MAKE PROSPECTING FUN & EASY How To Manage The “I Really Need A Job” Objection By Monte Taylor Recently I was enjoying a conversation with Rich Nichols from National Leads. It was a follow up from a “How to Profit with Leads” webinar that Rich and I had just completed. (This was a webinar where we were teaching an easy-to-learn, simple, non-selling system for buying and closing MLM leads.) If you’d like to subscribe to Rich’s blog, go to www.national-leads.com. Anyway, I asked Rich after the webinar if there was anything he would have liked to have added or done differently. Rich thought for a moment, and then he said, “It was great. In fact, it was fantastic. However, there was one thing I was thinking about, and I think we should add it next time.” Here is what Rich said, “One of the things I hear back from networkers who have been calling opt-in leads is that they sometimes come across a prospect who supposedly responded to a business opportunity lead, but then says, I really just need a job.” So, the purpose of this audio is to give you scripts and actionable strategies for managing the conversation when a prospects says to you, “What I really need is a job.” Here are a couple of ideas. (By the way, if you are just working a “warm market,” these will still work for you.) One of the things you should consider is telling every prospect something like this at the outset: “I want to make sure you are clear that we are going to discuss the possibility of a profitable income project for you, not employment. Is that okay with you?” Listen for the response. For example, if you have Jim on the line and you might say this: “Hi Jim. This is Monte Taylor, from Orlando, Florida. I understand you filled out a form indicating you have an interest in learning more about our income project. Is this a good time to visit for five minutes?” Here’s what you might say if Jim responds to your question with, “I’m not really interested in a business. I need a job.” “Jim, I’m sorry if I misunderstood. Do you have a minute to tell me a little bit about you, your background, and what you are looking for?” This question give’s you the opportunity to listen and to learn more about what’s going on in Jim’s life, and why he is looking for a job. (Just to be perfectly clear, do not lead Jim on that you have a job, but instead use the “conversational opportunity” to connect with Jim and learn more about his needs.) Then, you can respond: “Jim, thanks so much for sharing. It sounds like you have your work cut out for you, and I wish you the absolute best in finding whatever you are looking for. Jim, I don’t have employment for you, but I do have something that you might want to keep in mind for your future. You deserve to at least see what this is so you can decide for yourself. Jim, think about this Copyright 2014 • All Rights Reserved. Monte Taylor, Jr. • www.montetaylor.com 1 MAKE PROSPECTING FUN & EASY question for a moment. Do you need the job? Or is it the income?” Your leadership and suggestions could become the very lifesaver they’re hoping for! (Most people, once they think about it, don’t really need a job – they need the income. Consider for yourself: If you had an adequate, continual income stream that you could count on every month, year in and year out, would you still want that job?) About the Author: Monte Taylor is a serial entrepreneur, author, coach and business consultant and the former CEO of two network marketing companies. As a devoted network marketing advocate for over 25 years, he has also built successful teams in the field as an independent distributor. Monte received his Master's degree in business administration from the Crummer School of Business at Rollins College and holds Master's level certificates in Executive Coaching and Business Coaching. So ask Jim: “If I could show you a way, that within a few years, with some part-time effort, you could have enough income so that you didn’t need a job, unless of course you wanted one, would you be willing to invest ten minutes to learn more about it?” If you find someone that says they are not interested in a business because they are really looking for a job, it might be worthwhile to encourage them to consider the possibility that (once they have their job) they may want to start “digging their well” before they need more water.” Very important point: Don’t promise people that they can build the business income fast enough that they don’t need to keep looking for a job. It takes some time to build a substantial business, so never advise people in need to stop looking for a job. Instead, you can offer this: “Jim, when people are really thirsty what they need right away is water. And they need it fast. But once they’ve found the water, they may want to consider building ‘a great big well’ so you never have to worry about water again – and I can show you how to do that. Jim, would you be willing to invest ten minutes to take a look? You deserve to see what this is all about so you can decide for yourself.” His best-selling books include, Objections Handled – 101 Scripts for Network Marketers – Learn To Say The Right Things To Every Prospect. Profit With Leads – The #1 Easy-To-Learn, Simple Non Selling System for Buying And Closing MLM Leads. Both books are available on Amazon.com You can access Monte's popular audio blog and free streaming videos by subscribing at: www.montetaylor.com Don’t be afraid to take the lead and help people consider new possibilities. Be their thinking partner. Be creative. Take a chance. Copyright 2014 • All Rights Reserved. Monte Taylor, Jr. • www.montetaylor.com 2