The #1 Reason Prospects Don’t Join Your Business

What prevents someone from becoming a rep in your network marketing business?  Today we’re going to look at what’s holding people back from growing their business and introduce you to the Inviting Formula.

Biggest Reason Why Prospects Don’t Join You

The biggest reason prospects don’t join you is you didn’t invite them. That is the biggest reason. 

Throughout this video series I’ve spent a lot of time blaming the prospect for not doing the business, but yet the biggest reason is that you don’t invite them. 

What happened? Why were they not invited? 

Lack of Belief Leads to Not Enough Invitations

You never talked to your friend.

You have friends you saw at Thanksgiving or other gatherings, and you didn’t talk to them because you don’t know or believe the true value of Network Marketing. 

The reason that I publish a video every week on Network Marketing Power is because I want people to really understand the industry. I started out with what Network Marketing isn’t, and then what it is, and then what prevents someone from joining. 

I’m doing this because I believe that if someone knew Network Marketing the way that I know it they would crawl over broken glass naked to get to what this is, because it is so satisfying, so freeing.

I know it so well.

 I know all the comparisons to other industries. 

I know how ethical it is. I know how, yes, it can be done in a non-ethical way, but the way that I do it is ethical. That’s the reason I’m so proud of the industry. I’m proud of the millionaires that are on my team. 

That’s the reason you didn’t talk to your friends. You didn’t believe it, or you haven’t moved enough prospects across the Pipeline in order for you to get your messaging down. 

When it really mattered with your friend at some event or something like that, then you didn’t take the cues. When the person told you that they don’t have time to play golf anymore, when they told you that they’re handing out pink slips, when they told you these things, you didn’t tell them about your business.

The Power of the Memory Jogger 

It could also be that you never did the full memory jogger exercise. 

Typically, you get the memory jogger, and it’s to jog your memory of the relationships that you’ve had in the past. One of my favorite ones is to just pick up a phone book (if you even have one anymore). 

• You just go through and you say… 
• Who do I know in appliances? 
• Who do I know that’s an accountant? 
• Who do I know in school? 
• Who do I know that dances? 
• Who do I know that dances awful? 
• Who do I know that dances well?

You just go through that thing and you pull up a whole bunch of people in your past.

Then you can contact them not to make them do anything or to invite them, but just to talk to them. 

Build a relationship back, and offer for them to look at something. 

Other reasons prospects didn’t join you could be: 

• You never learned how to run ads, postcards, etc. 
• Never learned how to communicate the concept of network marketing. 
• Never learned how to do the Inviting formula (which is greet, qualify, invite, close to action, and follow up or follow through). 

How To Say the Right Thing to Every Prospect 

The Inviting Formula occurs here, and only here. 

Every business in the world has to do this. This isn’t unique to Network Marketing. Whenever someone says no to doing this, they’re saying no to doing any business. If they’re afraid of this, then they can’t do any business unless they have somebody to do this for them. 

It is the Inviting Formula.

You generate a lead. It can come out of your contacts on your phone. It can come from running ads. It can come from anywhere.

You contact them. In this conversation, when you contact them is where you’re going to do the greeting. The greeting is just really getting in communication with them, having them talk to you. It’s not about them listening to you. It’s about them talking to you, because what you’ve got to do is have them freely talking to you. 

If somebody is apprehensive, if they’re saying, “How’d you get my phone number?” – that’s not the time to bring up a business. 

You have to get to talking to them, and have them willing to talk to you freely.

After that point, then you qualify them. 

The qualify step is not what you read in most sales books. The qualification is find out what they need or want, or don’t want anymore, and whether your business offers any of that. If it does, then they qualify.

Then you have to ask the question, “Would I want to work with this person?” 

If it’s a customer, the answer is probably yes. 

But if it’s a business partner, maybe. 

If they qualified, the next step is to invite them to look at a presentation that would help them get whatever it was that they stated that they need, want, or don’t want, and that’s the presentation. 

The close to action step is to say, “Hey, I’m going to follow up with you. When will you get a chance to look at that?” and you’re going to follow up. 

That right there encapsulates all of those things that would prevent you from asking. 

You don’t invite them, or don’t show them the business, because of one of those reasons. 

How to Master Network Marketing

There are a lot of people in Network Marketing who really, really act as though they know Network Marketing in a big way, but if they don’t live the Pipeline, they don’t know Network Marketing.

I’m sorry to be blunt about this, but I just see it all the time.

If you ever use the phrase, “I already know that,” that is arrogance. 

Because if you’re not living in that Pipeline, then you don’t know it. 

You might know it  intellectually, but you’re not a master of it. 

The only way you become a master of Network Marketing is by doing the Pipeline. 

If You Don’t Live It, You Don’t Know It 

I built a business, way back in 1989, and I retired at the end of 1994. It was one of those things where I felt like I was fully free. 

I thought, “What would I most like to do?”

What I most liked to do was go camping and hiking and go up mountain ranges and down long crests, along the coast in California. 

That’s how I spent three years of my life. I would be gone for a three-month block of time where I would just walk on trails enjoying peace and freedom. 

I considered myself a veteran in the world of camping and hiking. Boy, was I humbled! 

Just this last weekend I decided to take my boys camping, and for somebody who knew how to do that, and hadn’t done it in a while, I was humbled. I knew a lot about camping gear, but I was out of practice. 

That’s the reason why I say that if you are not doing it on a daily basis, then you might know it intellectually, but you don’t necessarily know it. 

You don’t live it. 

That’s the real crux of what I wanted to share with you.

Intellectual knowledge does not equal mastery or money in Network Marketing. 
Need help with your message? Want to learn the Inviting Formula? Here’s my training for what to say and how to say it. If you don’t have a team or haven’t recruited anyone (or less than 10 people), this is THE course you should get – Network Marketing Training Course