I will warn you in advance that you might not like what I am about to say because there is a good chance it is not what you were looking for when you started your search on how to overcome no in network marketing.
But being the straight shooter no BS guy that I am, I have to tell it to you like it is.
The truth of the matter is that if your prospect says no to your opportunity you can not overcome it. In fact not only can you not overcome being told no, you should not even waste your time trying to.
I will admit that there is a very small chance that if you are a super ultra persuasive person that you might be able to convince someone who originally told you no to reconsider and join your network marketing business.
However I can promise you that if you do convince them to join you will then have to constantly be trying to convince them to work the business.
If they did not see the business opportunity for themselves and you used fancy MLM objection handling techniques to convince them to join, 9.9 times out of 10 you have wasted your time.
The fact of the matter is that in network marketing somebody either see’s the opportunity or they don’t. The opportunity is either for them or it is not.
No amount of objection handling, convincing, or using high power sales techniques is going to change that.
Objection Handling is Sales & MLM is Not Sales
Learning objection handling is a sales technique. It is for when you are trying to make a one time sale.
If I were a car salesman you can bet your bottom dollar I would be learning every objection handling technique known to man in order to make that sale and get my commission.
Network Marketing is not sales. We do not sell in this industry. Sales and all of the fancy techniques associated with it do not work in this industry.
The Multi-Level Marketing industry is a unique animal. There is nothing else like it on the planet and building it successfully requires learning unique skill sets that you do not have when you first get started.
People mistakenly think that sales people will join a network marketing business and crush it. This is simply not true.
Sales people are like everyone else when they join this industry and must start from scratch and learn the skills that are required to be successful in MLM.
Understand How a MLM Business is Built
So instead of wasting your time trying to learn how to overcome no, spend your time learning how to build a successful MLM business and mastering the skill sets you will require.
Contrary to popular belief building a successful network marketing business is not difficult. The problem is that most people have no idea how to do it.
They have misconceived notions that this is a sales business. They believe they will have to use high pressure sales techniques to harass and convince their friends and family to join.
As a result they fail miserably.
In most cases this is through no fault of their own, but as a direct result of the training or lack of training they received when they got started.
Network Marketing is a Sharing Business
We do not sell our opportunity to our prospects, we share it with them.
Now I know that sounds like a bunch of hokie pokie, but bare with me as I explain.
Your job is not to sell (convince) people to join.
Your job is to ask them if they are open to taking a look at your opportunity and if they are open to taking a look at it, you simply share the opportunity with them using tools (websites, webinars, conference calls, etc) created by your company or upline leaders.
You then let the tools do all of the selling to your prospect for you.
After they have taken a look at the opportunity you then follow up with them to collect their decision, which will be one of 3 things:
- They say no it is not for them and they do not want any more information.
- They are a maybe, meaning it is interesting to them, but they have questions and would like more information.
- They say yes it is for them and they are ready to go.
Let’s take a quick look at what you do in each of these situations.
What To Do When Someone Says No
This is where people waste their time trying to overcome getting the no with all sorts of objection handling techniques. But as you now know doing so is useless.
Believe me when I tell you that I am great at sales. I could convince anyone of pretty much anything if I wanted to. If I thought you should try to overcome getting a no from your prospect I would be the first to be showing you how to do so.
But as you have read it is a complete waste of your time. So instead when you get a no you politely thank them for their time and you move on.
Now there is one strategy I highly recommend you implement when someone tells you no. It is what all of the professional network marketers do.
Do not scratch them off your list. That is what amateurs do.
Instead put them in your calendar to follow back up with them in 3 – 6 months time. Things change in people’s lives all the time and just because your business opportunity was not for them now does not mean that it will not be for them later on.
I have enrolled countless people into my downline who originally told me no. This is a big tip!
To learn more about how to do this the right way you can check out this post:
What To Do When Your Prospect Says Maybe
Do not blow it! I say that because this is another place where inexperienced people blow it big time.
They have a prospect who is somewhat interested and as a result they get all excited and go in for the kill by becoming a salesperson and trying to convince the person to join.
They start firing out sales lines and go straight into objection handling mode. And guess what? As a result they lose the prospect, they scare them off.
Here is an interesting thing you need to understand…
What you are doing when prospecting a person that person is watching. They are taking note of everything you are doing.
In their mind they are thinking to themselves that whatever it is you are doing to prospect them they are going to have to do when they start building their business.
- Nobody likes to sell.
- Nobody wants to feel like they will have to learn how to overcome no from their prospects.
- Nobody wants to have to learn objection handling strategies.
So if you are doing those things while prospecting them they are thinking they will have to do those things to their prospects and as a result you have lost them, they are gone.
Instead, keep your cool and get their questions answered by simply providing them with another tool your upline has provided you with.
Set a time to follow up with them and just repeat the process until they have enough information to make a decision on whether your network marketing opportunity is for them or not.
What To Do When Your Prospect Says Yes
Sign then up right then and there! Have them go to your sign up page for your network marketing company and walk them through getting signed up.
Do not wait to get them going, sign them up while they are hot.
Once they are signed up it is now time to get them trained on how to build the business and help them get off to a fast start.
Success is Found in Learning How to Invite
So the key to all of this is learning how to invite your prospects correctly.
Step 1 to that process is always having people to actually invite to look at your opportunity. You always want to be meeting new people and keeping your funnel full of prospects.
You start with the people that you know which is called your warm market and consist of your friends and family.
When you have finished approaching all of them you move on to working your cold market, which is the people you do not know yet.
Social media is the best way for you to meet new people and I have all sorts of training on this blog to help you do that.
Here is a post where I show you 5 places to get free leads for your business:
Step 2 of inviting is when you actually invite your prospect to look at your network marketing opportunity; i.e. what to say to them.
Do not over complicate this, it is a very simple thing. When I am asking my warm market to take a look at my business I simply ask them to do me a favor.
These are people you have typically known for a long time and the majority of them will do you a favor and take a look at your business.
I do not care if they join, that is their decision. But I do care that they respect our relationship enough to do me a favor and take a look. You can actually say that to them.
When it comes to inviting people from the cold market who I have just recently met, it really depends on where I met them and how I am asking them.
But overall the strategy is the same, I simply tell them I have an internet business I am looking to expand, I thought it might be something they would be interested in and I was touching base to see if they would be “open” to taking a look at it.
The key here is using the no pressure technique of asking if they are “open” to taking a look. You will find that most people will be open to looking at it for you.
Here is a good training on inviting that I recommend you check out to get good at this very important skill set:
Secret MLM Closing Technique
Although I do not encourage you to waste your time learning sales strategies like objection handling, there is one closing technique I recommend that you use.
When you follow up with someone who has agreed to look at your opportunity, call them up and ask them if they had the opportunity to look at the information you sent.
If they have say:
“Right on Joe, that’s great, tell me, what did you like about it”?
Now let them tell you what they liked about it, do not interrupt them, let them say as much about whatever they liked as they want to.
When they have finished, say:
“Right on Joe, I really liked that also when I first looked at this opportunity, it sounds to me like you are ready to get started”!
Now say nothing!
There will absolutely be an awkward silence, do not be the one to break it, put your phone on mute, put duct tape over your mouth, do whatever you have to do to not be the one to break the awkward silence.
Lots of times you will get people saying they are ready to get going, other times they will need more information. But it is a great closing technique that works very well. Get in the habit of using it.
You can learn more about closing the deal with your prospect here.
Go for No in Network Marketing
The last tip I will give you for learning how to overcome no in networking marketing is to actually set a goal of getting as many “No’s” as possible every day.
They call this going for no.
When you go for no you will automatically as a result get people who say yes to your business opportunity.
Strive to become very good at recruiting, inviting and following up with people. Then set a daily goal for yourself of getting a set number of people telling you no every day.
Getting “No’s” is part of the deal in building your business. You are absolutely going to get far more people saying no to your opportunity then people saying yes. It is just the way it is and it is A-ok as you only need a few people saying Yes monthly to build a very large downline.
So instead of getting upset over people who say no, set a goal to get a certain number of no’s per day.
Here is the thing. The more people who say no to you, the more people you will get who also say yes to your business.
Overtime as you continue to prospect people eventually a ratio is going to form.
You will learn that if you speak to X number of people per day, you will get Y number of people who say no, but you will also get Z number of people who say yes.
Then you know that all you need to do is speak to the X number, and you will recruit Z number of people.
Everyone’s ratio will be different. You might speak to 10 people. 8 tell you no, and 2 tell you yes. Then you know that in order to recruit 2 people you need to speak with 10.
This is how professional network marketers build their business. They are focused and they know what they need to do to build a successful business.
Here are a few more posts to help get great a building your business:
Cheers to YOUR Success
P.S. I have put together a Free Prospecting Bootcamp you can sign up to today. Sign up is on the side of the blog or bottom of page if you are on a smartphone. Learn all of my top prospecting and recruiting strategies to become a top recruiter in your company.