Most people would like to know how to make money but few people are interested in actually selling anything. Let’s face it, we all love buying the things we want, but we never like feeling “sold”. We feel uncomfortable in a sales situation because we feel we have less power and are at a disadvantage compared to the salesperson. And, knowing this, when people start a network marketing business to earn extra money they often become even more uncomfortable being the sales person, especially after their first prospects reject their offer. Wouldn’t it be great if there was another way?
How to make money by giving something away
Wouldn’t you and your prospects be more comfortable if you didn’t start off by trying to sell your products or your income opportunity? How about if you started out by just offering some free information that they could use to help themselves?
Your end solution can still be the same products or income opportunity, but the dynamics of your conversation are very different. Do you expect your next prospect to reject your offer if it’s simply free helpful information? Of course not. And do you think your prospect will feel more comfortable with you if you are giving him something of value without cost or obligation? Of course.
Welcome to a little known sales technique called “striplining”. Striplining is a fishing term which refers to waiting as the fish takes and swallows the bait. Yanking on the line at the first tug of the fish can net you an empty hook, but having the patience to let the fish take the bait can give you a much better catch. This is not to imply that we are trying to trick our prospect and catch them. The term just refers to taking things slowly and letting your prospect really take in what you’re offering before you ask anything of him in return.
Striplining and how to make money
Step one: Offer something of value for free. Ideally you offer information that causes the prospect to come to the conclusion —on his own—that he wants or needs what you are offering. If your information causes some emotion, like the fear that he is losing out on something, is paying too much for something, or is somehow being taken advantage of (and not by you) then he will be very interested in your offer. If you use the striplining technique well, he will even come out and ask for your advice to solve the problem you just brought to his awareness.
Step two: Offer some additional advice: Offer your opportunity. Offer it, but don’t pitch it. Just show him how you selected your opportunity to solve the same problem when you first became aware of the problem. And, using the striplining approach, you take your time and do not yank hard on the line. You just share with your prospect how your opportunity was the best solution for the problem and that you could save him the trouble of the research you did by joining you in the same business.
Do you see how this dynamic is so much more comfortable for your prospect? They’re getting help!
Do you see how this is also so much more comfortable for you than going into sales pitch mode and risking rejection? How much rejection do you think you’ll receive from helping someone with the striplining approach? Much less, to be sure. And even those, who may still say no to your opportunity, will still appreciate your help, so you have actually strengthened your reputation rather than damaging it by using a less effective approach.
Now that you are familiar with the basic idea of striplining you can feel less intimidated when you think about how to make money through network marketing. Please stay tuned for How to Make Money When You Hate Sales — Part 2, where more specific details will be unveiled.