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