Goals are what drive those in network marketing forwards towards success, and chances are that you have a clear idea about what your goals are and what you want to achieve along the way to them. However, one thing that is often overlooked by a network marketer is the fact that when you’re interacting with a potential lead or a new prospect, you need to focus on their goals as well.
The reason is simple – when you understand what their goals are you’re able to get a better idea about how to market yourself and your company to them. You should look at marketing as a way to fill a need that someone has, and in doing so you are better able to explain why what you’re offering is important to them. There are a few basic steps that you should remember that can help you do just that.
Ask Them Questions
You need to understand the ‘why’ of a person in order to be able to help them and help yourself. Essentially, everyone has a reason that they’re interested in what you’re offering – even if it’s only a vague idea of what they want to achieve or a hesitant interest.
In order to turn that interest into action, you’ll need to start by asking them a few basic questions. Some good ones to start with include:
- What is motivating you to success?
- What are your short term goals?
- What are your long term goals?
- How do you want your life to change?
- Do you clearly understand your goals and how to reach them?
- How motivated and serious are you about achieving those goals?
This serves two purposes. First, it helps you get a clear understanding of what a lead or prospect is hoping to achieve and how you can help them do so. Second, it lets them vocalize their goals so that they can hear it and understand it for themselves. In doing so, it becomes much easier for them to start charting a path to success as well.
Once you understand their goals – and they understand them – the next step is to chart a path to those goals. This involves explaining the difference that your product or company offers and how it can help them.
For example, if their goal is to lose weight but they’ve struggled because of snacking, show how your weight loss program combats that.
If your prospect wants to earn enough money to eventually quit their job, talk to them about the financial potential of your business.
The key is knowing what you need to offer to someone, what their goals are, and how you can help them achieve them. This is much different than just trying to throw another salesy marketing push at them, and is the key to effectively bringing the right people onto your team.
As a final thought, it’s important that you master the art of tempering expectations in reality without crushing someone’s dreams. A big goal of many who enter network marketing is to start earning tens of thousands of dollars within a few months, and to make it worse many expect to do so with little effort.
When you talk to someone about their goals, be sure to explain to them the reality of what you’re offering and what it will really take. This way you don’t waste their time or yours, and are able to get the kind of results that you both deserve.
If you’ll keep these basic points in mind you should be able to turn goals into a way to help yourself and your business thrive while making it possible for others to start down their own path to better success.