Sponsoring Isn't Like Selling

When you buy something, you give the seller some money, receive your merchandise, and the deal is completed. That's it. When someone asks you to join their network marketing company, this isn't a simple, one-time transaction. You are being asked for a long-term commitment. You'll want to know more about the program, the people involved, etc. You want to be comfortable with everything before you make this major decision. That's why "selling" doesn't work well when sponsoring prospects. What does work is "relationships." Your prospect will join if he knows, likes and trusts you. How can you build this trust? Think of the prospect's need first. If you look at a prospect as future income, this will show through in your body language and presentation. Instead, ask yourself:
"What can I do to help this person?" Then, help this person. Will this guarantee that your prospect will join? No. But the worst that can happen is that you did something good for someone else. And there's nothing wrong with that. An example of this method would be to offer the prospect tax tips, some ideas to help the prospect in his business or endeavors, or to give the prospect a good book on creating wealth or self-improvement. If we just concentrate on doing the right thing and helping people whenever we can, we'll have more than enough qualified prospects coming to us, ready to join our business. It's easier to accept applications from happy prospects than to chase prospects with a hard sell. So if you want to be an effective recruiter, then concentrate more on relationships and less on features, benefits, and facts about your program.

By Tom "Big Al" Schreiter