In network marketing, hearing “no thanks” is something that happens on a daily basis. That’s not necessarily a bad thing; in fact, if you don’t often face rejection, it could mean you’re not networking enough. A quick survey by direct sales company QNET revealed some very useful tips on how to manage and overcome objections, distilled here just for you.
1. Listen to the WHY behind the “no”
Resist the temptation to comment, debate, or roll your eyes when someone objects. Instead, listen to their reason for refusal. Once you know it, you can begin to formulate a response. It’s common sense: if you don’t know why someone is saying no, how can you convince them to say yes?
2. Empathise with them.
Put yourself in their shoes and see things from their point of view. Do they have a negative impression of the industry? Do they lack the confidence to run their own business? Or are they simply not interested?
3. Be prepared with information.
A misconception of network marketing can be corrected by giving someone the right information. (Try not to sound preachy or pushy — can you name anyone who likes a Jehovah’s witness?)
If a prospect is worried he lacks the skills to be a good networker, well, there’s where you step in to offer guidance. All reputable NM companies provide training for their their distributors.
And if someone really just isn’t interested, they may not be a suitable member for your team.
Common objections and how to respond to them.
Networker Rohit Chourasia has prepared a list of responses to some common objections. If you like them, please do leave a comment on his blog.
How much money are *you* making?
“It’s not about how much money I’m making, it’s about how much money you are capable of earning.”
Is this a trick? No. There’s a good reason for putting the focus back on to the prospect — he doesn’t know the beauty of being in a legitimate network marketing company, where anyone regardless of rank has the near unlimited potential to earn. It’s not like a pyramid scheme where only the top dogs make any money.
I can’t afford it!
It doesn’t cost much to join most NM businesses, but your prospect is also worried about losing his current job. Remind him that this could be a great opportunity to earn extra income part-time. Eventually when he’s built up the confidence and customer base, he can choose to quit his job and do the business full-time.
I don’t like/don’t know how to sell.
Few of us are natural born salespeople. This is a good time to fill your prospect in on the training and support provided by the company and your team members. As I mentioned before, no direct sales company worth their salt would leave their members hanging.
I don’t have time.
Rohit advises making their objection the reason for signing up, which is a very good point. One of the main benefits of running your own home business is freeing your time to do whatever you want.
But pyramid schemes are illegal!
Yes, they are, so be sure you clarify the differences between a legitimate business and an MLM scam. (Hint: one huge difference is real businesses reward members for product sales, whereas fraudulent companies focus on recruitment of new members).