Wednesday, May 31, 2017

MLM Recruiting: What to Say When They Have No Money?

I work with several customers who are in other Network Marketing companies that use my company's service to build theirs. I often get the question, "What do I say if they say they have no money?"  I'm sure you've heard this objection time and again if you've been in business any amount of time. It's one of the most common objections next to, "I don't have the time."

What does this objection mean when you hear it? It might have several underlying emotional meanings but here's how you get to the real bottom line objection and uncover it.

Ask an Unsuspecting Question

Ray Higdon wrote a great post about this very topic. He suggests asking this question, "Are you trying to get in or are you trying to get out?" What?  The question itself gets them off balance, but asks an important question.  Are you saying that because you really want to join if you found the money, or are you saying that because you really don't want to do it and you just don't want to hurt my feelings? Then reassure them, "Listen tell me honestly if you don't want to do this because it won't hurt my feelings a bit, but if you want in let me know that as well.

If they tell you that they really want to join, but just don't have the available cash. Restate what they said. "Ok so you're saying that you don't have $XX dollars in your checking, savings or available on a credit card, is that right?

The Caesar Rodriguez Magic Bullet Question

Caesar is a top recruiter and trainer and here's a brilliant question from him.  "How far off are we." When you ask this question, you stop battling the $500 battle and let's just say they have $425 available.  Now you're only $75 away from the goal. I would again ask, "So how do we come up with $75 if this really is something you want to do?"

Remember this important point.  When people tell you they don't have the money, most of the time they're saying they don't have the EXTRA money, or that they don't see the value in the opportunity before them. Do yourself and them a favor and cut to the chase.  Uncover the objection, help them be honest with you by reassuring them it's no skin off your neck if they do or don't, and you'll uncover the real reasons.

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