Network Marketers cause rejection. Prospects don’t
It may surprise you to learn that Rich Networkers face virtually no rejection, while Poor Networkers can’t seem to avoid it. The main cause of that unfortunate reality results from our misunderstanding of what rejection actually is, and why it occurs. Let’s examine the phenomenon of rejection by defining it and learning why Networkers, not prospects, create it in the first place. Rich Networkers avoid what Poor Networkers create. Most human beings are hardwired to be skeptical and defensive. Like it or not, that’s all just part of being human. Avoiding rejection is a learned skill and a trait we all share in common. Rejection is nothing more than an appropriate response to an inappropriate declaration or inquiry.
When people are confronted by inappropriate questions or proclamations, they become defensive. I submit to you that rejection is rarely the fault of the prospect. It’s caused by network marketing professionals who say the wrong thing to the wrong person in the wrong manner at the wrong time. Unfortunately, many of us deny our role in rejection, so denial is worth defining to increase our understanding of the role it plays in networking. Denial is a self-imposed coping mechanism designed to protect the ego against information it can’t handle. Nobody wants to believe that he or she is the cause of prospects’ reactions. After all, we are bright entrepreneurs who really care, so how dare those lucky prospects reject our efforts to help them escape the rat race. How could rejection be our fault? How could some prospects be so cruel and antagonistic? It only makes sense to deny our role in antagonizing those whom we are trying to help. Right? Wrong. Here’s how it happens.
Joe Newbee is given a one-size-fits-all, canned sales approach, or worse, he makes one up that feels okay. Examples: “Excuse me sir (ma’am), do you have all the money and time freedom you want?” Alternatively, “Excuse me ma’am (sir), if I could show you a way to earn an extra $2,000 a month part-time from your home, is that something that would interest you?”
Canned, one-size-fits-all sales approaches encourage, indeed demand, a defensive response. I’ve heard many of these types of approaches over the years and they are equally pathetic. I don’t know about you, but I am not about to admit to some total stranger on the street or in a mall that I’m broke and suffering through a stress-filled, miserable life, finding no mlm success. In fact, I may not even admit that to a psychotherapist in the first few therapy sessions. People detest personal and inappropriate questions.
Those approaches demand rejection. Who wants to admit to a stranger or friend that he needs money? Any prospect who doesn’t reject that kind of approach may be pathologically delusional. Alternatively, how about the upline-tag-team-warm-market assault? Joe Newbee is encouraged to make a list of his ten best “warm market” prospects so his upline can join him in what can only be described as a three-way prospect smack down. For example, Joe gets his accountant on the phone, asks him some off-the-wall inappropriate question about his finances, and before his accountant can politely laugh off the advance, Joe introduces his sponsor, who proceeds to launch a full-blown inquisition. Like some Hulk Hogan perched on the top ropes, Joe’s upline dives on top of the accountant and tries to pin him to the MLM mat with canned answers, MLM spin, and fake sincerity. In the end, the accountant may reject the pitch politely, but Joe will not be invited to his Christmas party ever again and the accountant will never join the business. Even worse, he’ll warn all mutual friends that Joe’s trying to get everyone involved in a “pyramid.”
Please try to accept the fact that rejection is an appropriate response to an inappropriate approach. When people are approached sanely and intelligently with a network marketing opportunity, unless they are sociopaths, they will generally not reject us personally. However, when people feel accosted, they will usually react defensively. Rich Networkers understand this reality.