#1 Sales Mistake Network Marketers MakeJul 06, 2021
We are talking about the number one mistake that network marketers are making with selling that is costing them money and signups.
When you are accustomed to inviting what you have been for years now encouraged to do is invite people just for the heck of it. But here's the thing, if you want to be good at selling, and if you want to be effective at selling, you need the information to effectively sell but to also be in integrity when you sell.
Here's the number one mistake that network marketers are making with selling that is costing them money and signups.
So the mistake that many are making is they are inviting people without gathering the proper information to actually be able to close the sale. When you get any pushback or objections, you are not equipped with the information that you need to coach someone through those objections. Because objections are rooted in not having the right information, not understanding the value, or it being the wrong person or the wrong time. And if you don't have the information to know how to differentiate between those three things, of course, you're not going to close the sale. You are going to be facing a lot of rejection. So when you think about it, when you are inviting, you need to make sure that you are inviting someone who can benefit from what you're inviting them to. Because if you don't know if they can actually use what you're offering, and if it's going to help them get something that they want, how do you successfully close a sale, right?
When you are inviting and when you are selling, what you're communicating is the solution that is going to help solve this problem. But if you don't know what the problem is, how are you going to propose a solution?
The mistake that you're making as a network marketer is you are having your invitation rooted in what someone can do for you. “I am about to hit a goal this month. I only have two spots left, I'm hosting this group, you'll love this group. This group is so much fun. I love doing this group.” And so when you don't have the right information, and you're not asking the right questions before you invite, your invitation is self-centered rather than customer-centered, which is what it needs to be.
So what questions should you be asking?
- Ask questions to determine what the problem is.
- Ask questions to determine how willing they are to do the work to solve this problem?
- What have they done in the past to try to solve that problem? And then what are they looking for in a solution to solve the problem?
And you'll notice when you ask at the very bare minimum, those four questions, what you are going to find is you have all of the information you need to properly close the sale to overcome the objections, right. And you also have what you need to help get someone started.
Let's use a health and fitness example.
“You had mentioned that losing weight was really important for your sister's wedding this fall. Is that still true?”
Or you could say: “you had mentioned that you really wanted to work on this before your honeymoon to Jamaica over the winter? Is that something that you still want to work on or is this level of support not enough to help you in achieving that”
If you don't have that information about what they want, why they want it, and why it's important to take action on it you have nothing to utilize in effective selling.
When it comes to effective selling and creating a high vibe sales experience when someone's coming to you people want to be sold, they want to have their problems solved. But what they don't want is to be sold on something that they don't need. And they don't want to be sold something that they don't know if it's actually going to solve their problem. Individuals are not always going to volunteer this information up front. And so making sure that you're asking these questions is going to need to be your number one priority.
Uplevel your Sale Systems and Customer Experience
Always qualify your buyer before you invite, what are non-negotiables that you need to have before someone buys? So one of the most important things that I coach my clients on and that I really recommend is what skills, information or knowledge does someone needs to have before they jump into joining your challenge group? Do they need to be at a certain level of being ready, because let's say you, you have had an issue in the past, where if someone's not ready to make the change, and if they come into your challenge group, they don't show up and they don't participate. And so you don't want to bring into your group that you've worked really hard to develop people who are not ready to take action on that transformation. So the questions that you are going to want to be asking are going to be surrounding how to determine if someone really is ready for change.
So the questions that you ask as you are moving into the selling process need to be rooted in information to determine if what you're offering is actually something that solves their problem and if this person is the right fit for you and you for them.
And then the last thing, you are going to want to ask questions to determine if you are the right mentor for them. Are you asking people, how do you like to be supported? And what have you done in the past? And What didn't you like about that? This is so important to make sure that you're only inviting people to who you can facilitate the transformation. Let's say what they don't like is how you coach and how you lead as a mentor, you are doing a disservice to them if you don't ask that question to gather that information. And what's really powerful is oftentimes right you can have a really great group going and you bring one wrong person in and one bad apple can ruin the bunch. So when you are actually qualifying your buyers, and you are actually choosy about who you bring in, whether it be challenge groups, or the business opportunity to grow your team together, what you're going to find is qualifying people and actually turning away people who are not right, and not extending the invitation to them actually helps you make more money and build a consistently growing team in your business.
But most don't think that most are thinking solely short-term. And so they are only focused on how can I bring as many people in as possible when what you should be doing is thinking, How can I ensure that I'm bringing in the right people and only the right people? One of the biggest game-changers is that when I started making more money in my business and when I started turning more people away and ending the sales process before even offering someone something when I knew that either I wasn't the right fit for them, or what I was selling wasn't the right container course or program to give that person what they need.
And so again, how do we know if they're a good fit? If you are not asking qualifying questions before you invite, that's exactly why you're leaving money on the table because you can't invite someone to something that's going to solve a problem that you don't know that they don't have. Or you don't know that they do have. Not asking these questions is exactly why people are ghosting you and exactly why you're not getting the responses that you want because you're selling to the wrong people. It's a good thing that you're getting a nose and you're getting ignored, right.
But how can we ensure that we're getting in front of more of the right people or qualifying through a high-level sales experience? When you get to a point and I know you're likely at this point in your business right now where you're attracting people that are constantly working Wanting freebies they want everything for free. They want to know when the next flash sale is looking for discounts. They'll cancel their auto-ship and then wait for another sale. If you're attracting a lot of those game players, you need to change your sales system. Because when you change the conversation, you are changing who enters that conversation. And when you change who enters that conversation, you are getting in front of people who not only need what you have to offer but who are ready to buy because sales are service.
Shoot me a DM on Instagram telling me your biggest struggle with sales and inviting and I will make sure that we dedicate an episode of the podcast to that this month so that you can get your questions answered.