Network Marketing Success: Secrets of prospecting

Copyright 2006 Nabil Khoury For your network marketing success you need to understand some basics about human beings. Remember, network marketing is not a sales business; it is relationship marketing. Unfortunately, most network marketing companies fail to teach these basics in training, and their distributors are left struggling. First, you must understand yourself and your patterns of thinking.
Second, for success in prospecting, especially long distance, you must be able to spot your prospect's pattern of thinking and find his "hot buttons."
Third, you must understand that your prospects' patterns of thinking may be completely different than yours. Your network marketing success depends upon understanding the four major personality types. You need to speak your prospect's language, not your own, and you can discover a prospect's personality type by listening and by asking the right questions. What turns you on may be turning your prospect off! For example, let's talk about the "blues."

• They make up 15% of the population, and they are open and direct.
• They talk too much, they volunteer more information than necessary, they like to have fun, they see the big picture, and most importantly, they don't like details and numbers.
• Finally, they have difficulty in focusing on one task, and you may think they have a little bit of ADHD. More "blues" join network marketing than any other personality type.

If you are a "blue," you need to learn to shut your mouth and stop interrupting your prospect; you must learn to listen, and you must learn to focus on your tasks. In contrast, when you sponsor a "blue," you need to teach him how to listen and how to focus in order to succeed in network marketing. When you prospect a "blue," let him talk, and tell him about the trip you won and the fun you have with your team in network marketing. Do not give him details. Make sure you follow up closely with him, but send him short and sweet e-mails. If you make the mistake of sending long, detailed e-mails to your blue prospect, he will block your e-mails, and he will screen his phone calls and never pick up. Let's talk about the "yellows."

• They make up 30% of the population, and they are open and indirect.
• They are soft spoken, they are the super nice people, and they are very sensitive.
• They don't like pushy aggressive people.

When your prospect a "yellow", do not talk about money, and tell him how this business will allow him to be with his family and loved ones, and how your products are helping people with their health and wealth. Dare to focus on the money with them and you lost them forever. As illustrated above, in order to have success in your prospecting, you need to understand the different personality types.