Your average prospect hates paying income taxes and secretly wishes that he could get those juicy tax breaks available to businesses. Sounds like a perfect benefit to sponsor new prospects, right?

Well, tax savings is a great benefit of owning your own business, but most networkers blow their opportunity to present this to prospects. Why?

Because they don’t create a big enough problem in the prospects’ minds. They weakly say things like:

“And our business gives you great tax deductions.”


Instead, help the prospect to stop, think, and ponder his situation of having no tax breaks. Try saying:

“Yes, tax time is coming again. The government has a sophisticated strategy to make you pay the maximum taxes allowed by law. They are going to collect as many tax dollars as they can from… you! So what is your counter-strategy?”

Then shut up. Wait. Listen.

Allow your prospect to sell himself.

From the vast source of trivia on the Internet:

10. “They told me at the blood bank this might happen.”

9. “This is just a 15-minute power nap like they raved about in that time management course you sent me to.

8. “Whew! Guess I left the top off the white-out. You probably got here just in time.”

7. “I wasn’t sleeping, I was meditating on the mission statement and envisioning a new paradigm.”

6. “I was testing my keyboard for drool resistance.”

5. “I was doing a highly specific yoga exercise to relieve work-related stress. Do you discriminate against people who practice yoga?”

4. “Why did you interrupt me? I had almost figured out a solution to our biggest problem.”

3. “The coffee machine is broken.”

2. “Someone must have put decaf in the wrong pot.”

1. ” …in God’s name, Amen.”

Imagine this is the relative effectiveness of inviting people:

* 50% Endorsement. (If someone endorses the meeting, half of the people invited will come.)

* 10% Referral. (Looks like an endorsement is five times more effective than a simple referral.)

* 3% Two-step. (Get someone to answer an ad, and then send them more stuff and invite them.)

* 1.0% Cold call. (Gee, you would have to make 50 cold calls to equal one endorsement.)

* 0.5% A simple email inviting a person to your meeting.

These are relative numbers, but you get the idea.

Instead of running ads, etc. – make personal contact with one, two or three people. Build a relationship and invite them. That will be more effective than hundreds of emails.

Prospect: “I can’t afford $49 for a distributor kit.”

Sponsor: “You have cable television, right? Which will make you more money? Cable television or our opportunity?”

If your prospect doesn’t subscribe to cable television, just modify your approach for the following:

* Extended mobile phone plan
* Smoking
* Beer
* Golf
* Eating out at restaurants
* Movies
* Pizza

When you buy something, you give the seller some money, receive your merchandise, and the deal is completed. That’s it.

When someone asks you to join his network marketing company, this isn’t a simple, one-time transaction. You are being asked for a long-term commitment. You’ll want to know more about the program, the people involved, etc. You want to be comfortable with everything before you make this major decision.

That’s why “selling” doesn’t work well when sponsoring prospects.

What does work is “relationships.” Your prospect will join if he knows, likes and trusts you. This is why people join.

If you want to be an effective recruiter, concentrate more of your presentation on relationships and less on features, benefits, and facts about your program.

With his health failing for several months, a poor distributor rested on his deathbed. Throughout his long illness, the distributor’s worthless sponsor made daily visits. One day, the distributor weakly motioned for the worthless sponsor to come nearer.

The distributor whispered to the worthless sponsor:

“You have been at my side through all my bad times and suffering.

“When I lost my best leader, you were there to support me.

“When my opportunity meeting caught on fire, you were there at my side.

“When my downline quit to join another company, you stayed with me.

“And every day that I’ve been sick, you’ve been here.

“Do you know what I’m thinking?”

The worthless sponsor replied, “No, what are you thinking?”

The distributor replied, “I think you’re bad luck!”