When I first started my network marketing business, I had a real fear of approaching people to join the business. Other people called it the “Fear of Cold Calling” and there was an element of truth to that. Everyone has a streak of xenophobia in them, that fear of the strange or alien, and if you are outside your comfort zone, EVERYTHING seems strange and alien.

I understood the issue and believed that it did not apply to me as I genuinely like meeting people and am usually unfazed by talking with them. My issue was fear of rejection – rejection of a my business proposals in which I had much emotional energy tied up. When I realized what my problem was I was able to apply solutions.

A recognised strategy for business or personal scenarios is to break down the situation to the basic actions to facilitate assessment. The possible and probablle and potential outcomes can them be calculated, and appropriate strategies proposed. The optimum strategy is one that includes positives for all parties. What this means is that the goals, and needs of everyone is considered.

If you think about that objectively, you are forced to focus on the gestalt, rather than your desired outcome. This is empowering in that the other party will quickly realize that you are not pressuring them, or looking for the quick sale. Their interactions will be more open, relaxed and ready for any required negotiation.

If this sounds complex, don’t panic. Techniques are available to help set the strategies. I use a chart which some will recognise as a Ben Franklin to identify the various factors at play.

My first step is to identify what I want to achieve from the meeting/call or conversation. I do that by identifying my goals, the emotions I expect to experience, and the expectations I have. This takes practice and some thought, as while goals and expectations are concrete, emotions are tricky little suckers. They affect everything we do, at work, at home, with family, friends – and with our prospects and customers.

I then try to work out a similar list for the other parties. Again the emotions of the other parties may be more difficult than their potential goals and expectations.

An example of an interaction might be if I called a lead to see if they were ready to fill in an application for my business.

My goals are to find out if the lead wants to complete an application, and if they do facillitate the application. If they do not want to at this time my goal is for the lead to stay as a subscriber to my newsletters.

I need to be aware that I could be excited, afraid or disappointed, depending on the possible outcomes.

My expectations are that they will fill in an application, and if they don’t want to, that I can persuade them to remain on my mailing list. I also expect that they will want to avoid making a decision involving money, and will be suspicious of my motives, if not outright hostile. I also expect that some WILL be hostile, rude or dismissive.

The other parties goals may be to find out what I am selling, and to NOT spend money. They will fear that I will persuade them to buy something they don’t want or need, to rip them off or disadvantage them. There could be an element of excitement about the opportunity. They expect me to be “pushy” and sell themon my business. they are expecting to say No!

By anticipating these factors, I am in the drivers seat and can plan for each and every contingency. I can work out how to make the interaction positive for them, and help us both reach mutual understanding and respect. We have a much better chance of reaching a negotiated and mutually acceptable outcome.

Don Fuller has been happily using this and other techniques to grow his online network marketing business for years. If you want more information on the techniques existing to empower your business and your personal development, you can subscribe to our newsletter by going to his website and following the prompts to his On Line Opportunity or visit Don’s Blog