MLM Networking Tools

Mike Dillard sent me an email that I posted on my blog last week titled “How I Close My Prospects.”  You can view the article here if you have not yet read it.

I reread the article today and decided to reiterate the most important points that we all forget to follow when trying to recruit and sponsor our prospects.

Key to Closing Prospects # 1: Focus on a voluntary decision.  Not a directed decision.

Directed decisions, or rather decisions that we lead the prospect to make with one on one persuasion, are emotional decisions.  These decisions ware off as soon as times get tough.  These prospects quit.

Key to Closing Prospects # 2: Persuade them to make their own decision by educating them through an automatic marketing system.

Key to Closing Prospects # 3:  Follow this system when prospecting.

Step 1: Lead is generated and a quick introductory phone call is made just to let them know that I’m a real person. I’ll ask them a few questions, BUT, it’s not to build up “ammo” like their finding out their “reason why” so I can bring it back up later when it’s “decision time”.

I ask questions because I want to find out if this is someone I want to personally work with. Honestly, I’m trying to find a reason NOT to work with them or sell them product because the wrong customers/partners will cost you MUCH more than you’ll ever make in the long run.

This qualification process is evident to the prospect through the verbal and non-verbal leadership ques that are expressed during the conversation.  Things like energy level, voice level, tonalities, etc…

Now you’re probably wondering what all of those are, but honestly, if you truly see yourself as a leader, you’ll unconsciously start conveying these traits automatically.

Step 2: If I like the person, I’ll give them the address to the business overview via email and then instruct them verbally and in the email to contact me when they’re done.

Because they came though a capture page when they became a lead, they are already in my marketing pipeline.

At this point, the ball is completely in their court.

I NEVER chase people. I’m too busy. And so are you whether that’s true or not. Your business lives in a state of abundance. There is no neediness.

My marketing system will stay in contact with them for me. I don’t have time to make follow up calls and I lose power if I do, but I will give them continual opportunities to contact me through my marketing campaign.

Scheduling follow-up calls and all that crap on your prospect’s terms… Whatever.
They call me and I’ll contact them back when I feel like doing so.

If you’re positioning yourself correctly, they will be excited and feel privileged that you contacted them.

(This is something pretty foreign to most networkers who deal with prospects who never return their phone calls and voicemails).

Step 3: Once they do contact me, they’re going to have some questions which I will answer in a very friendly manner. I like this person and I wouldn’t mind working with them…

BUT, for the rest of the call, I’m silent.

I don’t ask them to get started and I don’t try to keep the conversation going.

Dead spots in a conversation ARE AWKWARD. You want to make them feel off-balance and then force them to fill the dead air.

My attitude is that you called me to ask me some questions which I will answer, and that’s it. Anything else that we discuss is up to you.

Because you’re unwilling to keep the conversation going or try to talk them into getting started, you are in the position of power.

In any relationship, the person who cares the least holds the power.

If you want to learn the complete system of how to prospect then start by watch thes 7 FREE Videos.

I just read today’s email from Mike and I was floored by this story. It simplified a few confusing points for me.

Here’s the email I got….

Actress Lena Bjorna From The Hit

TV Show, “24″, Turns Entrepreneur And Finds
New Success With Magnetic Sponsoring…

Hey me, check out this email I just got from actress, (turned entrepreneur), Lena Bjorna from the show “24″. Here’s a picture of her on the right in a recent episode… How cools is that!?

“No Longer A Faceless Sales Person…”

“Dear Mike,

It was only a few months ago that I was frantically searching the web in the hope of finding something – anything – that would help breathe life back into my dying network marketing business.

And it was then that I stumbled upon an ad for a book with a very intriguing title: “Magnetic Sponsoring”.  At the time, twelve months into networking, I was tirelessly busting my butt in return for “Mickey Mouse” residual checks, all the while trying to turn a blind eye to my ever-escalating credit card debts.

With time, I had become a pretty savvy recruiter; the problem was I couldn’t get my downline to duplicate what I was doing. In fact, my recruits had a propensity to go into witness protection shortly after they joined, and the few that did not, remained largely unproductive.

I was doing everything my upline instructed me to do, following “The Plan” to a T.

I’d pitch my opportunity to the point of exhaustion. I’d spend hours posting flyers on car windows (illegally). I even stood outside Wal-Mart and handed out business cards and free product samples to anyone who would take them.

It cost me a small fortune and did not result in a single customer, only a troubling stalker. (I’m not making it up, I swear.)

And then the Magnetic Sponsoring course arrived in the mail. Now I have to admit that when I read in the introduction that, “…your outlook and approach towards network marketing will never be the same two hours from now”, I thought to myself, “oh well, now that has to be a serious overstatement.”

But as I would soon find out, it was not at all…

I decided I would read the book with an open mind. And the result? I came to realize that most everything I’d been taught about prospecting and recruiting was wrong!

In one of the chapters you write, “If you sleep tonight, you just didn’t get it.”

Well I didn’t sleep for a month.

After I’d read the book, I re-read it. And then I got the “Traffic Formula” course along the affiliate products you recommended.

As I started to educate myself, inevitably, things began to change. I stopped listening to my upline. And instead of buying overpriced leads from my company’s lead vendors, I spent my money on books and courses.

I branded myself, built and branded my websites, learned to create capture pages and auto responders, began posting articles in online directories and networking with other marketers.

In everything I did, my goal was to provide quality content and to position myself as a leader – exactly as I was taught in “Magnetic Sponsoring”.

By implementing what I’d learned from Mike and the affiliate products he directed me to, I was able to take on the “big boys” on Google and to immediately start generating my own, high-quality leads on Adwords for five bucks a piece – one-fourth of what I’d been paying for the deadbeat leads my previous company had provided me with! (At that point I’d left my original company for one that endorsed my newfound marketing methods.)

Additionally, free, pre-sold leads started to roll in to my email inbox, leads that I generated through networking, blogging and article writing.

And you know what’s really ironic?  Marketers with other companies started to contact me, asking me for my advice!

Well, that sure was a far cry from having people curse me out and slam down the phone on me! (Which was what I was used to.)

Instead of “dialing for dollars” and chasing my team members, I now spend the bulk of my time learning new, cutting-edge marketing methods while - believe it or not - people actually pay me to prospect them!

And instead of tire-kickers, I’m bringing serious entrepreneurs into my organization – people who see the true value in what I have to offer!
I’m finally making real money. I finally have a business I can call my own.

Wow, what a difference!

Thank you, Mike, for taking a stand, and for showing me what true leadership is all about!

Sincerely,

Lena Bjorna

Wow! Thank you Lena and congratulations on your new success! You’re the type of person I wrote this book for to begin with, and I’m sure there are many people out there reading this write now who will finally decide to stop making excuses and order their copy of the Magnetic Sponsoring course thanks to your story.

As we’ve both discovered, you can work hard and get paid little, or you can work smart and become financially independent.

If you’re ready to join Lena in the ranks of successful entrepreneurs me, here’s the link…

In less than 5 minutes, you you’ll get instant access to the entire course, all of the bonus materials, and the lead generation system…

You have 1 FULL YEAR to go over the course. If you’re not getting the results you want, you get a refund. Period. No questions asked.

Click Here To Order Now: http://lagoamedia.magneticsponsoringonline.com/?mad=12317

Thank you for your leadership,

Mike Dillard

—————

I hope you found that email as encouraging and as helpful as I did as to how we should be building our network marketing businesses.

Curt Clapier

I’ve learned a lot from Mike Dillard and Magnetic Sponsoring over the past year since I first bought his course.  From time to time I will share some of those insights with you and I invite you to share your insights as well.

What is a hook and how do I use one?

I was just reading the first email about attraction marketing that I received when I signed up for the free magnetic sponsoring videos.  The email includes a value packed letter about how to attract free leads to your home business and how to more of them.  Then it includes a link to the video.

Now, why should I read this email?

I get bombarded by emails on a daily bases and so do you, so why should I read the email from mike or from anyone for that matter.  I have to be sold within the first 2 seconds of looking at that email that it is worth my time to read or I will delete it.

That is where the hook comes in.

In the case of an email the hook is the headline and the subject.  To be an effective hook that headline must suck you in.  It must sell you.  It must convince you that you should read the rest of this email rather than deleting it.

Here’s Mikes headline.

Video #1: “How To Get Invited - Why Cold Prospecting Methods In Networking Are Dead,

And What To Do Now…”

Now, if you own a home business and have experienced some frustrations with people saying no.  Or if you are one who doesn’t want to have to cold call or bug your family and friends to succeed in network marketing or direct selling then this headline will speak to you.  At the very least it will make you want to scroll down and watch the first free video on attraction marketing.

Phone calls use hooks too.

Headlines aren’t the only hooks that you need.  When you call someone or meet someone in public that you want to introduce to your business you need to have  question that you ask or a line that you say that hooks them.  It needs to be something that will give them a reason to continue talking to you.

This hook on the phone or in person will depend on the situation.  If it is the first time you have met this person and you don’t even know if they have any interest in starting a mlm business then you don’t want to use a hook like mike did.  If you know the person already has a home business then your hook might be something like, “How long have you been involved in your home business?” or “If I could show you a way to get invited to present your opportunity rather than having to cold call or bug family is there any reason why you wouldn’t listen to me?”

Creating a killer hook is just one of the many lessons that I have learned from Magnetic Sponsoring.  Many of these lessons can be learned by watching these free videos.  Click to claim your Magnetic Sponsoring.

So as you may know I subscribe to Mike Dillard’s, Magnetic Sponsoring News Letter.  I also own and love 3 of his network marketing training products.

So Today I was scrolling through past emails that I received from mike and I thought I would share one that stood out to me as a valuable resource as to how to sponsor and close your prospects.

Mike’s email,

“How I ‘Close’ My Prospects
For Incredible Results…”

Hey Curt, I was rummaging through the inbox today when I came across a fellow reader with a problem you’ve probably dealt with yourself. Here it is…

“Mike, after presenting my business opportunity, how do I make a successful closure? The prospect seems excited, but won’t make a decision?”

—————————————-
That’s a great question, and below you’ll find my answer. Whether or not you agree with it is up to you, but I’ll just say this…

Last month my primary company held an event in Vegas.

5 of the top producers were given awards on stage.

4 of them were personally sponsored by me. That’s a BIG nod to THEIR talents, and a small nod to my approach when it comes to sponsoring, which is what I’ll be sharing with you below…

Now in my experience, there are two approaches to “closing” in sales…

I’ll call them “guided” and “voluntary”.

Going for a guided close takes place during direct, person-to-person conversation.

That might be on the phone, or at the end of a meeting.

You’re there in conversation with your prospect and it’s decision time. They’ve gone through a presentation, and now it’s your turn to go for the sale and “close” the deal…

Many leaders in this industry have mastered this game. They have a response for every objection. They have a list of their prospects desires, their wish list, and their emotional triggers which they acquired from the previous “interview” conversation.

They will personally “guide” them down a path that leads to a purchase.

If the networker is skilled at the guided close, that prospect is going to “buy” today whether they want to or not.

These guys have become extremely talented sales people, and are usually the top recruiters in their company.

As I began to acquire my phone skills years ago, learning the “direct” approach was just an assumed requirement of the process.

I didn’t know there was an alternative.

If I wanted to sponsor a new rep, I was going to have to learn how to answer objections and close.

As I began to learn “real marketing”, a better option became available which went for the voluntary close - where a prospect “sells themselves” and makes the decision to purchase on their own.

Now both methods use salesmanship and influence. The primary difference between the two is that the prospect is not put on the spot or asked to make a decision by the sponsor directly on a phone call or after a meeting.

There are several reasons I personally believe the voluntary approach is much more powerful than a guided approach, and it comes down to one primary piece of psychology:

“A person convinced against their will is of the same opinion still.”

Many times during a guided sale, the person is buying for the wrong reason. It usually comes down to giving into the sales pressure which always leads to buyer’s remorse shortly after.

The salesperson gets the prospects emotions flowing and they have no time to think logically which is the recipe that always leads to a sale which is why it’s the primary tool of choice for direct response marketers.

This “heart only” approach is extremely effective, but counter-productive for our industry because we’re not making a one-time sale… We’re looking for the years of commitment it will take to build a successful business.

Unfortunately, once those emotions dissipate and logic sets in, the person may regret the decision they made, and in this industry, they usually end up quitting within days or weeks.

The ideal situation is where the prospects head catches up with their heart in order to make a “whole” decision which leads to a “voluntary purchase”.

You don’t want to convince your prospects to buy, you want them to convince themselves to buy, and then voluntarily make the purchase when the time is right for them.

Once they make their choice, it will be much more concrete and in order to stay congruent with that choice, they will work much harder and stay dedicated longer because “it was their idea”.

Now a voluntary approach doesn’t mean that you’re going to just act all “nice and sweet” and not go for the sale.

You’re still going sell the hell out of them.

But you’re going to do it indirectly through tools and marketing instead of direct personal pressure.

I want to hit my prospects with a new marketing piece every few days whether it’s through email, a letter, a website, a postcard… Whatever.

I’m still going to push those same emotional buttons, and I’m still going to ask for the sale, but I’m not going to do it directly through personal conversation.

I’m going to apply indirect pressure though my marketing which will allow them to come to a decision on their own and then force them to voluntarily “push the buy button”.

It’s this marketing drip-drip-drip process over time that allows their head to catch up with their heart and make the fully committed decision that’s so important in this industry.

Here’s my personal sponsoring process and it’s probably going to be much different than what you’ve been taught. In order for it to work correctly, you will need to be truly believe you are a leader and you cannot come from a place of “neediness”.

You must be completely willing to let a sale go.

1: Lead is generated and a quick introductory phone call is made just to let them know that I’m a real person. I’ll ask them a few questions, BUT, it’s not to build up “ammo” like their finding out their “reason why” so I can bring it back up later when it’s “decision time”.

I ask questions because I want to find out if this is someone I want to personally work with. Honestly, I’m trying to find a reason NOT to work with them or sell them product because the wrong customers/partners will cost you MUCH more than you’ll ever make in the long run.

This qualification process is evident to the prospect through the verbal and non-verbal leadership ques that are expressed during the conversation.  Things like energy level, voice level, tonalities, etc…

Now you’re probably wondering what all of those are, but honestly, if you truly see yourself as a leader, you’ll unconsciously start conveying these traits automatically.

2: If I like the person, I’ll give them the address to the business overview via email and then instruct them verbally and in the email to contact me when they’re done.

Because they came though a capture page when they became a lead, they are already in my marketing pipeline.

At this point, the ball is completely in their court.

I NEVER chase people. I’m too busy. And so are you whether that’s true or not. Your business lives in a state of abundance. There is no neediness.

My marketing system will stay in contact with them for me. I don’t have time to make follow up calls and I lose power if I do, but I will give them continual opportunities to contact me through my marketing campaign.

Scheduling follow-up calls and all that crap on your prospect’s terms… Whatever.
They call me and I’ll contact them back when I feel like doing so.

If you’re positioning yourself correctly, they will be excited and feel privileged that you contacted them.

(This is something pretty foreign to most networkers who deal with prospects who never return their phone calls and voicemails).

3: Once they do contact me, they’re going to have some questions which I will answer in a very friendly manner. I like this person and I wouldn’t mind working with them…

BUT, for the rest of the call, I’m silent.

I don’t ask them to get started and I don’t try to keep the conversation going.

Dead spots in a conversation ARE AWKWARD. You want to make them feel off-balance and then force them to fill the dead air.

My attitude is that you called me to ask me some questions which I will answer, and that’s it. Anything else that we discuss is up to you.

Because you’re unwilling to keep the conversation going or try to talk them into getting started, you are in the position of power.

In any relationship, the person who cares the least holds the power.

So I’m just going to answer their questions and then sit there. They’re testing me and my leadership frame whether they realize it or not.

And you know what happens 9 times out of 10 because I didn’t take the bait and start chasing them?

They fill that awkward silence with statements like, “So what’s next? How do I get started?”

Now in order for this method to work, you must TRULY see yourself as a leader and live in a mindset of abundance. If you don’t and you’re just pretending to act this way on a phone call, they will see straight through it.

You cannot pretend in anyway. You must truly live and believe that mindset.

This was only possible for me after I let go of the emotional roller coaster I was on when it came to building this business and just let whatever happen, happen.

If you want to learn how to become more “Magnetic” like this in your prospecting efforts, then stop making excuses (any of which are unacceptable considering it’s only $39), and buy the book already by going to…

http://lagoamedia.magneticsponsoringonline.com/?mad=12317

Not only will you get Free Priority Shipping if you live in the US, but you’ll have a full 12 months to review the course and put it’s secrets to work for you.

If you don’t get the results, you don’t pay a dime. It’s that simple.

Until next time…

Mike Dillard

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I hope you found Mike’s email helpful.