When you were child most of us were taught the Magic Words, Please and Thank You. It has been so ingrained in so many of us many say them without meaning. If this is true for you, then your Mama was never a network marketer.
Our parents taught us to say please when we wanted something. You shall not receive unless you say please. And so we approach people with this notion that we need to be polite and because we assume we are imposing on their time, we ask with a tone of please. If we prospect people in the way we have all been socialized by our parents, we position ourselves in a posture of need.
We are not in need of anyone or anybody, at least not in this business. This is a tremendous mind shift. What you offer is an opportunity and a different way of leading their life. If they want to take your time, great. If not, your time is offered elsewhere to someone else. We never say please to your prospect.
Our parents also taught us to say thank you when we were given something. Even if the gift you received was from your long distant monster of an Aunt and the gift was the wrong size, wrong color and for a boy and not a girl, you were told to say thank you. You were taught to be grateful even if you were not. So now many of us use the word thank you out of default because we don’t know what else to say.
One lesson I received from the top income earner of a company right after a phone call to a very “big” hitter in the industry, was do not say thank you at the end of the conversation. This was a tremendous posture switch. Instead, you might end with “It was nice talking to you, and we will follow up with you to see if you have additional questions and to find out your decision.” If you say thank you, you put yourself in the mercy of the prospect, and demonstrate you are dependent on their decision to join. While this prospect might be an asset to the growth of your business, it really doesn’t matter what they think because this business is not dependent on any one person.
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