This is one of the most common objections people get in any product-based MLM, and it’s a logical thing to request. A person will obviously want to test the products out before they start promoting them!
Most of the time, we try to mitigate this objection by offering product samples at the beginning of the presentation and giving a testimonial of what the products have done for us and other people. Taking these steps will help, but when people give you the “I need to try the products first” objection, it’s usually because what they want to see or feel the results for themselves.
In fact,when people give you the “I need to try the products first” objection, they will often add the phrase “to see if they work for me.”
Now, beauty products can reduce wrinkles, clear acne, and make your skin glow, but it usually will take much more than 1 use to see those results. Health supplements take effect over an extended period of time and often can’t be felt – especially in younger, healthy people.
So here’s how I use my MLM Jujutsu to tactfully turn a question mark into a sign up on the spot.
3 Steps to Handling the “I Need To Try The Products First” Objection
Step 1 – See if they’re even interested in the business.
You first need to determine if they are even interested in using and promoting these products and make some money. My favorite script goes like this…
“Ok, so tell me this. Aside from having to try the products first, do you like the concept and the business model? Do you see an opportunity for yourself with this company?”
If they say no, then skip to step 3. If they say yes, they do like the business model and see an opportunity for themselves, then proceed like this…
Step 2 – Sell the business
Make them see that it makes good business sense to get involved now regardless of whether the products work for them or not. Here’s the script I use:
“Ok, so you see the opportunity to make some money here. Let me ask you this…let’s say that you tried all of the products and they literally worked miracles on you. They gave you super strength and made you look 20 years old again – every one of these products worked for you.
BUT, when you looked at the numbers, they weren’t working for anyone else and no one was buying. Is that a business you would want to be involved in?
Now, on the other hand, let’s say you take all of the products and not a single one does anything for you. BUT, when you looked at the numbers, they were working for the masses and everyone was buying. Is that a business you would want to be involved in?
So here’s the deal. Our company is doing X amount in sales every year. These products did “X” for me and have also done “X” for John Doe and “X” for Jane Doe who are in our upline, and there are thousands of other great testimonies all over the country. Regardless of whether these products work for you, they are working for the masses. So, if you’re looking at this as a business, then it makes sense to get in now.”
Step 3 – Highlight the Membership Discount
Every company I know of gives you a membership discount for enrolling. Many times, the cost of the membership pays for itself within a month or two. So if someone wants to try the products first before enrolling, it’s usually pretty easy to make the case for enrolling right now. Try saying something like this…
“So if you want to try these products to see if they work for you, you’re going to want to use them for at least a month or two. In that amount of time, the membership fee will have (paid for itself or saved you “X” dollars). I’m more than willing to just sell you these products retail, but I think it’s in your best interest to just go ahead with the membership. It’ll save you some money and you can cancel at any time.”
So that’s how Leah and I have always handled the “I need to try the products first” objection and it has resulted in an immediate sign-up almost 100% of the time. Just remember – you need to have their best interest in mind.
If they see the business opportunity, then it’s in their best interest to get started now regardless of whether the products work for them or not.
And if they aren’t interested in the business, but are interested in the products, it is in their best interest to enroll as a member because it will save them money.
If you want more great tips on handling objections from one of the best in the business, this FREE webinar by Ray Higdon is what you need to watch.
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