If you've spent any time building a home business organization, you're familiar with this situation... You have a prospect. They went through your lead generation system. They received your autoresponder letters. They've kept their interest throughout the process. They did whatever your recruiting system has them do to get their phone number. They watched an initial company presentation. You've arranged the call. You had a good first contact. Yes, they're definitely interested in signing up with you and building a home business of their own. You're all set to enroll them in your organization. You explain the different options they have to get started, all of them involving some level of investment. The conversation stops dead in its tracks. The whole tone changes. "Oh, I didn't realize I was going to have to spend any money to get started." Frustrating, isn't it? That prospect you've put so much time and so much hope into turns out to be less serious than you thought. These conversations usually end with, "Let me think about it." And of course, they almost never get back to you. It's a situation you don't want to be in. Besides being a time waster, it positions you to talk to people you should never have to. It's not that these are bad people, or that they might not become serious about a home business in the future. It's just that they aren't ready now. And as someone who is serious about building your own business, you need to partner with the right people. The truth is, no matter how good a business builder you are, these people will still find their way in. And no matter how good your system is at sorting prospects, some will sneak through the cracks. People tend to see what they want to see. The prospect of making money from home (especially if it's presented as working from a laptop on the beach from your mansion and hot car) makes people forget some important details, like start up costs. There are things you can do when these folks get through. A follow up article addresses this. It is called, "How To Handle Your Prospect's Objections About Investing In Their Business." Before you're ready to handle their objections, make sure you understand some important concepts yourself... 1. You made a choice to start your business and invest in the start up costs. I don't know of any legitimate business that will start someone out free of charge. You made the investment, so you are legitimate. Have the confidence and seriousness to expect the same from your prospects. They will respond to the energy your put forth. 2. It is tempting when you see someone with potential, to offer them a discount or deal of some kind to enroll them for free. By doing so, you have destroyed the integrity of the system. You have also undercut any cash bonus you might receive. The lifeblood of any home business is cash flow. You need it to feed your operating costs, not to mention keeping your enthusiasm. Don't do it. Ever. 3. Finally, take a look at your lead generation and prospecting systems as if you were a brand new person. Do they seem to overpromise? Is it clear there is an investment to get started? Is it good at attracting the kind of person you would like in your organization? There is plenty of work to do with the people who are good candidates for your business. Do what you can to make sure you're spending time with them, rather than the ones who aren't ready.
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