Does Prospecting For Zija Scare You? Try THIS Instead!
Are you scared to death of prospecting?
Does your stomach drop when you think of picking up the phone? Are you afraid of being rejected? Well, THIS is just about the most empowered approach I’ve ever heard.
Read on to find out why hundreds of people who were either stalled or ready to call it quits are now refreshed, excited, and building their businesses with newfound confidence and success.
The big drop-out factor. The fact that 95 percent of the people who start in a business like ours don’t make it and I didn’t know why. I knew that God couldn’t make that many failures, so I figured there must be something that people don’t know or that I don’t know that is peculiar about the business that causes it–I mean, 95 percent drop-out is not exactly something to crow about. I wanted to do something about it if I could.
I began by asking people who dropped out of my business, “What happened? Yesterday you were looking good, what happened today?” Slowly they would finally tell me: Well, I talked to my mother. I talked to my brother. I talked to my husband or my wife and they dumped on it.
“Well, what do they know about it?”
“Well, nothing, but they dumped on it, so I didn’t want to continue. I thought probably it wasn’t the right thing for me to do.”
So it became apparent that most people who dropped out of the business or decided to pull back commonly did it because of comments from people who had never been in a business of their own. They had never done networking before, in most cases were not financially very successful themselves, and none of them were entrepreneurs. I’ve never heard of a case where a real entrepreneurial person has dumped on somebody else’s idea.
I also found that these people didn’t know that 15 or 16 out of the first 20 people they talk to are going to tell them what’s wrong with the business, what’s wrong with them and that they should get a real job. Nobody was prepared for that, especially from their friends, family and neighbors. I certainly wasn’t prepared for it in my business when I first started.
So, that was the reason most people quit? Yes–first of all, they didn’t have any idea who to go to except friends, family and neighbors, and that in itself was a problem. But secondly, they had no idea that these people would come blasting back at them with all the reasons why they shouldn’t be in Zija.
One of the biggest reasons I say this is to prepare people. Most companies’ major strategy for recruiting people into the business–whether as customers or business builders–is go to your friends, family and neighbors. Of course that is the cheapest method, and on the face of it it sounds good, but why would you want to duplicate a 95 percent drop out rate?
We’ve been leading people down this path for years and, I think, really doing them a disservice to pretend that “all you have to do” is find a few people. If you survive, yes, it’s true you only need a few people. But it’s not true that the first five or the first 10 are not going to be the ones. Leaders know that, but what we haven’t been acknowledging is how much brain damage relatives and friends do to people. People are so vulnerable to the opinions of their friends. They go shopping and they ask their friends how do the shoes look? How does the dress look? How do the pants look? I mean, people depend on other people’s opinions very much for how they judge things.
When I realized that the people doing the dumping were people who didn’t have any experience being leaders and entrepreneurs, I resolved that those aren’t the ones we want anyway. Why would you want weak people? It’s like having an army and they’re all the weakest people in the country. Nobody would want that. So I figured great, let’s put them in their place and let’s teach people to say “No” to those people to begin with–because they’re not the ones you want.
So when somebody starts in the business, the best thing for them to know is that they should try to find at least three to five methods of reaching out to people. Also, be aware in the beginning that most people are not the right ones to become entrepreneurs. I mean, only five percent of the people in the United States are entrepreneurial spirits. The rest of them are not. And not all of them who aren’t entrepreneurs are pukeys, but many are.
What do mean by a “pukey”?
Pukeys are what I call the ones who, when you call them up and say:
“Look I’ve start a new business. Do you know anyone. . .”
“Is this one of those things? I don’t want to have any stuff in my garage. I know somebody who’s got some stuff in their garage and never made any money.”
We teach people to say no first to these guys–they’re the wrong ones–and it shifts the whole dynamic. Right away say:
“You know what, you’re right. This is probably not something you should be doing. This is not something for you. I’m really sorry I called. I’ve got another call. I’ll see you later. Bye.”
The mission is to stay in the business long enough to find the ones for whom it is the right thing to be doing. That is definitely the number one goal of anyone in this business and any sponsor should know that.
Then why is it that most people don’t already say that? Why do you think the idea of saying no first is such a revelation for people?
Because it’s reverse psychology. I mean, the reason people haven’t done it is because every salesperson since the time of Christ has been taught to go after every prospect until they drop.
Never give up.
Call on them.
Bang on them.
Bang on them until they say yes.
It’s a very human thing to feel that you need to persuade people to your point of view. I mean, wars are fought over people wanting to persuade others over their religious point of views. That’s why people fight.
The interesting thing that happens is that when somebody wants to persuade someone about their perspective and can’t do it, after three to 10 of those that person quits. They’re out of the business, and when someone later calls that person who quit, they’ll say, “No, I don’t want to do that. I don’t know anybody that wants to do that.” They themselves have given up on the whole idea and they may very well become a member of the puke set as a result.
But the most important thing to remember is that you don’t want to go after the wrong ones. You don’t want to recruit anyone you have to drag across the finish line. There are so many people in this business who are dragging people to every meeting, dragging them to every training, dragging them to every regional event. And it’s killing the ones who are doing the dragging as well as the ones that are being dragged.
But now, I want to get into the nitty gritty of this because sometimes it’s hard to tell. Some people will say, “Yeah, I think I’m interested” and then you get so hopeful, especially when you’re new and haven’t signed anyone up yet. You think this could be your first person. You’re so excited that you keep calling them but you don’t seem to get anywhere. What do you do with those people and how can say no first to someone who doesn’t call you back?
Well, you’re right, that is a different case. The puke set is easy to identify because they say “This is too expensive” and they get that whining tone of voice–kiss them good bye by saying no first. The people you’re talking about are the “forever maybes.” I teach people to keep one key question in the front of their minds whenever you’re on the phone with a prospect but especially with a forever maybe:
Is this person someone who will help me get there NOW? Why do you really want to do Zija? Do you see this as your ticket to financial independence? If you’re clear that the answer is yes, then ask yourself, “Will this person help me get there now? Yes or no?”
People pin this question up on their walls, their mirrors, anywhere. If the answer is no, fine–be nice about it and put them in the pipeline. Don’t burn your bridges. Just keep on reaching out until you find those one or two people who will help you get there now. And then you bust your butt and be there for them.
So when you’re talking to somebody who’s on the fence–they say they might want to but they really don’t know–ask yourself, will they help me get there now? Yes or no? The answer is probably “No, not right now.”
So you want to say, “Great. When you’re ready, you let me know.” If she wants some information, go ahead and send some, put her on a conference call, but she’s not a person who’s ready right now. In other words, don’t base your career hopes on someone just because they didn’t say no.
Then what do you do, put them in your pipeline?
Yes exactly, put them in your pipeline because recruiting is a courtship. You’re not going to get everybody in the back seat on the first night. There are people who think that you’re going to climb in the back seat the first night. I’m not one. I like to go through dinner first, some dancing, and then maybe we’ll talk.
Recruiting is really like that, it’s a process. So you don’t have to expect to score the first minute. You put them in the pipeline and ask the person some questions like “What’s it going to take for you to decide whether or not you should do this? What kind of information would you like? Would you like to meet some of us? Would you like to be on one of our conference calls?”
Ask them what the next step is. It’s very much like dating–do you want to have dinner first or do you want to go dancing? Do you want to go for a walk in the park or do you want to go to a movie? It’s kind of a slow walk down the lane to see if you’re going to have something at the end of it. But there’s always people for whom the timing is just right. I mean, I started within a week, I was totally ready.
One of the things I like about this approach is that you’re being sensitive to the other person’s timing while preserving your own timing as the number one priority. If we let people drive us out of the business, so to speak, we’re not honoring the fact that it is the right time for us.
And the people that you’re talking to who are not ready today, they may very well still come into the business. But it shouldn’t affect you. That’s why we tell people to do three to five different things simultaneously so that people are coming into you from three to five different sources. If you do that, you’re bound to get somebody every week. That’s what people need to know–you don’t have to rely on your friends, family and neighbors.
What would you say is the number one benefit of learning how to say no first to people?
You preserve your own attitude and keep yourself in the business. You’ll keep making those calls, you’ll keep reaching out, you’ll keep doing what it takes to succeed. Most people who don’t or can’t are out of the business.
And it keeps you in control.
Right, if we let other people run us out of the business, then who’s really the boss in that scenario?
Yes, when you control your emotions and your attitude, you control your business. And it feels so good! Most people who call here say they’ve never felt so good in their lives. If you say to someone, “Well, this is probably not something you should be doing,” in nine out of 10 cases when there’s life force on the other end, they’ll respond, “What do you mean it’s not the right thing for me? You think you can do this and I can’t? I can do this as well as you. Give me that stuff!”
We’ve had that happen countless times. But for people that don’t have a lot of life force when you say it’s probably not for them, they go “Yeah, you’re probably right. I don’t even know why I called. I guess I was just bored.” And then they hang up. Totally amazing!!!!!
What does it do to the rejection factor?
You don’t have any. Some people train on how to handle objections, but my attitude is if they object, don’t sell it to them! Don’t even let them have it. If somebody says it’s too expensive, I say yes, you’re totally right, I think it is too expensive for you. Definitely out of your price league, this is not something for you. I did calls like this in front of thousands of people live–it was totally a hoot. They’d go, “Well, how much did you say it was?” They’re expecting to be pursued relentlessly and when they aren’t, they’re surprised and start listening.
When people do this for the first time, they hang up and start jumping up and down–I did it! I said no first! They didn’t get me, I got them! The psychology of it keeps them able to make the next call, and isn’t that the goal? Stay in it long enough to make it. That’s the goal of the business.
And what’s a leader except somebody who keeps going regardless of what other people say? Look at the Wright Brothers, look at Henry Ford. They kept going despite the opposition because they were convinced. This whole idea of saying no first is to keep you steady so that you’re not swayed by all these people–most of whom hasn’t got a clue about making money anyway.
If you spend all your time around people who are going to buy one item a month, you’re destined to be poor.
You may as well get a job, it’s easier than dragging all these people who say, “You charged me eighty four cents and I thought it was going to be seventy nine. I want my money back.” I mean, who wants to deal with people like that? Those are not the right ones right now. Is that person going to help you achieve financial independence NOW?
You tell me.