A common occurrence in Network Marketing and Direct Sales is the “No Show” factor. This where your potential partners don’t take any action after your first conversation, or are not there when you call again. it appears they’ve sought Witness Protection!
It can be a problem, and the problem could be you – if you didn’t show up for them!
When you first speak to people;
- Do you take the time to ask the right types of questions, listen, learn and respond appropriately to their answers?
- Are you meeting them where they really are, before inviting them to look at where you are, and where they could be?
- Are you allowing them to feel consciously and sub-consciously, heard, appreciated and understood?
If you are, they’ll usually do what you suggest and be there when you call the second time.
If you’re not, and all you’re interested in doing is listening for the minimal amount of qualifying information before shovelling them off to into your system… or treating them as another cog in your wheel of chance called “The Numbers Game”, which is like throwing spaghetti at the wall hoping some of it will stick… then it’s unlikely they are going to stick around!
And it’s not always because they’re not motivated to make a change. It’s because they don’t TRUST you have their best interested at heart!
And why would that be?
Well, their frame of reference (thinking) when you first call, is hardly likely to be the same as yours. Yes, they might express a desire to make more money, have more time and be free (just like you)… and that would be a logical parallel frame of reference.
But there it ends. Because most people don’t just want something based on objective logic. There are reasons why they want what they want.
And their reasons will be totally different than yours. Their reasons are their real frame of reference.
Not only that, included in that frame of reference is the possible baggage of their fears; fear of never being in business before, fear of failure, fear of success, fear of selling, fear of you even! Baggage they’ve accumulated over the years that have prevented them from getting what they deeply want.
And if you don’t ask about, acknowledge and address those fears, before you plunge in with your solution, they will always be there!
So ask, listen and appropriately respond, and your leads will tell you everything you and they need to know about what they want, why they want it and whether they are serious enough to put in the time and effort to get it.
To help you, and to accelerate your learning, check out my audio “How To Have Fearless Conversations… And Build Your Business Faster, Without Fear, Rejection Or Objections!”
You’ll hear and learn how to talk with them so that they’ll trust and respect you enough to have a look at how your solution will help them and be there when you call them back.
Woody Allen once said “80% of life is showing up”. I bet he wasn’t just talking about the other person!