with MLM prospects that don’t show for appointments. In this post I’d like to respond to the solution posed in the article as I don’t feel it deals with the real issue.
In the article it was recommended that when you’ve got MLM prospects on the phone who appear not to be all that committed, you should put on a bit of extra posture and say something like this: “If you don’t plan to show up for our appointment next week because you really aren’t that interested, let me know right now so we can both save ourselves some time.”
Why MLM Prospects Lie In The First Place
The problem with this approach is that rarely will your MLM prospects admit to not being serious. If you put them on the spot, more often than not, your MLM prospects will reply, “No, for sure, I’ll be there!” even if they think they might not. They may not even mean to lie – it’s just a gut reaction.
They don’t want to lose face. They don’t want to look bad. They don’t want to admit to already having wasted your time – which in reality they have if they aren’t really interested but are talking to you just because they don’t want to seem rude (lol).
Credibility – The Missing Piece.
As a new network marketer, I experienced this repeatedly when talking to MLM prospects. My upline taught me to use the same approach proposed in the article I just referenced, and with time I developed pretty good posture on the phone.
But still, even though my MLM prospects swore they’d be there for their appointment, they hardly ever showed.
What I’ve learned since is that there was something very important missing in my marketing back then…
I’m writing this now in the hope that it can help you better know how to deal with uncommitted MLM prospects.
Yes, you want to have posture on the phone, and yes, putting people on the spot sometimes is a great way to demonstrate leadership. That being said –
Here’s the real secret to making MLM prospects show for their appointments…
First of all, state specifically in your marketing – your sales funnel and your online presene – that you are looking for serious, driven people only, and stay away from hypey language (“We build your downline for you”, “make 10K in 90 days”, etc.).
It will make you look so much more credible, plus the MLM prospects you attract will be more serious and a lot less skeptical.
Second, use content marketing (your blog, articles, press releases, videos) and social media (Facebook, Twitter, LinkedIn, Better Networker) to build trust and credibility with your prospects online before you get them on the phone.
You need to use your Internet presence to pre-condition your MLM prospects to believe you are that leader they’re looking for.
That they would in fact be fortunate to work with you and that not showing up for their appointment is their loss exclusively.
How To Pre-Condition Your MLM Prospects.
Whenever I set an appointment to speak with a prospect (which is always a very qualified prospect who has jumped through a lot of hoops in my funnel – only then do they get to speak to me), I always give them some homework to complete prior to our conversation.
Should it happen, once we get on the phone, that they haven’t done their assignment, I cut the conversation short and ask them to let me know once they’ve gone over the information and are ready to reschedule their appointment.
Now the ball is in their court. Because I don’t chase people. And you don’t need to either.
See how I’m having my MLM prospects prove to me that they’re serious? I also want them to go over the info beforehand so that I don’t have to answer a million questions about the business over the phone.
If I do, they’re just gonna think that that’s what they will have to do if they join me and they’ll be less likely to sign up. Because nobody wants to have to spend their work days “selling and telling” over the phone.
My Phone Call With Jim (“Prospecting” Made Easy).
Because of the way I set up my appointments, and because my MLM prospects are always exposed to my online presence first, once I get them on the phone at the scheduled time, the conversation is usually a breeze.
It will go something like this:
Me: Hey, Jim? It’s Lena Bjorna. How are you?
Jim: Great. Thanks for calling. I’m so excited to talk to you finally. I read your blog daily and I feel like I already know you because I’ve watched so many of your videos. (Laughter.)
Me: That’s great, Jim. Glad to talk to you too. Did you go over the information I gave you on the business?
Jim: I sure did, and I’m totally psyched. :D
Then, after anywhere from 30 to 60 seconds of chit chatting –
Me: So tell me a bit about yourself and what caused you to reach out to me and request this appointment.
Notice I‘m asking him the questions, not the other way around.
He may have a few questions about the business but he’s gone over the information on the website so most of his questions have been addressed already.
The call is not for the purpose of me answering every question under the sun that he may have, but for me to listen to him talk about his pain (stress, finances, lack of freedom), so that I can provide him with the solution. So that I can say –
Me: Well, you’ve come to the right place, Jim. I’ve got the vehicle you need to turn your situation around.
And then I send him to the sign-up page.
How vastly different this is from chasing disinterested MLM prospects around – people who don’t respect, like or trust you, and therefore also don’t show for appointments!
Three Steps To Eliminating No-Shows For Good.
Pre-conditioning prospects is something I started doing long before I had consistent results in my business. You, too, can do this. You see, you control the perception your MLM prospects have of you!
So…to sum it up, here’s the real way to avoid no-shows:
1.) Pre-qualify your MLM prospects and build credibility by letting them know who you’re looking to work with.
2.) Built trust with your MLM prospects online by putting out valuable training and working the social media.
3.) Pre-condition your MLM prospects to see you as a leader and an authority figure whose time is very valuable.
A couple of ways to do this would be to A. Give them an assignment to complete prior to your appointment and B. Schedule the call at a time that is convenient for you… In other words, the call takes place on your clock, not theirs.
Never work the appointment around your prospect’s schedule or your placing yourself in a subservient position even before the call has taken place.
Of course, the more skilled of a marketer you become and the more powerful your Internet presence grows, the easier all this will get.
It’s a process…but yes, this is how you get MLM prospects to show for their appointments, and how you eliminate the emotional and mental exhaustion that comes with chasing after tire-kickers and lucky-loos.
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