Facing a new contact as a network marketer can sometimes be off-putting, especially if this is your first time on your own.

You might be considering what to say to light in your prospect that desire to want to hear more from you. But step one, you need to make the appointment before you can spin your story.

When meeting a new prospect who is already a business owner, that appointment can be more difficult to get and there are certainly some words you need to avoid or you could turn your contact off completely.

This post will deal with a few words that we normally use when offering our opportunity that basically should be replaced by other words that won’t evoke the same emotional response from your prospect.

For example, during these unsure economic times, the very word “Business” is not an appropriate word to use in a presentation.

Why?

Well, the contact already owns a business that may be struggling. They may have current employee problems to solve and also may have a huge overhead to deal with while still trying to pay the bills. The very last thing they want to hear about is another “business”.

Instead of using “business”, think of replacing it with “additional income“. Additional income does not bring on a negative emotional response. In fact, it brings hope of increasing future money flow.

This will leave your prospect open to more of what you may have to say instead of having the door slammed in your face right from the start.

Another word that is often used and brings about questionable emotions is “membership”. Becoming a member of what and for what reason? Choose a word most people can relate to, such as “opening an account“. We open accounts all the time, at the bank, at a store, at Cosco. It’s a normal procedure of everyday life and more readily accepted than buying a membership.

One very scary word to many is “autoship”. On its own, the word autoship needs defining and people see their dollars going away automatically without having any control over the outcome.

Now doesn’t “convenience program” make it sound more inviting? This way, the prospect will understand that receiving their product at a scheduled time every month is strictly for their convenience.

Here are some tips you might use when trying to get an appointment with a business owner. Remember, at this point, you’re just after the appointment, nothing else.

1. Connect with the person who is responsible for the business, not an employee
2. Compliment them on their business, or products or whatever
3. Ask questions that refer to the store’s purpose but don’t get nosy

Then say something like this:

“I believe we have a great opportunity here for a collaboration and increase the value to your current clients as well as increase your bottom line. Would you be open to hearing how you can do just that?”

Book your appointment and remember to make sure to tell them that you will need a half hour of their time, uninterrupted.

If they ask you what it’s all about, here’s a good reply: “I’m a professional business planner ready to help you increase your value to your clients.”

So, there you have it, a quick how to do, to get an interview with a business owner you never met before.

It’s with excellent training and easy tips like these that you will grow your income because your team will learn terms that invite rather than scare a prospect away.

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