Increase Distributor Sign-Ups and Sales By Removing Your Prospect’s Fears: Part 1

There are distributors in MLM home based businesses today that are probably urging to get a very good prospect that will buy from them. Some distributors may put all their effort and time into a few prospects that they believe will either purchase their products or sign up for their primary opportunity. Things may go good at first when trying to connect with them, but then out of no where either your prospects stopped returning your calls, or flat out told you that they don’t think what you’re trying to sell them will work.

Why is that? What makes a prospect interested at first in what you have to offer, and then all of a sudden they vanish never to return? What makes prospects all of a sudden tell you no when they had been leading you on as if they were ready to buy or sign up to your MLM business? These are questions anyone in network marketing is probably asking himself or herself. I can tell you that there can be many reasons for a prospect to change shift, more than I can explain in one article. In this post I want cover the topic of fear, which is one of the biggest reasons prospects change their minds.

I’ll tell you off the bat, fear is a poison that controls people today. With the massive layoffs that occurred within the last couple of years, people fear of losing their jobs. With the swine flu that occurred last year, people fear of catching it and dying. When someone purchases a product from a company that doesn’t work, they fear of buying from that same company again, let alone a product. So what if they were part of a MLM company that went out of business? You guessed it.

Your job as a network marketer is to help the prospects remove their fears. The thing you have to understand when doing that, is that some people have their fears hidden. They have them masked underneath because they don’t want other people to know about them, for they believe they will look weak if others did know. Most people don’t trust others with telling them what they fear. So if you haven’t built a relationship with them, they won’t trust you either.

To remove the fear from your prospects, you have to ask questions. Lots of questions if need be. First you need to build rapport and make them feel welcomed and happy that they’re talking to you. Get them comfortable by talking about everyday stuff first. Use a bit of humor to make them laugh or smile. Then afterwards, ask questions of their needs. Sometimes they will give you signals of their pains or past experiences. When you do that, you open doors to remove the pain and fear they’re having.

People want help from those willing to understand where they’re coming from. Take note that it takes time before a prospect will buy from you. It can take months before someone purchases from you or signs up for your business. During the whole duration you should be trying to build a relationship with them. Be a good listener and take notes of what your prospects say to you, and keep them on file so you can go where you left off. That way, your prospects will appreciate that you learning about them.

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