"Give 'em a headache, then make 'em ASK YOU for the
aspirin" What if sponsoring was as easy as selling
aspirin to people with headaches? What if you created
an atmosphere with every person you came across where
they felt lucky you decided to show them your ML*M
opportunit*y? Where they jumped for joy if they were
selected and approved for team membership. Would
sponsoring become fun, exciting, and simple?
If banks can do it, why can't you? Think about it.
Banks make money by renting out money, don't they?
Yet, how do we feel when we get "approved for the
loan?" We jump for joy and feel lucky, don't we? But
how crazy is that? That's like going into a
supermarket and kissing the manager's feet because he
LET you bu*y a loaf of bread!
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The secret of applying this to your networking is to
make your prospect want what you have before you offer
it to them. In the broadest sense, there's only two
motivating reasons why someone will join your network.
They join either to gain pleasure or to avoid pain.
Here's a little known fact: More people will join your
network out of a desire to stop the pain than will
EVER join because of all the pleasure they'll get.
Yet, what do most ML*M'ers do? They push aside the
most powerful persuader they've got and overwhelm
their prospects with why their deal is the greatest
and why they've "got to get in on it now!"
You can easily triple your sponsoring efforts if you
demonstrate all the pain that your prospect is
currently living with that will cease to exist if they
are selected to join your team. Now, don't
misunderstand, I'm NOT saying you shouldn't present
the benefits of your business, but your sponsoring
results will go up dramatically if you use the carrot
AND the stick!
So, your job (and it's really fun once you know how to
do it) is to go around giving people headaches and
then curing their pain. Once a prospect knows (or
admits it to him or herself) what they are missing and
(more importantly) that there is, in fact, a better
way - something more for them - they want a way to get
there immediately!!! They desperately want someone to
provide them with the leadership and direction to
change the situation. They instantly want someone to
coach them... an expert to show the way... a
consultant to guide them... a trusted confidant to
provide advice. And, that someone is you.
Here's the catch (you knew there had to be a catch,
right?): Sometimes your prospect's pain is hidden.
Your prospect has been living with the pain for so
long that they've gone numb to protect themselves
against it. The trick is to tactfully shake them up a
little. "How?", you ask.
Questions Are The Answers...
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The best way to do this is with questions. Questions
allow you to step inside your prospect's head. By
asking questions just like a doctor does, the prospect
tells you where it hurts and in so doing begins to
feel and experience the pain again. Questions are so
powerful. They allow you to lead and direct the
conversation down the path you wish to go... they
build trust and rapport... they make people feel
important. Think about it: Who would you rather be
around; the person who talks intelligently about a
number of different topics while you listen, or the
person who asks you a number of intelligent questions
and listens with genuine interest to what you have to
say?
If you simply TELL people how you have this great
opportunit*y then they can (and usually will) doubt
you. But, by asking questions and getting your
prospect to TELL YOU the same thing, they BELIEVE and
ACCEPT it as a fact! And, because it's now their idea,
they'll move heaven and earth to get it.
Learning to ask questions instead of asserting
statements about your ML*M can take a little getting
used to. At first, you might feel a little like you're
learning a foreign language, and in a sense you are.
You've got to think in terms of questions. From now
on, every time you're tempted to tell your prospect
something, rethink it in your head and ask it as a
question. There isn't any statement you can make about
your ML*M that cannot be rephrased and expressed as a
question.
If you want to get good at sponsoring, spend an entire
day every so often and try not to make one
statement... just ask questions and listen to the
answers. If you accept this challenge, you'll attract
people to you like moths to a flame. People you just
met will tell you they feel like they've known you
their entire lives. People will open up to you. When
they open up, they trust you. When they trust, they'll
tell you where they hurt and experience that pain.
When they feel the pain, they want it to stop... which
is exactly the opening you've been searching for!
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When you prospect someone (be it online through a web
site, email, telephone, in person, etc.) you give them
a headache. You build in them an earnest desire to
join and make it their idea. Every day of their life
they experience some pain or frustration that your
ML*M opportunit*y will eliminate. Find it. Ask
questions to uncover it. Don't assume you already know
what it is. Make them tell you. As they answer,
they'll experience that pain and naturally want to end
to it. Then, casually let them know that you might (if
they're lucky) be able to stop it. Now, they WANT what
you're offering... and it was their idea! So now
you're doing them the favor and they are grateful to
you.
This whole process can happen very quickly and it's
easier than it sounds. Start off by asking open ended
questions that requires your prospect to explain.
Here's an example:
"If you could change any aspect of your financial
situation, what would you change?"
Think about the idea behind this question and you will
see how it can be adapted in any number of ways
depending on who you're prospecting.
If you really involve yourself and take a genuine
interest in your prospect's frustrations, you'll come
up with an endless supply of follow up questions. For
example:
"John, if you could change any aspect of your job
situation, what would change? Are the number of hours
too much? Is job security a concern? Are you on the
road too much? Would it help you to be making more
money? Do you find yourself less patient as a result?
How does it affect your relationship with your wife?
Have you saved enough to send Amy to college or will
she have to wait a couple of years?"
Here's one more REALLY good follow-up question: "If
you were not working 80 hours a week and spent some
quality time with your son, do you think you could
have stopped him from getting hooked on drugs,
stealing cars, and getting in gang fights every week?"
(JUST JOKING!)
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Although that was a joke, its implications are very
real. Those kind of fears, pains and worries are
extremely persuasive and motivating. So, for each area
of dissatisfaction and pain, make sure you don't leave
out the most important question, "How does that affect
you?" This will get your prospect to think about and
feel the consequences of the problem (or potential
problem).
Once they tell you the consequences, you've given them
a full blown headache, now it's time to make 'em ask
you for the aspirin. Here again, use questions like
"What would it mean to you if I could provide...
__________?"
If you fill in the blank with the
benefits your opportunit*y can provide, tailored to
what you know (from your questions) your prospect
wants, and you will make them stand in line and beg to
join your network!
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