Build It and They Will Come!

One of the most important aspects of your network marketing business is the quality of the relationships you build with the people you talk to about it. You need to spend sufficient time with your leads to get to know them. Ask questions and really find out their story. Make it about them, not you. This will help you stand out among others they may be speaking with about MLM opportunities. Be understanding, responsive, and sincerely concerned. When you find out a person’s wants and needs, you can then show how your business can help fulfill their needs. You can provide value.

Here are some questions you might ask:

1. What are you looking for in a business?
2. Why are you searching for a home business? (This is one of the most important questions you can ask.)
3. How long have you been searching?
4. What do you do now? Do you enjoy it?
5. Have you tried other businesses before? If so, what was your experience?
6. What attracted you to this business?
7. Do you have a family? Tell me a little bit more about your children.
8. How many hours per week are you willing to devote to your new business?
9. What are you looking for in a coach and a mentor?
10. And of course, what questions do you have for me?

Let prospects know what they can expect from you as a sponsor. Assure them they won’t be left alone when they join your team.

To improve your prospecting skills, which will also build your relationship building skills, I recommend Tim Sales’ CD course, Professional Inviter. Tim walks you through the prospecting process step by step. He teaches five steps: 1) greet, 2) qualify, 3) invite, 4) close them to action, and 5) follow up. (And, you get to listen to Tim actually making calls. Learn more about Professional Inviter at Brilliant Exchange.)

I can’t emphasize Tim’s step 5 enough. You must follow up. Always. You can do this with an auto respond email, an occasional email, a postcard, or a phone call.

When following up, set a date and a time to converse further. For example, I ask, “When will you be able to look at the information I’m sending you by email? Great. Since you will be able to look at it tomorrow afternoon, is it okay to call you tomorrow evening around 7 p.m.?” Confirm a date and time.

In building relationships with your prospecting endeavors, it’s important to have patience and not be overbearing. Have you ever had someone call you day and night practically begging you to join their business? Did you want to run in the other direction? Don’t be that person. Allow your prospects some space and time to consider their decision and ask questions.

The bottom line is that building relationships and a successful network marketing team is a process that takes time—normally a two to five year process. Be patient. Continue to invest in yourself; hone your skills; commit to daily prospecting; and—most important—diligently build relationships with your prospects. If you follow these guidelines, you will be glad you did.