Another Drive Time With Diane clip where it’s just you and me in my car talking marketing.
This time I am talking about the biggest mistake most marketers make….
Talking TOO MUCH.
Learn how to close more often.
This is a video I cut over a year ago that I think is important to pull out again.
Lately I am seeing a lot of students that are struggling with starting conversations with people on the internet.
Here are some of the techniques I use to meet people, start conversations and eventually drive them to opt in on one of my sites.
A truth in home business prospecting, which has been proven over and over again…
People don’t join programs. People join people.
Sure, every once in a while a program will run an insane special, and jam a bunch of people into it. But they never stay for long.
Or another expression that turns out to be true…
“People don’t care how much you know until they know how much you care.”
How does this manifest in the way we prospect, in the way we talk with our prospects? Or for that matter, in the way we talk with anyone, prospect or otherwise?
We ask questions. Lots of questions.
We ask good questions. If we’re using a prospecting system, or even a script, it has lots of good, open ended questions. The kind of questions that get people thinking, feeling, opening up their imaginations. Laying bear their fears and frustrations.
And of course the system allows for us to be genuine, to be people who can respond to the answers with good, strong follow up questions. The kinds of questions that challenge people, and make them feel safe in answering honestly.
I learned quite a bit about prospecting with questions by reading The Greatest Networker In The World, by John Milton Fogg. If you haven’t read it, do yourself a favor and pick it up. It’s a magnificent story.
I also learned a lot about prospecting with questions by listening to people who were awful at prospecting. They plowed ahead with their “presentation” without any idea if what they had was right for me. They were too insecure or nervous to deviate from their “script.”
Or they asked questions in a way that told me they were completely uninterested in what the answers were. It wasn’t a conversation. It was waiting for me to stop talking so they could find a way to fit their opportunity into the conversation.
Total turn off.
Now it’s true that what you say about your home business opportunity is important. At the end of the questions, there has to be substance. The company has to be strong. The products or services have to be relevant. The marketing plan has to be fair. And it has to be presented in a clear, professional way (which is why the best presentations are made by an automated system).
The statements are important. But you’ll never get to them unless you learn to ask good questions.
Ask them with empathy, sincerity and interest.
Let the answers take you to the next questions, and the right statements.
I love when people ask me questions and I can cut a video or audio to help a lot of people out at once.
This video is in response to a person asking me what their next step was in a recruiting process.
Very often folks get so worried about “doing it right” that they lose their common sense and most of all their connection to the prospect.
What comes next has to do with what would serve the prospect best.
Our job is to share into and sort through people looking for the proper candidates for our team.
We all know how to just relax and have a conversation.
We do it all the time with friends, family and co workers…
So why is it so hard to do with a prospect?
Probably because we are attached to the outcome of the conversation as opposed to being IN the conversation.
Take a listen and give me your thoughts in a comment.
Ever have some one ask you if your program “works”?
Or have you asked anyone that question before?
Check out this talk where I explain what a goofy question that is and how you can ask better questions yourself and also handle it when your prospect asks stuff like this.
Diane Hochman Training
It’s interesting that I’m writing this, because I’ve always written and talked about how it’s unethical, and just plain bad business to steal someone else’s prospect.
It’s interesting, because in this true story, I am the one who did the stealing.
It was eight or nine years ago. My husband and I were just hitting our stride in terms of building an organization. We were in the middle of a heavy duty advertising campaign…mostly offline.
Our efforts involved a lot of local advertising. We concentrated most of our energy close to our home. But I also became well known for my product results…I had gotten some great weight loss and health results from this company’s products.
My husband was never shy about letting his colleagues know I had entered the home business world. One day, one of them called and told him she was contemplating getting involved with the company, but with a sponsor who lived about 100 miles away. She had sent her a sample of the product, as well as an application to join the company.
This lady was not getting the product results she wanted, and told my husband. He invited her to call me and review her use of the products, without any mention of the business.
The call happened a couple of days later. I got her straightened out with her product usage. It turned out she had contacted the woman who had sent her the products. She guided her incorrectly. We spoke about my story and the company itself. At no point did I mention her working with me. The company made it very clear they frowned on that kind of activity, and I try not to do things to people I wouldn’t want done to myself.
After a few days the woman called again and said she was ready to start the business…with me as her sponsor. I discouraged her, and suggested she go back to the person who sent her the original materials. She said she didn’t have confidence in this woman, and wouldn’t enter the business with her, even if I hadn’t shown up.
After thinking about it for a short while, I decided to accept her into my organization. The other woman did not take the news well. From what I understand, she left the company shortly thereafter.
This lady wound up staying with us for more than five years. She maintained great products results, and although she didn’t become a significant earner, she did supplement her income and was introduced to a whole new world of prosperity consciousness.
Is this “stealing?” Or is this positioning oneself in a place of authority and integrity, compared to someone else’s weakness?
Yes, we should always play fair. But when a quality person is asking you work with them after making an informed choice, it’s the right thing for everyone involved to welcome them into your organization.
Play fair. Always.
And become the person others seek out.
Video of me teaching LIVE at a recent event.
Most network marketers don’t even realize they are MARKETERS and spend their days engaged in activities they truly do not enjoy.
Learning the concepts of Attraction Marketing can make your life much easier.
Leave me a comment and let me know your thoughts.
If you’d like to check out the Attraction Marketing Training Community that I participate in check it out HERE
Here’s something that few people think about…
How do you make your prospects FEEL when they are around you?
Watch this video and leave me your thoughts.
In my opinion this is a BIG DEAL and can change anyone’s recruiting statistics almost overnight.
Join me on a back yard chat where I discuss how to start conversations with people in social media environments and how to convert these people into prospects by engaging their “NOSY GENE”
Thanks Dean Prochnow!
I forgot to post this call from October 13th but good
old Deano reminded me to put it up…
And I am glad he did because the call is about PROSPECTING
A new way of looking at it…
A new way of handling people and bringing them into your business
Truth is…
I couldn’t do it any other way.
To me…scripts and systems are artificial and just WEIRD
Check out how I recruit hundreds and hundreds of people here:
