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In your network marketing business, how many times have you spoken to leads and they seem extremely interested, but then something happens and, poof, they are gone? Yes, they vanish into thin air! You call. You leave a message, and then another and another, but to no avail. You start asking yourself, “What did I do wrong? What should I have said, or what didn’t I say?” Maybe stuff came up in that individual’s life and/or the timing just wasn’t there. Don’t take it personally. Life does happen and timing is everything! What you do need to take personally when prospecting is your relationship with individuals. I believe the key to successful MLM prospecting is spending time to build a relationship with your leads.

When you are visiting with prospects, get to know them. Ask questions and really find out their story. Remember, make it about them, not you! It will help you stand out from others they may be speaking with about MLM opportunities. When you find out a person’s wants, needs, and his/her ultimate why, you can then show how your business can help fulfill that individual’s needs. You can provide value. Spending time to build a relationship with your MLM leads will go a long way.

One of the best ways to build a relationship with prospects is to ask them questions about themselves. Be understanding, responsive, and sincerely concerned. Here are some questions you might ask:

1. What are you looking for in a business?

2. Why are you searching for a home business? (This is one of the most important questions you can ask.)

3. How long have you been searching?

4. What do you do now? Do you enjoy it?

5. Have you tried other businesses before? If so, what was your experience?

6. What attracted you to this business?

7. Do you have a family? Tell me a little bit more about your children?

8. How many hours per week are you willing to devote to your new business?

9. What are you looking for in a coach and a mentor?

10. And of course, what questions do you have for me?

Let prospects know what they can expect from you as a sponsor. Assure them they won’t be left alone when they join your team.

To improve your prospecting skills, which will in turn, build your relationship building skills, I recommend Tim Sales’ CD course, Professional Inviter. Tim walks you through the prospecting process step by step. He teaches five steps: 1) greet, 2) qualify, 3) invite, 4) close them to action, and 5) follow up. And, you get to listen to him actually making calls. Learn more about Professional Inviter at Brilliant Exchange.

I can’t emphasize step 5 enough. You must follow up—always! Follow up with an auto responder, an occasional email, postcard, or a phone call. When following up, set a date and a time to do so. For example I ask prospects, “When will you be able to look at the information I’m sending you by email? Great. Since you will be able to look at it tomorrow afternoon, is it okay to call you tomorrow evening around 7 p.m.?” Confirm a date and time and then move forward.

In your prospecting endeavors, it’s important to remember to have patience and not be overbearing if you want to build a relationship. Have you ever had someone call you day and night practically begging you to join their business? And, did you just want to run in the other direction? Don’t be that person. Allow your prospects some space and time to consider their decision and ask questions.

The bottom line is building relationships and a successful network marketing team is a process that takes time. You have to remember it is normally a two to five year process. So, be patient. Continue to invest in yourself; hone your skills; commit to daily, consistent prospecting steps; and most important, diligently build relationships with your prospects. If you follow these guidelines, you will be glad you did.