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MLM Training - How to Keep Prospects From Feeling "Baited and Switched"
By Tim Sales
Before a prospect will "reach out" for more information about your MLM business or products, you must absolutely create just the right amount of curiosity. Do it wrong, and they'll feel "baited and switched" or mislead. Continue reading to learn what I do to keep prospects curious and reaching for more.
One of the best things about giving people gifts is building their curiosity about the gift. Think about Christmas time as a kid: you know the size of the box but you don't know what's in it.
When the right amount of mystery is created, curiosity develops and soon you will find yourself waking up at some ridiculous hour so you can find out what's in that box.
It's this same curiosity that plays an important role when you're inviting a prospect to learn more about your MLM business. Curiosity is what you want to create with your prospect.
Curiosity is defined as: desire to know something: eagerness to know about something or to get information. So for you to be curious about what is in that box, you must have this urge or pull to open it; you must know what's inside of it.
Now let's transfer this to business. When a person tells you how fed up he is with his boss and you ask, "What are you going to do about it?" and that person responds, "I don't know," your reply back should be, "I may have a solution."
You've just created a moment of curiosity. If your prospect isn't curious when he gets off the phone with you, you have nothing.
On the contrary, if you call your friend and ask, "What are you doing Friday night?" and he says, "Nothing," good, the curiosity is there. But if you say something like, "Great I want to meet you and talk to you." and then when you meet up you discuss your business, you have changed his perception from curiosity to feeling tricked. Don't do that. It makes prospects feel baited and switched rather than curious.
Let me explain the difference between the two: it's the difference of being a consultant versus a salesperson. When you're a consultant, you help solve a problem; you do this by asking your prospect the right questions (this is covered fully in Professional Inviter) to fully identify what problem he needs solved-before offering the right solution.
A salesperson knocks on your door and says, "Would you like to buy a garden hose?" A consultant sees you in your front yard with a leaky garden hose and says, "You've got a lot of holes in your garden hose. I can help you with that." The difference is helping someone versus getting the door slammed in your face.
The objective is to create just the right amount of curiosity. I've found that if I tell all, at some point my MLM business is no longer interesting to the prospect. If I tell not quite enough, then there is no interest. But if I give enough information that's just "in between" and enough curiosity is created, then that prospect will want to know more.
And that's what you want to shoot for - just the right amount of curiosity to create enough interest that your prospect will reach for more information about your MLM business or products.
About the Author
Tim Sales helps network marketers gain the confidence and skills to be an MLM success. Learn how to become a true network marketing professional and sign up for his free MLM training newsletter and listen to free training at www.brilliantexchange.com
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