MLM Recruiting: Step into your prospect’s world
When it comes to MLM recruiting,most network marketers do a pretty good job at presenting the opportunity but most are not getting sales and sign ups. One BIG factor that’s important to know isn’t about your company it’s actually about your prospect. 

Why are they looking for something new?
When you are MLM recruiting, remember that people don’t buy based on logic. People buy based on emotion. If people really bought based on logic, then every body would be buying healthier food, driving less expensive fuel efficient cars, living in smaller homes etc.
While they buy on emotion, they will justify their purchases based on logic.
The fact that a company may have a break through product or is ground floor is all about logic. You have to make the purchase emotional. Find out why why they are looking in the first place?

Step into their world.
You should know why they are looking for something BEFORE you present them with your opportunity. Maybe even before you prospect them. They may express some dissatisfaction about their job. Or they may tell you that they don’t see their family as much as they like.

If you want to know how to really step into someone’s world then Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

You can start off by just asking one of these questions:
Why are you looking for something new right now?
Why would you join a business like this?

Typically their answer is one of 3 things.
-more money
-more time
-want to travel

Dig Deeper
It’s not enough to know that they want more money, time or want to travel. You have to make it emotional.
Ask them:
Why do they want more time?
Why do they want more money?
Where do they want to travel?

Ask them and then listen. Let them tell you. Sometimes your prospect will pour their heart out to you because you’ve been the only one to ever listen to them. They will give you “ammunition” to build a case of why they should be joining your team.

I once had a prospect tell me that he his only interaction with his children was that he kisses them good bye in the morning while they are still asleep in bed and he kisses them hello at night when they are already back in bed and that is why he is joining.

Can you see how more emotional that is? Finding out your prospects “emotional” why is much more powerful than telling them that your company has the best ever compensation plan.

A popular hurdle
I got pretty good at stepping into my prospect’s world unless they had this answer. If they answered my follow up question with this, I usually had difficulty.

When I asked someone, “Why do you want more money/time?”
I would get stumped when they would respond back by saying:

“Doesn’t everybody want more money/time?”

They would usually have a confused, isn’t that obvious sort of look on their face.

I got stumped and I didn’t know how to respond to that.
I would usually respond out of weakness and say, “That’s true,” and I would just continue on with the conversation however I really didn’t know the REAL reason why they would want to start a business with me.

I got stumped for a while and I don’t want you to get stumped either so let me share with what I learned from a colleague of mine. I was listening to Danny Nassi make some prospecting calls after Danny asked him, “Why are you looking to make more money?”

He responded with, “Doesn’t everyone want to make more money?”

Danny stepped into the prospect’s world and said, “You are right everyone does want to make more money but everyone has their own reasons. I’m curious, what are some of your reasons?”

Isn’t that a great response? When you step into your prospect’s world like Danny did, you’ll build rapport and build a bond with them. They’ll like you more and you’ll be able to make your plea for them to take action and join your team more emotional.

What if they won’t open up?
If they won’t tell you their “emotional” why, then don’t push it. I may still go on with the conversation or I might just end it. Remember you are looking for people that are hungry and want to make a change in their life. If you don’t “feel” right about them, then they probably are not a good fit anyway.

If you find out their motivation to start a business, then conversation isn’t about convincing them to join your team, it’s about seeing if they are a good fit for your team.  You’ll be able to make your offer more emotional. 

Create a great day!

See more videos like this here: http://kennysantos.com/videos

Find me on fb: http://kennysantos.com/fbpage/

P. S.
Regardless your background or current ability to talk to people you don’t know…  You can absolutely master prospecting your network marketing business starting right now.  No one else is teaching this method that can guarantee that you will never run out of prospects again. 

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The Moment of Truth
The Moment of Truth is the moment when your prospect makes the decision of whether they will join your team or not. Most of your prospect’s decision will be based on emotion. How do they feel? How do they feel? Do they like you? Do they like the company? Do they like the team?

What affects their decisions?
Remember it’s all about how they feel about the situation, their overall impression of you. That impression starts when they first encounter you. That first encounter can happen days before they actually make that decision.

-Did you ask them recruiting questions that made them think and want to learn more or did you ask questions that turned them off.
-How did you act when you first prospected them where you arrogant, professional or laid back?
-If you set up a meeting a at a coffee shop, did it look nice and was it easy to get to?
-How did you look? How were you dressed? Did you shave? Did you brush your teeth?
-If they went to a hotel group presentation, how did the team look? How did the other prospects look?

In business, there are certain things that should not matter but they do matter.

Give Yourself The Best Chance Possible
The fact that you might have bad breath that day because you happen to eat onions before you meet your prospect does not affect whether or not your business opportunity is good or whether they will be successful in the business however it will still affect their decision to join.

Maybe your prospect likes you and they like the opportunity but they get a bad feeling simply because they get bad impression at the meeting. Maybe someone crossline from you happens to dress or act unprofessionally, or maybe it’s a guest that happens to dress or act unprofessionally. They might get turned off at joining the team because they don’t want to be associated with people like that.

The worst part is, they may never tell you why they don’t join and you’ll make the same mistake with the next prospect.

Give yourself the best chance and be aware that all interactions that your prospect has from the first phone call, to the first meeting, to how nice your car is all the way to the presentation has an affect on whether they join your team or not.

How do you give yourself the best chance?
Be aware and look for all the things that “should not matter but do” and take care of them.
Example:
If you drive a “crappy” car you don’t have to buy a new one (especially if you can’t afford it) but get to your appointments early, or park further away so your prospects don’t see you getting out of it.

It’s unfortunate that humans are superficial but it’s important to be aware that when you are recruiting someone for your team. If it was just about the facts and the figures, then we would not have to shower, shave and dress nicely before we meet the prospect.

Your prospect’s decision isn’t just  based on how cool your company is because it is ground floor with a breakthrough product and the best comp plan. There are a lot of factors that even your prospects are not aware of that are affecting their decision.  They just get a bad feeling and won’t join.

Don’t let something silly and superficial (like bad breath, or picking a noisy coffee shop) affect your prospect’s decision and not join you.

Create a great day!

See more videos like this here: http://kennysantos.com/videos

Find me on fb: http://kennysantos.com/fbpage/

P. S.
Ever Walk Away From That “Perfect Prospect” and wish that you knew what to say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business!

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Something magic happens when you know this…

Warm Market Recruiting
Let me make an observation.
Most (not all but most) network marketers that have (quickish) success, do so because the know how to talk to their warm market.
Even the great attraction marketers say that you should talk to your market.

There are 2 main mistakes that network marketers make when comes to warm market.
1. They refuse to talk to their warm market
2. They talk to their warm market but they do so in a matter that’s very pushy.

Refusing to talk to your warm market
I first heard this saying from Tom “Big Al” Schreiter:
“Most people already do network marketing, they just don’t get paid for it.”
What did Tom mean by that? He meant that as social creatures, if we find something we enjoy, like a movie or a restaurant, we usually recommend it to other people.

Why wouldn’t you do it for network marketing?
If it’s good enough for you, isn’t it good enough for them?
If you think that your warm market just wouldn’t want to start a business, then at least talk to them about the product or service that you are promoting. That is a great way to start the momentum in your business. 
If your product/service isn’t good enough for some people in your warm market, then why would you even want to promote it?

Being pushy with your warm market
There are others who are very excited and very willing to talk to their warm market however, they are very pushy about it.
“You gotta see this opportunity. Blah, blah, blah, blah. It’s ground floor. blah blah blah. With an amazing comp plan. blah blah blah. The product is scientifically proven. blah blah blah.”

“They hypey you sound, the more desperate you look.”

Can you see how this can push your warm market away?
Don’t hype your product, service or your opportunity.
Just ask them if they want to have a look and if they do then let your company tools do all of the explaining and hyping for you.

Don’t convince your warm market
Your job is to collect decisions… that’s it.
It’s not to convince, it’s to collect decisions.
The more decisions you get, the more eyeballs you’ll get on the presentation.
The more eyeballs you get on the presentation, they more sales and signs up you’ll get.

If you warm market doesn’t want to look at the presentation, then be ok with it. If your market watches the presentation and they don’t want to join or be a customer, then be ok with that too!
Learn to be ok with a “no” decision.

The trouble comes when you try to convince your warm market after they have given you a “no” decision. This is where the line is fuzzy because network marketers have been trained that they should overcome objections. But remember this:

“You should only try to overcome your prospect’s objections if your prospect actually wants to join the business. If they are just trying to brush you off then don’t waste your time or their time by trying to convince them to join.”

If you are too persistent with your warm market and try to convince them to become customer or join your business when they don’t want to, you’ll put a strain on the relationship. Things will get “weird” when ever you see them at a social gathering. If you do it to a lot of your warm market, then you’ll be the guy standing all alone at the family party.

It doesn’t have to weird if they say “no” to you. It will only get weird if you try to convince them.

If you ask a true attraction marketer if you should talk to you warm market, they will say this: “Of course you should talk to your warm market, you just shouldn’t care of they join or not.”

There certainly is an art and a science when it comes to talking to your warm market and it can be a great way to build momentum in your business. I have some very specific scripts on how to talk to your warm market about your product/service and your business. If you would like a free audio download and hear about them then go to: http://kennysantos.com/momentum/

Create a great day!

See more videos like this here: http://kennysantos.com/videos

Find me on fb: http://kennysantos.com/fbpage/

P. S.
If you’re struggling to recruit new reps into your business and build momentum, then get the 7 Step Get-Your-Hands-Dirty Method of Recruiting

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Attracting Business Professionals
If I were to think some of the qualities of a great prospect, you would think of the following: influential, has a large network, hard worker, hungry, coachable, able to follow a system, strong leader, affluent….
There are many more qualities that I would add to the list but it seems that many business professionals certainly have many of these qualities.

Some people just don’t know how to really peek a business professional’s interest. Sometimes you get to talk with someone and they seem like a perfect prospect but you never get to know because you didn’t know what to say. Knowing what to say will come with practice but if you want to really reduce the learning curve then get the free audio download of “Recruiting Questions That Work”. These questions are designed to get prospects to chase you(instead of the other way around) and want know about your business.

When you are recruiting for MLM, especially when you are recruiting business professionals, you should look for some of the main reasons that affect your prospects decision to join  and also learn how to draw your prospect to you.

What do avoid
For the most part, avoiding the behaviours that will turn your prospects away will not only increase your chances of recruiting someone, you’ll also be able to attract more high quality people.

The biggest thing to avoid is hype.

The more hypey you sound, the more high quality people you will push away and the more low quality people you will attract.

Hype makes you sound desperate.
It seems that everyone in our profession is using the words ike: ground floor opportunity, break through product, scientifically proven etc. Many people are now immune to hearing words like that it becomes a turn off.

The types of people that you will attract with hype are typically people that are easily swayed by the opinions of others, that will end up leaving when they aren’t making any money and being attracted to the next shiny object 

Confidence Attracts Professionals
People don’t join companies, they join people. If you use hype with a business professional, they may see you as desperate, someone they don’t want to follow and unprofessional.

It’s rare that they would use hype to try to recruit others into their business because they have a professional reputation they want to keep. They deal with other business professionals that would also get turned off by hype.

Once you attract a business professional. Be calm, don’t act weird and smothering Instead use the company tools to show all of the “hype” for you. Let the company tools do all of the explaining for you. Hype from a company tool is more accepted as professional than hype from you.

Attracting business professional can turn your side project from a hobby into a business.

Create a great day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

P. S.
If you’re struggling to recruit new reps into your business and build momentum, then get the 7 Step Get-Your-Hands-Dirty Method of Recruiting

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Growing MLM Online
I’ve often wondered if you can actually grow your network marketing business without talking to someone on the phone or on skype. Have you wondered the same thing?

If you are struggling because you aren’t sure what to say when you talk to a prospect on the phone then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

I had a subscriber ask me this:

I’d like to know – is it possible to succeed at network marketing primarily using internet marketing techniques – ie
free or paid targeted traffic such as FB ads to a landing page to a webinar to a Buy/Join + EMail Subscribe

Put another way perhaps … are there any circumstances when network marketing would not be primarily a phone call related business?

Phoneless Network Marketing
This profession is about building networks and about building relationships. You cannot build a relationship with someone without chatting with them. Some may make an argument that you could text chat through social media but to really gain most people’s trust, you’ll have to eventually talk to them on the phone.

Growing your MLM online is possible if you are really good at internet marketing. Internet marketing can actually get you a lot of a lot of customers if you know what you are doing and that can lead to some amazing residual income. That income can be used to build credibility.

Growing a team
The problem with growing MLM online is when you want to recruit and duplicate a team. Not everyone is able to duplicate building a sales funnel. In fact most just have the skill set or the know how to do it at all.

Some people will look at what you are doing and they won’t join your team because they don’t think that they can do it. And they would be right to think that.

People tend to recruit the same way they got recruited
If you recruit someone at networking meeting then chances are they will do the same.
If you recruit your warm marketing then they will try to recruit their warm market.
People will try to recruit others in the same way that they got recruited.
I had built a team mostly from posting craigslist ads. Most of that team duplicated using what? You guessed it! Craigslist ads!

If you manage to recurit some people from your online efforts, most won’t have the skill set to get customers or grow MLM online, they will get frustrated and they will quit.

Bottom line
Growing MLM Online is possible to get customers but it really needs a focused system to grow a team and duplicate.
I argue that it cannot be done.

If there was a way of growing MLM online, without using the phone or chatting on skype, then the MLM companies would not need us.
They could hire a team and they could build the landing pages, lead capture pages and sales funnels. They wouldn’t have to pay us commissions they could hire a online team for a fraction of the cost.

Create a great day!

Kenny Santos

See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

P. S.
If you don’t know how to get momentum and if you don’t work your business with the specific steps to gain momentum then you’ll get very frustrated.

That’s why most 95% of Network Marketers quit!

Get a FREE Audio mp3 telling you how to start the momentum process in as little as 48 hours!

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Overcoming Objections
Let me first start off by saying that I realize that I’ve been talking and posting about nagging and overcoming objections a lot lately but I just had a couple conversations with some coaching clients about overcoming objections and I needed to post this video.

One of the things that new network marketers want to know is how to overcome objections.
What if they say, “I don’t have enough money?”
What if they say, “I don’t have enough time?”
What if they say, “I need to talk to my spouse?”

Most network marketers think (because they’ve been taught) that if they know how to overcome objections, then they’ll get the sale. That’s true but only if the prospect wants you to overcome the objection.

There is a fine line between prospecting your warm market and nagging your warm market until they join or buy.  If you want to know the difference and you want your team to know the same, then have them read this post about building a business without bugging your friends and family. 

Hard closing
I got really good a overcoming objections. I know how to sell if I really want to. My first network marketing company was a real estate investment education company that sold $17k packages and we sold them for a $10k profit.
Looking back on the whole experience, I sold them to people that really should not have bought them. If I could turn back the clock, I wouldn’t have sold it to them. Luckily for me, I don’t dwell on the past and things that I cannot change.

Work with your prospect not against them
When you overcome an objection, make sure that you are overcoming and objection that the prospect really WANTS to overcome. Find out if should overcome the objection before you find out how to overcome the objection.
If someone says they don’t have enough time or enough money or any other objection, find out if they are brushing you off.

“Your prospects, especially your warm market don’t want to tell you they don’t like your product/opportunity. They would rather try to brush you off with a non-existent objection in the hopes that they will leave you alone.”

If they are trying to brush you off, then it doesn’t matter if you are good at overcoming objections. You’ll overcome the first objection and they’ll give you another and then another.

How can you tell if they are brushing you off?
If they are brushing you off, you can usually tell by their tone. But the biggest sign is if it starts to feel like an argument. There is a back and forth banter that feels negative and if you overcome their objection, you’re “right” and they are “wrong”.

If a prospect is trying to brush you off, if you are good then you’ll be able to overcome the objection. If you are really good you won’t even try because you know that it’s just not a good fit for them.

Sometimes, you can see the desire. They say something like. “Wow! This is so incredible! I want to do this but I just don’t have the money to get started.”
If your prospect does want to do the business but has an obstacle that is standing in the way of them getting started like no money or no time, then you can work with them and suggest ways that you can overcome the objection.
You are working with your prospect instead of against the prospect.

Strong Arming
Some network marketers strong arm their prospects into joining or becoming a customer. These people are very strong in sales, they are very convincing and they are very charming. They recruit A LOT of people but they also have A LOT of people quitting. They have a high attrition rate on their team. When someone quits on their team, the think, “That guys a loser, he didn’t want it bad enough.” What this type of network marketer doesn’t realize is that the prospect told him (maybe not in words, but in actions) that he wasn’t a good fit before they joined but the network marketer didn’t care. He strong armed him with his charm and sales skills and “made” him join anyway. He cares more about the money than the prospect. It is these types of network marketers that give our profession a bad name.

If you want to lower the attrition rate and cut the amount of people quitting on your team, then don’t recruit people that aren’t a good fit. Do you want a one time commission or do you want a residual income? If you want a residual income, spend less time convincing people to join and more time finding open minded people.

If you want a commission you’ll make better money in commission based sales like being a realtor.

If you are working with your prospect, you are helping them. If you are working against your prospect, you are nagging them.

Create a great day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

P. S.
If you don’t have a team and haven’t recruited anyone (or less than 10 people), then this course about building momentum in MLM.
http://kennysantos.com/momentumtraining/

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Professional Network Marketing
Do you like being tricked?

Most people don’t like it, but unfortunately that’s how many Network Marketers are promoting their business. Especially with their invitations.

My Friend Tricked Me
A friend of mine contacted me and he wanted to get together for a cup of coffee. He said that he wanted “to catch up”. When I got to the coffee shop, he was there with his upline (someone that I have never met) and instead of catching up, they wanted to give me a presentation.

Is that how you invite people?
Would you want that to happen to you?

Be Straight with People.
The situation where I was tricked already put me into a defensive situation. I felt tricked and it didn’t start out on the right foot.

If he had just approached me and been straight up with me, I would have looked at it with a more open mind. I pride myself on being opened minded and I also recognize that not everyone is a good fit for my opportunity or product so I like to know what others are offering so if a prospect isn’t a good for me, I still have a place where I can refer them that might be better for them.

Home Party Invitations
One of my downline tricked all of his guests at his home party. He told everyone that he’s getting some people together for some food and fun.
*This is not what I told him to say*
Everyone that came was not expecting to see a product or a business presentation. It started off on the wrong foot and it felt weird. He introduced me as his upline and announced that I was going to give a presentation. It was awkward.

If we want to be recognized as professionals, this sort of “tricking” has to stop.

Why do people “Trick” others?
Amateur network marketers are just thinking, get eye balls on the presentation. They’ll say or do anything just to get people to come to a home party or see a presentation.

The are thinking:
“My product/service/business is so amazing that if they just see it they’ll love it!”
It’s a nice thought but it doesn’t work that way.

“It’s not about getting as many eyeballs on the presentation as you can, it’s about getting as many open-minded eyeballs on the presentation as you can. If you trick people into seeing a presentation, even if they like it, they are so jaded about being tricked that they are less likely to join or buy.  Tricking people adds fuel to fire and adds to the stigma that Network Marketing is a scam”

They are afraid that if they tell the truth, that no one will want to see the business/product/service.

How to build curiosity without tricking someone
If we want to become professional at network marketing, then we have to start off with integrity. That means no tricking people into seeing a presentation, coming to a home party or ambushing people with their upline on a 3 way call or at a coffee shop.

How do you do that?
There are many ways but here are 3 for now:

“Can you meet up for coffee? There’s something that I need to run by you.”

“I just started a (skin care, coffee, essential oils, weight loss etc) business. I’m having some people over to sample it and I’m giving away some prizes. Do you want to be included?”

“Are you free on Saturday? I’m having my closest friends and family over because I have a big announcement. Can you make it?”

Do you see how they are both up front? You aren’t tricking anyone and you are asking in a way that they want to say yes, and they want to come.

How cool is that?

Stop the nonsense. Stop tricking people and be upfront. You’ll get better results and be recognized as a professional.

Create a great day!

See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business. http://kennysantos.com/rqtw/

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Recruiting for MLM
When I first got started in the profession, I wanted to become a recruiting machine.
I wanted to learn how to recruit as many people as I could.
I wanted to become a recruiting superstar.

I studied, I worked, I took action and I practiced and I became very good at recruiting.

But…

I had so many people quitting.
I was recruiting a lot of people but most of them were the “wrong” type of people. I didn’t realize that becoming a recruiting superstar also meant that I wasn’t supposed to recruit EVERYBODY. I was only supposed to recruit “quality” people. However the way I was recruiting for MLM really attracted lower quality people. People who were most likely to quit.

I’ve since changed my approach, I learned how to ask better questions and I have much lower retention rate. If you want to know how to attract higher quality people, then get a free copy of “Network Marketing Questions That Work.”
It will take some practice, a little patience and hard work but you’ll be recruiting higher quality people if you know what questions to ask.

In the mean time there is one thing that you need to stop saying and you’ll recruit more superstars on to your team.

Change this behavior
Give up on saying “it’s easy”

The easier you make it look, the sooner your new business partners will quit.

This business is not easy. The steps are simple but they do take work. There is no need to hype. I used to say, “It’s so easy! Anyone can do this!”

I didn’t realize it at the time but I was hyping. I thought that I was supposed to use hype. But I stopped using hype and I stop telling people that it’s easy when I realized this:

The truth is good enough.

Are you looking for someone that wants an easy ride or someone that is ready to work?
I’m looking for someone that is coachable, hungry and ready to work.

People who think that it is easy will end up quitting within their first 30 -90 days.
Why? Because someone made them think that this profession is easy. Don’t be that person.

Shoot for the moon
“Shoot for the moon. Even if you miss, you’ll land among the stars.”~Norman Vincent Peale

Telling the truth is shooting for the moon. You don’t need to hype anyone or convince anyone. If you to tell the truth and shoot for the moon, you are more likely to find those superstars.

If you say, “This business is easy ANYONE can do it!”, you aren’t shooting for the moon. You are shooting fish in a barrel, the “bottom feeders”

You’ll also push away any of the superstars.
Do you think that a Ray Higdon, Robert Hollis, or a Todd Falcone would join ANYONE that says, “This is easy!”?
Saying the business is easy attracts the low quality people and pushes away the high quality people.

What should I say?
Instead of saying “This is easy”
Try one of these:

“This is not a get rich quick scheme, it’s going to take work are you even up to that?”

“I’m looking for someone that is hungry for change, ready to work and that is coachable is that you?”

“We put a lot of time and effort into training our new business partners, so I want to make sure that you are ready to work a step by step system. It’s simple but it’s not easy.”

Tell the truth
When you stop saying, “This is easy!” and start telling it like it is, 4 things will happen:
1. You’ll push away and recruit less “bottom feeders”
2. You’ll attract and recruit more “players”
3. You’ll have less quitting and complaining on your team.
2. You’ll see more people actually working and getting results.

Create a great day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
Is being tricky ruining your network marketing business?
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How To Attract Business Professionals Into Your Business

P. S
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

How To Ask for the sale

Many network marketers are great at following a system.
They know how to invite, they do a great presentation and follow up but they drop the ball and the don’t ask for the sale.

They don’t want to appear to pushy and they are afraid of hearing their prospect say “no”. They like the idea of the possibility of a sale rather than losing it.

I’ve been in that state of mind when it seems like my prospect likes everything that they see and I’m just hoping that they will say, “I’d like to join!”

As you know sometimes even the most excited prospects don’t do that. They are more than happy to wait for someone to ask them to join. If you wait to long, then it gets “weird”.

Many Network Marketers don’t ask for the sale because they feel like they have to “get ready” to do it.
I’m an amateur magician so when it’s time for me to “do the move” I have to mentally psych myself up so that I can do it with confidence.

It’s the same when a young boy first asks his crush out on a date. He has to “get ready”

People can sense uneasiness
Just like a dog can sense fear, people can sense that you are uneasy about asking them something.
They don’t necessarily interpret it that you are nervous, they just may have a bad feeling and it can interfere with their decision to join.

In order to feel comfortable in asking for the sale, you must know what to say. Here are some suggestions that don’t feel salesy. I learn the first 3 of these from Ray Higdon

1 If you think there might be an issue about money.
Most closes start right after the presentation is over.
You’ve probably been taught to ask them what they like.

“What did you like most about what you saw?”

After they tell you what they like, agree with them and if you think that money might be an issue ask them this closing question:

“So this is great! Do you have the funds ready or will you have to raise them?”

This close preemptively counteracts the “I have no money” objection and also lets the prospect know that it’s ok if they don’t have the money.

Some people might think, wow, this seems great but I just don’t have the money so it’s not for me. This question changes their mindset. Instead of thinking, “I want to but it’s not for me because I don’t have the money”, they’ll think, “There are some people that are like me, they don’t have the money but they found it. I want to make a change.”

2. Super Strong Assumptive Close

This close works really well for someone you’ve built a lot of rapport with it also works well in a group setting with a group presentation.

This close also starts with asking the prospect what they like about what they saw.

Once they tell you what they like, put your hand up for high five and say,

“Cool, Are you ready to rock this?”

When they return the high five, give them the application form and fill it out with them. Don’t let them bring it home. I actually tell them how to fill it out. Put your first name here. Put your address here etc.

3. Fishing Close
This close is when you don’t know what your prospects concerns are.  Use this close to fish the answers out of them.

Sounds to me like you are ready to join!

When you say this, either they say yes and join or they might bring up some concerns.

4.  Help them Close Themselves
I like asking this question for someone that is analytical.

“Why would you do this?”

This makes them think of all the reason why they should do it and start their own business with you.

5.  The No Alternative Close
This is a great close for someone that really doesn’t like where they are right now.  They are hungry for change.   It helps them weed out the alternatives.  It also give them a sense of urgency that they need to something and do it soon.

“If you don’t do this, then what WILL you do?”

6.  The “Isn’t It Obvious Close”
These next 2 closes are great when it’s obvious from their energy and their enthusiasm that they want to join.  

“Looks like you see an opportunity for yourself.”

or

“The next step seems pretty obvious doesn’t it?”

Asking for the sale
Asking for the sale is a necessary part of the process.  If you really feel, that this is the right step for the prospect, then you should have to feel nervous or “get ready”.  It should come naturally.  The best way for it to feel natural, is to practice.  So practice these a lot and you find that you start using them without even thinking.

Create a great day!

Kenny Santos

See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
MLM Success Tip: Have your prospect close themselves.
Stop saying These 2 Words And You’ll Recruit More Superstars
4 Things New Network Marketers Must Know

P. S
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

Selling vs Sponsoring

Do you want to know the difference between selling and sponsoring in Network Marketing?

Many people think the selling comes before your prospect buys and the sponsoring comes after the prospect buys. But there is a big difference and it can have a large impact on your long term results.

Selling
Trying to get anyone you can on your team. You don’t qualify. You use a lot of hype. Sometimes if it’s your warm market, you use guilt. You try to make it look easy and you just want to get as many people on your team as you can.

When you do a lot of selling, you get lots of attrition on your team. You have poor retention and people end up quitting. It can be quite frustrating. The worst part is that you may not even know what you are doing wrong. You figure that you better sell even more people but all of your recruiting efforts go into replacing team members that have quit instead of actually growing your team.

Sponsoring
It really takes the long term in mind. You qualify instead of convince. You don’t use hype, or guilt.
Whenever a prospect shows interest, you wonder to yourself if this is someone that you want to work with. Is this someone that you want on your team? You may stop from join your team if they are joining for the wrong reason. They may have the application form filled out and the payment ready for the “Big Kahuna” package and you’ll stop them (even if you really need the commission) if you don’t want to work with them, or because they have unrealistic expectations about their short term results.

***Side note: Why would they have unrealistic expectations? Well if you were in selling mode, you may have used hype or said some things that make it look much easier than it is and that’s why they have unrealistic expectations.

After you sponsor someone, that’s when the real work starts. True sponsors will only work as hard on their downlines business as their downline will. I always tell my direct sponsors, in the beginning, I’ll work as hard as you. If there are 100 bricks to carry I`ll carry as many bricks as you. If you carry 10, so will I. If you carry fifty, then I will too. I won`t carry fifty one. I won’t work harder than you in your business.

There are 3 things that a real sponsor won`t waste their time with.
1. They won`t waste their time trying to convince someone that doesn`t want to join.
2. They won`t waste their time with anyone they don`t want on their team.
3. They won`t waste their time with someone that has joined the business and is unmotivated to work.

Create a great day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
7 Non-Salesy Ways To Ask For The Sale Without Feeling Pushy
Stop saying These 2 Words And You’ll Recruit More Superstars
Nagging Vs Overcoming Objections

P. S
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

MLM Recruiting
What to do when your prospect reaches out to you?

One of my subscribers reached out to me with a great question

I’ve got some people reaching out to me. I’ve got at least 10 of these “I’m interested in starting a home business and making an extra income”

I seem to scare them off with my replies.

I say, “Sure I can help, check out this video (15 min company video) and they disappear.”
“What am I doing wrong?”

This is a great question and it’s something that many network marketers mess up. This particular subscriber realized that he was doing something wrong and reached out for some help. Kudos to him for putting his ego a side and being coachable and trainable.

More Information Doesn’t Mean More Sales

When I first got started with this profession, I thought that I would have to give my prospect all the information so that they could make an informed decision. I would answer their questions and requests and leave them to their own devices to make a decision. I thought that I was doing everything right. My prospect asked me to send them information and I would send them a link and I often wouldn’t hear from them again.

Remember this, once send them a link or any information, they have the control.

It’s ok to give them control but not until you build rapport with them and position yourself as an authority.

There are 4 Steps To A Decision

1.  Build Rapport and Build Authority by Qualifying them
Use the phone and talk to your prospect.
This is what I would say, ” “Great, I see that you are open to starting a business, let’s just talk on the phone to see if we are good fit. My number is 555.555.5555. What is your number?”

Build rapport with them. Get to know them.
Use the phone call as a screening process and do some qualifying before you share ANY information about your company with them.

“Why do you want to start a business?”
“What is your experience?”
“I’m only looking for people that are hungry, teachable and ready to work is that you?” You may not want somebody on your team because they might have a negative mindset or they might be lazy.

2. If they Qualify Send Them The Information
If they don’t seem like a good team member, then I won’t send them any information. I’ll just politely dismiss them.

If they might be a good match, I’ll say something like, “I’m not sure but it seems like you might be a good fit for our business. If I gave you a link that would tell you more info about what I do, would you look at it?

3. Set up the follow up before you send them the info
When they say yes,. I say, “Ok, it will take 15 mins to look at it. How soon will you be able to review the information?”

When they tell you the time, I arrange a call back for that time.
If they say, “I can watch it by tomorrow evening at 8pm.”
Then pick a time soon after they will be finished and say.
“Perfect, so if I call you at 830pm, you’ll have seen it for sure. Right?

Setting up a follow up does a couple of things
– It shows the that your time is valuable.
– It puts a time clock on them.

If they don’t have a time clock they are likely to procrastinate and not look at it.
Then when you follow up, they’ll avoid your phone call because they haven’t seen it yet.

Just avoid all that and make sure you set up a follow up appointment.

4. Follow up and collect a decision
Collecting a decision is a little bit more detail than I want to get into right now.
But what I do is I feel them out and ask a closing question.
You might want to have an upline ready for a 3 way call to help you out for crediblity and overcoming objections.
I’ll make another blog post so I can give this subject the attention that it deserves.

Getting people to chase you
I know what at least some of you are thinking.
Usually I have to ask, chase and prospect, how did you get the right people reaching out to you?
If you want to get people chasing you, then I highly suggest getting the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

Create a great day!

Kenny Santos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
The real difference between selling and sponsoring in Network Marketing
7 Non-Salesy Ways To Ask For The Sale Without Feeling Pushy
Stop saying These 2 Words And You’ll Recruit More Superstars

P. S
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” Steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

3 Steps that are needed to collect a decision in network marketing

I had a blog post called What To Do When They Chase You: 4 Steps To A Yes  and the 4th step was how to collect a decision.
I didn’t have the chance to go into as much detail as it deserved so I promised my readers that I would do another blog post on it.

Collecting a decision happens after you give them information, it could be after a hotel presentation, or after a 1 on 1. It could  be after you send them to review some information online and call them back.  Here are the 3 steps after they have reviewed the information.

Step 1 take their temperature.
Find out what they liked most.  Find out interests them most.  Is it the money?  Is it the time freedom.  Maybe they are excited about the product/service.
Your company or your upline has probably taught you to say: “What did you like most about what you saw?”

That’s a great way to take there temperature.

No matter what they like, agree with them and ask them why they like it.  The idea here is for them to bring up reasons why the opportunity or the product is great.

Remember:

If you say it, it’s a lie.  If they say it, it’s the truth.  So let them say it!

Step 2 Ask a closing Question
Once you know what they like and they have listed some reasons why it’s a great opportunity, ask them a simple closing question.
“Sounds to me like you are ready to join”  It’s technically not even a question.  I learned this one from Ray Higdon and it’s very effective.

Another example is
“Do you see an opportunity for yourself?”

If you would like to see more examples then check out this  blog post entitled 7 non-salesways to ask for the sale
One of my favorites is #4. It’s a question that gets the prospect to close themselves.

Step 3 Overcome any Objections
They might not have ANY objections.
They may just join. But if they do have objections, the closing question will bring them out.

The rule
Don’t overcome the objection unless they want the objection to be overcome.

Don’t try to overcome their objection unless they want to join the business.
You might think: “If they want to join the business, then why would they have objections?”

A prospect may want to join your team but they might think that their objection is an legitimate barrier to entry for them.
They might think that really don’t have enough money or time.
Who knows to them the objection is real.

So before you try to over come the objection, figure out if they are brushing you off.
If they are just brushing you off and they aren’t interested, then it doesn’t matter what you say.
They just won’t join. (And BTW, you don’t want someone on your team if they don’t want to be on it anyway) I talk about it more in another blog post called  “The curse of convincing”

How do you know if they are brushing you off?
Sometimes you can tell by their tone but if you can’t just ask them.
“Are you saying that because you don’t want to hurt my feelings or you would get started if we could find a way that you could work this into your schedule (if it was a time objection)?”

“If I could help you find the time (or money) would you want to get started?”

Another way to know for sure if you they just don’t want to join and they are trying to brush you off is if the overcoming of the objection sounds like an argument. If it feels like you guys are on opposite sides, then they don’t want to join and you don’t want them on your team. Let them go and talk to the next person.

If you have to convince them to join, you’ll have to convince them to work.

Overcoming objections should be a team activity. If they want to join, then you should both be trying to overcome the objection together. It should feel collaborative.

Getting them on your side
One thing that I say to see if they are open to “coming on my side” is by saying: “If you had the time (or what ever their objective is) why would you do this?”

Get back to their reasons why they should do it. Let them think about it for a little bit. Let the hunger stew in the soul and let them feel it. Often when they are reminded of how awesome it would be if they succeeded in this business, they will overcome the objections themselves. You just need to remind them why.

3rd Party Validation
Don’t be shy about asking your upline to help you with collecting a decision. Especially if you are new. Don’t use them as a last resort. Using your upline on a 3 way call or 2 on 1 after your prospect has seen the information will make it easier for you. You’ll learn the process and it will look much easier to duplicate to your prospect. They’ll think, “All Kenny did was show my some information and then he introduced to to Bob to answer ALL of my questions. That’s easy! I can do that!

Remember, the fortune is in the follow up. If you are going to take the time to prospect and present, you may as well do the follow up correctly as well because that’s where you get paid!

Create a great day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
What To Do When They Chase You: 4 Steps To A Yes
7 Non-Salesy Ways To Ask For The Sale Without Feeling Pushy
The curse of convincing

P. S
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

4 Steps to using emotion to get more sales and sign ups.

Do you know how to use emotion to get more sales and sign ups in your network marketing business?

The use of emotion is so important in the recruiting process because it works so well. Don’t be afraid of using your prospects emotion to help you close the sale. It’s not manipulative tactic. It is however a very effective way of making your prospects think.

**Heads up! If you want a free audio to help you build your network marketing business, just go to: http://kennysantos.com/freegiveaway

Why use emotion?
You should use emotion when you are closing the sale because people make decisions based on emotion. Most network marketers try to use logic to close the sale.

“You should use this product because it’s scientifically proven and made by a Nobel Prize winning professor at the University of so and so.”

“You should join because this is the best company, you’ll be part of binary with a run away leg!”

Using logic doesn’t work as well as using emotion.

If people used logic to make decision over emotion then high fashion clothes would not get sold. If people were really logical, they wouldn’t care how a product looks, they would simply care if it’s functional and then they would try to find the cheapest price. That’s logicial right? But I’m sure that you know someone that will pay hundreds of dollars for a trendy running or a person that will pay hundreds or even thousands of dollars on a designer dress. If they were really logical, they would be paying only dozens of dollars on running shoes and clothes vs hundreds of dollars.

People make decisions based on emotion and then they justify their decision with logic.

How to Use Emotion when You Are Closing In 4 Simple Steps

I recently attended a webinar and I learned 4 steps in using emotion in sales. They are:

1. What do they want?
2. Why do they want it?
3. Is this a want or a need?
4. Do they have an alternative?

What do they want?
Once you are finished with a presentation or if your prospect brings up an objection just ask your prospect, “Why would you want to join (or buy)?”
They will probably answer with, “I need to make more money (or time).”
This answer is not emotional so don’t be afraid to dig deeper with the second question.

Why do they want it?
If the answer to the first question isn’t an emotional answer, I usually ask them why they want more money (or time). This is where you get the real answer as to why they are looking. You’ll find that everyone’s reason is different.

If they want more money they may say something like this:
“My daughter, she just loves the Disney princesses. She talks about them all the time. I would love to take her to Disneyland so she could have dinner with the princesses.”

*on a side note I haven’t had dinner with the Disney Princesses but I have had dinner with Goofy with my family and it was an unforgettable experience.*

If they want more time they might say:
“Me and boys love to go fishing together, we only go 2-3 times each year and it would be great if I wasn’t so busy with my job, we could go fishing 2-3 times a week. They are growing old so fast and I’m afraid that when they become old enough they will be to busy with their studies to go fishing with me.”

Maybe you are selling a weight loss shake:
“I’m going to my highschool reunion and just want to look fabulous in my dress.”
or
“I want to get a smoking body and make sure my ex knows what they are missing.”

Powerful stuff isn’t it? Sometimes you’ll have to probe deeper to get to the real answer why your prospect wants to start a business or buy your product. You’ll learn how it’s done the more you do it. After a while you’ll get very good at connecting and probing. The secret is to keep the conversation about what they want not about how cool your product or business is.

Want or a Need
Once they tell me why they want something and I know that it brings up a lot of emotion in them, I ask them a simple question (and I already know the answer)

“Is that something that you simply want or is it something that you absolutely need?”

If you are doing this properly and you found the right emotions, they will tell you it’s something that they need.

What are the alternatives?
Ask them if they have another plan to get what they want.
Don’t just say, “Is there another way that you can get it?”
Instead use emotion and repeat their own words to them.

Bob, if you don’t start this business, do you have an alternative way to make more money so you can finally bring your daughter to Disneyland so your family can have dinner with the Disney princesses?

or

Dave, if you don’t start this business, do you have another plan to be able quit your job so you have to go fishing with your sons 2-3 times each week before they grow up and it’s too late?

Using emotion is powerful. It’s ok to use if you are truly helping your prospect. As a matter of fact, it’s your duty to use emotion if you are helping your prospect. If you choose to use logic then you just aren’t helping them at the same capacity.

Don’t do a disservice to your prospects.

Create a great day!
Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
The Art of The Follow Up: How to Recruit Without Feeling Pushy or Salesy
The real difference between selling and sponsoring in Network Marketing
7 Non-Salesy Ways To Ask For The Sale Without Feeling Pushy

P. S. 
I’ve once again started a 1 on 1 and group coaching program to help people get better a prospecting so they can get more sales and sign ups.
If you’re sick and tired of going through courses and want someone to look over your shoulder to give you the help you need, then shoot me an email at kenny@richdadinvestor.com

Overcoming Objections

“I really like this but I just don’t have the money to get started”

What do you say when your prospect doesn’t have the money?

This is perhaps the most popular objection because it’s an easy way of brushing you off.

Heads up!  Before you read about overcoming the “no money” objection.  If you want a freee audio to help you build your network marketing business, just go to: http://kennysantos.com/freegiveaway

First thing
Find out whether they really want to join or not.
Ask them, “If you had the money, would you do it.”
If it feels like an argument, if they are making a case why they shouldn’t join and you are making a case why they should join, then you shouldn’t be recruiting them.
If they don’t want to join, you don’t want them on your team.
You want to be working WITH the person to over come the objections not against them.

If (and only if) they DO want to join.
Let’s pretend that to get started on your team it’s $500 for them to invest in the “big kahuna” and they say they don’t have the money. You don’t know how much they have. So ask them, “How far are you?” What if they have $450 of the $500? This turns the a $500 obstacle into a $50 obstacle. They may not be able to get the “big kahuna” package but they can get a $300 package if something like that is available.

How can we get you there?
Maybe they can find the money in couple weeks by selling something or getting it from their next pay check. Maybe they have space on their credit card. Maybe they can borrow the money. Maybe it’s a combination of all these things.
Sometimes all you need to do is suggest something.  I can’t tell you how many times I’ve asked a prospect if they had enough room on their credit card and they said “yes” and happily charged it.   You never know until you ask.

Raising the money
I really like this way of overcoming the objection because it really gives you an idea of those that are going to work hard and those that are going to just “dip their toe in the water”

I want people on my team that are hungry and ready to work.

Have your prospect raise the money by preselling product.

Lets’ pretend that the $500 package your company offers has 10 units (jars, bottles, boxes etc) of product that wholesale for $50 each and retail for $75.
If you can show your prospect how to sell 7 units for retail price, they’ll have $525. They can use $500 to buy the package and they’ll have $75 left over. They’ll also have 3 units left for personal consumption, sampling or to sell.

I go into more detail in my free audio “How To Build Momentum In Your Network Marketing Business.” I even have a proven script that has gotten upwards of a 50% to 80% success rate.

The great thing about this is you know who really wants it and who’s going to drop out. The person who can raise the money this way is much less likely to quit plain and simple and you are also training them how to work the business before they officially join your team.

I would much rather recruit someone that is hungry and willing to work that doesn’t have the money rather tahn someone that isn’t hungry but does have the money. I have had many people lay out the cash for the “big kahuna” package only to never hear from or see again.

Create a great day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
Don’t Forget This Step For More Sales And Sign Ups
4 Words That Make Prospecting Easier
The Misconception of Warm Market Prospecting

P.S
I have 1 on 1 and group coaching programs to help people get better a prospecting so they can get more sales and sign ups.
If you’re sick and tired of going through courses and want someone to look over your shoulder to give you the help you need,shoot me an email at kenny@richdadinvestor.com

2 Things That You Can Do When Your Prospect Is On The Fence

Have you ever had a prospect that just can’t decide whether they want to buy or not?
There’s a saying in sales.

“Maybes starve babies.”

In sales you get paid for collecting decisions. You receive the actual payment when your prospect says yes but if they say no you can move on and talk to the next person. The trouble starts when your prospect says maybe.

Network Marketers (especially new ones) can really lose momentum when they hear a maybe because they are scared to death of hearing a no. They’ll pamper and their prospects and they won’t pressure them and they’ll wait until their prospect has thought it over enough to get an answer.

The trouble is sometimes your prospect doesn’t have enough guts to say no. They’ll say, “I’m just not sure,” because they are afraid of hurting your feelings. This is extra true for prospects that are your warm market. They think that they are doing you a favor by putting off their answer.

Your prospects will waste your time rather than hurt your feelings.

Rather than waste your precious time with someone that probably isn’t going to buy anyway, you have to learn how to move on. Here are 2 ways of getting an answer from your prospect when they just can’t decide.

Just a quick heads up before I get into those 2 ways of getting an answer, I have 1 on 1 and group coaching programs available to help people get better a prospecting so they can get more sales and sign ups.
If you’re sick and tired of going through courses and want someone to look over your shoulder to give you the help you need,shoot me an email at kenny@richdadinvestor.com

Leverage The Compensation Plan
Your company’s compensation plan probably gives advantages to those who join earlier so leverage it. Be cool and non-chalant but make sure that they are aware of 3 things.

1. You are meeting with (lots of) other people
2. Those who join before others will have the advantage because they will benefit from all the sales volume of those that join later.
3. You spend a lot of time and effort training those that join.

It might sound something like this:
“I can see that you aren’t sure and that you want to think about it. I don’t want you to rush into things. I want to make sure that you are ready to join because I put a lot of effort into training new people. There is a lot of information on line so feel free to take your time and have a look so you can do your due diligence. I do want to let you know that I met with Bob last night and he is putting the money together to join and I’m doing a meeting (webinar, call etc) for my team tomorrow night. If you join before any of them join, you’ll be able to benefit from all of their volume as long as you are with the company. When do you want to talk about this next?”

If they just need a little push for them to say yes, then that should do it. If there answer is a no (then it was probably always a no and they didn’t want to tell you) then they’ll either tell you right there or they’ll let you know when they can make a decision. Either way, you can move on to the next person and collect their answer.

Sell them peace of mind
If it’s a retail sale then you can’t leverage the compensation plan. What I suggest doing is selling them peace of mind.
Here’s what I mean: Have you ever seen a restaurant and wondered if the food was any good? Maybe it’s a restaurant that you pass on a regular basis that has your curiostiy level but you don’t know if you like the food. Sometimes you wonder about it. Friends tell you that they’ve eaten there and some really like the food and others hate it. You don’t know whether you’ll like it or not. The only way to stop wondering if you’ll like it is to go eat there. If you hate the food, you’ll know. If you like the food, you’ll know. But either way, you’ll stop wondering.

It’s the same with your network marketing product. You might be selling a weight loss shake and your friend has tried everything to lose weight but nothing seems to work. You’ve told her about the shake and she’s seen all of the videos and the ingredients about the shake but she still isn’t sure if she wants to buy. She says, “Do you think it will work for me?” The amateur network marketer will respond by saying something like “Of course it will work for you, blah blah blah, scientifically proven, blah blah blah branch amino acids, blah blah blah, invented by a Nobel Prize winning scientist etc.” This is not a good response to your friend’s question. You can read why in another blog post called: When they ask, “Will it work for me?” http://kennysantos.com/overcoming-objections-will-it-work-for-me/

Instead of saying, “Yes! Of course it will work for you!” Say this, “I’m not sure if it will work for you. But what if it does? It’s worth the money to find out right? The worst that can happen is that it doesn’t work and you we stop wondering. Is $70 worth your peace of mind?”

If your company has a satisfaction guarantee, make sure that you mention it if you need more ammunition.

This also works if you are selling a service. Let’s use cellphone service as an example.
“I don’t want you to sell you my cellphone service, I want to sell you some peace of mind. You think that you have the best price for your cellphone service and you might be right. Let’s sit down for about 15 mins and compare what I can offer you vs what you already have. If I have a better offer then you can switch if you want to. If you already have something better, then you’ll have the peace of mind knowing that you already had the best price. Is your peace of mind worth 15 mins?”

Acting as an advisor and selling them peace of mind gets your more sales and sign ups rather than trying to push all of the features and benefits down their throat.

Create a great day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
When they ask, “Will it work for me?”
When they say “I can’t sell”
How to Squash The “It’s Too Expensive” Objection
Tony Robbins, Michael Jordan and Ray Higdon All Needed One of These

P. S
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

MLM Tips

“Save Your Spot!”

Have you ever heard someone say that?

It’s not the best way to build an network marketing business. Let me explain.

***
Heads up! If you want a free audio to help you build your network marketing business, just go to: http://kennysantos.com/freegiveaway
***

I have friend in the profession and every 3-6 months for about 2 and 1/2 years he would call me about a new business that he was excited about.
He would often say, “All you have to do is save your spot. Lock in your position now, and I’ll build your business for you.”

A couple of times, I listened to him. I would pay the starter kit (didn’t get product, just got the starter kit) and continue on with my life. Within a week, he would call me up and say, “Hey! Login and check out your back office! You’ve got people on your team!” He wasn’t lying, there were people on my team. Sometimes there were a lot of them. He would tell me, “You should start building now. Tell people to save there spot too!” Sometimes, I did. I would tell people, “Save your spot! Just pay for the starter kit, you don’t need to get any product. Just lock in your position.”

No product. That should have been a red flag to me.

After about a month, I would log into my back office to check my business. I had a bunch of people on my team. The trouble was, I had zero business volume. None! Everyone was just like me. They were saving their spot but they weren’t buying product so there wasn’t any business volume. A week to amonth after that, most people had already quit. It wasn’t a big step for them, most of them weren’t expecting to work anyway, they were just doing what they were told. They were saving their spot.

A couple months later, the same friend would call me about another business he was excited about and told me to, “Save my spot.”

Telling people to save their spot is not a good way to recruit people. It doesn’t attract leaders. It attracts lazy people that want to get in and allow someone to build their team for them. It creates artificial business growth. It may look good in the beginning but if no product is being bought and sold then there is not money being made. You have lots of people on your team but no business volume.

Telling people to “Save their Spot” doesn’t recruit leaders, it attracts lazy people that will end up quitting (probably within their first 30 days).

Leveraging The Comp Plan
Telling someone to save their spot is different than building urgency using the comp plan. If someone is genuinely interested in joining your team but they need to think it over, talk to their spouse or do some research, you may want to say something like,

“Take your time in making a decision but I want to let you know that I’m meeting with Al this afternoon and doing a launch party for Bob tonight, if you get in before anyone else does, you’ll benefit from their business volume.”

The big difference is that this time, you aren’t leading with “Save your spot” to people who have little to no interest in starting a business. The prospect is genuinely interested in joining and you are leveraging the comp plan to build urgency.

Have you ever had someone tell you to “save your spot”? I would love to hear in the comments below.
Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

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Overcoming Objections

“I don’t have the money.”

It’s the most common objection that you will get.

I would get quite frustrated when my prospect would tell me, “This seems like a good product/opportunity but I just don’t have the money.”

A past upline mentor would always say,
“A sale is made when value exceeds price, if they don`t buy, it`s because you haven`t shown them enough value yet.“

I would listen to this advice and try to show more value. I would talk about all the features and benefits of the product or the business but I was just wasting my breath. I would end up chasing my prospect and wasting my time.

***
Heads up: If you don’t know how to get momentum and if you don’t work your business with the specific steps to gain momentum then you’ll get very frustrated.

That’s why most 95% of Network Marketers quit!

Get a FREE Audio mp3 that will tell you how to start the momentum process in as little as 48 hours! 
***

Here’s what I do now.

1. Find out if they are brushing you off
Sometimes, they really don`t think it`s a good idea. They don`t like product or the business but instead of telling you that, they would rather say that they don`t have the money. They don`t want to hurt your feelings by saying no so they give you an excuse that they can`t control. They can’t help it if they don’t have enough money to buy right? Sometimes they are using money as a way to brush you off.

If they are trying to brush you off, then don’t try to convince them to join. They won’t make good customers or team mates. Remember you are looking for leaders and action takers. If you convince someone to join who doesn’t want to, they’ll just end up quitting. Once you find out that they aren’t really interested, you are better off spending your time finding someone else.

A couple things you can ask to find out if they are brushing you off.
“If you did have the money, would you do it? Because if it’s about money, then I can help you find it.”
“Do you really not have the money, or are you just saying that because you don’t want to say no?”

2. Help them find the money
Sometimes they think they can’t join simply because they don’t have the money in their bank account. Let`s pretend your package cost $500.
When they say, “I don`t have the money” just ask them, “You don’t have $500 in your account right now?”
If they say no, ask them, “How much do you have?”
They might have $475.
What you think is a $500 problem is actually only a $25 problem.
Whether they only need to find $25 or the full amount, help them find the money.

Things to suggest:
-Borrowing the money: “Who do you know that would lend you the money?”
-Using a credit card: “Why don’t you put it on your visa? If you work this hard enough, you could it have the money to pay it off (or at least the minimum payments) before the bill even comes.”
-Sell something: “What could you sell to raise the money?”
-Get creative: “What do you think you can do to raise the money?”

3. Help them raise the money.
If they can’t find the money, help them raise the money.
I was a friend’s network marketing meeting and I sat beside a guy who was interested in joining but he just didn’t have the money. I spoke to him for about 5 minutes and I taught him how to raise the money. After we talked, he was so excited to because he felt like money wasn’t going to stop him. I talk about the technique that I used in the video.

The free audio that I talk about that can give you the script to overcome the “I don’t have the money” objection is called MLM Momentum and you can pick it up here: http://kennysantos.com/momentum/

Did This Help You? If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
3 Things That Network Marketers Need To Stop Doing
Tony Robbins, Michael Jordan and Ray Higdon All Needed One of These
The Biggest Scam In Network Marketing
The 2 Biggest Mistakes That Network Marketers Make

P.S
If you don’t know how to get momentum and if you don’t work your business with the specific steps to gain momentum then you’ll get very frustrated.

That’s why most 95% of Network Marketers quit!

Click on this link to get a FREE Audio mp3 telling you how to start the momentum process in as little as 48 hours!

In sales and Network Marketing posture is so important. There are 2 extremes of posture in that you’ll see in this profession.

***
Before I get into that, if you want a free audio to help you build your network marketing business, just go to: http://kennysantos.com/rqtw/
***

The Faker

There are many network marketers that just go overboard with their posture. They act like jersey and they turn their prospects off. They say that “jobs suck”. They also try to over come their prospects objections by being a bully.

“If you wanted it bad enough you could find the money. You waste so much money by eating out.”

Or

“If you wanted bad enough you could find the time. You waste so much of your time watching TV and playing on Facebook.”

Many of these types of network marketers say or imply that they are making more money than they actually are or they are pretending to be a higher rank in the company than they have actually achieved.

These types of networkers don’t realize that this sort of behavior actually makes them look like here’s and it attracts the quitters, whiners and complainers and pushes away the leaders and the workers.

There are ways to “act as if” and “fake it until you make it” without lying.

Pretty Pleasers
On the other extreme are the “nice” network marketers. They are the ones who say “pretty please would you buy from me or join my business?”

Some them appear quite desperate:
“I’m just a single parent trying to get by”

Some of them use guilt:
“I’ve always been there for you, remember when I helped you move?”

These actions and behaviors are not what a leader would do. People want to join leaders not people who a desperate

There is a happy medium between being over bearing and being weak. It’s what leaders do. They don’t fake it or lie. They aren’t too nice. And yes… There is such a thing as being too nice.

So how do you develop just the right amount of posture in sales? Here are 2 ways.

1. Get a decision
Ask a simple decision making question and (this is the most important) don’t be addicted to the outcome.

Some examples are
– Is this something that you want to do or do you not see the vision?
No one wants to admit that they don’t see the vision.

– Do you see yourself doing this or should I just cross you off the list?
No one wants to be crossed off of a list.

– Is this something that you think you can even do?
No one wants to say they can’t do something.

– Sounds to me like you want to get started!
This is just a great assumptive close.

These questions show that you are leader and that you have a back bone without looking like jerk.

If you want to see the second way to have sales posture in sales without looking like a jerk, then watch this video.

Even if you need the money to pay bills, you must have posture and you must ” act as if” and have the right type of leadership and posture.

You might be thinking, “That’s easy for you to say Kenny. I need the money.”

I’ve been there. I know what it’s like to be hungry and look in the fridge and there is nothing inside but a box of baking soda. I know what it’s like to be thirsty and open the faucet only have nothing come out. I know what it’s like to have bill collectors call my phone and knock on my door while I hide from them feeling ashamed and embarrassed.

But I didn’t start acting with posture once my life was stable. I got stable because I started acting this with posture .

Faith it til you make it
You’ve probably heard the term Faith it til you make it. If you truly have Faith then you don’t have to act desperate and you don’t have to be a jerk to recruit and sell. . You are looking for the right business partners not for quitters. Being desperate or bullying your prospect just delays your money problems, it doesn’t solve them. Have faith in the Universe. Make an agreement with the Universe tell it, “I’ll do the easy part and work, you do the hard part and deliver the abundance. I’ll go first.”

Did This Help You?
If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
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P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post on 2 Law of Attraction Tips To Supercharge Your Affirmations share, tweet and comment please.

MLM Objections: 5 Simple Words To Overcome Them

If you are working your business properly, you will get objections.

If you aren’t getting objections and rejections, then you simply are not prospecting enough.

So, if you are guaranteed to run into MLM Objections,you may want to know how to handle rejection in network marketing right?

***
Heads up! If you want a free audio to help you build your network marketing business, just go to: http://kennysantos.com/rqtw/
***

The 2 types of objections (actually there are dozens of objections but for the purpose of this blog post, there is only 2)

The Legitimate Objection
This objection is from someone that really wants to buy your product or join your team but they think they can’t.

They don’t have enough money or they don’t have enough time. Maybe they don’t think they can do it and will get left behind and they are secretly not telling you.

There are many resources on overcoming these types of objections and I won’t get into them in this blog post but what makes these objections important is that they are from someone who wants to join.

If the objection is “a good one” then you should overcome it with your prospect. It should not feel like an argument it should feel like you are working together to overcome the objection as a team.

Some great resources to the most common objections in network marketing can be found here:

How to Handle 19 Objections – MLM Millionaire Club
Top 5 Objections in Network Marketing and How To Handle Them Effectively
3 Weird Ways I Handle MLM Objections That Actually Work
The “Wimpy” Objection
You’ll recognize these objections because they feel like they are trying to brush you off.

This will never work.
Is this a pyramid.
My brother’s wife’s uncle was in one of these things and he got ripped off.
It sounds like a scam.
This seems like a lot of work.

Don’t waste any time on objections like these. They can’t be overcome and they are from people that you don’t want on your team anyway.

I used to waste so much time trying to overcome these objections but even if I could logically overcome the objection, they prospect still would buy or join. You are better off saving your time and using the 5 words that I talk about in the video.

If they don’t respond to the 5 words then they are probably not some that you want or need on your team.

Quick Exercise
Make a short list of the qualities that you want in a prospect.
Between 5 and 10 qualities, go ahead and think of them.

I guarantee you that lazy and skeptical are not on your list are they.

Anyone that would give wimpy MLM objections are either lazy, skeptical or simply just not a good fit and they are not someone that you want on your team. So don’t even bother with them.

Handling Objections is a skill that you need to learn to become successful in the network marketing profession. One of the biggest parts of this skill is knowing when to use it.

Did This Help You?
If so, I would greatly appreciate it if you commented below and shared on Facebook.
Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
Overcoming Objections: When they say “I can’t sell”
Overcoming Objections: When they ask, “Will it work for me?”
Nagging Vs Overcoming Objections

P.S
If you don’t know how to get momentum and if you don’t work your business with the specific steps to gain momentum then you’ll get very frustrated.

That’s why most 95% of Network Marketers quit!

Click on this link to get a FREE Audio mp3 that will who you exactly how to start the momentum process in as little as 48 hours!

If you enjoyed this post about How To Overcome “Wimpy” MLM Objections please share, tweet and comment.

MLM Recruiting Secrets

Do you have trouble convincing people to join your team?
I’ve been getting emails from people all around the world.
It doesn’t matter what continent they are on many of them are asking the same question.

I’m in India (or Morocco, or Nigeria or small town USA, or Dubai or Mexico or Chile or some other country) and MLM isn’t popular where I am how do I convince people to join my team?

I used to ask this question. I wanted to learn how to convince people to join my team. So I studied and I practiced and prospect until I really good at overcoming objections and recruiting. I learned how to overcome every objection and my closing rate became very good. That’s what I wanted.

Or at least that what I THOUGHT I wanted.

Hard selling for a one time sale is different. You sell, you overcome objections, they buy, you get a commission and you never see them again. If they are happy with the sale, they might come back and buy something else from you and they may recommend you to other people. However, if you hard sell someone and they are unhappy with the sale (because you tricked them or bullied them into buying) then they don’t come back and they don’t recommend you to anyone else and you will never see them again.

The trouble with getting really good at closing and hard selling in the Network Marketing Profession is that you recruit a lot of people that will end up quitting. There are some people that you just shouldn’t recruit. Either you don’t want them on your team or you know that they just don’t have what it takes and they’ll end up quitting. You’ll get a one time commission from your sale but you won’t get any duplication. If you do this long enough, most (or maybe all) of your recruiting efforts will go towards replacing people who have quit rather than actually growing your team.

I did that. I was growing frustrated with all of the work I was putting in. I had advanced ranks in my company and I was making a good income but I felt like I had plateaued and I felt like no matter how hard I worked, I wasn’t able to progress because so many people were quitting. This continued for months and months until one day I realized that I no longer knew who I was anymore. I had turned into someone that bullied people into joining and I did not like it.

I no longer convince anyone to join my team. I qualify them instead.

One of the MLM Recruiting secrets is this:

If you have to convince them to join, you’ll have to convince them to work.

I talk about this in more detail in The Curse of Convincing.

The truth is good enough
When you are building your team and MLM recruiting, remember that the truth is good enough.

You don’t have to use hype.
You don’t have to tell them it’s easy.

Telling someone that building a business is easy will push away the workers and the leaders and attract the small minded and the quitters.

If you want to learn the language of attracting leaders, then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you want to attract the leaders then stop the hype. Attract them with results.
If you want to make it appealing to your prospect, get customers.
If you product is so good then it should be easy to get them.
When you have customers it is so much easier to recruit.

Imagine what it looks like to a leader when they see that you have a bunch of customers and making some money. They don’t get care about hype, they care about results.

Once you have a bunch of recurring retail customers, recruiting gets so easy that it almost feels like cheating.

Did This Help You?
If so, I would greatly appreciate it if you commented below and shared on Facebook.
Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
The Curse of Convincing
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
Incredible Product but Lousy Sales?

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post on MLM Recruiting Secrets: Convincing Your Prospect then please share, tweet and comment below.