4 Responses that will keep you in control of the conversation
Anyone who has been in network marketing has been asked some variation of the question, “How much money are you making?”
Regardless of how much money you actually do make, this can be a very uncomfortable situation if you are not prepared to properly answer this question. Many network marketers have lost control of the conversation with this one question.
Below you will find four responses that will keep you in control of the dialogue exchange. These responses have been circulated around the network marketing industry and taught by the most successful marketers. They are extremely effective and should be memorized so that you will be prepared when asked, “So, how much money to you make in this business?”
Response #1 – I don’t know. I am not done making it all yet?
This is one of those clever responses that can be given in a jokingly manner to lighten the mood. You can then follow up with an explanation such as:
“You see, in this business you earn residual income. That means you get paid over and over again for the work you did once. On top of that, what if you sponsored a SUPERSTAR who built an organization of thousands? Your income would then grow to take on a life of it’s on. Aren’t you interested in having the opportunity to make THAT type of income? “
Notice how the control of the conversation is taken back by simply asking the prospect a question.
Response #2 – I’m shocked you asked; that’s really none of your business.
While this response seems very direct, it’s commonly impolite for someone to ask you how much money you make. After using this response, follow up with an explanation such as:
“It’s not usually polite to ask someone how much they make. I am sure you would not go around asking coworkers how much they make would you?” (Don’t wait for the answer)
“More importantly, if you decide to get involved in this awesome opportunity, how would you answer that question if you were just getting started?” (Don’t wait for them to answer) “It’s a tough question for someone who hasn’t made any money yet right?” (Don’t wait for them to answer)
“Now here’s what we wouldn’t want you to do and that’s lie about your income. This is why it’s against policy to discuss income because we don’t want you to feel pressured into misleading people; especially when you are just getting started.
However, your question is valid; it’s just that you asked it in the wrong way. What I think you really want to know is how much money can YOU make in this business? Because you and I both know that we are two different people who will have two different outcomes based on our work ethics right?”
Wait for their answer and then go on to show them how much money they can make based on the compensation plan. If you covered it earlier, ask them what part of the plan do they need more clarity around.
Notice how at the end of the response you let them off the hook by stating that they had a valid question but had asked it in an improper way. This shows the prospects that not only are you confident and have strong posture, but that you are a professional leader who will properly train and educate them.
Response #3 – None yet, but I am working with a guy who makes “X” dollars a month and he is showing me how to do it as well. Wouldn’t you also want to learn from someone like that?
This response can get you off the hook because you can transfer the answer from being personal to now being about your leader. The phrase, “Wouldn’t you also”, lets them know that you are in this with them. It’s as if you are letting them in on the same special deal as you yourself have gotten.
This is your opportunity to tell someone else’s story. Let me give you an example:
I spent ten years in the US Navy and my first tour of duty was onboard nuclear ballistic missile submarines. It was a great job but it had one major drawback… submariners got paid extra pay but we didn’t pull into exotic countries like the surface fleet. We traveled the world but didn’t see much of it.
My second tour of duty was as a Navy recruiter and one of our pitches was that you could travel and see the world. When it came time for me to talk about seeing the world, I could not speak from personal experience, so I told the stories of the other recruiters in my office. If available, I would even have my recruiting partners take time to tell their story first hand.
It worked like a charm and I maintained my confidence and posture with the candidate. The same can be applied when answering this question from a prospect. Use someone else who IS making a nice sum of money and let them tell their story.
Response #4 –You can’t make nor spend my money, so why does it matter?
This is a response that only a very confident person with strong posture can make. Oftentimes it is used by heavy hitters who are big time earners and are extremely confident about what they are doing and are not scared of turning off a prospect with this answer.
However, you don’t have to be a heavier hitter to use this response. When you are speaking to someone who has an Alpha type personality, this is the exact response you should use. If you don’t maintain your ground, the Alpha type personality will walk all over you. Alpha type personalities only respect other Alpha’s or Alpha type responses.
If you are in network marketing it’s not a matter of if but a matter of when you will be asked this question. Memorize these four responses. Each response is appropriate for different situations. Get comfortable with delivering the appropriate response when asked, “So, how much money are you making?”