In yesterday’s post, I took issue with John Fogg’s approach to a prospect who says, “I just don’t have the time.”
Mr. Fogg (yes, we’re still friends) said he got past that by asking (‘trick question’ notwithstanding):
“If you knew (without a doubt) that six months from now you’d be earning at least $1000 a month from your network marketing business… would you be able to make the time?”
More than half of you think that’s baiting the prospect. Others don’t. See here.
This “If you knew you could…” is perhaps the most effective approach I’ve heard over the years to get someone to consider something they otherwise wouldn’t. It’s reframing at its best, used by self-improvement gurus like Tony Robbins and countless others.
A slightly weaker but equally common pitch is, “If I could show you a way to make $5,000-10,000/mo part time, would you be interested?” It gets attention. Why else do so many recruiters use it?
Two questions for you (get out the Bailey’s). You’re trying to recruit Lulu. You say:
“Lulu, if you knew you could (or if I could show you a way to) earn $1,000/mo (or $5,000/mo) in x amount of time, would you be interested?”
1. If you make such a statement to Lulu, does it imply you are doing that (or better)?
2. If you make such a statement to Lulu, is that OK even if you are not earning that yourself?
Vote and please explain your thinking.
P.S. New Manifesto: “Friends, Lies…” click here to download – free.
Yes on 1 and no on 2.
If the person who recruited me said, “If I could show you a way to make $1,000/mo…” I would assume she was making at least that. If I discovered she wasn’t, She would have lost all credibility because I would have been lied to. This also would have changed how I felt about the company itself. Possibly resulting in me leaving the company. My recruiter was honest about her earnings.
The world, and especially Network Marketing, is full of people who didn’t/couldn’t do it themselves, but think they can teach someone else how to do it. If you can’t do it, you can’t teach someone else how to do it.
We as an industry have enough of a problem with credibility. We don’t need people implying they make $X when the don’t. Let’s keep it honest.
Reach into your heart and tell me you can show me how to do something that you have not done. If you know, and can show, then why haven’t you accomplished it yourself? It just doesn’t make sense.
I would be angry if someone told me they were going to show me how to do something that they haven’t done themselves.
I don’t think he was promising her that to begin with, but – IF he were:
1. I tell people that’s possible to make $1,000/mo. within a year with my company because I KNOW it’s possible.
2. Did I do that? Nope (not in my FIRST 6 months) – I was terminated from my previous company due to a clause in their policies & procedures, so I wasn’t even sure I wanted to do network marketing again. BUT…once I made the decision to get to work, I did get to that amount in 6 months with minimal effort.
As long as you know and believe it’s possible, you will make it. So will Lulu.
It’s very simple. If you do not believe that it’s possible – don’t say it. And be CLEAR that they must do what is proven to work or they will not succeed. (IF you have a proven system, that is)
Roxanne Green
I think as long as you know what you’re teaching is possible and realistic, it doesn’t matter if that’s how it worked for you personally. Everyone’s available time and skill sets are different so just because I took longer doesn’t mean you have to.
In my compnay, a home-schooling mother of 4 made it to the top in about two years while others have been in for 12 years and still haven’t made it. The difference is the degree of effort put forth, not the possiblity of the desired outcome.
I think it’s important to be honest about the amount of work it will take to get x amount of $$ in y amount of time. Then let the prospect decide what’s possible for them.
Michele
http://www.GoodHealthMadeSimple.com
http://www.Michele.NetworkMarketingCentral.com
These 2 questions are not at all what Fogg’s original question was. Fogg was posing a hypothetical question to check out the person’s real priorities. In other words, do you really not have time or is there another issue?
This “if I could show you” question implies a sure route to the stated income. There is no such route.
And no, if you have not done it, it is a misrepresentation to say you can teach someone else how to do it.
If you are going to show someone how to do something, you are implying that you are an expert.
If you’ve only made $1 in one year, how will you show someone how do do something you haven’t been able to accomplish yourself?
Now, everyone starts somewhere, so in any company you have to start at the beginning unless you are a heavy hitter that brought over your whole downline.
Since every person is different and you may very well not do as well financially as a person you bring in and teach, I think the best policy is to just show them the comp plan and never discuss what you are doing.
Only look at what they can do and help them find the path that works best for them to achieve their goal of $1000, $5000 per month.
Yes. The bait has to be true.
As a network marketer, we work the business by “self promotion”. We lead with our story. And that could either be benefits from the product or the monetary rewards from the business. Both have to be true.
So I vote Yes(Q1) & No(Q2).
The answer to the original question is likely to be followed at some point with, ‘Is this what you did?’ or ‘Is that how long it took you?’ or similar. It’s not ok to suggest a plan of earning potential that you haven’t achieved yourself. If you have, then I guess it’s ok.
However, people who make themselves a success, don’t do it just because they are trained well by their upline, they do it because they develop personally, are determined, have passion, are disciplined etc etc. You can’t teach or predict these things.
kristine.mionegroup.com
You could say that and clarify that even if you weren’t yet earning that amount that you know someone who does (upline.)
Or in my case, I say “Let me introduce you to one of my business partners.”
I feel it implies that I have done that. Then, if I offer Lulu $1500 in 6 months, I think I should have done so myself. Or it would be OK if I have a sponsor or someone else I work closely with who has done it.
On the other hand, we are all different, and what I can (or cannot) do, isn’t necessarily going to hold true for another. I think these sort of statements are like money: neutral. Only becoming good or bad with the intent of the user.
Tracy
About Me
In my opinion, to say what Mr. Fogg said or, the variation, ‘What if I could show you…’ is an inference that you have done the thing. A more honest approach is “What if I could show you a way ‘that others have gotten’ $x,xxx/mo.” If asked, you might add, “I’m working on it myself.’
I said ‘yes’ to both and here is why…
Yes it implies that I am earning that kind of income. And on the second question, yes, it is OK.
It says, “If I could show you a way”. I may be on that same road and just haven’t gotten there yet. I may be brandnew to the business as well, but I know in my heart it’s possible. Just because I haven’t reached that point yet doesn’t mean the person I’m talking to can’t…or can’t get there even faster.
If someone would ask me point blank if I’m making that kind of money right now, I would tell the truth.
I think the more important question is whether or not we should be telling them they could make $1000 or $5000, especially based on the fact that the majority of individuals that get involved with network marketing DO NOT do it to make a lot of money.
This whole premise is assuming that money is their motivation for starting this business and, as Kim has already shown us, money is not the motivation for most getting started.
Showing and doing will always be two separate actions. Either you, or someone you can connect the person to, should already be making whatever you are stating.
Mr. Fogg’s question was only good as it showed the person’s response of not having time was really a “knee-jerk” reaction and not her real issue with the business. She was really saying “I’m not interested.” Why pursue that person for your business?
Why lead with the money? The money for me is a side benefit of making a difference and doing something I love. “A man convinced against his will – is of the same opinion still.” They won’t stay and they won’t do even if shown.
I think this is stepping into dangerous territory because not everyone has the same work ethic and ability to reach that income level.
I also don’t think you should say they can make a certain amount of money if you haven’t already achieved that level of success yourself.
AND even if you have, I still don’t think that it is a good idea to state income potential because you don’t know what that person will or won’t do.
No, it’s not okay to lead someone along to think in 6 months they could have an additional $1,000/mo if you are not making it yourself or at least will make that amount of money in the next 2 months. The promise of big money is a major reason why people ignore network marketers these days. If someone wants to promise a prospect with the lure of big money, then show that individual the step by step plan to accomplish that goal before they sign on the dotted line and hand over their money. Only then will the individual know what they are walking into with their eyes wide open.