Once you’ve identified your prospects, the next skill is learning how to properly invite them to find out more about your product or opportunity. This is by far the most critical skill to develop. I call it the “gateway” skill for Network Marketing. If you aren’t successful in getting anybody to take a look, then we can guess what your future will look like in MLM.Don’t be a hunter. Be more like a farmer.
- Build relationships.
- Build friendships.
- Build trust with the people you meet
Your goal isn’t to immediately recruit prospects. Your initial objective is to educate your prospects on what you have to offer and then let those prospects decide if it was something they wanted to do. Professionals don’t “pitch” their product or opportunity. Instead, when the timing was appropriate, they just invited people to do one of two things, based upon the individual prospect’s situation.
- invite them to attend some sort of event, such as a one-on-one or two-on-one meeting with another member of their team, a three-way phone conversation, a small group presentation in their home, an online webinar, a local hotel meeting, or some larger company event or convention. Professionals understand that personal interaction is a critical component when it comes to building trust, so they try to connect with people as much as possible.
- invite them to review some sort of tool to help educate them. Tools take many forms. There are videos we can send from our app as well as online presentations. One of my favorite physical tools is the travel incentives we can get from our InteleTravel back ofice.
While technology allows us to get people quality information quickly, there is nothing like a physical tool. In a world of bits and bytes, and in a Network Marketing world where it’s important to build trust, a physical tool makes it real.Of the two methods used to help educate the prospect, events are the most effective. There are lots of reasons. There is physical interaction from meeting with people, and that helps build trust. There is the important element of “social proof ”. It’s valuable for the prospect to see that there are other people actively involved, and find out what those people are like. There is education on the product and the financial opportunity. They get to see first-hand the kind of support that’s involved and they realize they won’t have to do everything by themselves. In most cases, there is excitement and urgency at these events. And, they get to hear stories of how things are going for other people. Those are some of the benefits.As a professional, you are going to be inviting your prospects to review a tool or attend an event. Here’s what you’re NOT going to be doing: You’re NOT going to be pitching people and trying to dazzle the world with your wisdom. That approach will feed your ego but steal from your bank account.Find what’s working best in PlanNet Marketing, develop your daily method of operation, and then train your people how to effectively do the same and invite their prospects to plug in.Let’s take a moment to talk about the emotions of inviting. There are four basic rules.
- Rule Number One You must emotionally detach yourself from the outcome. This is extremely important. Remember, our initial goal is education and understanding. If you focus on getting a customer or new distributor, you’ll constantly be disappointed and you’ll find your prospects running away from you.
- Rule Number Two Be yourself. So many people become a different person when they start inviting. This makes everyone uncomfortable. Be yourself. Just focus on being your best self.
- Rule Number Three Bring some passion. Enthusiasm is contagious. It’s okay to get a little bit fired up. Get focused. Listen to some music that inspires you. Smile when you’re on the phone. Your positive emotion will translate into better results.
- Rule Number Four Have a strong posture. Don’t apologize for what you do. Take charge. Be yourself, but be a bolder self. Be yourself, but be a stronger self. Be yourself, but be a more confident self—at least when you’re inviting.
So now that we’ve set the stage, let’s go through the invitation formula. This formula is designed to be used over the phone or face to face. It’s NOT to be used with texting, email, or any other communication tool—just on the phone or face to face. This can work with your warm market prospect (someone you know) or cold market prospects (someone you meet while living your life). I’ll give you examples for both.There are eight steps to a professional invitation. That might sound complicated, but with a little practice, you’ll find it’s an easy skill to master.
- Step One: Be in a hurry
- Step Two: Compliment the prospect
- Step Three: Make the invitation
- Step Four: If I, would you?
- Step Five: Confirmation #1–Get the time commitment
- Step Six: Confirmation #2–Confirm the time commitment
- Step Seven: Confirmation #3–Schedule the next call
- Step Eight: Get off the phone
This is such a critical skill to learn that I URGE you to locate and read the short booklet titled “The Hottest Recruiting Scripts in MLM” by Eric Worre, in the files section of our private group.