MLM Sponsoring Tips Hotsheet #2

Sponsoring Tips From A Master Recruiter

"You have the cookie. Here's how to make your prospects reach for it, and increase your sponsoring success..."

Hotsheet #2
Tuesday 1:11 pm

Subject: How To Make Your Prospects "Reach For The Cookie"

Freshly baked cookies. What kid can resist?

If you were like me growing up, the smell of cookies brought you running! My mom baked the most incredible chocolate chip cookies. She had to hide 'em or else they were GONE before my dad ever had a chance to get one!

But try handing a cookie to an adult and what happens?

Sometimes, they hesitate.

Why?

Some adults tend to "over think" or "over analyze" stuff. We say to ourselves things like: "hmmm, do I really need the extra calories today" or "how close is dinner" or "I just brushed my teeth".

Now imagine this.

You're over at a friend's house. After dinner they bring out some freshly baked cookies and offer you one. You hesitate, and say: "I really shouldn't". Instead of arguing, your friend simply smiles at you and slyly says: Hey, I'm sure you're right... and slowly begins pulling the cookies back and adds with a grin: "I'll bet you wouldn't like these fresh from the oven, chewy hot morsels and a cool, tall glass of milk much anyway".

What happens?

More likely than not, you reach for 'em!

As humans, we instinctively hate missing out of things -- don't we? We WANT what we can't have.

It's human nature.

This applies in network marketing too

In fact, the "cookie principle" can be a powerful addition to your sponsoring arsenal.

Let me explain.

Most networkers make the mistake of trying to DRAG prospects into their business. They have NO CLUE how much this approach is costing them.

The message they're broadcasting to their prospects is one of desperation. Prospects are left thinking: sheeesh, no way I'm doing some business where I've gotta be dragging people into it all the time.

End result? Your prospect runs to the nearest exit and vanishes!

So, what should you do when your prospect (who's already had ample time to review your opportunity) hestitates? When they tell ya: well, I'm gonna have to think about it.

Simple. You take the cookie away!

When you do, guess what happens? Yep, the right ones reach for it.

Here's an example of the "cookie principle" in action:

You've qualified your prospect, and given them access to comprehensive information on your opportunity. They've carefully reviewed it but when you follow-up you get: "Let me think about it, I'm not sure I've got the time to do this". Your response?

Agree with them! "You know Mary, you may be right. This may not be right for you".

Whoa! Guess what, that is NOT what Mary is expecting you to say!

You see, you just agreed with her and she was expecting you to argue with her. Psychologically, it's disarming. It breaks an expected pattern of thought, and causes your prospect to THINK.

When you pull the cookie away, human nature is to what?

Reach for it!

Now, this is a powerful technique so a few words of warning are in order.

Don't use this with EVERYBODY. You see, some prospects really aren't right for your venture and the last thing you want to do is sponsor those! You'll end up wasting a lot of your valuable time working with the wrong people.

Instead, only use this technique with prospects you've interviewed and who you're convinced ARE right for your business.

How do you know if a prospect is right for your business?

I'll give you a powerful tactic you can apply that'll quickly separate out the diamonds from the glass in next week's MLM Sponsoring Tips Hotsheet!

 

Until next time,

Mark Wieser

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