You may have heard the expression “throwing up on your MLM prospects…” And as you may also know, what we mean by the expression is that someone comes on too strong in a conversation when prospecting.
Throwing up on people isn’t attractive, literally or figuratively, and you aren’t likely to attract people into your business if you are being overly aggressive in your approach.
There’s a lot of truth to the adage, “less is more”, also in the world of network marketing. And this is what I want to dig into in today’s post.
Using Curiosity To Attract MLM Prospects.
What you’ll want to do is to hold back some information and only give your MLM prospects bits and pieces at a time.
Because this makes them curious. And curiosity is an extremely powerful emotion.
Any time you can use curiosity – in conversations, in email subject lines, video titles, article headlines, sales letter copy – you should.
You see, it raises questions in the mind of your MLM prospects. In fact, it can be an almost irresistible sensation…they can’t help but click the link, call the phone number or play the video to find out what it’s all about!
For this reason you should also never give away too much information on a lead capture page.
You simply want your prospect to enter their name and email…
This is your entire objective with your lead capture page. You want the person to become a lead in your funnel. This, so that you can start building a relationship with them through your follow up emails (auto responders).
You want to create SO much curiosity and make them SO eager to get the rest of the scoop that they can’t RESIST the urge to enter their details on your page. If you tell the whole story right away, then, what reason do they have to opt in?
As they become a lead in your funnel, you’ll continue to give them little tidbits of information day by day…
But even then you don’t want to be thowing up on your prospect by giving away too much too soon. You’ve got to give the relationship a chance to mature.
Because you have to earn the right to sell to them.
If you give them info that’s too “salesy” or present them with an offer to purchase something from you while they’re still cold and not yet sold on working with you, you’ll only turn them off and lose the opportunity to market to them.
A real life example of how NOT to attract MLM prospects ;)
The other day I got an email from someone, a total stranger, that read as follows: “hi lena can you do me a favor be on this call tonight its all about tanetics which is exploding after the call i think you will join as this is going to be huge take care andy.”
I’m not kidding – this is how the email read, verbatim. I copied and pasted the message into this post.
Now, tell me, why in the world would I want to take a look at Andy’s business? I don’t know him. And what in the world is “tanetics”??? And why should I care? And why is he giving me all these details that I haven’t requested? (Yeah, you better believe he emailed me the call-in details and his website link, too.)
On top of this he’s asking me to do him a favor (!) Me do him a favor…uhum…why would I want to? Again, I don’t know him. Hel-lo?!
As you may have already guessed, I chose not to attend Andy’s company presentation that night. I doubt too many other folks that Andy “shared” his opportunity with did either.
If You Spill The Beans, You Will Make A Mess.
Whether you’re connecting with people online or using methods like in-person prospecting or prospecting over the phone, the same holds true: You need to resist the temptation to instantly “spill the beans”!
Even if you’re talking to MLM prospects who initiated the conversation and are asking you about what you do, hold back some information.
Be composed and confident. Don’t get too excited. It’s just “business as usual”.
If you can give your MLM prospects the impression that you don’t need to recruit them, that you’re not emotionally attached to the outcome, you’ll look so much more successful.
They’ll be much more attracted to you because everyone wants to work with the sought-after expert who can pick and choose who they want to team up with!
In the initial conversation spend no more than 30 seconds talking about your business. And remember, don’t ramble on about the features, always focus on the benefits. In other words, don’t talk so much about what your opportunity is as about what it can do for your prospective rep.
Next, calmly hand them your business card and ask them to call you if they want to know more.
And – get this – then you change the subject.
I promise you this will intrigue your MLM prospects that you’re having the conversation with…they’re going to want to know more. Chances are that now they will call you!
Do you see the difference? No throwing up this time!
And as I wrap up today’s post, I want to stress how important it is for you as a marketer to grasp the basics of human psychology. Like that fact that people hate being sold to…and that curiosity is such a powerful human emotion.
This will help you tremendously in understanding how to, and how not to, approach your MLM prospects. You’ll be much better equipped. And the great news is that people will of course always be people, everywhere and at all times, so this stuff never goes out of style!
Aren’t you glad? At least this makes our job as marketers a little easier! ;)
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PS: If you haven’t yet taken a look at my “Her Success Blueprint” success program where I show you how to market like a pro, click here to learn more. Hundreds have already joined, and are using “Her Success Blueprint” to get their home businesses back on track.
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