The words we use.

Picture this scenario. I am out at a speaking engagement, and up comes an eager new business associate, with a guest in tow. He is bubbling with fresh excitement, he pushes his guest forward and says, "Shelley, I would like you to meet my newest prospect!" Oops!! This siuation needs saving FAST!

I can just see some of you now, scratching your head and asking "what's wrong with that?"

This is a mistake made so commonly in network marketing, that it has become standard. The dehumanizing of the people we meet, by using language that is not common in everyday conversation.

People within the industry tend to pick up the "lingo" and use it freely. It sets us apart, it makes us feel important, everybody else does it, therefore it must be right, right?..............WRONG!

Well, think about it. How would you like to be referred to as a prospect, or a lead, or a heavy hitter, or a business builder. The words we use leave an impression on everybody who hears them, and it is very important to understand that people should be valued for who they are, and not what they can bring to your business. Using terms such as the ones above, reduce the individual to an object, and is an incredible turn off.

When you are speaking with, or introducing, potential business partners, it is exceedingly important to recognize this person as an individual. Your main goal is to develop rapport, and communicating effectively requires that the indvidual understands what you are saying, and feels valued.

The business people that you wish to attract to your opportunity are distrustful of that which they do not understand. Many of them are wary of "MLM schemes" to begin with. This distrust is perpetuated by the high pressure tactics, loud music, and hype that has been a part of network marketing for a very long time. Just about everybody knows somebody who has lost money in network marketing.

So, my advice to you is this....Use language that people will understand.
Business people outside of network marketing don't understand "referring",but they do understand "franchising". They don't understand "comp plans", so substitute "ways to earn money". Instead of "prospect" use friend, business associate, or perhaps simply a name !! In fact, I personally think that you should remove the word "prospect" from your vocabulary and NEVER use it again.

Your use of words can alienate or attract. A true professional structures their business presentation to the person receiving the information. People will rarely ask what you mean by that, because they don't want to appear uneducated, so you need to be alert to the reactions of others to determine if what you are saying has the desired effect.

Network marketing is changing, as more people migrate from the corporate world, to a home based business. More and more, we are attracting business savvy and intelligent people who are used to being respected in their field of expertise. You can acknowledge that respect by speaking "to" them and not "at" them, using language they relate to. Get rid of the loud music, unbelievable "earning potential" stories, and slick, manipulative pressure tactics. Be real and be honest. Acknowledge their concerns, and provide solutions based on the experiences of others, and you will find that your organizaton expands with the type of people who stick with you for the long term, with patience and perserverance. People attracted with hype will soon be oppressed by a cloud of disappointment, and will leave with another story of failure to tell.

Shelley Penney is a network marketing and internet marketing specialist with 7 years in the field. She is currently mentoring a small group of people to achieve financial freedom from home.