How to Come Up With a Definitive Answer to the Biggest Objection Every Network Marketer Dreads
Whenever people learn that you are into network marketing, the usual questions would be about how much money you earn, how long you are in the business, and what kind of results did you experience so far. These are quite daunting questions that every networker has no choice but to face as part of a day’s work.
Many networkers tend to panic when they are faced with such questions – most especially the new ones who are still starting out to build a networking organization. Of course, it would be difficult to answer those questions if you are still new to the business and have not yet accumulated enough results and experiences to boast for.
But the thing is, even long-time networkers could still become uncomfortable when faced with such questions. Either because they did not put much thought in it, or they simply don’t know how to answer those questions like a real pro.
Whether you are a newbie or not in this networking game, you’re here to know how to answer those questions, right? But before we dive into it, let’s make one thing clear first. You know why your prospects ask those kinds of questions? It is because of this one main question: what is in it for me?
Whether that be in networking or other ventures, each one of us would always ask what is in it for us. What makes it worthwhile? What makes it worth doing? Is it a worthy investment? It is not coming from a selfish or greedy standpoint, it’s just how we are hardwired as humans. After all, our priority is always self-preservation.
So to be clear, your prospects are going to ask you about money matters, real experiences, stories, and results. How can you respond well? Here are several steps you can take:
Find out why such questions bother you in the first place.
Some of us get offended when other people poke around our finances (or financial status). If you are this kind of person, then remember that your decision to become a networker comes with a price. You have to at least face the reality that in this venture, many prospects will really ask about money matters.
Most networkers, however, get annoyed by this question because it diverts the conversation. Instead of explaining the network, opportunity, and processes, you end up talking about finances and your own journey – instead of talking about their possible success! However, you have to remember again that people are constantly asking, “what’s in it for them?” Which is why…
It’s not you, it’s THEM!
Questions about finances and results are not directed to attack you, but these are just well-meaning questions because again, your prospects really just want to know what is in it for them. It’s part of self-preservation. They just want to make sure that the network is worth their time, money and energy – because they would be thinking that if it worked for you, then it will certainly work for them too.
But what if you aren’t making big money as a networker yet? How can you possibly convince them if you don’t have the numbers to show for? Well, this leads us to the whole point of this article – to help you come up with a definitive answer to these kinds of questions.
So first, don’t get anxious when you’re still new to networking and if you’re not yet earning from it yet. We all have to start from somewhere, right? Sometimes, it would suffice if you have closed a sale on certain days, and that’s actually an achievement that is worth sharing with them too!
Another way to turn this around is by asking a question back: ask them how much do they want to make from the business. Networking pros have a rule in mind – it’s not about their own success or journey, it is about the prospects!
So as much as possible, refrain from making the conversation about you, make the conversation about THEM. Ask them what their expectations are, how much do they want to earn, and how many hours are they willing to put into the business. That way, your prospects can build up a vision of what it is actually like when they join in the business.
Focus on the process more than the results.
Results are easy to quantify because it can be easily represented by numbers. Most prospects will be attracted to big and fast results, but the best types of prospects (who have the potential to become an asset in the business) will be more concerned about the process – they will certainly wonder how they can achieve the same big results.
Focusing on the process will also dispel any doubts about your prospects. By showing them that success in the business is a result of steps and hard work, they will be more than convinced that what you’re offering is simply not a “get rich quick” scheme, but is actually a legit opportunity of a lifetime.
As mentioned earlier, redirect the conversation to the process – and not about earnings, money or results. Talk to your prospects as if they are already part of the team. Tell them what they have to do, what is at stake, and what are the necessary steps to take in order to reach success.
Then again, this is what separates you from amateurs and wannabes – you are offering a real solution. Not a miracle cure or a get rich quick scheme, but an opportunity to achieve success through real work, dedication and step by step action plans.
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