In today’s blog, we’ll look at your business using the Inviting Formula and focus on closing your prospect to action.
This is one MLM training tip that could earn you thousands! Implement this easy network marketing technique, and you’ll be amazed at how many prospects will rarely tell you, “I didn’t have time to watch (or read) it.” This technique also works well to prevent business prospects from disappearing and avoiding follow-up calls.
How to Get Prospects to Do What You Want
A lot of network marketing professionals seek proven MLM training advice and ask me what my trick is for getting prospects to actually watch a DVD, listen to a CD, or review some literature – something that introduces the prospect to your MLM business. So often, these network marketing business materials get passed out, prospects say they’ll review them, and then you never hear from them again.
My experience is that you’ll get better results in your MLM business if you use the right technique before you even give that prospect a DVD, CD, or piece of literature.
This technique is called Closing Your Prospect Into Action. The close to action step is part of a six-step formula I always use whenever I am prospecting for MLM business partners or people who could benefit from my products.
Close Your Prospect Into Action – Explained
Handle any objections/questions
Close to action
Follow up/Follow through
Don’t confuse Close to Action with closing techniques. This discussion is exclusively about closing people into action during the conversation when you first introduce your MLM business or product. It’s not closing someone to buy something or closing someone to sign a distributor agreement. Although these are similar, that is not what I am discussing here.
A Sample Close to Action Conversation
You ask how her job is going and she says, “Oh, okay I guess.”
You: You don’t sound very enthused about it. Is something not right?
Prospect: Well, I’m just tired of the same old grind. Day-in, day-out. I just really thought I’d be in a different place in my life by now.
You: I know how you feel. Where did you think you would be by now?
Prospect: Well, I certainly didn’t think I would spend my life working like a dog just trying to cover bills. I didn’t think I would marry the man of my dreams only to have us wave goodbye to each other every morning and rarely see him. Just everything is a struggle; you know what I mean?
You: I absolutely know what you mean. Have you thought of doing something else? Do you see this changing anytime soon?
Prospect: Yeah, I’ve thought about it. But jeez, we’re just so invested in our careers. I feel trapped!
You: You and I are very similar. What you’ve said about not being where you wanted to be, I can relate to that. I think you would benefit from seeing a DVD that is purely educational. If I order this for you, will you watch it?
Prospect: Yeah, what’s it about?
Close to Action Point No. 1
You: It’s about what we’ve been talking about! It’s about not working like a dog and spending time with the man of your dreams! I’ll see to it that you get the DVD in the next 24 hours. You watch it and then you and I will talk about it. I want to help you solve this trapped feeling! Deal?
Close to Action Point No. 2
Prospect: That works – thanks!
Point No. 1 is the Close.
What you’re doing in the close is concluding the conversation. Caution! Don’t jump ahead of yourself and give your prospect ALL of the great details about your network marketing company at this point. I’ve only found this distracts prospects and creates objections.
POINT No. 2 is the Action.
What you’re doing in the Action is creating agreeable steps to help the prospect get what they’ve stated they need, want or don’t want as it pertains to your network marketing business.
Your friend very clearly stated that she didn’t want to work like a dog. She wants to spend time with the man of her dreams and she doesn’t like feeling trapped. You smartly gathered this valuable information because you followed the Inviting Formula and very effectively executed the Qualify step.
The Close to Action Magic
You didn’t prematurely blurt out a solution when she first said her job was, “Oh, okay I guess.” You used her exact words in the Invite and Close to action steps. It was like magic.
When these steps are executed EXACTLY as I’ve described you will not have or will very rarely have, “I didn’t watch it.” As a result, more prospects will be evaluating your MLM business and if your business is what they’re looking for, you’ve just found yourself a new network marketing business partner.
Next Steps: Want more ideas on closing more people to action? Check out Tim’s free MLM training library and set yourself on the path to more business partners – closed.
About the Author
Tim Sales helps network marketers gain the skills necessary to be successful in MLM. His MLM training is based on his personal success of building a downline of 65,000 people.