From Go Pro: 7 Steps to Becoming a Network Marketing Professional by Eric Worre

A Network Marketing Professional is, “A person who is an expert at the skills required to
build a large and successful Network Marketing organization.”

Skill #2—Inviting Prospects to Understand Your Product or Opportunity

Study what successful people do. They built relationships. They built friendships. They learned
how to build trust with the people they met and were able to skillfully transfer the belief they had
about their products and opportunity. Their goal wasn’t to immediately recruit their prospects.
Their initial objective was to educate their prospects on what they had to offer and then let
those prospects decide if it was something they wanted to do.

The first thing they did was to invite people to attend some sort of event, such as a their
launch party, one-on-one or two-on-one meeting with another member of their team, a three-
way phone conversation, a small group presentation in their home, an online webinar, a local
hotel meeting, or some larger company event or convention.

The second thing they did was to invite people to review some sort of tool (like a sample
pack or Arbonne Opportunity video from YouTube). I’m a BIG believer in using tools to help
educate a prospect. Tools take many forms. There are samples packs, Consultant Packets (see
Dropbox “Business Builder Packet Checklist), Arbonne Opportunity brochure, and Arbonne’s
Opportunity videos on YouTube.

Of the two methods used to help educate the prospect, events are the most effective.

All I did was learn how to successfully invite people to watch a video or try a sample,
follow it up with an invitation to an event, and teach everyone else to do the same thing.

Rule Number One

You must emotionally detach yourself from the outcome. This is extremely important.
Remember, our initial goal is education and understanding. It’s not getting a new customer or
signing a new Consultant. In other words, if you disconnect your emotions from that outcome
and just focus on education and understanding, everything gets very simple.

Rule Number Two

Be yourself. So many people become a different person when they start inviting. This
makes everyone uncomfortable. Be yourself. Just focus on being your best self.

Rule Number Three

Bring some passion. Enthusiasm is contagious. It’s okay to get a little bit fired up. Get
focused. Listen to some music that inspires you. Smile when you’re on the phone. I assure you,
your positive emotion will translate into better results.

Rule Number Four

Have a strong posture. The professionals are bold. They are confident. They were
strong. Be yourself, but be a bolder self. Be yourself, but be a stronger self. Be yourself, but be
a more confident self—at least when you’re inviting.

How to Invite
There are eight steps to a professional invitation. That might sound complicated, but with a little
practice, you’ll find it’s an easy skill to master.

Step One: Be in a hurry

Step Two: Compliment the prospect
Step Three: Make the invitation
Step Four: If I, would you?
Step Five: Confirmation #1–Get the time commitment
Step Six: Confirmation #2–Confirm the time commitment
Step Seven: Confirmation #3–Schedule the next call
Step Eight: Get off the phone

Step One: Be in a hurry

Examples for warm-market prospects:

● “I don’t have a lot of time to talk, but it was really important I reach you.”
● “I have a million things going on, but I’m glad I caught you.”
● “I’m running out the door, but I needed to talk to you really quickly.”

Step Two: Compliment the prospect

The Direct Approach

Examples for warm-market prospects:
● “You are so health conscious and I know you appreciate pure, safe products.”
● “You’ve always been supportive of me and I appreciate that so much.” (Great to use with
family and close friends.)
● “For as long as I’ve known you, I’ve thought you were the best at what you do.”
● Compliment the person, not necessarily their clothes or shoes :-)

Step Three: Make the invitation

The Direct Approach

Examples for warm-market prospects:
● “I’m launching my Arbonne business and I would love for you to see what it’s all about”
● “I’m hosting a launch party for my Arbonne business. It would mean so much to me if
you would come!”
● “I have some samples of our amazing RE9 Anti-Aging Skincare line that I think you
would love!”
● “I just started a business with Arbonne and got some sample packs of their best skincare
line with my starter kit. I’d love for you to give one a try!”
The Indirect Approach
This is another powerful tool to help get people past their initial resistance and educate them on
what you have to offer. The Indirect Approach is about asking the prospect for help, input or
guidance.
Examples for warm-market prospects:
● “I’ve just started a new business and I would love to have some feedback from you.”
● “I’ve just started a new business and I’m really nervous. Before I get going I need to
practice on someone friendly. Would you mind if I practiced on you?” (This is a GREAT
approach for family and close friends.)
● “A friend told me the best thing I could do when starting a business is to have people I
respect try out the products and give me some feedback. Would you be willing to do that
for me if I made it simple?”

Step Four: If I, Would You?

This question has been my secret weapon for a very long time. It is by far the most powerful
phrase I’ve come across in building a large and successful Network Marketing business.

“If I invited you to my launch event, would you come?”

“If I gave you a sample pack, would you use it?”
“If I gave you an info packet, would you read it?”
“If I gave you a link to our opportunity video, would you check it out?”
“If I invited you to an event my team is having, would you come?”

This question is SO POWERFUL, and for a number of reasons.

First, it’s reciprocal. You’re saying you will do something if they will do something. As
human beings, we are hardwired to respond positively to these types of situations.

Second, it puts you in a place of power. You’re in control. You’re not begging. You’re not
asking for favors. You are simply offering a value exchange.

And third, it implies that YOU have something of value to offer. You’re saying you will do
something, but not unless the other person will do something in exchange. When you value
what you have, people will respect you.

Step Five: Confirmation #1–Get the time commitment

You’ve asked, “If I, would you,” and they’ve said yes. The next step is to get a time commitment.

● “When do you think you could use the sample pack for sure?”
● “When do you think you could read the packet for sure?”
● “When do you think you could watch the link for sure?”

Don’t suggest a time for them. Just ask the question and wait for them to respond. This question
makes them think about their schedule and their commitments...in other words, it makes it real.
Step Six: Confirmation #2–Confirm the time commitment
If they tell you they’ll use the sample pack by Tuesday night, your response should be
something like, “So, if I called you Wednesday morning, you’ll have used it for sure, right?” If
they say they’ll read the packet by Thursday morning, your response should be, “So, if I called
you sometime later in the day on Thursday, you’ll have read it for sure, right?” If they say they’ll
watch the link by July 1, your response should be, “So, if I called you on July 2, you’ll have
looked at it for sure, right?”

Step Seven: Confirmation #3–Schedule the next call

This step is simple. Just ask, “What’s the best number and time for me to call?” They’ll give you
what works best for them, and now you have a real appointment. All you have to do is be sure
to remember to call when you said you’d call.

They’ve said yes four times. The whole invitation took a few minutes, and your chances of
achieving your goal of education and understanding has gone from about 5% to about 80%.

Step Eight: GET OFF THE PHONE/FINISH CONVERSATION

Remember, you’re in a hurry, right? Once you’ve confirmed the appointment, the best thing to
say to someone is something like “Great, we’ll talk then. Gotta run!” Too many people make the
appointment and then unmake it by talking and talking and talking. Remember, our goal is
education and understanding and we’re going to let the third-party tool do most of the work.

Other Points:
In terms of scripts, it’s best if you get the basic concepts down and don’t focus too hard on the
exact script. Life doesn’t work that way. But if you learn to let your prospect know you’re in a
hurry, then compliment them, then invite them, then pass on a tool with, “If I, would you,” then
confirm using the process I described, and finally get off the phone or complete the invite, you’ll
do just fine.

Skill #4—Following Up With Your Prospects

Fortune is in the follow-up.

Concept #1–Follow-up is doing what you said you would do.

If you say you’re going to call at a specific time, then do it. The Network Marketing Profession is
full of people who get all excited one minute and then go missing in action the next. Run your
business through a physical or electronic calendar. Be the person who does what they say
they’re going to do. People will respect that.

Concept #2–The only reason to have an exposure is to set up the next exposure

The goal in my mind changed from “getting” the prospect on the first exposure to just keeping
the process alive by setting up the next follow-up exposure, then the next and the next, until
they made a decision. When I made this small improvement, my results improved dramatically.

The best follow-up question I’ve ever used is, “What did you like best?”
Another great question to ask is “On a scale of one to 10, with one being zero interest and 10
being ready to get started right away, where are you right now?” With this question, anything
over a one is GOOD. It says they have some interest. Most of the time you’ll get something like
a five or a six. No matter what number they give you, all you’re going to do is ask them how you
can help them get to a higher number. Usually that answer will go along the lines of how they
answered, “What did you like best?”

What’s the next exposure?

1. Ask them to host a get together
Check out “How to book activity with phone calls” and continue to use “If
I, would you?” phrasing. Let them know you will bring gifts, all the
products, and the host gets 35-50% discounts, regardless of other orders.
They need to know what’s in it for them!
2. Shop as a Preferred Client
If they say no to hosting, ask if they would like to shop at a 20-40%
discount. “If I showed you how to shop at 20-40% off, would you be
interested in hearing more?”
3. Ask for a referral
If they say no to ordering, ask if they might know anyone who would like
to try a sample. “I understand and thank you so much for taking the time
to give me feedback. Sometimes, Arbonne is not a fit for everyone. Would
you know anyone who Arbonne might be a fit for?”
4. Ask for long term follow up or email list
If they’ve said no to all the above, ask: “Would it be ok if I checked back in
with you in three months?” and/or “Would it be ok if I added you to my
monthly email newsletter?”
5. If no to everything...say THANK YOU!!
Thank them for being brave enough to be honest!!

Once I changed to never finishing one exposure before setting up the next one, everything
changed for the better.

Concept #3–It takes an average of four to six exposures for the average person to join

Four to six exposures is an average, which means that for every person who joins on the first
exposure, there’s going to be a person who takes more than 10 exposures to join.

Concept #4–Condense the exposures for better results

On the other hand, if you have them check out a video, then join a conference call, then try the
product, then get on a webinar, then participate in a three -way call, then come to a live meeting
(or whatever combination of exposures you use in your company), and do it all in one week, you
give them the opportunity to really think about how this could change their lives.