Tag Archive | prospecting

Magnetic Communication Part 1-Simon Chan: MY NOTES

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Simon Chan tells about how he was really shy growing up and had a hard time communicating with people. I too, have struggled with talking to people. He even mentions that not taking the time to communicate and not listening when communicating is bad communication. I am guilty of both. I have gotten so caught up in my own world, that I didn’t take time to talk to people and when I did talk to people, I mostly talked about myself. It’s easy to talk about yourself, especially when that is who you spend most of your time with. I spent most of my time alone as a child, teen, and a young adult. I didn’t have many friends and it wasn’t because people didn’t like me. I think people liked me, but they didn’t really know me well. I didn’t give them a chance to know me and mostly, I didn’t take time to get to know them.

I began calling two people a day almost two months ago so I could ask people how they were doing. It seemed to make them feel good. The best communicators are those who listen to other people. I still make mistakes when talking to people. I catch myself rambling and I think it is a nervous habit because I want to be interesting to other people and I want them to like me. The reality is if I would listen to other people and let them talk, I would be the most interesting person to other people. I never thought about that until recently. Take time to listen to others because everyone just wants to be heard in this world. Listening is a skill and the only way to improve a skill is to practice it. In order to practice listening, you have to talk to more people throughout your day.

Communication Skills

Importance of Communication

-Good Communication: Leads to Happier Life; Better relationships

-Growing up shy & not able to communicate

-Poor Communication leads to problems and conflicts

-Poor Communication causes misunderstanding and judgement (not taking the time to communicate, not taking the time to “listen” when you communicate)

-Listening is the Key to Communication

-Best part of network marketing is it FORCES you to learn how to communicate

-Prospecting, sponsoring, and leading your team is all about communication

-Getting out of your comfort zone & learning to communicate

-Must learn basics of communication to prospect and build your network marketing business

-Basic Communication- you can talk to prospects

-As you get better- do presentations and trainings

-Using Communication Skills to inspire and help others in your community.

Basic Rules of Communication

-You Must really care about others.

-The best communicators are the best leaders.

-Prospecting is all about finding out about your prospects needs and how you can help them.

-Be a good listener, not a good talker

-Goal: Find any way to help someone, not necessarily just for your business. This forces you to listen more and provide value, especially when meeting new people. This also allows you to find the needs of a prospect and which prospect angle is best.

-Smile! Always smile, even when you are on the phone. People can “hear” the smile.

-Law of Attraction- you attract what you are. If you are happy and positive, those will be the prospects you attract.

-Never complain, nor gossip.

-Feeds negative energy into your mind and messes up your subconscious mind.

-If you are a negative person or tend to complain and gossip, no prospect will want to listen, nor join you!

Reading the Prospect

-Learn to read the prospect and find a prospects’ real concerns and needs.

-If a prospect is only interested in products, don’t go and talk business! (& vice versa)

-Ways to “read” the prospects:

  • Facial expressions
  • Words they say
  • How they say the words (tone, volume, speed)

You always want to read the prospect. Face to Face is Best; Phone is 2nd Best and emails and texting are terrible.

-REALLY REALLY LISTEN!

-Listening reveals what prospects’ real needs & concerns are

-Voice inflection: “I did not say John beat his wife” This sentence has 8 different meanings depending on voice inflection. (You’ll never be able to get this in an email or text)

-Always READ the prospect

-Goal is to find something to help them

-Must present something that fits THEIR interest

People Must Like You

-People buy from people they like,

-You must make prospects like you.

2 Ways to Get People to Like You

-Letting them talk and vent (be a good listener!)

-Establish commonality

Letting Others Talk & Vent

Everyone wants to feel important

Everyone wants to be heard

Everyone likes to talk

But the people they talk to ALWAYS want to talk and be heard. So there is always a conflict.

An immediate way to stand out and get someone to like you is to Let them talk!

Let them feel important.. hear them out.. let them vent.

The more they talk, the more they like you!

And remember, the MORE they like you, the greater the chance they will join you or buy your products.

Establish Commonality

-People like people who are in commonality, we gravitate towards people who are similar to us or have similar interests.

-So talk & share things that you have in common with prospect.

-But you Must Listen First!

-Talking about common things makes you a better communicator.

Ray Higdon Tips on How to Become a Top Earner

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Part 1: What you need to know BEFORE you prospect anyone.

  1. Consider this a long-term career- You have to think about Network Marketing as an actual career. It is not a get rich quick or a lottery ticket; it is a profession.
  2. You are NOT easily persuaded by the opinions of others.
  3. Embrace a daily routine

Part 2: How to Start with your Prospecting!

-You are going to have to get alot of No’s. You will have to get used to rejection.

-You don’t make money getting ready to get ready. You have to be willing to get out there and imperfectly move forward.

Warm Market

-Are your circle of friends business people? Does your warm market come to you for business advice? Tell them, “Hey, I’m doing this thing, I think it my be a fit for you, check it out.”

-If so, you are going to have an easy road to recruiting because they will listen to anything you say. However this is not duplicatable because most people don’t have those type of connections.

-At some point, you will get team members, who do not have those types of connections. If you are limited to teaching your recruits warm market, you are going to take people who could have had success and they will quit.

-If you have been in other companies, do not give warm market the money message. They won’t listen, they are burnt out. Say, “I know you have 0 interest in the business, but I think you might like the product.”

Cold Market

  1. There will always be more cold market than warm market. Always more people that you don’t know than you do know.
  2. Even if you have an amazing warm market, you are going to recruit people who don’t have a great warm market. If you are limited to teaching your recruits warm market, you are going to take people who could have had success and they will quit.
  3. Cold Market does not know your history.

Ray Higdon’s favorite line for cold market: “Hey, I got to jump on this conference call, but I’m just curious would you be open to a side project if it didn’t interfere with what you are doing?” Never say “Are you interested?”

-Prospect will ask “What is it?” Say, I’d be more than happy to let you know what it is, but unfortunately I have this conference call (you have to go do something). But let me get your information and I’ll follow up with you to see if this is a fit for you or not.

-If prospect says, “What is it? I won’t give you my number unless I know what it is.” You will say, “I got to jump on this conference call, if you don’t want me to take your information, it’s totally cool, have a nice day, it was good seeing you.” Don’t let cold market push you around.

5 Steps to Be a Top Earner from Ray Higdon Webinar

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Ray Higdon

Mindset

Have a positive mindset and be careful of the words you say to yourself.

Go to network marketing events because you will see people winning at these events and this is essential to your success.

You need to have belief and need to suspend your disbelief. Your past does not indicate your future.

Invest in your training and coaching with books, audios, and programs.

Stop thinking and start doing!

Lead Generation

Ask yourself  “Who would you love to get close to?” What do they need?

If you have an email list, email the following; “Hey there, I’m just curious what is the number one thing that you struggle with?” Let me know if I can be of help to you.” Ray said many people would respond to this message.

Prospecting & Recruiting

If you have been struggling to talk to people and you are still not taking action in your business, you need to get smarter at marketing! If you get smarter with marketing, strangers will reach out to you.

If you have a burnt warm market and you know for a fact that each individual is burnt, then call them up and say ” Hey I;m doing this business. I don’t think the business is a fit for you, but I think you might like the product.”

When someone looks at your presentation, NEVER ask “What did you think?” Instead ask, “What did you like about what you saw? If they say something negative, ask why did they watch it? Don’t try to convince people to join your business who say no or are negative about it.

If a prospect demands to know “What’s the price?” before watching the presentation, you should say “It probably won’t cost you a dime, because it may not be a fit for you. Most times the prospect will watch the presentation. Ray said that he thinks people that ask that question are being immature and childish and that you have to get firm with them. You don’t require the approval and acceptance of others.

Team Building & Duplication

You should inspire your team. Keep doing what you wish your people on your team were doing.

Avoid self-sabotage- You cannot be affected by what a team member would do in the short term. Many top earners did nothing for a long time in their businesses before they started getting serious about their business. You may have a team member who does nothing for awhile, but don’t quit your business. Keep working and maybe one day they will follow!

Systems

When your team members have questions, refer them all to the same resource. Content creation such as blogs or videos are great ways to document how you built your business so then your team members can refer to that content creation. This is duplication and it is essential to network marketing.

If you spend an hour talking to a team member about one of his/her questions, this will not be effective in the long term. Refer them to something you created so they will go to the content and do the work. People with no instruction recruit more people.

A blog is a great way to build your business and help your team have a system to refer to when they need it. You can simply watch a video, take notes and then post those notes on the blog and Ray said it was okay to do this.

Hope this helps you with your MLM business!

Dominique Duarte