How cool would it be if you could find out a prospect’s deepest dreams and desires within just a few minutes of meeting them for the first time?
That would be a powerful skill to have would it not? As my friend Wayne Vassell pointed out, you could just prospect while you’re out and about, and meet one new person every day (…or about 300 a year…), and take just those who have the strongest burning desire for change.
To be able to do this, you must keep this at the forefront of your mind: When you’re talking to a prospect, you must live in their world, not yours. Not a lot of network marketers get that. If you do, it could change your business and life.
It is actually very easy to find out a prospect’s deepest dreams and desires…
It requires no magic or sorcery or fusion, no fancy psycho analysis or neuro-linguistic programming or hypnosis, because believe it or not, your prospects don’t keep their dreams and desires secret.
All it takes is for you to ask one simple question and listen!
If they don’t hate their J.O.B….
In Part 4 of this series, we discovered just how “easy” it is for a prospect to tell us if they hated their job by simply asking the question “What do you do for a living?”…
But what if they give an unexpected response? What if they truly love their job?
Let’s explore our conversation with the dentist again…
You: “What do you do for a living?”
Prospect: “I’m a dentist.”
You: “That’s wonderful. You must love being a dentist. I heard it was a great way to make lots and lots of money!”
Prospect: “Yep. I sure do l-o-v-e being a dentist. And yes, it is a great way to make lots of money!”
You: “Damn!” (…I was hoping he’d hate is job…)
Is it reasonable to think that everybody is going to hate their job? Of course not. Some people love their job. Some people love their job so much that they’d do it for free if they could.
Our job as network marketers is not to make them unhappy with their jobs, because that’s a losing game. But it doesn’t mean they can’t be good prospects, because they can still have dreams and goals that a job cannot fulfill.
If it turns out that our prospect loves his career, there is a simple question we can ask that will reveal to us his deepest dreams and desires that our business opportunity might just be able to fulfill.
That MAGIC question is…
*** drum roll please ***
“When you’re not being a dentist, what do you like to do in your free time, on weekends, holidays and vacations?”
It’s no trick question is it? People never choose to do something they hate in their free time. They always choose something they love to do.
And if it’s something they really like to do, then it is very closely related to their deepest dreams and desires.
But why is it so important? Because your role as a sponsor is to help other people reach their goals and dreams. It’s the only way you can build a long term profitable business in this industry.
A deep conversation with a dentist!
Armed with this knowledge, let’s try our conversation with the dentist one more time…
You: “What do you do for a living?”
Prospect: “I’m a dentist.”
You: “That’s wonderful. You must love being a dentist. I heard it was a great way to make lots and lots of money!”
Prospect: “Yep. I sure do l-o-v-e being a dentist. And yes, it is a great way to make lots of money!”
You: “Cool. Well, when you’re not being a dentist, what do you like to do in your free time, on weekends, holidays and vacations?”
Prospect: “I’ve got 2 young kids who I just love to death. They’re growing really fast so I try to spend as much time with them as possible on weekends. I’d love to run around with them on weeknights before they go to bed but by the time I get home, I’m just too exhausted! I’d take a day or two off but we’re saving for the time they get to college too.”
Although he loves his job as a dentist, clearly it can’t fulfill his deep desire to spend more time with his children. Your business opportunity might just be able to do that.
The great thing about this is it’s a question that you can ask anybody with no agenda attached to it. Not all will be as open as the dentist in this example, but many will be, so you can just take those who want it the most!
Good luck!
Back with the final Part 6 soon…
To your MLM success,
Wayne Wu
P.S. I would love your input! If you have an opinion that would contribute to this discussion, please leave me a comment below.
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Related posts:
- Rejection Free “Old School” Network Marketing Part 4 – Turn Prospects Good By Disagreeing With Them?
- Rejection Free “Old School” Network Marketing Part 2 – The Question Every Networker Hates
- Rejection Free “Old School” Network Marketing Part 1 – There Are No Good or Bad Prospects!
- Rejection Free “Old School” Network Marketing Part 3 – How To Get 300 Interested Prospects Every Year!
- Rejection Free “Old School” Network Marketing Part 6 – How To Make Your Entire Presentation In Just 2 Minutes!
- “New School” has KILLED “Old School” Network Marketing…
- Once You Have Closed Your Prospect To Action Should You Keep Talking?
{ 20 comments… read them below or add one }
Hey Wayne,
Thanks for putting the time on this series. Are you going to make a book from it and offer it?
Have a great weekend…
Josh
.-= Josh Garcia´s last blog ..If You Don’t Install SI Captcha Plugin Now, You’ll Hate Yourself Later =-.
Hey Josh,
Well, that’s a great idea. I hadn’t thought about it too much yet, but as Derek pointed out, it might make a great “bribe” for an opt-in.
Hi Wayne, I love what you say about our role as a sponsor is to help others reach their dreams and goals. If we lose sight of that and allow our own agenda to creep in then we are lost.
.-= Charlie Holles´s last blog ..The Binary and Matrix Plans – how to analyse them =-.
Hey Charlie,
That’s what it’s all about isn’t it? In network marketing, if we help others achieve their goals, we automatically achieve our own.
Hi Wayne,
This is a great way to find people’s “why”!
I’m really enjoying this.
Have a great weekend!
– Derek
.-= Derek Alvarez´s last blog ..Talking MLM PPC with Chris Owen =-.
Hey Derek,
It is, isn’t it? A very non-intimidating way of finding out people’s “WHY”!
Hey Wayne,
You’re right, some people love their job. I did, I absolutely loved being an air traffic controller and would have been happy to keep doing that till retirement… except… The hours aren’t always very good and having more time with my kids was more important to me.
When I was offered a wonderful paying job, in the tower on Oahu, Hawaii, I had to turn it down because my boys were coming into their teen years and I wanted to be there for them.
Finding what someone is passionate about is the key to why they would even want to take a look at all. You’ve laid out a very easy, non invasive way to get that answer. Totally awesome.
Have a great weekend!
Susanna
.-= Susanna Hess´s last blog ..Network Marketer Jumps Off The Tour Bus & Plants Roots! =-.
Hey Susanna,
Wow, thanks for sharing your story on my blog. It’s a delicate balance if you love your job isn’t it? So this is a non-invasive way of asking people what’s REALLY important to them.
Hey Wayne,
You’ve done some great work on this series brother. I like how you’ve built on each lesson in steps, picking up where you left off.
Keep it up Wayne,
.-= Chris Owen´s last blog ..How To Get Started With Internet Marketing =-.
Hey Chris,
Thanks bro. Wait till you see the finale
Hey Wayne,
If you can find out people’s “Why”, you can easily motivate them and know their hot buttons. Great, great series. People think internet marketing is all about the internet, but you still have to talk to people.
Have a great weekend,
Eric McMillan
Hey Eric,
Too right my friend. You have to be in their world, not yours. And yes, it’s people who drive businesses, not the internet.
Hey Wayne,
Awesome series mate, Can’t wait to see the next one!
Thanks,
Matt
.-= Matthew Pedler´s last blog ..Google Slapping You Silly? Quality Score Unmasked! =-.
Hey Matt,
Thanks mate. It’s coming soon!
Hi Wayne,
Great examples of how to ask the right questions to get to prospects’ “why.”
Oh, by the way, did you know that dentists have the highest suicide rates of any profession?
Have a great week!
Ilka
.-= Ilka Flood´s last blog ..Failure Is Not An Option? – It Better Be If You Want To Become A Network Marketing Pro =-.
Hey Ilka,
Whoa! I didn’t know that…
But knowing your prospect’s “WHY” is very important as this business is built on relationships.
Hey Wayne,
Thanks for the mention. Some nice wordplay here to get the most out of your prospect. As you say it is great way to prospect without appearing to have a hidden agenda.
Great post my friend.
Wayne Vassell, signing out…
.-= Wayne Vassell´s last blog ..Does Your MLM Mentor Matter If You Want To See The Top Of The Mountain and Get There? =-.
Hey Wayne,
It’s a pleasure mate. Yeah, remove the agenda and you’ll also remove the nerves.
Hey there Wayne,
This series has exceeded a lot of our expectations. Something like this is what you’d get in a 3 day seminar event. Which by the way are great, given I just got back from one and still on mountain high.
Rejection free is really the ideal position to be in. And when we position ourselves with providing the right value and information up front, we see we can have rejection free recruiting.
Have a great day,
Jerome Ratliff
.-= Jerome Ratliff´s last blog ..MLM Training Event Makes Jerome Ratliff’s Head Explode =-.
Hey Jerome,
Awesome man! Thanks for the compliments. Really looking forward to what you learned at your 3 day.
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