Any one who has been involved in multi-level-marketing (MLM) or Network Marketing for sometime will know that MLM or Network Marketing is a people business, thus the name network. Network Marketing hence is building a network of people who market products through their contacts. It is one of the easiest way that individual can start their own home based business.
While many members of network marketing aware and acknowledge that they are involved in people business, majority of them are still focusing on the other three criteria of products, company and system when presenting their business opportunity to potential members. There is nothing wrong with presenting these three criteria but most doing it with the wrong approach. They emphasizing; the term commonly used in MLM is edifying on these three criteria that they forgotten the most important question lingering in the head of their prospect, “What’s in for me?”
To grow your network marketing business, your must always keep in mind that you are in people business and human being is an emotional animal, research had proved that human buy on emotion and not logic. The way to recruit and grow your network group is to focus on human emotion and not the benefits that the products could bring, how good is your system and compensation plan or how strong is the MLM Company your represent. All these are secondary as far as your prospects are concerned as these had not touch on their “Hot Button” so to speak.
Finding the Hot Button of individual is not as difficult as many people think! When I was involved in a MNC MLM many years ago, the system taught and used was having a set of photographs and questionnaires to explore the Hot Button or the soft spot of the potential members. Once the Hot Button was identified, the whole presentation would center on solving his hot button problem.
The system is fairly simple to follow but need sometime to master. To start with, you will need a set of photographs to denote certain human wants and needs as follow
1. Bigger house/mansion – Dream House
2. Place of interest – Travel freely
3. Graduation/convocation – Children Education
4. Family reunion – Close Knit Family value
5. Old Couple – Retired happy and healthy
6. Money – Financial Freedom
7. Luxury Car – Dream Car
8. Shopping photo- Shopping without worry.
Before presenting you business opportunity to your potential members, let them choose only one of the photos shown to them and the first question asked was
1. If you can only choose one of these, which is your number 1 priority?
Once the potential members made their choice, the following series of question were asked;
2. Why do you choose this one?
3. Why is it important to you?
4. What is stopping your from getting your number 1 choice?
5. What would you feel if you can not get what you wanted?
6. Why do you feel that way?
The objective of the series of question is to find the root of the Hot Button or their soft spot. Once the Hot Button is identified, you whole presentation will focus on how your business opportunity, products and system can help them to overcome the challenges that they are facing now and go forward to achieve their number 1 priority.
The key here is listening more than talking, like I mentioned earlier, the system is easy to follow but difficult to master as most new members are so enthusiastic about their new business opportunity that they talk non-stop without first discovered what their potential members wanted.
Like the saying goes, “They don’t care how much you know until they know how much you care!” So care about their problem first and they will take care of your business for a long long time.
