The MLM warm market is always the place to begin when starting off a brand new MLM business.
However, you also know that talking with your family and friends on your MLM Warm Market list may be one of the most frightening, even intimidating tasks we can undertake, particularly when we’re new to the profession.
Here’s something to keep in mind. Here is the first impression of business building that most distributors get when starting off. Therefore, a positive experience in the MLM warm market is absolutely critical in determining whether a new person will continue to move forward with their business or not.
MLM Warm Market List – Approaching the wrong way!
If you’re like most distributors, you were taught (by a well-intentioned sponsor) to approach your MLM warm market list with a “selling” or what I like to call it, a “predator” mentality.
The type that says go out and get your products or opportunity in front of everyone on your MLM Warm Market list.
Now that might be OK for the cold market (people you do not know), but we’re talking about people that you know on a personal level here. These are the people with whom you don’t want to burn any bridges.
Additionally, very often we don’t recognize that even though we may be over-flowing with excitement, it can be very difficult for others to feel the same level of enthusiasm, especially if this is their first exposure to the company’s products or opportunity. Without controlling our excitement, it becomes very easy to overwhelm people with too much information causing them to feel pressured or defensive.
When it comes to your MLM warm market list, “Professionals sort. Amateurs convince.”
So, how do you go about sorting out the right people? It’s quite simple actually, but it must be done in a very passive way.
Begin by calling the folks on your list using the premise that you are simply updating your address book or making sure that the phone number you have for them is still valid. This is what I like to call, “Warm your list.”
Strike up a very friendly and relaxed conversation by asking, “So what have you been up to?” Let them talk as long as they wish and don’t interrupt.
Power Tip: Define and develop your ‘why’. Use this as motivation to build your business. If your ‘why’ is strong enough, you will be able to persevere and overcome rejection in your MLM business.
Inevitably, your MLM warm market is to ask you the same question. Tell them about your life, NOT your business. Talk about your children, your job, your hobbies, or anything. Then make a statement like, “Oh yeah, I also started my own business.”
Of course, your MLM warm market is going ask, “Oh really, what is it?” That’s your cue. Make a quick “teaser” statement like “I show people
How to get build profitable home-based businesses. (or whatever your product does) and generate extra income from home.”
Then, immediately make a third-person statement such as, “Hey do me a favor, if you know anyone who could use that send them my way
OK.”Now, if they don’t respond in a curious manner, drop the subject and get back to the friendly conversation.
However, if they say something similar to “What about me?” or “How does it work?”, congratulations you’ve got yourself a hot prospect.
Here’s what you do next. Stop the conversation right there. Take control of your of the conversation and do not answer any more questions. This is when a strong posture comes in. If you allow your MLM warm market to ask questions to steer the conversation, they will always steer you directly into the ditch, guaranteed.
Power Phrase: “Listen, I just teamed up with a few entrepreneurs that are introducing a new concept into the marketplace. If I were to show you a video online, how soon will you be able to watch it?”
Make sure you get them to commit and you control the situation. If they keep asking questions, let them know that you are busy and that you do not have time to answer questions. You want to use the third party tools that your company provided for you as validation. The more you talk, there is a strong possibility that you may not be able to answer some of the questions and in the end, you will lose that prospect.
When you follow up, you want to put them on the phone with your sponsor, and let your sponsor do all of the work. Make sure you introduce your prospect to your sponsor and let them know that your sponsor is super busy and doesn’t have a lot of time. By saying this, you are building up your sponsor making him look like a Superstar. Let your sponsor take over the call, and you be quiet.
Tip: Let the sales tools do all the work for you, and follow up. The fortune is in the follow-up!
Now, that is an overview of how you approach your MLM warm market the right way.
This simple strategy accomplishes 5 major objectives when dealing with your MLM Warm Market:
- It sorts out the right people for you so you don’t waste time, energy, or money on the wrong people.
- It will take the “selling” pressure off of you and your prospect.
- It removes the emotional element of being rejected.
- It virtually eliminates the necessity to “overcome objections”.
- And most importantly, it preserves valuable relationships.
- I hope this gives you a better understanding of how to approach your MLM Warm Market. In the long run, this is better because you will have their support and if they see become successful, they will join you.
It’s your turn!
Are there any tips that you can add to this list in terms of approaching your warm market the right way? Please leave your feedback in the comments section and I look forward to reading them!