Saturday, April 30, 2011

Beware the Information Collectors

The "non-doers" - the information collectors.

You talk, you mail samples, and you send these prospects to your web pages. Finally they have all the information about your opportunity and it is time for them to make a decision.

A decision to join? A decision to take action? A decision to go to work?

Panic time. So what does your "information collector" prospect do? He suddenly decides that he needs to investigate and research yet another opportunity.

And this is the life cycle of the "information collector" prospects. They spend their entire careers investigating, researching, and studying ... to avoid actually doing something.

They are experts at everything, they can tell you what is right or wrong about every opportunity, and they publish websites with their opinions and start Facebook Discussion Groups to regurgitate the same information over and over.

Eventually, these prospects do grow up, and become ... critics.

Yes, it is easy to criticize people working to accomplish things. But until one actually puts together a marketing campaign, runs a recruiting campaign, or leads a team of non-leaders, we don't know how hard it is. It is always easier to be a consultant and point out what others are doing wrong. It is harder to actually accomplish something ourselves.

So what can you do about these time-consuming prospects?

Two options.

#1. You can leave them alone and allow them to take up another person's time.

#2. You can try to move them forward and actually start a network marketing career instead of just talking about it.

One of my favorite things to say is this:

"You are probably tired and bored with collecting more information and theory. So if you are ready to actually start building a business, when would be a good time to start? Or would you rather put off building a business for a few more months?"

This seems to sort out prospects pretty quickly.

If your prospect says:

"Oh, I need to think a few weeks more about how much money I would make if I actually knew how to build a business."

Then you know to go to Option #1: Leave him alone.

If your prospect says:

"Oh, maybe I should start building something. The longer I delay, the longer before I start getting a check."

Sounds like Option #2 will work with this prospect.

Most prospects are afraid of actually starting. Starting means they have to go to work, maybe get some rejection, take things more seriously. And that is scary for them.

Our responsibility is to at least give them the option of starting their business so that they don't age gracefully in information-collecting mode.


Tom 'Big Al' Schreiter

Fortune Network Publishing

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