I’ve always found it funny how the network marketing industry is the only industry that a person has the nerve to ask, “How much are you making?” I mean seriously, what other profession has that question asked and with an opinionated undertone at that.
The truth is that it doesn’t matter how much your making right now and I know you’re going to say, “But, Scott yes it does.” Trust me, it really doesn’t if you have a really well designed sponsoring process that each prospect is taken through. Where you usually run into this objection is when a prospect hasn’t been qualified enough before the offer to join you is even an option.
Whenever I get this objection, it’s always because it’s too soon in my sponsoring process to be brought up. What I mean by too soon, is that the person has not gotten to know me, like me and trust me enough before I even ask if their open to working with me in my primary company.
If you can learn how to project confidence, that question rarely comes up in the first place. But since this article is about what to do in that situation, I’ll give you a few simple responses you can use that will combat this.
First of all, you have to understand why that person is saying that in the first place and what they really mean. You also have to listen to the way they say it to really get to the bottom of it. If a person says that with a sarcastic tone in their voice, it means that their walls are up and it’s going to take a hard slap in the face to get their attention. If they say it with a concerned tone in their voice, it’s out of fear and what they’re really wondering is how much can I make doing this and can you help me.
Let’s start with the loving slap in the face to get their attention and show them that you’re not going to be pushed around. I’m serious here, you’ve got to say something back to them that shuts them and commands the respect you deserve but at the same time doesn’t make them ticked off at you. One of my favorite ways to do this I learned from Cedrick Harris who is a master closer.
Now this technique requires that you have some attitude and posture in order for it to be effective. When they ask you, “How much are you making” you say “Well let me ask you a question… how much of the money that I make can you spend?” This totally catches them off guard, lets know that you mean business and puts it back on them. They say “Well, I can’t spend any of your money.” You say “Exactly, now what question should you be asking me right now?” They’ll say “Well…Uhh… How much could I make in this?”
See, you just made them rethink about challenging you because they gave you attitude and you gave attitude right back even harder. They back off, and you can continue with something like “Well to be honest you, I really don’t know since everybody’s different, how much do you want to make?” Now again, this depends on your personality and for some this might not be the best way. But it does work like a charm when done right.
Another thing you can do is just is make a joke, laugh, then ask a question. For example, they ask you “How much money are you making?” Now it’s really important that you say this in a sarcastic voice. “Ha, I’ve been in this thing for a few months now and I haven’t made a dime.” Again this catches them off guard. So they say “Really?” You raise your voice while laughing and say “No, not really what do you think I’m doing this just to pass the time, of course I’m making money. What is it that you do for work again?” They answer and you say “So would you keep going to that job of yours everyday if you weren’t making money?” Of course the answer is always no.
If your brand new a perfect thing to say is “You know, I just got started but the top guy I know made X amount last month.” Another great one I learned a long time ago is “I don’t really know because they haven’t finished totaling up my commissions from when I first signed up.” See with this one you’re actually telling the truth because you get paid residually and you’ll never really know.
The bottom line is to remember if a person gives you attitude, give it right back without hesitation. It’s also your duty to use these types of techniques because even if you’re making a lot, it doesn’t mean that person is going to.
So there are a few ways to handle the “How much are you making?” response from your prospects. But ultimately, the best way to handle it is to have a specific process that a person goes through before you are even talking about your company. With a well designed mlm recruiting process, you will rarely here this.
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