People, People, People!
No matter how you slice the pie of Life, people make the world go ’round! People, all seven billion of them on Earth, are unique. They come with their own hopes and dreams, and their own sets of wishes.
People react to living in different ways: some take on life enthusiastically, some cautiously. Some are apathetic and have given up winning, while others cry about their troubles. A minority few tell lies (covertly jealous of others’ successes) when they think they can no longer show their true intent toward others and still survive.
No doubt about it: people are fascinating! And patience, prospecting & people in network marketing — the three “P’s” — are key ingredients.
What Makes People Pop?
People are naturally curious. The environments in which they find themselves contain new things to delight their different senses. The common, touch-and-let-go method of learning is instinctive in people. The difference between humans and the animal kingdom is that people express, through language, their feelings about their experiences, in part to communicate their thoughts; in part to ensure the longevity of their personal survival.
People like to win but, at times, people experience losses. They discover that the product or company they were excited about, turned out to not be what was promised. They discover that others in a group will not help them, or that they are shunned by another for a petty reason.
People with losses turn away from better opportunities because of unfortunate decisions they made during the negative experience. They formulate ideas to prevent events from happening to them again. This decisive reaction prevents their ability to see how your new opportunity might be better, even beneficial, for them. In short, people can close the door of success by their thoughts, reactions and decisions alone.
On the other hand, not everyone chooses to be less enthusiastic or pro-survival. Winners, despite obstacles, maintain the winning attitudes of games, teamwork, and strong interest and go on to succeed. In network marketing, this is the prevailing attitude among its biggest leaders not only because, in some cases, they never relinquished it, but also because they bypassed their momentary feelings of loss. They simply decided to go out and act as if they were enthusiastic, soon discovering that they were once again feeling that way naturally.
Remember, the nature of people is to be curious, enthusiastic and inquisitive about new opportunities. The trick in prospecting is to catch them where they live now, and work them up to the winning attitudes that will spell success in network marketing.
How, then, do you talk to someone who failed at his last MLM venture? How do you get a person’s agreement, who just wants you to stop? How do you turn a conservative “looker” into an eager buyer?
The answer is: you talk with them, not at them. And you answer their questions.
Joe Yazbeck, author of No Fear Speaking, tells us what people have on their minds when approached by a speaker, or someone speaking to them about an opportunity:
… we crave the answers to three questions:
- Why should I listen to you? Have you done it… are you currently doing it?
- Can I do it, too, with my limitations and my weaknesses and my strengths?
- How do I get from where I am to where I want to be? Will it be worth it to me?
Questions are best answered by talking about things that people like long enough to get them talking to you. You then listen well to what they say, understanding what they really mean, and you let them know that you do understand.
If you found yourself on vacation, mid-stream on a fly-fishing afternoon, and you met someone, also fishing, you would talk about fishing or fish. If, while doing that, you discovered he generally talked about how bad things are “all over,” and that he’d rather be fishing than working anytime, you would notice this attitude and match it. Not at him, but with him:
“I just had to get away from the rat race back at the office,” he says, “Here, no one talks back at me.”
You say, “Don’t I know it! Nobody cared about me in my office… that’s why I fired them all and went out on my own!”
He sees and hears his mirror image in your tone and reply, which he can’t help but like. (Everyone likes to be right.)
“You went out on your own? When do you work now?”
“I’m working right now, even as I stand here fishing this stream… to hell with those others!” you say.
“Sounds interesting, tell me more… ”
He’s changed his attitude and demeanor and found something interesting about you because you were interested in him, and what interests him, and expressed that interest in a way he could recognize.
From that point, you talk about fishing as much as about your network marketing opportunity or products. You keep the balance up to sustain his interest. You stay interested in him and his needs and show him how you can help him achieve his goal, fly-fishing, with residual income from network marketing flowing into his account.
The way you talk to people, then, is:
- you get curious about them,
- find out what they like by matching how they approach life (their tone),
- let them tell you about that while you listen well and with real curiosity,
- you show them a way to achieve what they want faster or with like-minded people.
After all, you’re people, too. And isn’t the way I’ve suggested you talk with people the way you’d want someone to talk with you? Do you find that agreement on something also brings into play degrees of affinity? Having common understandings with people makes you feel they understand you; and that you can understand them.
The Three P’s Apply to Life
Patience, Prospecting & People in network marketing are not only the backbone of multi-level marketing, but also the entire human experience.
Very simply, people move product, product does not move people. So my focus is on people, helping to find a dream, find a reason why, find a vehicle. So if I’m good relating to people, developing a friendship that moves into an intimate relationship, then friends do what friends do, and it’s interactive distribution. – Brig Hart, explaining why his prospecting worked so well.
By far, the most important of the three P’s is the last: People.