If you’ve done any mlm prospecting at all, you’ve received objections and even rejection. It goes with the territory. There are some objections, however, that are quite common, but still stump many.
If you don’t know how to differentiate between a legitimate objection and someone whose blowing you off, you will waste a lot of time on the wrong people, which will lead to much unnecessary frustration and anxiety.
Since these 4 objections are common in our industry, you’ll want to know exactly how respond in a way that lets your prospect know you’re in control.
So let me share with you what I’ve learned from Black Belt Recruiting, so you handle these objections with ease. There are many objections but, here’s what you’re likely to hear most often.
MLM Prospecting – What’s It Doing For You Objection
How much money are you making? – If you haven’t made any money worth speaking of, you probably cringe and break into a cold sweat when you get this question. Understand that this is a very bad question for anyone to ask. It proceeds from the assumption that whatever you’re doing is gonna happen for them, whether you’re making $2 a month or $20,000 a month. And we know that’s not a guarantee. Your business is only an opportunity, not a guarantee.
Your response should be: ”It’s not about what I make, it’s about what you’re gonna do.” Isn’t that the truth? Again this is about posture. This is someone who wants to take control of the conversation. Don’t let them. You take control and focus the question right back on them. After you respond, immediately move to your next question.
You could go another route and respond with: Well, I’m just starting, but the guy/lady who’s training me makes $_______ a month. Would you even be open to earning some extra money right now or am I just wasting my time?
Now, I’m more of a direct person, so I like the first approach because it let’s them know that their end result depends on them. Plus, sometimes when you tell people so and so makes $50K a month, it could have the opposite effect. They may think well I could never do that or that sounds to good to be true or hmm that sounds like a scam and so they don’t join. Most people won’t make that in a year, so it’s hard for them to conceive making that kind of money per month.
MLM Prospecting – Are You A Rookie or Vet?
How long have you been doing this? – Now, this is a legitimate question. Again, tell the truth. Don’t ever lie to a prospect. It may come back to bite you in the you know what.
Realize that whether the answer is 5 days or 5 years, it doesn’t take away from the opportunity. The opportunity you’re exposing them to is priceless. Now, if you don’t believe that, you need a new business.
Your response should be: “I’ve been in the business for x amount of time, but I’ll be introducing you to some of my business partners that have been in the business for ________. You’ll be working with them directly along with myself. So, it’s not just you and I. We’re a part of a team.”
It’s very important that your prospect know they’ll be joining a team. Their success will be a team effort and everyone is committed to helping them achieve their goals.
Now in the above mlm prospecting objections, the prospect is sort of putting you on trail. In the last 2, it’s themselves that they’re questioning.
MLM Prospecting – I’m Broke Objection
If it’s early on in your prospecting process, you reply: “Well it doesn’t cost you anything to check it out.”
Now, if it’s later in the process, meaning you’ve developed a good rapport with them, you know “their why”, and they’ve seen your company presentation, you reply with: “Frankly Mr/Mrs. Prospect, with what you’ve shared with me, I don’t think you can afford not to.” Then refer back to their why.
Maybe they’re about to be downsized, or work 2 jobs or are near retirement and don’t see how they can, etc.
It’s very important to know a prospect’s why. This will dramatically increase your chances of sponsoring them if you have this information.
MLM Prospecting – The Time Objection
I Don’t Have The Time – Someone could be saying this to blow you off or it could be a legitimate concern of theirs.
You reply with: “If you’re saying this to blow me off, that’s ok, but if you think this requires a huge amount of time, you’re wrong. You can start this business with as little as 7-10 hours a week. In fact, most people are part-time.”
Another response is: You know, we all have 24 hrs/day and if you’re gonna have the chance to enjoy the life you said you were committed to having (again know the “WHY”), you’re gonna have to make the time. I’ll help you with setting up some time management skills. Let’s make it happen.
MLM Prospecting – Your Takeaways:
1.) You must have posture. Do whatever it takes to get it. Listen to rap music, rock/roll, heavy metal, whatever your taste it. Watch Rocky, meditate, do breathing exercises, etc.
2.) Realize that you are in control. You are interviewing for YOUR business. You don’t have to work with everyone. In fact, you shouldn’t. You are sifting and sorting. It’s just like going to market to buy fruit. What do you do? You inspect it before you put it in your basket. You don’t just pick it up and throw it in. You look for holes, for worms, for rotten areas. The same rule applies here.
3.) You are looking for people who are serious, not interested. Everybody’s interested in making more money, but everybody’s not SERIOUS. You want solid business builders.
4.) Learn these responses, practice them, tape them on your computer, so you’ll be ready the next time you get one of these objections.
5.) Further equip yourself. Invest in your prospecting education.
If you want to make any money in this industry, you need to become an expert in MLM Prospecting.
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