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When talking to a MLM prospect or a new team member it is vitally important to discover their primary motivating factor. What makes them want to join your business? Or if they have already joined why did they join?
In order for anybody to succeed in MLM they must have a big enough “Why” – why did they join? What is it that they are trying to achieve? It’s all well & good if they say “financial freedom” is their goal, but what exactly does that mean to them, & why is it so important to them? After all, the phrase “financially free” can mean a multitude of things to different people. Some people may think they have achieved financial freedom if they have their mortgage paid for along with their monthly expenditure such as utility bills & groceries. However others will think they have achieved financial freedom when they can travel the world first class, never look at the prices on menus when eating at top class restaurants or the price tags on clothes. To others it would be sending their kids to private school & not having to worry about not having enough money to provide a roof over their heads.
Of course it’s not always about money it could be that money is not a problem but time is, time to spend with the kids, time to take a relaxing break, time to take their partner out for a nice dinner…
Without knowing what motivates your MLM prospect or new team member you cannot help them reach their goals. I’ve mentioned this in other articles, if you help enough people get what they want then you will get what you want, but how do you do this if you don’t know what it is that they “want”?
In his book “Questions are The Answers” Allan Pease* describes a great method to find out people’s primary motivating factor. Ask your prospect or new team member “do you know why people start a Networking Business”? If they say “No” then you simply say “let me show you”. If they say “yes” you ask them to tell you why, listen to what they have to say & when they have finished you ask “any more” They will say “no” then you say “let me show you” and you produce the following list;
Extra Income
Financial Freedom
Have Own Business
More Spare Time
Personal Development
Helping Others
Meeting New People
Retirement
Leave a Legacy
Then ask them the following questions;
1. WHAT IS YOUR NUMBER 1 PRIORITY?
2. WHY DID YOU PICK THAT ONE?
3. WHY IS THAT IMPORTANT TO YOU?
4. WHAT ARE THE CONSEQUENCES OF NOT HAVING THAT OPPORTUNITY?
5. WHY WOULD THAT WORRY YOU?
Make sure after every question that you listen to what they have to say without interruption or comment, just go through the questions one after the other in the order above. When you have finished you will have identified their primary motivation.
You can now tailor the rest of your talk to describe how your MLM opportunity can help them get exactly, what it is that they want. Don’t be surprised if some people become emotional when going through the above questions, after all you are delving deep into what is important to these people & what motivates them. The reasons are often very personal & so some people will inevitably become emotional.
Finding out someone’s primary motivating factor is essential if you want to help them build a successful MLM Business, if you fail in establishing their “why” then it is very unlikely that you can help them & in turn yourself to succeed.
*Questions are the Answers by Allan Pease, Published by Manjul.