In baseball, a pitcher might have a fast ball, a curve ball, and a slider. In other words, they have a lot of pitches. If you do good online MLM marketing, you have no pitches. You don’t pitch. You leave that to baseball players.
“Do not pitch–answer questions instead.”
And where does this wise and witty saying come from? From one of the most successful and respected MLM marketers in the industry today, Ana Gabriel Mann. I’m proud to say she is also in my upline, and a definite leader.
Why Not Pitch in MLM?
Good question. Why shouldn’t we pitch prospects, if that will convince more of them to sign up? Here’s what Ana says about it: “Let the tool make the presentation. If you have a stay-at-home mom who is gun shy, you don’t want her thinking she has to go to a coffee shop and present.”
If you’re thinking, “Huh?” let me clarify that for you. What Ana’s saying is that in MLM we don’t pitch people we prospect. Instead, we invite them to take a look at the business by listening to a CD, watching a DVD, getting on a webinar, or reading our blog. We invite, we don’t pitch. We let our tools do the pitching.
Why Let Tools Do the Pitching?
So why do we want to let the tools pitch for us? Because if we pitch someone and we’re really good at it, then someone who doesn’t think they are good at pitching will automatically reject the opportunity, even before they’ve given it a chance.
But if you just invite someone to take part in a webinar and then let the webinar do the presenting, the person thinks, “All she did was invite me to a webinar. I can do that.” See the difference?
How Do You Answer Questions in Online MLM?
Of course, if you’re doing your MLM business online, then the invitation looks a little different, as does answering questions. While it is possible to use social media tools like Twitter and Facebook to directly invite people to look at your opportunity, it’s usually considered bad form unless you’ve developed some kind of relationship with them, even if it’s a purely digital relationship.
Instead, you might want to use a more indirect method, like blogging or article marketing, to pique people’s interest. You might offer up some startling facts or ask some probing questions on your blog. For instance, you could ask pose the question: “Did you know that 91% of all foreclosures last year could have been prevented with $500 additional income per month?” Then proceed to answer the question in a way that invites someone to want to learn more. You can follow the same approach of leading with an intriguing question in an online forum. The point is to generate curiosity and interest rather than overpower people with a pitch.
Remember, pitching is for baseball. Answering questions is for online MLM. So skip the pitch! Agree?
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Photo credit: Johan Santana
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