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The voice on the phone was wary: “Do I have to pay money up front?”
You can see where he was coming from: Never pay money up front… If they want you to pay up front it must be a scam… Why should I have to pay to do a job?
And once you’ve been in Network Marketing for a while, you will know that this question goes with the territory.
So what to do about it?
Well, you can delay answering it while asking the prospect about themselves and why they’re looking for an opportunity…
You can say: “Shall I tell you how the money works?” This sounds encouraging – just as long as they don’t switch off as soon as you tell them about the registration fee.”
But mostly I find that nothing works because the prospect has already decided they’re not buying anything.
So how would it be if they suddenly changed their mind and saw “money up front” as something positive?
Here’s what I say:
“Are you looking for a job or are you looking for a business?
“I’m sure you’re aware of the difference but I like to explain it like this: With a job it’s the boss who decides whether you can have the job in the first place – and the boss who decides how much work you have to do – and they will always pay you less than you’re worth because if they don’t do that, they’ll never make a profit out of you.
“With a business it’s different: With a business you invest in yourself – that is to say that you pay out money up front and then you decide how much work you’re going to do – and you will always get paid exactly what you’re worth … which may be more or it may be less than you imagined.
“So, of those two ways of making a living, which do you think would suit you best?”
Of course you will still get some who say: “A job.”
In which case, congratulations! You have just saved yourself a tub of heartache trying to turn a duck into an eagle. Just say: “That’s great. Now all we need to do is make sure that you get the very best value out of the wage your boss is going to pay you. Here’s how we do that…”