Warm Market Rejection in Network Marketing
You don’t need to suffer warm market rejection in network marketing. You can learn how to tell them what you are doing without pitching, selling, or offending them.
Just about every upline leader that you join in a network marketing business opportunity is going to tell you not to ignore your “warm market.” In other words, they are going to recommend that you expose your warm market to the fact that you’re in a business of your own. In some cases, your upline leadership will insist or strongly recommend that you prospect your warm market with serious fervor!
This post addresses to concepts in dealing with warm market rejection:
- How to avoid rejection in the first place
- How to reframe rejection when it occurs
How to Avoid Warm Market Rejection in Your Network Marketing Business
First, let’s define what a “warm market” is. Your warm market is anybody with whom you have a relationship. That means you know them, and they know you. The degree of that relationship is not important for purposes of this discussion.
Share a Modest but Concrete Vision for a Result You Will Achieve
You can consider this approach as a beginning concept from which to synthesize your own approach:
“I’ve started my own business (or personal enterprise), and since I respect your judgement, I’d like to ask for your assistance in one area of my business plan. I will be building a team locally, and planning to host a major local event with my team members in 6 months. I’d like your assistance in referring people you believe may be interested generating an additional stream of income from their own business.”
There may be other objectives like wanting to get 6 people in your team driving BMWs or Mercedes at the end of six months, or get 10 team members qualified for a fully paid cruise to the Bahamas. Whatever it is, that becomes you midterm objective that is driving you to seek referrals of people. Most progressive network marketing companies have great incentives that you can work with.
This approach shows that you are a leader with a vision for building a successful and prosperous team. It also shows that you plan to have fun doing it!
What you are seeking to do here is to inform, solicit assistance, but to minimize any resistance. That’s why you are not pitching them on your business. You are asking them for their support or assistance.
The model of this approach is outlined here:
- Tell them you respect our would appreciate their assistance.
- Tell them what you are doing, but be brief. Don’t go into details, but be prepared to give a short summary of the benefits that your opportunity offers.
- Describe a specific objective (event) you are seeking to reach in 6 months or less.
- Ask for their assistance in identifying prospective team members.
What you are doing with this approach is NOT prospecting your warm market. You are exposing them to your business. They will ask what business you are in, so don’t dodge the question. Just make sure you know what business you’re in!
What Business Are You In?
There are different ways to answer this question, but here are a few that have proven to be effective:
- I’m in the [insert the market segment your company is in: e.g. health and wellness, travel, beauty, etc.]
- I’m in the international marketing and distribution business
- I’m a home-based business entrepreneur
- I’m a network marketing professional
Don’t hide what you are doing, but just don’t get verbose about it. The bottom line is you need to be proud of that fact that you are stepping out and starting a business of your own – that takes guts and vision!
Unless your warm market contact wants to know all the details of your products and your business, don’t get into it. If they are interested they’ll tell you.
The reason you don’t go into the details is because that will be perceived as “pitching” your business, which is what you don’t want to do. What you are asking for is simply a referral of people who may be a good fit for your team. This is one of the elements of your business plan.
What you should realize is that since you are not pitching your warm market person, you don’t need to have any fear of loss. Instead, you are simply apprising them that you are in business for yourself now, and looking for others who may be a fit. There is no pressure here at all.
So, as you can see, one way to avoid warm market rejection is not to pitch the business in the first place. Just ask for referrals and don’t be concerned about whether or not they are going to join you. If they do, great! If not, the cold market is MUCH larger anyway.
How to Reframe Rejection When it Occurs
Whether you pitch your business to your warm market, or simply ask for a referral as outlined above, you may still evoke a “rejection” response. When that happens, there are a few very simple, sincere, and effective ways to respond.
What you are seeking to do is to move them past the rejection to a realization that this is a legitimate business that you are in, and in which you fully plan to be successful. You are NOT convincing them or pitching them, and you are most certainly not arguing with them.
In every case you must maintain a professional and courteous attitude. Anger or indignant behavior will only create more problems. So, here are a few simple replies that help to reframe the rejection.
- “Well, I’ve done my homework on the company and the opportunity, and I can see how this will work for me. I’m going to move forward with this business with or without you. It would be more fun with you, but it makes no difference otherwise. I’m just seeking your thoughts on referrals of those who may be a good fit.”
- “I hear what you’re saying, and that crossed my mind, too, but then I did my due diligence and found that this is a very legitimate business opportunity with a sound company. I fully plan to be successful in this business.”
- “I understand. I just wanted to see if you knew anyone with whom I could speak. No problem if you don’t feel comfortable in giving a referral. I know I’ll be successful in this business, and would welcome the opportunity to help people you know.”
- Tell them a brief success story of someone you know or have heard of, and use that as a means to illuminate the possibilities. Then close the conversation with a short dialog like the ones given above.
There are many different ways you can reframe their objection. Your objective in reframing the objection is simply to demonstrate that you are confident in your decision and in your beliefs. Their beliefs don’t matter, you just don’t want to tell them that.
The model that you follow in this kind of dialog is:
- Respect their opinion, but don’t lose your power and don’t beg.
- DO NOT say you know how they feel. You understand, or you hear what they’re saying, but you do not know how they feel. That is usually perceived as an agreement and validation of their belief.
- Tell them you are going to proceed anyway, and fully plan to be successful.
- Tell them you’ve done your due diligence, and know that this is a legitimate business – but do it politely.
- You want to leave the conversation in a friendly and cordial state, but with your confidence and resolve in tact.
Summary
In summary, the best way to avoid warm market rejection is not to pitch your business to them, or to pressure them in any way. Just ask for a referral in the form of describing that you are now in business for yourself.
If an objection is raised, then politely state your confidence in the legitimacy and your expectation, then move on. Don’t argue or try and convince your warm market if they aren’t receptive to helping you.
Keep in mind that their beliefs are not yours. It really doesn’t matter what they believe, since you’re going to be successful regardless of what they believe.
Finally, you must always keep in mind that you are a professional. Even if you just started in your network marketing business, you will acquire skills, knowledge, and capabilities that are essential in order to build a thriving business. You’ll have millions of dollars of product moving through your network, and that is serious commerce! You are in business plain and simple. Be proud of your profession, your knowledge, and the difference you will make in the lives of others!
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Here’s to fun, profit, and lifestyle in your network marketing business!
All the best,
Dana
