Network Marketing Recruiting Article - Communicating at the Emotional Level

This Network Marketing Recruiting article is about how to truly connect with the people you're talking with.  It’s through this true connection that you’ll be able to clearly identify whether or not this person is a prospect for your business. Then, when you move on to invite them to look at your opportunity, you’re far more likely to get their agreement.

It’s very easy today to make an intellectual connection with someone.  There are multiple media that allow this, from e-mails, web sites and letters, to printed publications, recorded audio and video.  However, intellectual connection is not the same as emotional connection. When speaking in person with others, it’s possible that you’re only making an intellectual connection, and it’s really important to know the difference.

So, let’s start by distinguishing between intellectually evoking an emotion in another person and connecting emotionally with them.

Through the media it’s very easy to evoke an emotional response in people.  Hollywood is exceptionally good at this, with the amazing films than can run an audience through a range of emotional states. When speaking face-to-face with people it can also be quite easy to evoke an emotional response. 

Imagine the stereotyped insurance sales-person who pushes the client to buy a policy by saying something like "And what will your family live on if you died?” Can you imagine them in poverty and starvation - all because you chose not to take out this policy?"  (And this behaviour, by the way, is what many see as the negative side of selling.)

Now let's talk about an emotional connection with the person.  This happens when you actually understand what a person is feeling.  So, for example, you may be talking to a prospect who repeatedly speaks about wanting a big house and a fancy car.  Now these are not emotional things, these are intellectual. We understand them at the ‘having things’ level.  The question to ask is, “What will having these things do for that person?”  Now were approaching the emotional content of their desire.

Most of us very carefully hide our true emotions, because exposing them is a very intimate process which makes us feel very vulnerable.  However, the skilled sales-person, through gentle questioning and clear listening, can guide their prospect to these emotions and allow them to share them.

When a person has reached this position and their inner feelings are exposed, then you have a connection with them that mere mechanical scripts, adverts and the like can never get close to.

Achieving a connection at this level does take time.  It isn’t a mechanical process where you can follow the script, ask these questions, and automatically get to your prospects inner feelings. It’s a very careful process of gentle questions and careful listening to what they're saying - not what you want to hear!

By learning to truly listen to another person at this level, you will quite often give them an experience that they don't get elsewhere - a feeling of being truly heard. At the very least, if this is all you give somebody when you're having a conversation with them, then you’ve truly added to the richness of their life.  (This ties in to one of my own principles of going out and doing good for absolutely no reason at all!) But be clear – you must have a genuine interest in this person, and you must respect them and their trust in you. It isn’t enough just to use these as ‘sales techniques’.

So, this Network Marketing article has, hopefully, guided you through the understanding that an emotional connection with another human being gives you a way of interacting and communicating that most others out there won’t do. I suggest as a consequence of this you will find people who really want to work with you.