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    WiredBIZ Articles: Training

    MLM Training - How To Get More And Better Referrals

    By Michael Oliver
    Oct 9, 2006, 19:00
    E-Mail Article
    Printer Friendly Page

    Asking for referrals is a great way to boost your Network Marketing and MLM business by increasing the flow of leads.

     

    Unfortunately, many Network Marketers and MLM Distributors are either reluctant to ask for referrals or, when they do, not very effective in getting good referrals.

     

    The first problem, being reluctant to ask for referrals, is largely a consequence of not establishing a genuine connection with the other person.  After all, we're asking for something from them and if we haven't already provided something of value to them, then there's no sense of reciprocity.

     

    This problem won't arise when you use the principles of "Natural Selling".

     

    The second problem, not being effective at getting referrals, is largely the result of the way people go about asking for the referral.

     

    Network Marketers and MLM Distributors often say something like…

     

    "Do you know anyone that would be interested in this opportunity or these products?" 

     

    Personally I would not recommend using these words. It makes the request too vague. It needs to be more precise.

     

    The word "anyone" leaves it too open. It needs to be narrowed down. Using the phrase, "that would be interested" requires someone to make a judgment and a decision for their friend or associate.

     

    A more precise and effective approach would be…

     

    "Who do you know that is ambitious and wanting to get ahead, who would consider looking at this opportunity for themselves?"

     

    "Who do you know that has challenges such as (name some problems your product will solve) and would consider looking at these (products) to make themselves (feel/look) better?"

     

    With questions framed like this, you help the other person visualize what you are looking for, and the only level of interest you're requesting is willingness for someone to "consider looking."

     

    This is much softer and less threatening.

     

    There's a further step that will make the referral even more useful for you.

     

    Once someone has given you the referral, ask the following question…

     

    "Thank you! I appreciate that. Before I follow up, perhaps you could tell me why you think your friend could benefit from me talking with her about (your product or starting her own business)?"

     

    You then listen to all the reasons they think you can help their friend. You make a note of these reasons and ask more questions around them.

     

    Later when you call your referral, you will have something to talk about. You will be able to make sure the information is correct. You'll also have an idea as to how to present the correct solution.

     

    It also shows you really care as opposed to trying to pressure your referral or thrust a solution down her throat as soon as you call.

     

    There is an added benefit in that you demonstrate to the person who gave you the referral that you care, and that you are consistent and in integrity. And if you haven't already got the relevant contact details, it's then easy to ask…

     

    "Well, if you would like to give me their number I will call them and see if I can be of help."

     

    You don't need to stop at just one referral of course!  Once someone has provided a referral, you can thank them and simply say…

     

    "Who else do you know…?"

     

    Once someone gives you a referral, you'll want to follow up as soon as possible.  The extra information you gathered will make this easier and more effective for you.

     

    Asking for referrals is a great way to boost your Network Marketing and MLM business building and it's a good idea to make it part of your routine.  What I've suggested in this article will help you get more and better quality leads.


    Michael Oliver is the founder of Natural Selling Sales Training, and the author of the best selling book "How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"  Michael was voted "Best Generic Trainer" in 2004 and 2005 in the annual MLM Insider poll.

    You can learn more about how Natural Selling can help you get what you want by helping others get what they want by visiting www.NaturalSelling.com.

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