Written by Matt Zavadil
Updated November 9, 2024
Objection handling in network marketing.
It can feel like navigating an network marketing objection is like running through a field of landmines…
…especially if you’re just starting out.
You’re excited about your products and the opportunity, but facing those “no’s” can be tough.
So let’s talk about mastering network marketing objection handling…
… so you can start closing the product sales and inviting in team members that today you’re missing out on!
Objection Handling in Network Marketing: Why Ya Gotta Get Good At It
Think of any network marketing objection as a place to uncover hidden opportunities.
Instead of seeing them as roadblocks, consider the process of objection handling in network marketing as your chance to understand your potential customers better.
When your prospect offers up an objection, you now gain addtional insights into what they’re realing worried about.
In fact, you can even use information from earlier conversations to anticipate potential objections.
But remember, you’re building relationships, not engaging in a battle of wills.
Approach each conversation with empathy and sincerity.
Don’t pretend you have all the answers either.
Remain genuine as you communicate.
Your prospects will trust you more if you’re honest about not having an answer all the time.
People actually respect when you say, “I don’t know, but I’ll find out for you.”
Go here for the Business-Building Training I mention in above video
Turning Objections Into “Yes’s”: Practical Tips for Network Marketers
Getting good at objection handling in network marketing doesn’t require you to become a master salesperson.
Actually, you’re “good to go” if you already have a combination of understanding and empathy.
Then, add in a new toolbox of strategies that help you navigate the typical objections you might encounter:
“I don’t have time.”
It’s probably the most common objection across all businesses, not just network marketing.
People are busy juggling work, family, and everything in between.
Instead of getting disheartened, address this time objection head-on.
Start by acknowledging their busy schedule; empathize with their time constraints.
Then, shift the focus by highlighting the flexibility network marketing offers.
It’s not about squeezing in another full-time job but rather finding pockets of time that fit their existing routines.
This might mean working a couple of evenings a week or dedicating a few hours during their weekend. Emphasize how even small, consistent efforts can lead to substantial results over time.
“I don’t have money to invest right now.”
Finances are always a touchy subject.
When someone throws this objection your way, remember that they’re expressing a valid concern.
Instead of bombarding them with figures and potential earnings, acknowledge their financial situation and demonstrate understanding.
See if you can help them with a different way to solve the issue.
Perhaps your company has lower-cost starter kits, for instance.
Be open to exploring alternative solutions that work for them financially.
Many successful network marketers started small, so reminding your prospect of that can help them see it’s possible to get started without breaking the bank.
“Is this a pyramid scheme?”
Don’t shy away here!
Don’t get defensive.
Instead, know that some people don’t understand the MLM industry, and you can step in to properly educated them.
Begin by directly addressing the “pyramid scheme” concern: the difference between illegal pyramid schemes and legitimate network marketing.
Explain that a pyramid scheme focuses solely on recruiting, with little to no emphasis on selling products.
Contrast that with your company’s business model, highlighting the products and the emphasis on ethical selling practices.
It may also be helpful to mention reputable sources, like the Direct Selling Association (DSA), to build further credibility.
Explain that legitimate network marketing companies adhere to a strict code of ethics. Remember, education and transparency are key to addressing this objection.
Additional Network Marketing Objections
Mark Tanner, the Co-Founder of Qwilr emphasizes building trust during a sales call; “How you present yourself and your product either builds that trust — or gives your competitors a foot in the door”.
As you work on objection handling in network marketing, let me build upon the previous section with additional scenarios.
1. Budget Limitations
“It’s too expensive.”
These price-based objections are very common in sales because, of course, any purchase involves some level of risk.
Emphasize the value your product or service brings – position the conversation into one that weighs risks and rewards. Illustrating the potential rewards and long-term value can tip the scales.
2. Lack of Need
“I don’t see how this will help me.”
It’s easy to mistake this for an outright objection but look at it as a chance to provide valuable information to your prospect.
This tactic allows you to gain important information from them in return.
Employ strategic open-ended and layered questions in your sales conversations to determine if your prospect fits the bill – then demonstrate the value of your offering.
You may find their real network marketing objections and reasons for seemingly saying “no” have nothing to do with a lack of need.
3. Trust is Missing
“I’ve never heard of your company.”
When people don’t feel confident in your company or offering, know that you’ve encountered one of the most typical network marketing objections.
Handling objections in this area just means you need to logically help your prospect see the value of what your company does.
Showcase the expertise and value your organization offers in a captivating elevator pitch.
Underscore the positive reputation and credibility your company brings.
You can even share success stories from others in your network marketing company to provide social proof.
4. Apathy
“[X problem] isn’t important for me right now.”
Again, another one of the most common network marketing objections that you’ll soon feel comfortable overcoming.
Are they simply not interested or is this another sales brush-off? Gauge this by gently pressing them.
Maybe delve into their current priorities or see if “timing” is the true issue.
Pay close attention to their answer and determine if they’re evading a legitimate problem with excuses.
This can potentially open the door.
But if you determine you’ve hit a dead end for now, always leave an opportunity for future contact.
Perhaps they simply need to experience the problem you solve a little longer.
Or, they need see how others find success working with you.
Either way, keep following up with them to see if their apathy turns to “Yeah, I need what you have.”
Ways to Overcome Network Marketing Objections
I can’t stress enough that all network marketing objections you run into are solvable.
The key is to learn how to overcome it all by using some, or all, of the following approaches:
1. Engage in Active Listening
While your potential client voices their doubts, give them space to fully express themselves and be present during the conversation. Truly engage with what they’re saying and understand where their objections stem from.
2. Confirm Their Concern
Take a moment and summarize what you’ve heard. For example: “I want to ensure I understand what you’re saying, is it that you’re concerned about [summarize objection]? This confirms your attentiveness and minimizes misunderstandings.
3. Empathize with Their Hesitations
Rather than contradicting your prospect’s concerns, show empathy. Express that their feelings are understandable and perhaps share a similar experience which validates their hesitation, building a rapport with the individual.
4. Ask Targeted Questions
Find out the reasoning behind these concerns. A question such as “That’s understandable; can you tell me more about that?” Will uncover more and allows for a natural, genuine exchange.
5. Offer Evidence & Social Proof
Has someone successfully addressed this very same issue using your services? Maybe it’s customer reviews, or compelling testimonials on your company website – leverage real-life experiences and data points for credibility.
6. A Plan for the Future
It’s not always possible to get a solid answer right now so if an objection such as “I have to think about it” arises – try this response “That makes sense; I understand you may need more time. Can we schedule a follow-up call to discuss things further?
Approaching objections strategically can significantly enhance your ability to build trust with your prospects.
If your initial efforts to address their concerns fall short – don’t despair.
There’s always a chance to explore new tactics as you continually work to improve your ability to overcome network marketing objections.
FAQs About Objection Handling in Network Marketing
Have additional questions about network marketing objections. Let’s handle those!
What is objection handling in network marketing?
Objection handling involves addressing the reasons or concerns potential customers have about your products or the business opportunity in network marketing. Essentially, you turn a “no” or a “maybe” into a “yes.” by addressing worries and building trust. This strengthens relationships and makes signing on new team members more likely.
Why are objections important in the sales process?
They’re vital simply because you can’t get away from them. Objections are just come with the territory! It might feel disheartening to experience pushback from prospects. But in reality, it offers you an opportunity.
Not only can you potentially clear up any confusion they may have…
… you can also gain perspective on what they’re really thinking about.
If you can change their perspective and ease concerns through an empathetic approach and education – that “no” has a greater possibility of becoming a future customer.
What is the LAER technique or framework?
The LAER framework is a method for working through objections. It helps you build relationships with potential customers and team members.
It’s similar to some of the sales objections techniques I gave you above, but might help to see it as a more formal “framework.”
So, this is how to use the LAER technique as you work to overcome sales objections.
Listen: Pay attention. Really listen to the person’s objection. Don’t interrupt. Let them finish. This shows respect and helps you understand their concerns. For example, if someone says, “Network marketing is a pyramid scheme,” don’t jump in with a defensive response. Let them express their thoughts fully.
Acknowledge: Show the person that you heard them and understand their concerns. Use phrases like:
- “I hear you.”
- “That’s a valid concern.”
- “I understand how you feel.”
By acknowledging their objection, you validate their feelings and make them feel heard.
Explore: Now is the time to ask questions and get more information about their objection. Find out what is behind their hesitation. You might ask:
- “Can you tell me more about that?”
- “What makes you say that?”
- “What is it about (the objection) that concerns you?”
This shows you’re genuinely interested in understanding their perspective.
Respond: Finally, you can address their objection. Use the information you gained during the explore phase to give a thoughtful response. But, always keep it positive and focus on the benefits.
For instance, if someone says they don’t have time, you could talk about the flexibility of the business and how it can be worked around their schedule.
Final Thoughts on Objection Handling in Network Marketing
Objection handling in network marketing is as much about mindset as it is about techniques.
You can transform a daunting aspect of building your network marketing business into a chance to forge strong connections.
How?
Do it by:
- genuinely listening to your prospects,
- respectfully addressing their hesitations,
- finding ways to bridge the gap between their concerns and your product
So embrace the objections, become a master of handling them, and watch your network marketing opportunity dreams flourish.
