There are many ways to qualify a prospect for the opportunity of joining in network marketing. There is no one-size-fits-all approach, but there are some basic guidelines that can be followed when qualifying prospects.
Network marketing is not about trying to recruit people who have absolutely no interest or need for your product or service, it's about identifying those who are passionate about changing their lives and then helping them with their needs.
Contrary to popular belief, network marketing is not about selling, it's about providing!
In this article, we'll be discussing the importance of working with qualified prospects, and how to properly vet aspiring entrepreneurs to ensure that they're in for the long haul.
The Qualification Process
So, what does qualifying prospects entail? At its core, it's asking the most basic question: “Do you have any interest in this?”
As an entrepreneur, you’re going to have your hands full with a lot of exciting projects. You’ll be too busy working towards your dream life! The last thing you want is to be wasting your time on fruitless endeavours.
Working with a mismatched prospect is, sadly, a huge waste of time for a lot of network marketers.
That’s the number one reason why the process of qualifying prospects is so important.
The Importance of Qualifying Prospects to Join In Network Marketing
There may be some prospects who have heard of MLM and that it can provide a great opportunity for them but don't really care either way because they see it as “dabbling”. They're lukewarm.
If your goal is success, that’s not the kind of person you’d want to be working with.
This is exactly why qualification is so important – it separates those who are serious about your opportunity from those who aren't, and ensures that time isn't wasted on anyone who doesn’t have a real interest in what you're offering.
How to Qualify Prospects to Join In Network Marketing
Before qualifying prospects, it’s important to consider the fact that you will inevitably play the role of mentor. The first stage of qualifying is thinking about how it would be like to mentor a prospective downline.
Ask yourself the following questions:
- Will they be passionate about the business?
- Will they be eager and excited to learn, or will they be scared of trying new things out?
- Are they ready to take on a brand new challenge, or will they declare defeat at every inconvenience?
If mentoring them feels like a worthwhile endeavor, it’s time to qualify them by getting to know them more. Keep in mind, the answers to these questions are designed to give you an insight into how compatible the prospect’s goals and learning style is with you and your business.
Learn More About Their Current Life
The next step is to find out about their current life and why they are interested in the opportunity. Doing this research will help you decide how much time you need to dedicate to them, as well as what kind of support system they might need during this process.
Do they have any experience in network marketing? If not, how well do they understand what network marketing is? If you're teaching them about it, are there certain topics that seem confusing for them? Does their schedule allow enough free time each day and week to dedicate themselves full-time?
It's also important to understand whose opinions they will be listening to. Have they reached out to a friend or family member for advice? How important are their friends' and family's opinions to them? Should their friends and family discourage them from starting their own network marketing business (due to stereotypes), will they keep on going?
Find Out What They Value Most
Sometimes it's easier to understand their priorities if you ask them what they value most. What really matters to them in life? How do they like living? Do they want more time with family and friends, is that not necessary for them because of how much free time they have already? Are they looking for fulfillment? For freedom?
Remember: their goals should align with yours. While “being rich” is something that all of us want, it's a means to an end. Be it freedom, stability, convenience, or success, money represents something.
Getting a glimpse into what they value will help you determine whether you can actually help them, or if their goals are meaningful enough for them to actually do the work required to be successful.
Determine If They’re Ready to Change
Successful network marketers have a “fire” in them. They're hungry for success, and they're not afraid to innovate, work, or fail in order to get to their dream life.
If you find someone who's “OK with their life,” chances are they're not a great prospect for network marketing. The people who make the most money in this industry are those who have something to prove, or have some goal that will be made possible through your opportunity and help.
Another important consideration is their attitude towards failure – do they see it as a normal part of learning and an opportunity for self-improvement, or will they beat themselves up over it? Worse, will they see it as you trying to “dupe” them?
If They Qualify: Next Steps
If their values, goals, and attitude align with yours, congratulations! You've found yourself a potential winner!
Share your story and your product's story with them. Tell them about all the ways through which the opportunity has improved your life. Give them a virtual tour of the company, and share stories of people who worked hard and made it.
Better yet, introduce them to as many successful entrepreneurs as possible!
Make sure that you provide resources such as books on self-improvement and study materials pertaining to network marketing if they ask about it! Make this a part of your sales process; even after qualifying, prospects should know where these resources are found so they can refer to it and share it to their prospects as well.
Qualifying prospects in network marketing is an important step that should be taken early on to ensure you’re providing the right solutions for people. When you determine that a prospect can be helped by your business, use your story as evidence for why working with you is an opportunity they'll enjoy and benefit from. Don’t forget to share personal stories from people involved in the company so they can see firsthand how this has changed lives for the better!
Want to learn more? Fill out this contact form if you're ready to take your company up a notch and start qualifying more leads!