Today’s topic is about six step close for network marketing. Once you show the business to somebody, when somebody attended your business opportunity presentation, or they watch the video, how do you close and close basically stands for helping a person to make a decision, because a lot of people when they get into home based business, when they get into network marketing, they're just scared of a person saying NO to them, so they never actually get the decision from a person. They just sort of wait and hang around and hope that the person will say, “Hey, I want to join.” And sometimes it just doesn't happen. Sometimes person will not say, “Hey, I want to join.” We have to learn how to help people to make a decision and you do that by effective closing.
All right, so the six step close. The first step in the six step close is once the person has watched the business opportunity presentation or they attended your meeting or they watch the video or whatever the shape or form your exposure was to the business, the worst thing you can ask which a lot of people ask is, “what do you think about it?” This is the worst thing to ask the reason being is because it invites critic. Most of the time when someone asks you, what do you think about it, you give your criticism, you give your feedback, but the last thing you want to happen after you done the presentation to somebody is for them to start nitpicking all the bad, wrong things, all the bad things that they think. So instead, the first question you ask them is “what did you like the best?” You'll be surprised, there might have been people who watched the presentation and they didn't like something, but after the presentation, you go, “Hey, what did you like the best and then proceed from there and just focus on the positives and they will join your business, never even telling you that there was something initially that they didn't really like, or something that they even had question about, etc.
Secondly, say, they like the compensation plan, I like how you get paid a lot in this business, I like the product, I like the idea of helping other people, a bunch of things they might like and you can dig a bit deeper, ask them is that important to them, how important, why it's important for them, etc., for example, when I do it, when I say, “Well, what did you like the best?” And they say, “Well, I like the money part. I like that I can make a lot of money there.” I ask them, “Is that important to you? Why is that important to you?” Great. And then I go, “Is there anything else that you liked?” “Yeah, I like that too.” Because what happens at this stage, when you ask them, “What did you like about it?” They are actually selling themselves on joining your business.
That’s more effective than you trying to sell them on joining your business. So you want to get them talking about what they liked about the business as much as you can about the presentation. You once they go, “Yeah, that's it, that's all the things that I like.” Great, you move to the second step, where you ask them on a scale of 1 to 10 with one being you have zero interest and 10 being you're ready to join, where are you, where are you at? So you want to get a measure of how hot or cold they are? And guess what, anything above one is good.
If they go two, that means like they don't have zero interest because if they said one, I have zero interest, that means they're not joining, but anything above two means they have some interest So if they go 10, awesome, you just get them to sign up, get them to register etc., but if they say 3, 4, 5, 6, 7, 8, 9, you might ask this question. You might say, “Well, what has to happen for you to go from seven to 10 to being ready?” And they might say, “Well, I need to try the product, I need to read the marketing plan, I need to whatever.” So you might ask that question and then the third step you say, “How much money would you need to be making in this part time for it to be worth your while? And you don't suggest, you don't give them an idea, would you need to make 500 or 1000? No, you want them to give you the number, so how much money they need to make in this part time for it to be worth their while? And they'll give you a number maybe 100, 200, 500, 1000, whatever it is, part time.
Then the fourth step is you ask them, “How many hours per week could you realistically commit to this business?” Because the chances are they work in a full time job. They've got five kids; they have three wives, a bunch of other things. So you want to make sure that you get a realistic amount of time. So how much time realistically you could put into this business per week? And they'll give you a number 10 hours, five hours, and 20 hours, whatever.
And then the fifth step is you ask them, “How many months would you be prepared to put in that amount of work in order to develop that monthly income?” So they might say, well, you ask them, “How much money would you need to be making in this part time for it to be worth your while?” And they go, “500 pounds a month.” Great, how many hours per week would you be prepared to invest into this? And they might go, “Five hours a week.” Great and then how many months would you be prepared to work to develop 500 pounds of passive income? The income that will then from then on, you'll just keep coming into your bank account every single month. So how long would you be prepared to work your business to develop that amount of passive income every single month? And they'll give you a number again; maybe would be prepared two or three months, six months, and 12, whatever. So now you get an idea of one; their expectations, so if somebody comes to me and says, “I'd like to make 5000 a month, part time. The first question I'll ask, I'll say, “Well, how about you making your full time job?” And maybe they making 1000 or 2000 a month in their full time job os I’ll say “Whoa, 2000, so let me get this right. You working full time in your job and you’re making 2000 a month, but you want to do this business part time and you want to make 5000 a month. Does that sound realistic to you? So I want to bring their expectations down. That's different, isn't it, because most network marketers they bring their expectations like, “Oh yeah, you can be a millionaire in this, you don't need to do anything, just sign here.” Don't do that! Instead, under promise and over deliver.
I would rather say to them, “Hey, look, I don't know if you can make this in three months, but in six months, we could definitely do that.” So by their answers, how much money they want to make, by their answer, how much time they prepared to invest and by their answer, how long they are they prepared to work the business, you gain an insight, you'll gain an understanding of their expectations and whether it's realistic. If somebody comes to me and says, “I want to make 10,000 a month part time, I'm prepared to invest three hours a week and I can do this, I'm prepared to work this for one and a half months.” I'll go to them, “Sorry, I can't help you. I just can't help you because you cannot make that type of money with this little amount of time over this short period of time. It's just not going to work.” One of those numbers will have to adjust. Either the money has to come down, or the amount of time investing has to go up or more time length right. Either way, we have to find a way to make it work. And guess what, if you make their expectations realistic, if you make their expectations true, and if you tell them the truth, do you think they will respect you less or more for that? Of course more, because now they're going to go, “Wow, this person is different. They're not like the other HYPE people who tell me, I can be a millionaire next week. This person actually is telling me the truth, this person actually tells me how it is.” So they will respect you more and then they know what to expect, they know amount of work they have to put in the business in order to make the money.
And then the last step six, it's if they said to you, “Hey, I want to make 500 a month, I'm prepared to put 10 hours a week and I'm prepared to do that for the next six months to develop that income.” Then you do the last step, you go, “Great, William, if I could show you how you could develop 500 pounds a month passive income over the next six months, by putting in 10 hours a week into this home based business, would you be ready to join?” That's it. And this is the close, they then give you an answer, but if they told you how much money they want to make, they told you how much time they're going to put in, they told you how long they're going to do it, what do you think their answer is going to be? Of course, it's going to be, “Yeah, I'm ready. Let's get rolling, high five. Let's get started.” But this way, it helps you to get the decision from the person because will some people say no? Of course there still going to be some people who will go, “No, I'm not going to do It.” or whatever. No problem, next, but this way it allows you to get the decision because the worst thing for you to get in network marketing is a “maybe”.
A lot of people in network marketing are addicted to maybes. They go Oh yeah, “I've got 50 people thinking about joining my business, any day now they all going to come to me and join my team, and it's going to explode.” Let me tell you the brutal news. Nobody is thinking about joining your business. They made the decision there and then, when they watched that presentation, when they attended that meeting, that's when they made the decision and they only told you “I'll think about it” because they didn't want to hurt your feelings, they didn't want to say no to your face, but that's what it stands for, it stands for, “no, I'm not interested”, I'm not joining a business, but for you, it's very dangerous to get maybes.
They say, “Maybes starve the babies.” Because you can get addicted to that, “Yeah, I'm doing really well like five people this week said maybe, I'll think about it and they will join my team, it's awesome.” Whereas reality is, you got five no’s this week and nobody's actually joining your business.
It’s important because when you get the yes or the no, you are clear where you stand and then you can move on to the next person. Instead of going, “I just need to wait for John now to call me back, as soon as John calls me back, he joins the team, we're going to be rocking and rolling.” He's not calling you back, forget about him, and move on to the next person. That why closing is really important but also this closing process allows you to deal with your prospect, feel how serious they are about making the money, feel how much money they want to make, feel how urgent it is for them, so this way you can get a better idea how you're going to work with this person, how you're going to support them and where in your marketing plan, where in your company they will go to.
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Yours in success
In : Network Marketing
Tags: "network marketing" closing decision