Recently, I wrote an article called, “BUT I DON’T WANT TO SPEND ANY MONEY! Objections About Home Business Start Up Costs.” It talked about making sure your home business prospecting system is clear about start up costs. The last thing any of us want to do is spend time talking to unqualified, non-serious prospects. It wastes our time and saps our energy.
But no matter how strong your system is, these folks occasionally get through. Rather than see this as a bad thing, why not see this as a learning opportunity? Consider it a chance to build your skills, grow your confidence, and maybe even turn a poor prospect into a customer or future home business professional – in YOUR organization.
Here is how to talk to these people…
1. First and foremost is keeping the upper hand in the conversation. This doesn’t mean you should be rude or abrupt. But it does mean you must maintain the confidence in what you are doing. NEVER look for ways to bring someone in less expensively, or for free. It sends a signal of weakness. It tells the prospect you want them in your business so badly you are willing to bend your expectations.
Even if it’s been forever since you’ve sponsored someone, you must still come from a position of strength. If you bring your prospect in any way other than through your system, you have destroyed the system’s credibility and effectiveness. Your new person will learn from your experience and duplicate what you have done. You now have an organization of bargain hunting short cutters.
2. Use the example of franchises to explain the business model to your customer. Every franchise sells not only its products or services, but its organization and brand. There is value in the company, and there is a start up cost in doing business. If you need to rely on numbers, it would be a great idea to know the start up costs for different type of franchises, including restaurants, computer service companies and others. It would also help to know the royalties. No doubt your network marketing company’s costs are much less expensive.
3. If you continue to get objections, or any kind of hesitation, have a tool or system to point the prospect back to. You must always position yourself as too busy to argue or debate. You have others waiting for the chance to work with you. And if you do this correctly, and with enough people, that will become the truth!
4. Unless you have decided you absolutely do not want to work with someone, do not take them out of your prospecting system. Continue to send them emails. Keep them on your list. Invite them to conference calls. Give them content that provides real value and real service. Over time, some of these people may choose to work with you. Some may also choose to be customers of your products or services (which is where some of the greatest business builders come from). And some may refer their own contacts to you, which opens up a whole new circle of influence to your products and your opportunity.
Yes, it’s not much fun to hear people’s objections. But handled correctly, you will find the ones who are ready to grow into a solid home business professional. And you will become stronger and more abundant in the process.
