Why You Should Never Be The Expert When Speaking With Prospects
You read that right!
As a rule of thumb, you should NOT be the expert when prospecting for your network marketing business.
This is a tip that will have you sighing in relief when it comes to prospecting, especially if you are new and you worry that you don’t know everything you should know in order to tell people about your product, service, or opportunity.
I learned this from Lisa Grossmann, an uber successful network marketing professional who happened to build her multi-million dollar business using this principal:
When it comes to network marketing, the more polished and perfect you are, the less duplicatable you become.
Because what you may not realize is that the moment you start speaking, you are teaching that prospect how to do what you’re doing.
If you come across as a fountain of knowledge; someone who knows the product, the history, the compensation plan–everything–inside and out, that person will already feel like they can’t do what you’re doing. So you never want to put your prospect in the position of feeling like he’d be expected to know everything.
If you simply point them to a video, a story or someone ELSE who is the expert, who can do the presentation, they will feel like they can certainly duplicate that. Anybody can point to something or someone else!
Lisa says, “If your lips are moving, it should be to do one of these four things:”
- To point, guide or direct someone to a third party source of information THAT ISN’T YOU
- To tell a story — yours or somebody else’s
- To introduce a speaker that isn’t you
- Or to direct them to read something
Here’s what happens when you practice this principle…it takes the pressure off of you AND them.
People don’t like to say no to others. They don’t. Especially if they know they’re going to see them again. It makes them feel guilty and then they may feel weird being around that person after that. Did you ever say “No thank you” to the Girl Scouts selling cookies outside the grocery store as you were coming in, then purposely walked out the other side so you wouldn’t have to say no again on the way out? That feeling.
And this is good because you only want to work with people who REALLY want to join you or genuinely feel your product may help them, not people that feel pressured somehow to say yes. Those are the folks that you will end up spending a lot of time and energy on only to get nowhere. And they may end up resenting you and the business because “it didn’t work” for them.
Growing your network marketing business can be a challenge but with the right knowledge and tools, you can do it!
I hope you found this helpful! If you did, please be sure to comment and share with anyone you think may benefit from this.
All the best,