Matchmaker, Matchmaker

Some people resist MLM because they don’t want to be in sales.

That’s a good sign they may be perfect for this business!

Your image should never be that of a salesperson. That is not what you are.

“Sales,” as it’s typically practiced, isn’t conducive to network marketing success and a good MLM training program will discourage distributors from learning cute sales techniques.

The pros who coach MLM distributors know this very well.

To fully understand this, let’s first define “sales” as it’s commonly practiced (as opposed to skilled sales which is on the endangered list).

When most people think of sales, they imagine trying to change people’s minds and getting them to do something against their will. That is bad sales, is irresponsible, and should not be practiced in multi-level marketing or any other profession.

So what should our self-image be, if not that of a salesperson?

I identify myself as a “Matchmaker.”

My job is to find people who are looking for a home business, and then through a friendly interview, determine whether we have a match.

Many distributors give sales presentations to every prospect they talk to:

· Our company is..
· Our product is…
· Our compensation plan is …
· Our support system is …

That’s the “sales” approach, but it’s disrespectful and a waste of your time. It’s an approach that will slow your business down.

As a match-maker, your first step should be to learn about your prospect.

· What are they looking for?
· What type of business would get them excited?
· Why do they want a business of their own?
· What motivates/inspires them?
· What type of time/money resources are they willing to commit?

Once their needs, wants and resources are established, then you evaluate together, whether your opportunity is right for them.

IS THERE A MATCH?

You come to that decision together.

It is a mutual decision made by equals who are exploring options with the same interest in mind.

If you feel that you're trying to get your prospect to join, but they're fighting you, then you’re doing something wrong.

You aren’t on the same side.

You’re in “convincing mode.” You’re trying to persuade, to change a mind. And that will never happen.

“A mind changed against its will, is of the same opinion still.”

When you prospect correctly, you and your prospect have the same interest and are after the same goal – to see if this is the right opportunity for them. Yes, or No, is fine. The objective is not to get them to sign up, it’s to determine whether or not this is a good match.

This approach has many benefits:

• It reduces frustration caused by trying to “convince” people.
• It eliminates the tension caused by the feeling of “fighting” prospects who always seem defensive.
• It takes responsibility off of you for being an “unsuccessful” salesperson.
• It removes pressure from the prospect who automatically goes on the defensive when being recruited.
• It takes pressure off of you because your goal is never to enroll anyone. It’s just to find whether you have a “match.”
• It provides many spiritual benefits as you seek the best for each person you talk with, and not just a pre-determined end-result.
• You enroll more people because by having prospects’ best interest in mind, you win their trust.
• The entire process is more fun!