How to Handle Objections in Network Marketing

As network marketers, we will have questions, objections and concerns from prospects.  It comes with the industry.  So, rather than trying to avoid them, it is important to learn how to address them. 

In my experience these are the questions/objections we hear most often and how I suggest you respond to them.

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·        I can’t afford the (start-up, monthly) fee.

Different network marketers have their own way of dealing with this objection.  Some say, anyone can afford it if they really want it.  If that is your perspective, you would approach the prospect with “How do you plan to change your life so you will be able to afford it?” or “If you can’t afford to get started with us now, you need this more than anyone!” or “By taking advantage of the opportunity I’m offering you, I can help you change your financial situation and ease the burden.”

Others, if they really believe the person is "broke," they also believe they’ll never succeed with the business and quit due to the inability to pay the required fees. 

I have actually had prospects who said they could not afford to join my team, but they loved the business and wanted to join anyway.  Of those, some have been successful; others quit as soon as their first payment came due. 

I’ve had a few who said they didn’t have the money, and I could tell, this would be someone who would waste my time and quit within weeks.  With those, I simply accepted that they truly could not afford it, and I wished them luck.

None of us can always make the right judgment call.  We’ll make mistakes occasionally.  But in general, the longer you’re in the business, the fewer times you’ll read people wrong.

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·        I’m not a sales person. 

In some network marketing companies, they tell prospects, “no selling is required.”  I personally disagree.  If you are with a reputable network marketing company, you have a product or service you must sell, and sales experience can be beneficial.  In addition, we all must sell OURSELVES to sell our product or recruit new team members.  If the prospect doesn’t like you, you’ve lost the sale. 

However, there is selling, and there is SELLING!  If you have to convince the prospect that your product is good, you are selling too hard.  More than likely, you will not sign that prospect.  Instead, I believe in presenting my product, answering the prospects’ questions, and then allowing them to decide what is best for them.  When it comes to recruiting, in particular, I do not want to work with anyone who does not want to work with me.  So, why try to convince them otherwise?  

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·        I don’t know very many people – OR, I don’t like to ask my family and friends to buy my product or join my company.

Neither do I!  Most companies recommend that you talk to your “warm market” first.  Nearly my entire business is done on the internet.  However, although I have never asked my family or friends to purchase my product or tried to recruit them, they are aware of what I do.  Whatever “job” we have had, our families usually know what we do for a living.  It simply comes up in conversation.  By making people you know aware of what you do, they may well send referrals your way, or they may say, “Really?  I can use that!” or “What’s involved in working your business at home?” 

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·        I need to discuss this first with my spouse.

I never discourage anyone from talking to their spouse about the product or opportunity.  I do the same.  However, I always ask if we can schedule an appointment when I can speak to the prospect along with their spouse so that I can explain my service or the opportunity.  There are two reasons for this.  

1)  There are “dream stealers,” those people who automatically look at network marketing as illegal or a “scam,” and I’d like the chance to explain what my company is before they discourage their spouse; and

2)  The prospect doesn’t really know my product or company.  If the prospect tells their spouse about it, important details may be left out, or they simply may not present it well.  If I speak to the spouse, I will be sure they get all the information, and that they will get it correctly.

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Of course, there will be other objections, but I have found these to be the most common.  Once you are comfortable with responding to your prospects’ objections, you’ll begin growing your business more quickly.  

What do I need in my home office?

People looking for a network marketing business or just starting out often wonder whether they have everything they need to begin.  Because we’re all trying to earn money, not spend it, you’ll want to start out with the basics, which you likely already have.

Of course you’ll need a computer; either a laptop or desktop will do, with at least two browsers installed.  Fortunately, you can download browsers free online in most cases.  You may run across a website that will not operate properly in Internet Explorer, so you’ll want a back-up browser.

I’ve learned that, while Internet Explorer was once the browser of choice, there are a wide variety available now for both PC and Mac users.  Mozilla Firefox, Microsoft Chrome and Safari are all very commonly used.

You’ll need a high speed internet connection, such as cable or DSL.  While rarely you’ll find a network marketer using a dial-up connection, it will not work with most high-tech websites today.  

You must have telephone access, and unlimited calling is preferable.  Some networkers use VOIP and Skype, google talk, etc., all of which are free or very low cost.  In most situations, these will work fine, but I’ve discovered that people using these services are sometimes unable to dial into conference call services.  So, you’ll want to check this out to determine whether that will effect you.

Of course, you’ll need basic office supplies like pens, stapler, paper, and you’ll also need a printer connected to your computer.  You will need a quiet dedicated work area away from the rest of your friends and/or family. The best workspace would be in a room with a door, but many just starting out use their kitchen table or a small computer table in the corner of a bedroom. This works fine for many people.  I also recommend good lighting and a comfortable desk chair.

If you have children, it is best if you can work when they are at school or sleeping, if someone in your home can care for them while you work, or if they play quietly while you work.  However, you may be working at home because you want to stay home with your children, and most callers would understand if there is a little noise in the background.  But if your children are crying for arguing, it is best to terminate the call and call the person back once your children are quiet again.

You do not need the computers and accessories with all the “bells and whistles.”  Most required features are included in today’s basic computers.

I recommend you not invest in your home office or your company - besides those costs required by your company - until you are in “profit” mode.  That is, when you’re earning enough to cover all your required expenses.

So, now you’re set to begin working your home business and earning some money!

Best of luck!

What Happened to Commitment?

Why do so many people today struggle with commitment?  Maybe you are having difficulties yourself. 

This is happening with our personal and business relationships, careers, business small businesses and network marketing.  It seems to spam all age groups. 

For example, young children who don’t want to be bothered going to soccer practice after the novelty wears off.  Another example is Baby Boomers who suddenly tire of and dump their spouses after 40 or more years.

Why do so many people launch with great enthusiasm into new ventures, but then lose interest with the first obstacle?  Why do so many people so easily abandon their goals. Many justify giving up by blaming the economy, the recession, the company with whom they are working, whatever excuse sounds good – even the weather.

In most cases, in reality, the real reason is lack of commitment.  Why are so many people lacking commitment?  Some reasons are based on our background, our upbringing or lack of self-discipline.

Some of the reasons related to a specific goal could be:

• The goal is too big and feels impossible to achieve.
• The goal is too small, so the reward is not worth the effort.
• The wrong goal … setting goals on others’ expectations, not your own.

Is it too late to hope for improvement?  No, the recession has brought many people face-to-face with a new reality.  A new generation is learning that a college education is no longer a ticket to a job for life and a pension. That financial security depends more than ever on developing our own income  from more than one source.

So what is your level of commitment?

Team Motivation

There are many ways to keep your team motivated.   Here are a few.

·        It is important to keep your team members informed.
Be sure they are aware of everything that happens in the company that will effect them, directly or indirectly.  Hold regular meetings and/or conference calls.  We all feel more important if we feel like “insiders,” when we know about changes, improvements and news going on in the company.  If they feel as though they are not “in the loop,” their performance may suffer.

·        Acknowledge Accomplishments and Give Regular Feedback
Positive feedback is what keeps everyone moving forward.  It’s essential to improve your team’s work.  It’s not all about praises, but about objective and concrete information that helps them improve the performance of the team.  Don’t criticize if someone makes a mistake.  Instead, discuss ways they can improve their activities next time, asking for their input.

·        Praise Generously
Be sure to acknowledge and recognize a job well done, or even a great effort that perhaps didn’t provide the results they’d hoped for.   Don’t pass up an opportunity to make each person feel better about themselves and their work.

·         Leadership means learning to see the best in the others to empower their potential, which subsequently will help to fulfill the team’s goals.   When we treat everyone with respect and show our approval, we’re creating a climate where the team’s assets will actually appreciate in value.

·        Share the Vision
Create an exciting future by shaping a vision that it will compel your team to move toward it, to reach out and grab the prize.  Visions are powerful, and when they are shared and understood by your team, it helps to overcome any obstacles that may stand in the way.   

Steve Jobs - the "King" of Entrepreneurs

I saw this posted on linkedin.com.  It is such a well-written article, better than I could have written, I decided to share it here.  I give credit to the author at the bottom of this post.

STEVE JOBS 1955-2011

Steve Jobs was the Thomas Edison of our time. Just as the light bulb changed the way we looked at things so did the innovations that Steve imagined and produced. He was of the world's greatest marketers. We will miss him.

In his own words he expresses his philosophy of death elegantly:

“No one wants to die. Even people who want to go to heaven don't want to die to get there. And yet death is the destination we all share. No one has ever escaped it. And that is as it should be, because Death is very likely the single best invention of Life. It is Life's change agent. It clears out the old to make way for the new. Your time is limited, so don't waste it living someone else's life. Don't be trapped by dogma — which is living with the results of other people's thinking. Don't let the noise of others' opinions drown out your own inner voice. And most important, have the courage to follow your heart and intuition. They somehow already know what you truly want to become. Everything else is secondary.” – Steve Jobs

The world has lost one of the great visionaries in history. Yet he continues on as in inspiration to all of us that seek innovation, perfection and success. Our condolences to his family and the folks at Apple Corporation, and all who admired him.

Robert Fleming
CEO
eMarketing Association

www.emarketingassociation.com 

Like the Farmer, Seed, Cultivate, Harvest

In many ways network marketing is like farming.  You must plant the seeds before you can harvest.  Then, it takes a while for the seeds to grow.  If properly cultivated and cared for, with just the right amount of rain and sunshine, there will be a harvest.

Ask any farmer, and they’ll tell you that it can be a difficult life, but it can also be a great one.  One can never plan for crop failure due to drought or too much rain.  Even the economy can effect farming.  In bad years, the farmer may have to work a second job to keep food on the table. 

The farmer requires the same work ethic that network marketers require.  Many new to network marketing learn quickly that it isn't easy.  Like farming, you have to plant seeds before you can harvest.  The seeds take time to grow. 

Even a certain amount of faith is required.  If you don't expect the seed to grow to harvest, it likely will not.  You spread the seed, expecting it to harvest.  You really don’t know if or when it will happen, but you must continue the process.

Like other network marketers, I had to go through the seeding and weeding process.  Many people believe they can go straight from seed to harvest.  That doesn’t work in network marketing any more than it does in farming.  You and everyone you sponsor in your organization must go through a growth process.

Your prospects and/or new team members must have enough faith in you (seed) to even begin the process.   Once they begin to learn, you and they must take action (cultivation).  Finally, your new team member - if you've weeded well - will begin to follow your instructions and start to duplicate what you have done (harvest).

Another way to look at the “seeding” is relationship-building, through your blog, forum posts, etc.  You plant a seed that sometimes, but not always, grows.  As the relationship grows, the seeds too may begin to grow, and eventually, you have developed a “good prospect.”  

With blogs and forums, you cannot go out with the intention of growing prospects, or the process will likely fail.  With the wrong purpose – growing prospects – you are simply advertising.  Whereas if your intent is to truly grow relationships, a happy “side effect” is that sometimes, prospects will develop.

Network Marketing cannot be all about the money.  It must be about people. Build relationships, help develop people into leaders; then the people will build their own businesses, resulting in the growth of your own.

A successful network marketer is constantly growing and becoming the person they were meant to be.  Along the way, they are helping others grow into leaders.

Contest, Competition - Great Motivators!

Competition and contests are a great way to motivate your team members. You can offer a prize to the team member with the most sales and/or recruits in a given period of time.  OR, you can have a competition between your team and another team leader’s team.  Whatever the goal is, remind your team members daily about it, & you can even ask them for updates and/or send out team updates.  Personally, I do not believe in giving out the names or exact number of those who are writing business, because it can discourage other team members.  However, you can announce that the team, as a whole, has signed X number of people, and there are X number of people really rising to the challenge. 

Competition is a great motivator for many people.  So, you can use it to your advantage and see your team numbers may well increase!

Be sure to provide a prize to the winner. I usually do not tell in advance what the prize will be.  I have given company-inscribed pens, mugs, T-shirts, and even gift cards.  The gift isn’t nearly as important as the contest itself, but again, it will serve in motivating your team.  It is amazing how hard people will work for an “unknown” prize!

Keeping your team members “hyped up” and excited about your company, your products and even being part of your team can go a long way in helping to motivate your team to work harder, and subsequently earn more.  Try to offer contests frequently.  They can be for very short periods of time, say one week, or for an entire month.  And if you change the contests, your team will be excitedly awaiting the next one.

You are capable of more than you know...

“You are capable of more than you know. Choose a goal that seems right for you and strive to be the best, however hard the path. Aim high. Behave honorably. Prepare to be alone at times, and to endure failure. Persist! The world needs all you can give.”                  Edward O. Wilson Until quite recently, I did not believe this of myself.   How fortunate I have been to have found a mentor who has assigned me tasks I thought I could not accomplish; asked more of me than I thought I was capable of doing; praised me and raised me up to believe in myself. From the lessons I have learned from my mentor, I am now striving to "pay it forward."  I too want to help others to believe in themselves.   As a Leader in network marketing, I now realize that it is my duty, an obligation, to help others grow their own sense of confidence, thus allowing them to reach heights they never thought they could.