Okay, I have to tell you, I came from a corporate background which involved no chasing.
When someone was interested in my product and services they came to me and listened and asked questions.
I put together a proposal and either they liked it or they didn't.
They bought or they walked away (not very often) and they got beyond amazing service which meant I normally had long-term clients.
No wishy-washy stuff.
So I really had to scratch my head and figure out how to get that into my networking business.
My first year in network marketing as a business consultant I felt like I was continually chasing people down, making more and more dials and just trying to sell, sell, sell.
I got off to great start and then boom everything came to a screeching halt.
Kind of a hard reality for a person who had been in sales and marketing for over 19 years.
I think I changed my telephone scripts a million times and I still wasn't comfortable asking all of the questions.
The reason was because I wasn't being authentic.
I wasn't being me.
I was asking people about their kids and spouses and where they worked, and yadda-yadda-ya when I had absolutely no right to be asking them those things.
Sure there is a time and a place for this conversation, not "Hi I'm Deb, you don't know me but tell me, do you have money to start your own business and by the way does your husband work and what is the name of your little girl?" Shoot I sounded like a bad stalker! I came across a couple of people that totally resonated with me and they were saying the same exact thing.
So I stopped and had to ask myself what is wrong with this situation and what is the solution? I wrote it all down on paper.
Amazing how this clears things up for you.
I enjoyed speaking with people, having great conversations and connecting with them.
I enjoyed helping others.
I enjoyed seeing others grow while I trained them as well.
Oh, and I enjoyed making really good money, but funny I wasn't making any as of late.
I needed to enjoy what I was doing, authentically.
How I was approaching my clients made me feel like a tele-marketer which appalled me when I came to that realization.
Ick! This is when I really dove into permission based and attraction marketing.
People needed to get to know me, and I needed to start treating these prospects with the same respect as I would any one of my friends or family members so that they trusted what I had to say and they trusted to open up to me to tell me exactly what it is they are looking for.
It was so important that they looked at me as the person with the information that was going to help them.
You don't have to be a veteran to be an expert information guide, remember guiding them to the information and listening to them is what will make you the expert.
I was just the vehicle to drive them to the information they needed, they just needed to trust me enough to get in the car with me.
So now, I experience comfortable conversations even with uncomfortable clients.
I like that.
They are open, respectful and honest with me, so I always know where I stand.
The technique is totally based around permission based verbage.
The steps I take to put this in place:

• Relate
• Communicate
• Listen
• Identify

And, always along the way asking their permission, here are some key phrases to ask while you are getting to know your client:

• I'm not here to sell you anything, I'm here to give you information.
  Are you okay with this?
• Would you like me to go on?
• Would you like me to tell you more?
• Are you ready for the next step?
• Are you serious about taking a further look? If not, with your permission I'll be happy to take you off of my call list.
  Just let me know how you'd like to proceed.
  (No, this isn't rude.
  I ask very nicely.
  Everything I do is nice.
  In my book, it's always best to leave a good impression on your prospects, no matter what.
  )

Remove the fear, the barrier, so here are some key phrases to do just that:

• Hello, prospects don't trust you! They don't know you.
  Let them get to know you by freeing up the barriers.
  
• Remind them, I'm not here to sell you anything.
  I'm here to give you information that you desire and have asked for.
  
• It's okay, put away your credit card.
  I'm a business consultant and I'm here to lead you through any and all information until you feel comfortable.
  
• We can move as fast, or slow as you like getting through this information.
  This is about you, you need to do your due diligence to make sure this is the right fit for you and actually at the end of this for me as well.
  A lot of time and training go into my business associates so I don't want to have to worry about the fact that you don't like this 2 weeks down the road.
  That is why we are not only going to get you in front of the information but let you test drive some of our training as well.
  
• It's okay, I'm not a telemarketer.
  I'm actually one of the trainers here.
  I'm only here to assist you in getting all of your questions answered and getting you in front of information that you desire, does that sound good to you?

Ask questions about past experiences:

• Have you been in a networking business before?
• What did you like or not like about it?
• Why were you discouraged?
• What kind of training did you do?

Dependent upon the answers, you need to ask:

• If I could assist you in removing the barriers of being uncomfortable about selling, took the pressure out of marketing and gave you training to assist you in these areas you had troubles in before, would you feel more comfortable?
• You enjoy comfortable conversations don't you? Do you feel comfortable right now?
• Great! The only thing that I ask of my customers is that they tell me any concerns they have or questions that they may have throughout the process, that is it! And, because I asked them their permission to do this, guess what? They do!

As a wealth coach, I think it's important to emphasize that I usually tell my clients to use network marketing as a way to bring in an additional stream of income while they are working on their main business and passion.
Network marketing is a great way to keep money coming in while you are doing this, just remember, be polite and ask for their permission.