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How To Handle Your Prospect’s Objections About Investing In Their Home Business

Recently, I wrote an article called, “BUT I DON’T WANT TO SPEND ANY MONEY! Objections About Home Business Start Up Costs.” It talked about making sure your home business prospecting system is clear about start up costs. The last thing any of us want to do is spend time talking to unqualified, non-serious prospects. It wastes our time and saps our energy.

But no matter how strong your system is, these folks occasionally get through. Rather than see this as a bad thing, why not see this as a learning opportunity? Consider it a chance to build your skills, grow your confidence, and maybe even turn a poor prospect into a customer or future home business professional – in YOUR organization.

Here is how to talk to these people…

1. First and foremost is keeping the upper hand in the conversation. This doesn’t mean you should be rude or abrupt. But it does mean you must maintain the confidence in what you are doing. NEVER look for ways to bring someone in less expensively, or for free. It sends a signal of weakness. It tells the prospect you want them in your business so badly you are willing to bend your expectations.

Even if it’s been forever since you’ve sponsored someone, you must still come from a position of strength. If you bring your prospect in any way other than through your system, you have destroyed the system’s credibility and effectiveness. Your new person will learn from your experience and duplicate what you have done. You now have an organization of bargain hunting short cutters.

2. Use the example of franchises to explain the business model to your customer. Every franchise sells not only its products or services, but its organization and brand. There is value in the company, and there is a start up cost in doing business. If you need to rely on numbers, it would be a great idea to know the start up costs for different type of franchises, including restaurants, computer service companies and others. It would also help to know the royalties. No doubt your network marketing company’s costs are much less expensive.

3. If you continue to get objections, or any kind of hesitation, have a tool or system to point the prospect back to. You must always position yourself as too busy to argue or debate. You have others waiting for the chance to work with you. And if you do this correctly, and with enough people, that will become the truth!

4. Unless you have decided you absolutely do not want to work with someone, do not take them out of your prospecting system. Continue to send them emails. Keep them on your list. Invite them to conference calls. Give them content that provides real value and real service. Over time, some of these people may choose to work with you. Some may also choose to be customers of your products or services (which is where some of the greatest business builders come from). And some may refer their own contacts to you, which opens up a whole new circle of influence to your products and your opportunity.

Yes, it’s not much fun to hear people’s objections. But handled correctly, you will find the ones who are ready to grow into a solid home business professional. And you will become stronger and more abundant in the process.

Benefits of a Virtual Business Card

Business cards are not dead, they simply reincarnated into a new form-the virtual card. The changes are merely physical. Instead of a paper card, people are now exchanged digitized cards. Nonetheless, the purpose and functions remain the same. As with traditional cards, people use virtual business cards to share business information and network with people.

Traditional cards are in print form, and the paper that bears your company information comes in wallet size. One hands out the cards in person, such as during a party. However, times have changed. More and more companies are bringing their businesses online. Along with these are the changes ways people reach out to customers or potential business associates. To network with people, business professionals are embracing online business profiles such as LinkedIn as well as social sites like Facebook. Use of smartphones and other portable wireless electronic devices has become widespread. All of these have ushered in a new era for the business card.

Traditional vs. Virtual Card

For most people, exchanging cards is a social ritual that has become part and parcel of the networking process. For some, it is also a personal statement, a way of making an impression on new contacts. For some, it is a status symbol: if you don’t have a card, you don’t have a real job. With the coming of digital address book, however, the swapping of information has gone from handshake to hard drive.

For a new material to be adopted on a large scale, it has to supersede the benefits of the product it attempts to replace. The rapid shift from physical to digital exchange shows that people recognize the advantages of the online business card over their physical counterpart. There are so many advantages associated with virtual business cards enticing many people to go digital.

Benefits of Digital Cards

With the growing concern for loss of forests, online cards make it possible to network with people in a sustainable, more ecologically responsible way. There are no paper produced, no ink used to print the cards. There’s also no carbon footprint associate with shipment of paper stock or the business card themselves.

Ecological reasons notwithstanding, keeping physical cards can be cumbersome. If you have 500 business contacts, would you carry 500 business cards in your wallet? Looking for a card among your stack of cards is not the most convenient either. With a virtual card, searching for a person’s business profile is a simple point-and-click affair. They take up less physical space in your wallet or office and won’t cause any clutter. While they lack the tactile impact of a physical card, updating business information is quick and easy.

All in all, they are cheaper over their paper counterparts. There are no first prints or reprints to worry about. You don’t need to go a print a shop and wait for days to have your cards delivered. With online business card, you only pay once for use of software. Since everything can be done online, creation and production can be done without leaving your office.