“What we’ve got here is a failure to communicate.” - Paul Newman. Maybe you have heard this quote from 1967 movie, “Cool Hand Luke” before.
Not everyone has great communication skills, some of us are better communicators than others. But thank goodness effective communication is a skill that can be learned.
To be successful in network marketing you need to have at least the basics down. You need to be considerate of your potential customer or team member. Don’t ‘throw up’ on them, in other words don’t dominate the conversation by overloading them with facts and details about your opportunity. Ask questions and find out if there is a need for what you have to offer instead.
And then….LISTEN!!!
Has this ever happened to you? You’ve introduced a prospect to your opportunity, you did a great presentation and he even showed up for a late-night conference call. All excited he asked you, the question you’ve been waiting for… “What does it take to get started?”
And then, you blew it!!
You blew it because instead of answering the question you went off on a tangent on how great your company is. Hello, were you not listening?
When someone asks you what it takes to get started, you answer the darn question. You don’t get into more details about your company or how many products they have or how many patents are pending or how many awards they have received or any of that nonsense. The person is already excited and wants to START or he or she wouldn’t ask what it takes to do so.
The only thing you say at this point is…
“It depends, they have different starter packages. Do you want to build your business fast or do you want to build it slow?”
If you like to talk you’ve got to learn how to “zip it” or you’ll have a hard time sponsoring anyone into your business.
I remember a conference call with Dani Johnson a long time ago where she suggested having a roll of duct tape next to your phone when you call potential prospects. Cut off a strip and use it to cover your mouth between questions. Kind of like, you ask a question and then you put the strip of duct tape over your mouth and really listen to the answer. Ask another question, and do the same. Repeat until your prospect is ready to join.
And especially at THAT point….APPLY DUCT TAPE!
You’ve got two ears and one mouth for a reason. Listen twice as much as you talk to avoid any failure to communicate.
When you reach the point in your sponsoring process when your prospect, or customer is ready to make a commitment you’ve got to stay extremely focused and totally tune into him or her. Don’t just listen to the words that are spoken, but also to those that remain unspoken.
Let’s say you are chatting with a prospect on Facebook. Watch how the conversation progresses. If your prospect was “chatty” at first and shared a lot of information with you and suddenly his responses dwindled down to one or two words, you’ve lost him. And once you’ve lost him it is very hard if not impossible to get him back. So remember to apply the duct tape and avoid any failure to communicate.
Over to you….Has anything like this ever happened to you? Are you a chatterbox? Please share your experience in the comment section below. Thank You!
To Your Massive Success!
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