The Magic Words For Sponsoring More Reps And Selling More Product In Your Business
It’s 10:30 on a Saturday morning and here we are sitting in a training for our network marketing company. We’ve been awake since 6 to get our boys to the baby sitter and up to Salt Lake City, which is a 2 hour drive from our home.
We make this trip once a month, because we know if we follow a proven system, our business will continue to grow.
3 years ago we would have been sleeping in, exhausted from the 40-50 hour work week. Whit, with no end in sight to the rat race of climbing the corporate ladder, and me, unable to jump off the hamster wheel of running my own salon.
But life has a way of surprising us.
When the economy dipped, Whit was laid off for the second time in our marriage, and, because of a few separate lay offs in our tiny little community in south central Utah, my salon clientele was literally cut in half almost overnight.
The life we had built together fell apart. We had a brand new baby, were drowning in debt, lost our house, and found ourselves moving into my parent’s basement.
As awful as that time in our life was, I am forever grateful! Because for the first time, we were humble enough to look into something different – a different way to make money and a completely different lifestyle for our family.
As skeptical as I was going into that first network marketing meeting, I was introduced to residual income and our lives were never the same.
Fast forward to today…
We have 2 beautiful boys and Whit gets to help me raise them as a stay at home dad. We never have to worry about being “laid off” again and build our business as a family, traveling the country. We have a life of choice… And yet, we choose to be at a training at 9 am on a Saturday. Why?
These past 3 years have been life changing for sure. But there’s something we’ve learned in building a successful team and stable residual income using both online and offline recruiting tactics. If we aren’t continuing to grow, we’re shrinking. There is no standing still in network marketing.
So with that said, what if you could double your sales and recruit twice the amount of reps you usually do this month without working any harder? What if your team could do this as well?
I don’t know about you, but I like to make a whole lot of money without having to kill myself while doing it.
There are a few phrases we’ve learned that have completely changed our business. We call them the magic words to selling and sponsoring, because they really are magic words. When you nail them, and perfect these phrases, you’ll see the difference in how people respond to you.
But first, let’s look at the mistakes a lot of us tend to make in our businesses and how to fix them.
Mistake #1- Talking about the products/biz opportunity
If you’ve got great products, it’s easy to get caught up in the science. If you’ve got an amazing comp plan, it’s easy to get caught up in the details of how someone gets paid.
What happens when we do this is we tend to speak another language. Words that may mean a lot to you or to your company don’t necessarily mean anything to the prospect sitting in front of you or the prospect you’re talking to online or on the phone.
When a prospect is listening to you talk about the features of a comp plan or about the ‘bionic’ ingredients in your product, they are asking themselves: “So what? What does this have to do with me?”
Unconsciously, people are walking around and looking for things that can benefit them. Before we make any decisions we ask ourselves what’s in it for me? What is this going to do for me?
If you want to be effective in influencing people, you need to keep that at the forefront of your mind.
To fix this mistake, you need to talk about what your products or opportunity can do for your prospect. Why would someone buy products or join your team? What problem are they trying to solve? What benefits or results are they looking for?
If you spend 90% of your time talking about the benefits of joining you, and only 10% of your time talking about the details, you’ll find people respond to you even more.
If you can imagine or somewhat grasp what your prospect’s motivation may be, you’re already half way there. As network marketers we’re always solving problems, whether we’re sitting in front of our prospect or connecting with someone online. We need to constantly find people’s problems and then offer our solution.
Instead of talking about the details of your product, you want to focus on the end result.
Product examples: My product can help you lose weight, have younger looking skin, make you sleep better at night, have more energy, etc.
Business examples: My business can help you make money while you sleep, save money on taxes, not have to worry about being laid off, set you up for early retirement, spend more time with your kids, etc.
These are the reasons people will join your team. It’s the end result that they’re after.
Sell the destination… not the airplane.
Mistake #2- Making benefits sound boring
It’s easy when you’re talking about how your product or business can benefit someone to come off boring. You may be doing this without even realizing it.
You need to fire it up! People don’t buy your product and they don’t buy your business… They buy their feelings and how you make them feel.
80% of all people’s decisions come from a feeling nature, while the other 20% they back up with logic. So if you really want to grab people’s attention online, on the phone, or when you’re speaking to them in person, focus in and describe the feelings or the experience that person will have if they buy your product or join your business.
Instead of simply saying your product can help someone lose weight, say something like:
“My product can help you actually feel excited about summer, because you’ll be in such great shape, you’ll feel totally confident and sexy in your bikini.”
Instead of saying your business can help someone make more money, say something like:
“This business can help you sleep better at night and feel much more secure that you’ll have enough money to retire comfortably.”
See the difference?
Another example to a working mom:
“This business can help you fire your boss so you can work from home, making great money, and you won’t have to feel guilty about missing out on your children growing up anymore.”
The more specific and relevant you can make these phrases and messages to your prospect, the more powerful they will be. You are painting pictures of a better life for your prospect… of things they ultimately want. The more skillful you are at that, the more powerful the impact you’ll make.
Mistake #3- Not customizing your message
I’ve seen a ton of people make this mistake, especially online. You may be talking about benefits and you may be talking about feelings, but your messages are still too generic. You’re using the same message for everyone!
Using the same kind of sales message or the same kind of sponsoring message for everybody that you meet is not going to be as effective as if you can customize that message to fit your prospect’s pain.
What would that look like?
Say you’ve connected with someone on the phone or you’ve met through Facebook and you’re chatting with them back and forth and they ask what you do and you say:
“My business helps people make more money and have more free time.”
That’s not bad, right? But what if you’re talking to a corporate executive? You need to customize it to fit that person’s wants/needs. So say something like:
“My business helps stressed out execs get out of the rat race, and make a 6 figure income, working part-time from home.”
The first message is okay, but the second message is more compelling. The more specific and relevant the message is for your prospect, the more influence you have.
This works for people that may already be using your products or have already joined your team too.
Say there’s a convention coming up… Most people would say:
“Convention is next month. You should come.”
A better way to invite would be:
“Convention is next month. If you attend with me we’ll learn the skills to recruit all these skeptics we’ve been talking to about this into our businesses.”
So here’s how you get started on customizing your message. (These are very basic formulas.)
“I help ___________ to _____________.”
I help (this kind of prospect) to (get the kind of results/benefits THEY want)…”
Now take it to the next level.
“I help ___________ to _____________ so they can _____________.”
I help (this kind of prospect) to (get the kind of results/benefits THEY want) so they can (have these feelings)…”
To create powerful messages, especially when talking to people about your opportunity online, there are 2 keys to remember that will make the difference between you making a little bit of money and you absolutely crushing it!
Key#1- Know who your most ideal prospect is. (Target Market)
This is the most common mistake I’ve seen most people in network marketing and direct sales make. The truth is, probably everybody could benefit from your business, right? You’ve probably been told everyone within 3 feet of you is a prospect.
We talk to people all the time and when we ask who their ideal prospect is they answer everyone!
That couldn’t be further from the truth. If you’re trying to market to everybody, you will convert nobody. Your target market depends on what your product is, what kind of business you’re building, and who you have access to.
Key #2- Know what’s important to your ideal prospect
Once you know who your target market is, you need to be able to understand that person… to be able to profile them. You want to be inside the head of your prospect. You want to know exactly what that person’s problem is and what is painful for them. You want to know what they want more than anything in life.
What are the benefits? What are the results? What are the experiences? Most importantly, how do they want to feel?
So write it out. Profile your ideal person you want in your business or on your product. If you use this in your messages you’re going to find people respond very differently to you and your opportunity.
This entire skill set is most important because if you blow this, it’s like having cotton candy on the end of your hook while fishing. It doesn’t matter how many people you talk to, you won’t convert very many into your business.
When you nail it though, when you’re targeting the right people with the right message, the results are more customers, more reps, and more money… WITHOUT having to work any harder.
Click here to sign up for our FREE 10 Day Online Recruiting Boot Camp, where you’ll learn how to leverage the internet to prospect and recruit more customers and reps into your business, without having to talk to uninterested family and friends.