The Keen Marketer

Facing new people as a network marketer can be sometimes daunting, especially when you’re prospecting.

You might be wondering what to say to spark in your prospect that desire to want to hear more from you.  But first of all, you need to make the appointment before you can pitch your story.

When meeting a business owner, that appointment can be a little harder to get and there are certainly some words you need to avoid or you will turn your contact off completely.

So this post will deal with a few words that we normally use when presenting our opportunity that basically should be replaced by other words that won’t evoke the same emotional response from your prospect.

During these unsure financial times, the very word “Business” is not a good word to use in an approach.

Why?

Well, the business owner already owns a business that may be struggling.  They may have current employee problems to solve and also my have a huge overhead to deal with while still trying to pay the bills.  The very last thing they want to hear about is anything to do with another “business”.

We promote teamwork and have support to back it up.

So, instead of using “business”, think of replacing it with “additional income“.  Additional income does not bring up a negative emotional response, in fact it brings hope of more money flowing in the future.

Another word that is often used and brings on negative emotion is “membership”.  Becoming a member of what?  Choose a word most people can relate to such as “opening an account“.  We open accounts at the bank or at a store.  It’s a normal procedure of everyday life and more acceptable.

One very scary word to many is “autoship”.  First of all, it takes a lot of explaining and people see their dollars flying away automacally without having any control over the outcome.

Now doesn’t “convenience program” make it sound more inviting?

Here are some pointers you might use when trying to get an appointment with a business owner.  Remember, at this point, you’re just after the appointment, nothing else.

1. Connect with the person who is responsible for the business, not an employee
2. Compliment them on their store, or products or whatever
3. Ask questions that relate to the store’s purpose but don’t get nosy

Then say something like this:

“I believe we have a great opportunity here for us to collaborate together and increase the value to your current clients as well as increase your bottom line.  Would you be open to hearing how you can do just that?”

Book your appointment and remember to make sure to tell them that you will need a half hour of their time, uninterrupted.

If they ask you what it’s all about, here’s a good reply: “I’m a professional business planner looking to help you increase your value to your clients.”

So, VOILA, there you have it, a quick how to do, to get an interview with a business owner you never met before.

It’s with excellent training and easy tips like these that you will grow your income because your team will learn terms that invite rather than scare a prospect away.