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MLM Prospecting Secret Tips: The Indirect Hook
Sometimes I realize that there are things I routinely do that I forget to teach. Today I am sharing one of my most beloved MLM prospecting tips, one that I have never actually taught, the indirect hook.
How to Get More Sales Without Feeling Sleazy
When you are studying how to do prospecting or different recruiting methods, do you ever shudder to consider trying the idea presented? Do they just sound too salesy? For me, the answer is yes. There are actually a lot of lines and “closes” that trainers talk about when it comes to prospecting people that make me cringe and I would never actually do them. This is one of those recruiting methods that ANYONE can actually do very easily.
This recruiting method avoids the “awkward silence”, which, we can more accurately call, prospect resistance, and uses a pull method rather than a push. It is one of the ways I talk to people that does the following:
1) Establishes me as a person of influence
2) Makes me stand out
3) Gets them to (a lot of times) ask me questions
Using the Indirect Hook on Your MLM Prospects
First, lets demonstrate.
Sample Conversation with MLM prospects using the indirect hook
You: What is it that you do Bill?
Bill: I am a realtor in Cleveland, Ohio.
You: Awesome, how long have you been doing that? Do you enjoy it? (let them talk as long as possible)
Bill: By the way, what is it that you do?
You: I actually teach people how to create an additional income from home. Bill, as a realtor do you mainly focus on residential?
Do you see how that worked? Now, chances are, Bill will stop you in your tracks and ask for clarification on what you meant about creating additional income from home, because, it was NOT the focus of your conversation and you have been listening to Bill. This is the hook. Now, if Bill does NOT stop you and ask for more information, you still have Bill as a new MLM prospect that you can touch base with at a later date.
Structuring the Indirect Hook for your MLM prospects
Yesterday I talked about why your MLM prospects do not listen to you, it is amazing what happens when you actually listen to them and they want to reciprocate however you want to avoid the rapport you have built by hitting them with a pitch.
Talk to them as long as they will talk (ok, to a degree) and they most likely will ask you about what you do. Choose an appropriate response based on THEM and then finish it off with a clarifying question about what they have said. Some examples:
I help people make money using the Internet, now Bill, do you mainly work high end residential or do you have a preference?
I help people make money marketing gold and silver from home, and just to clarify Peggy, has financial planning gotten tougher in this economy or has that affected you at all?
Listen more and use the indirect hook on your MLM prospects and not only will you NOT feel sleazy, you will create more friendships as well!
If you enjoyed this post please comment and share if you want more content like this
Ray Higdon
Skype: ray.higdon
Email: RayHigdon@RayHigdon.com
Work With Me – Numis Network
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December 7, 2011 at 1:07 pm
Another great post Ray! I really enjoy all the effort and FREE content you supply on a daily basis. I look forward to joining you very soon! Have a awesome time in Vale, CO with your family and friends over the holidays. You absolutely deserve your incredible success!
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Ray Higdon Reply:
December 9th, 2011 at 3:51 pm
Thanks Keith!
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December 7, 2011 at 2:23 pm
LOL!!! I’ve NEVER read this type of “hook” anywhere else before. This is crazy stuff man!
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Ray Higdon Reply:
December 9th, 2011 at 3:52 pm
Welcome and enjoy!
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December 7, 2011 at 2:34 pm
Love the indirect approach to prospecting. Good post Ray!
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Ray Higdon Reply:
December 9th, 2011 at 3:52 pm
Thanks Mike!
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December 7, 2011 at 2:37 pm
Hey Ray, this technique is very powerful just the line about creating additional income from home.. I’m going to use this in my arsenal, thank my man
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Ray Higdon Reply:
December 9th, 2011 at 3:52 pm
Use away!
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December 7, 2011 at 2:53 pm
I like this one. It has a ‘bait, then take away’ feel to it.
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Ray Higdon Reply:
December 9th, 2011 at 3:52 pm
As do most of my tactics =)
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December 7, 2011 at 4:02 pm
Wait, this requires an…. actual conversation??? lol… I thought everything was supposed to be automatic?
You know I’m just kidding, this is where the real marketing hits the road. Excellent, as always, Ray!
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Cathie Heath Reply:
December 7th, 2011 at 4:40 pm
Found myself giggling at Jill’s comment…it
was exactly what I was thinking!
Most people don’t want to have a real conversation
with their prospect, then wonder why nothing seems
to be happening.
Great post!
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Ray Higdon Reply:
December 9th, 2011 at 3:52 pm
Haha, so true
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December 7, 2011 at 4:38 pm
Cool Man !
Love this aproach
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Ray Higdon Reply:
December 9th, 2011 at 3:52 pm
Thanks Hezi!
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December 7, 2011 at 5:38 pm
Hey Ray,
I really love this approach. I use it quite often and it’s a great way to really connect with the person and at the same time their interest in what you do is reciprocated.
Great stuff!
Sherman
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Ray Higdon Reply:
December 9th, 2011 at 3:53 pm
Cool, thanks Sherman
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December 7, 2011 at 5:48 pm
Hello Ray,
Thanks again for your article I especially liked the Sample Conversation with MLM prospects using the indirect hook part.
Thanks
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Ray Higdon Reply:
December 9th, 2011 at 3:53 pm
Welcome Norman!
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December 7, 2011 at 7:29 pm
Thanks Ray – you have so many great tips for all of us.
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Ray Higdon Reply:
December 9th, 2011 at 3:53 pm
Welcome Val!
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December 7, 2011 at 8:30 pm
Great post Ray! I always feel the need to give a long explanation for what I do and sometimes it feels awkward but I really like your suggestion, simply state what it is that we do as network marketers then go right back to learning more about the prospect. This is not salesy at all!
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Ray Higdon Reply:
December 9th, 2011 at 3:53 pm
That is too hard to do!
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December 7, 2011 at 9:53 pm
I can never get the FB plugin to work on your page. But I love this tip. I was missing the most important part that keeps the convo focused on them. Thanks!
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Ray Higdon Reply:
December 9th, 2011 at 3:53 pm
Welcome bro
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December 8, 2011 at 12:00 am
Hey Ray,
Awesome Post! I love your content and you leadership. This post is a thumbs up, one of the best I’ve seen from you.
George
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Ray Higdon Reply:
December 9th, 2011 at 3:54 pm
Thanks George!
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December 8, 2011 at 6:34 am
Hello Ray, this is post definitely contains a gold nugget I’ve been looking for. You’re so right, using the indirect approach to asking a question of your prospect will get them thinking in the right direction. It makes them curious to find out how you help people make money from home or using the Internet.
Thanks for sharing!
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Ray Higdon Reply:
December 9th, 2011 at 3:54 pm
Welcome bro!
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December 8, 2011 at 8:07 am
I guess i learned that from you big dog. It reminds of me of how to win friends and influence people, great tip dude
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Ray Higdon Reply:
December 9th, 2011 at 3:54 pm
Yeah man, rock on
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December 8, 2011 at 8:16 am
Genius Ray, I’m “hooked”
Such a simple concept that anyone could use immediately. Thanks again for the VALUABLE info!!!
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Ray Higdon Reply:
December 9th, 2011 at 3:54 pm
Welcome William!
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December 8, 2011 at 8:22 am
Hi Ray,
Listening is the foundation of this strategy. Love that.
Listen, respond with the indirect. It will make the person think a bit and like you said, it’s an instant relationship builder.
Thanks for sharing your insight.
RB
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Ray Higdon Reply:
December 9th, 2011 at 3:54 pm
You know it bro!
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December 8, 2011 at 6:39 pm
Great advice Ray. Best of all, it is not salesy in the very least. Gotta try it out immediately.
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Ray Higdon Reply:
December 9th, 2011 at 3:54 pm
Let us know!
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December 21, 2011 at 6:07 pm
I just put this into play and had an amazing conversation! My posture was the strongest the whole time and my prospect was treating me as the authority. This one trick changed me from “desperate to get your money” to “Here to lead you” Thank You!
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Ray Higdon Reply:
December 21st, 2011 at 6:14 pm
Way to go!
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January 3, 2012 at 3:28 pm
Awesome stuff here Ray. I really appreciate your tips and tricks on prospecting. You da bomb.
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January 8, 2012 at 4:13 pm
Awesome prospecting tip Ray, I’m definitely gonna try that one!
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February 5, 2012 at 11:52 pm
Great Tips as alway.
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February 22, 2012 at 3:43 am
great post
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February 22, 2012 at 3:43 am
great post
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February 22, 2012 at 4:29 pm
Great post – Love the indirect hook.
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February 22, 2012 at 8:36 pm
great tips!
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