The Law Of Seven Moves
You are only seven moves (at most) to recruiting all the distributors in your network marketing business that you will ever need.
Seven moves sure doesn’t seem like many, but that’s all any prospect has to avoid joining you in business. Your job is to identify when someone has made a move, and have the skill to counter it.
Now, in this lesson, I’m not going to list all seven moves (that would take much more time than we have in one newsletter), but I will discuss one of the first ones that prospects have been using on you (very successfully I might add). Over the course of the next 2-3 weeks, I will reveal some of the other ones. And one, by one, I will share tactics and strategies to counteract every one of them.
One of the first moves that prospects use is a head fake. Many prospects don’t even know that they are making a move (for the most part, it is totally unconscious). And in all of the time I’ve spent listening to live calls by other distributors (and role playing with them), more people fall for this head fake than any other move a prospect will use on you.
Here’s what happens… You ask the generic question: “Why are you looking at opportunities?” And the prospect responds by saying: “I’d like to get into my own business.” Or “I’m looking to make some extra money.” Or “I want financial security.”
None of these are the “real” reason they are looking. They are surface reasons, and there is no emotion attached to them.
Now you might be saying, “Ed, I always look for a more emotional reason than the ones given.” Okay – If you do, then great! Most people don’t. But stick with me. There is a lot more to this.
Let me introduce you to The Three Deep Rule (we will cover it in more depth in a later newsletter). The Three Deep Rule states that the truth is always three levels deep. It also states that there are three reasons why someone makes a decision. Right now we are at level one. By further encouraging the prospect to clarify their answer, they might say that there have been some layoffs at their company, and they are fearful of losing their job.
That’s certainly more emotional than their first response, but we have one more level to go.
Finally, they tell you that the department they work in is closing in 6 months, and there is a very good chance that they will be out of a job.
Bingo! Now, isn’t that an emotional reason to be looking at opportunities? It is much more emotional than, “I want financial security.”
You are still not done. You still have two more emotional reasons to uncover. You see, most people get one emotional reason (at best). That’s like trying to sit on a one legged stool. You can do it, but it’s very difficult. Having three emotional reasons to work with is like sitting on a three legged stool – much better.
Having three solid emotional reasons that they are looking at opportunities (that you have obtained by using The Three Deep Rule) will dramatically increase your success rate of recruiting new distributors into your business.
Remember this, because it’s important. People will join your opportunity for emotional reasons (their emotional reasons, not yours). Think about how you present your opportunity. Do you enthusiastically tell your prospect how great your opportunity is?
Or do you focus on their three primary emotional reasons for “looking”, and link your offering as the solution to ending their emotional pain?
Think about it.
Next up: Pendulum Theory. How to define the three prospect types, and how to move them toward joining you in your business.
Be Successful,
Kevin & Ed
P.S. What does a typical business look like in this industry? For the answer, go to http://www.optimizedmlmleads.com/3mlmgrowthprofiles.html
P.P.S. What are the common problems that networkers encounter when trying to recruit a new distributor into their network marketing business? Find out by downloading our new PDF at: http://www.optimizedmlmleads.com/commonproblems.pdf
P.P.P.S. Please remember to tell your upline and downline about us.
Seven moves sure doesn’t seem like many, but that’s all any prospect has to avoid joining you in business. Your job is to identify when someone has made a move, and have the skill to counter it.
Now, in this lesson, I’m not going to list all seven moves (that would take much more time than we have in one newsletter), but I will discuss one of the first ones that prospects have been using on you (very successfully I might add). Over the course of the next 2-3 weeks, I will reveal some of the other ones. And one, by one, I will share tactics and strategies to counteract every one of them.
One of the first moves that prospects use is a head fake. Many prospects don’t even know that they are making a move (for the most part, it is totally unconscious). And in all of the time I’ve spent listening to live calls by other distributors (and role playing with them), more people fall for this head fake than any other move a prospect will use on you.
Here’s what happens… You ask the generic question: “Why are you looking at opportunities?” And the prospect responds by saying: “I’d like to get into my own business.” Or “I’m looking to make some extra money.” Or “I want financial security.”
None of these are the “real” reason they are looking. They are surface reasons, and there is no emotion attached to them.
Now you might be saying, “Ed, I always look for a more emotional reason than the ones given.” Okay – If you do, then great! Most people don’t. But stick with me. There is a lot more to this.
Let me introduce you to The Three Deep Rule (we will cover it in more depth in a later newsletter). The Three Deep Rule states that the truth is always three levels deep. It also states that there are three reasons why someone makes a decision. Right now we are at level one. By further encouraging the prospect to clarify their answer, they might say that there have been some layoffs at their company, and they are fearful of losing their job.
That’s certainly more emotional than their first response, but we have one more level to go.
Finally, they tell you that the department they work in is closing in 6 months, and there is a very good chance that they will be out of a job.
Bingo! Now, isn’t that an emotional reason to be looking at opportunities? It is much more emotional than, “I want financial security.”
You are still not done. You still have two more emotional reasons to uncover. You see, most people get one emotional reason (at best). That’s like trying to sit on a one legged stool. You can do it, but it’s very difficult. Having three emotional reasons to work with is like sitting on a three legged stool – much better.
Having three solid emotional reasons that they are looking at opportunities (that you have obtained by using The Three Deep Rule) will dramatically increase your success rate of recruiting new distributors into your business.
Remember this, because it’s important. People will join your opportunity for emotional reasons (their emotional reasons, not yours). Think about how you present your opportunity. Do you enthusiastically tell your prospect how great your opportunity is?
Or do you focus on their three primary emotional reasons for “looking”, and link your offering as the solution to ending their emotional pain?
Think about it.
Next up: Pendulum Theory. How to define the three prospect types, and how to move them toward joining you in your business.
Be Successful,
Kevin & Ed
P.S. What does a typical business look like in this industry? For the answer, go to http://www.optimizedmlmleads.com/3mlmgrowthprofiles.html
P.P.S. What are the common problems that networkers encounter when trying to recruit a new distributor into their network marketing business? Find out by downloading our new PDF at: http://www.optimizedmlmleads.com/commonproblems.pdf
P.P.P.S. Please remember to tell your upline and downline about us.
posted by Ed Forteau at 2:07 PM
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