During the first few years I was involved in my MLM business I did a lot of face to face marketing. Where I lived I was about a hundred miles apart from two major cities and so I was buying Leads in these two communities. I was very nervous when I called people and the idea of qualifying someone made my blood run cold. Most of all I did everything I could possibly do to avoid any kind of rejection. You may have heard of “yes conditioning”; whereby, you as a series of questions to a prospect where the only answer they could give you without sounding silly would be a “yes”. Well I was not skilled at this so what I had mastered was to avoid anything that would make me feel sad or discouraged.
An example of this is when I would go through a 20 minute presentation and not ask if they wanted to join my business. We would have a great conversation and exchange wonderful stories about a litany of subjects such as the time our poodle jumped of the top bunk and broke his leg or the time I almost drown my wife when we were out sailing (I told her to jump out of the boat into what I thought was shallow water but turned out to be over 15 feet deep) and the prospect would return my colourful stories with ones of their own.
During the winter of my second year in my MLM I had started doing a lot of trips to business presentations in those two neighbouring cities. Though I was not having a lot of success signing people up there was this lady that when I called her at her home in Edmonton she seemed really eager to learn of my business. I was thrilled! I said I could meet her at a local meeting that was being held mid week near her home. She eagerly agreed and she sounded so great! I was certain she would join when she heard the powerful presentation they gave there each week. I gave her the time and she told me she would meet me in the hotel lobby.
Well as I live in Canada, it is not uncommon to get severe snowstorms and on the night of the meeting we had a record breaking blizzard. Now I could have called her and confirmed that she was going to still attend but I didn’t. I didn’t want to give her a reason not to show and I thought since she was only a couple miles from the hotel where the meeting was being held she would be there. When I left my home to make the 100 mile Trek, the temperature was around 30 below and dropping and the snow fall was getting heavy. I found that after only being a few miles from home the visibility was maybe 20 feet at the most. I slowed down and waited for a large Truck to go past me and then for the next 100 miles I only saw his tail lights.
I arrived at the hotel where the meeting was and all still in one piece. I stood at the lobby door and looked out into the night only to see a massive blizzard taking place and after a 30 minute wait it become painfully obvious, my prospect was a “no show”. I mustered up the courage to call her and she answered the phone immediately and announced to me she would come next week because the weather was too bad to be on the road. I said fine and hung up the phone. No angry and frustrated I was once again on the road following taillights for 100 miles. I was almost in the ditch several times going home that night. After that night I made a vow – I would always ask the hard questions such as: can I count on you to be there and can you think of any reason why we shouldn’t get you into the system now and get you making money this week. Oh, and one other thing, I always get a commitment now that the person will attend before I leave my home and whenever possible I make it a point to pick the prospect up and drive them to the meeting.
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- MLM Frustration - Connecting With Your Prospect
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