MLM Prospecting: Getting Prospects to Make a Decision
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MLM Prospecting:
Getting Prospects to Make a Decision
A good friend of mine said “Yes’s and No’s are fine but maybe’s starve babies”. This quick blog post will help you learn how to get people to make a decision in your MLM prospecting adventures.
My Best Tip for MLM Prospecting
My number one tip for you, the person spending time MLM prospecting is this: Never be addicted to the outcome. Never. Let me expand on the importance of this…
1. If you get involved with a network marketing company and you think of someone you know that would be perfect for it, don’t be addicted to the outcome of them saying yes to you.
2. If you get someone to make a decision and join your network marketing business, don’t be addicted that they will actually do something. Help them, coach them, encourage them to participate in MLM prospecting but simply don’t be addicted to them actually doing anything.
The reason this is so important is the less time spend being frustrated in this industry, the higher chance you will have success. Frustration means seeing the gap between what you THINK (or a version of reality you allow yourself to be addicted to) should happen versus what actually happens. When you have no addition to the outcome of things, you are free and non-frustrated.
Be a Coach in Your MLM Prospecting
This weekend I spoke at an awesome event called Live the Dream. I spoke on “Presenting for Profits”, how to make more sales on stage and on webinars and people really loved the value and I know we will create some transformational stories from this event.
Two guys that talked a bit about MLM prospecting were Bill Pescosolido and Mark Hoverson. Both of them stressed the importance of BEING the authority figure and a caring coach when you are talking to prospects. This is quite different than most people conduct their prospecting, seeking approval and permission. Here are some tips I learned that will help you get more people to make a decision.
1. It’s not yes or no, it’s this or that. Instead of asking them if they are open to watching your company video, ask them how soon they can watch the video and if they prefer to watch at 5pm or 7pm.
2. Be a coach. If they are saying that they are ready to join but aren’t going to do it for a week or two, ASK THEIR PERMISSION to coach them. Then, ask again. Something like this, “Do I have your permission to coach you?” If they say yes, “OK, I need to know if I am ok going deep with you?” And then if they say yes, you say “Let me ask you this question, have you ever struggled with procrastination?” They will probably say yes, as most people have. “What is the difference between today and two weeks from now?” If I am going to be your coach, I am going to coach you on making the right decisions to change your life and it is only those decisions that are going to have show up the things you stressed that you wanted so badly (repeat back to them the life benefits they talked about in your initial conversations leading up to this). When a prospect is NOT joining the money they are going to spend is consuming every ounce in their brain, you have to make that reduce and be filled with the visions of what they actually want their life to look like. Use the car example, ask them how their car was, the average is around $24,000 in America. When they tell you that price, ask them if they were happy when they got it and shared it with their friends and family members and how good they felt yet here was a buying decision that is unable to make you money, unable to change your life and depreciates in value every single day.
This part came from Hoverson and was seriously powerful. Look for a more detailed review later in the week with some fun videos.
FREE AUDIO! – Something Special for You!
The key to number two is understanding and embracing one term, “Money Acceptance”. I did an audio last year while in Fiji on our honeymoon and you can get it for absolutely free. Here is how you get it:
1. Comment below on something you liked about this short article or an MLM prospecting tip that you care to share.
2. Share this post on Facebook.
3. Shoot me an email to ray@rayhigdon.com telling me you shared and commented! (Yes, my biz mgr checks) and you can get my Fiji Money Acceptance audio for free!
To Your Abundance!
If you enjoyed this post please comment and share
Ray Higdon
Skype: ray.higdon
Email: RayHigdon@RayHigdon.com
Work With Me – Numis Network
Image(s): FreeDigitalPhotos.net
PS: The Pro Blog Academy has Been Re-Opened! But Only for a Limited Time! – Details Here
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Excellent post Ray.
This method is so much more efficient than having lots of hopes for your prospect all the time.
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Ray Higdon Reply:
October 25th, 2012 at 6:03 pm
Thanks Jay!
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Really agree with the concept of coaching prospect through the right actions and descisions by listening to their needs and wants and personality and assessing from one’s expertise what is best for the prospect
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Ray Higdon Reply:
October 25th, 2012 at 6:03 pm
You got it bro!
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Really agree with the concept of coaching prospect through the right actions and descisions by listening to their needs and wants and personality and assessing from one’s expertise what is best for the prospect, Great Post Ray Higdon.
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Ray Higdon Reply:
October 25th, 2012 at 6:04 pm
Thanks Adam!
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This will help you in your business
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Ray,
powerful approach you are sharing here. In order to offer coaching, in our mind we must have posture. It is so true when you pointed out that either yes or no is fine. To me, after a lot of hopes wasted, may be is a pure no. Which is great.
Looking forward for more reviews of “Live The Dream”.
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Yes’s and No’s are fine but maybe’s starve babies – So key to understand in order to move forward – thanks Ray. This article is exactly what I needed to hear.
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Great points, Ray. Prospecting with posture! I like the car analogy, too. Lots of great tips as usual. I liked what you said in the beginning of your post about not becoming addicted to outcomes. My mentor, Jay Moore, told me just that this morning. I thought I was trying to help people by keeping them motivated, but realize doing so is not helping me in the long run. I can only help those who want to be helped and who are serious about building their businesses. Prospects must qualify for my time for my time is valuable.
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Ray Higdon Reply:
October 25th, 2012 at 6:08 pm
You got it Getzie!
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I totally agree , Coaching and actually taking the time to listen ones needs rather than seeing what’s in it for me ! Usually coaches get the best out of their players by pulling out what was already inside of them !!! Great article
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Ray Higdon Reply:
October 25th, 2012 at 6:09 pm
Thanks so much Jacob!
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Maybes don't exist and I don't know why people use them…of course even myself sometimes. It's like trying, there is no such thing. Either you do or you don't. There is no middle ground in decision making. It's either Yes or No. Red or blue pill.
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What powerful positioning as a leader. I love this: “Do I have your permission to coach you?” I can just picture the prospect leaning in to hear what is next…. Excellent post and many golden nuggets. So valuable. Happy to share this with others.
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Loretta Helson Reply:
October 22nd, 2012 at 7:57 pm
Also.. pick up Ray Higdon's Pro Blog Academy here before it closes Tuesday midnight: http://yourkeys.problogacademy.com/
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Ray Higdon Reply:
October 25th, 2012 at 6:14 pm
Thanks Loretta!
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I love this approach Ray…. ASK THEIR PERMISSION to coach them. Then, ask again. Something like this, “Do I have your permission to coach you?” This will get their buy in up front and will reinforce what you will be coaching them about!
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Ray Higdon Reply:
October 25th, 2012 at 6:15 pm
True Bro!
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Hi Ray.
This concept was an eye opener. I could visualize myself, if someone asked me this kind of questions, being totally involved in the conversation not just giving a response.
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Hi Ray.
This concept was an eye opener. I could visualize myself, if someone asked me this kind of questions, being totally involved in the conversation not just giving a response.
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Ray Higdon Reply:
October 25th, 2012 at 6:17 pm
Exactly!
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Hey Ray, great content really like the comparison with the car purchase. I will definitely use this line. Sounds like you received lots of value from your event. So cool that you will share it with those of us still working on our business. I thank you.
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Ray Higdon Reply:
October 25th, 2012 at 6:18 pm
Welcome Fernando!
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I learned about not being addicted to the outcome a long time ago. But it's really important in this case because you have to be coming from a place of prosperity not poverty. This is a huge part of your mindset and being the authority figure instead of asking for permission. Keep in mind you are offering an opportunity to change their lives. Not always easy or fun, but a necessary part of becoming a successful entrepreneur.
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Hi Ray
Saw your webinar on Tweeter today, love to see the easy step by step program. Of course this post is great, I hate the part where people say maybe or not sure.In MLM Network marketing its all about coaching, teaching and learning.
Love to read more
Didier
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Ray Higdon Reply:
October 25th, 2012 at 6:20 pm
Thanks Didier!
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Valuable post , in particular the question "do I have permission to coach you"…. So many valuable tools to build your communication skills… Thank you.
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Ray Higdon Reply:
October 25th, 2012 at 6:21 pm
Welcome Ignite!
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Hi Ray,
Thank you for sharing Bill Pescosolido and Mark Hoverson's tips about BEING the authority figure and a caring coach. Asking for the permission to coach! What a strategy! I can see how this can really convey the idea that we care! Thanks, Ray!
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Hi Ray,
Thank you for sharing Bill Pescosolido and Mark Hoverson’s tips about BEING the authority figure and a caring coach. Asking for the permission to coach! What a strategy! I can see how this can really convey the idea that we care!
Thanks, Ray!
Viola Tam
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Ray Higdon Reply:
October 25th, 2012 at 6:22 pm
Welcome Viola!
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Ray you make excellent points here. I follow your blog because it is obvious why you are successful and you make sense. Keep the posts coming.
Thanks
Scott Moore
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"Questions you ask are always more important than anything you could ever say." Great question Ray.
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I especially like the coaching questions from Mark Hoverson. Interesting I wrote about his presentation today as well.
Specifically I liked how he does ask permission twice, can I coach you? Do I have your permission to go deep?
That double optin gets them to say yes twice and then they are more likely to listen and accept your coaching.
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Thanks, Ray.The biggest takeaway was the fact that we have to remain the authority figure and give direction and not be asking for permission.
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Hi Ray sorry to have missed the event
But thanks for filling us in, I cannot wait to hear more. Love the idea of the car Good Stuff Thanks for sharing Chery 
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Ray Higdon Reply:
October 25th, 2012 at 6:27 pm
Welcome Chery!
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Hey Ray!
Thank you for this awesome post on how NOT to become addicted to the outcome. So many do and I am just as guilty of this as well
Never be addicted to the outcome. Never. It is true we are much happier and less frustrated when we do not.
I really like the Mark Hoverson’s on just be a coach. If they are saying that they are ready to join but aren’t going to do it for a week or two, ASK THEIR PERMISSION to coach them. Then, ask again.
Awesome tips, and value here Ray!
Thank you,
Joan
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Excellent point, not to be addicted to your prospect's answer. Go for 20 no's.
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Terrific and valuable points Ray, something so simple yet so powerful. Not being addicted to the outcome is so critical, and important. Posture while you are prospecting and asking permission to coach them, I like that because it shows the you want to help but still keeping the authority. Always good stuff…
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This post is great because you will not be stressed about things when they don’t go your way.. Awesome!
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Your comment about asking to coach them definately conveys a sense of caring and that you truly want to add value to their life not just see them as a quick paycheck. Not being addicted to the outcome, can't tell you how many times I've heard that phrase, but it is sooo true!
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Your comment about asking to coach them definately conveys a sense of caring and that you truly want to add value to their life not just see them as a quick paycheck. Not being addicted to the outcome, can't tell you how many times I've heard that phrase, but it is sooo true!
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Hey Ray, that was an awesome article on prospecting. I shall be implementing this in my facebook prospecting efforts right away! Thanks again! =)
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great info!!!!
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Really great Ray, your tips are always successful and welcome, I serve to my business.
Greetings from Spain.
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Yes non Attachment is a Great life Principle!
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Car analogy is excellent. I will definitely use that example with my next prospects and let you know how I go..
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Hi! I learned from you, before, not to be addicted to outcomes, and keep telling my team about it…avoids frustration and keeps you moving! Also, loved the coach part, it works! I will include the car analogy, it´s awesome
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I like the example on coaching them, that was excellent since I’m in the coaching industry also.
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This is another Gem that you have published. A great article with lot of valuable tips. Keep writing.
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This is one of the hardest lesson for people to learn. Life holds stress and we add more to it when we decide to step out of the box with a mlm. If we can learn to build our business with care, personal development and, a righteous belief in our product, it is easier to avoid this addictive and destructive fortune-telling Ray speaks about. Stop being in the convincing game. Don't push. Lead. Those who will follow. Will. And, they are all who matters.
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I like the idea of taking the posture of coach and mentor. Your prospect isn't your ATM machinate, he's a person with needs, wants, and desires. If you help him solve a problem, your reward will come.
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Another great post Ray! Thanks for continuing to crank out value!
BTW – On Mod 2 of PBA, loving it!
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This is freakin' gold. THANK YOU.
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Great questions. Will start to use. Thanks.
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Yes Ray, when prospecting you have to be firm instead of trying to begg for the prospect to join your business. you must show him that the business opportunity is there for his own good, you are just showing him the way.
You are my hero Ray!
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Great Nugget Ray!! These are similar tips that you spoke about on one of the MLSP Webinars
Thanks
Andi
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This was value, thanks Ray!
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I really liked how you talked about not being addicted to the outcome. I used to stress about things not working out according to my plans.
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I have quite a few people joining next week or the week after that, you know that goes. I love the idea of coaching them before they join. This is going to work magic in my business!
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every article/ blog you post is always very helpful. tremendous leader and definitely a great mentor and role model for this industry. thanks ray for your commitment and dedication.
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Awesome Post Ray!
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This is so useful in my Business!
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