The ONE Question Network Marketers Simply Can’t Resist
Okay, here’s a riddle for you:
What’s the ONE QUESTION that nobody in Network Marketing has ever resisted? The one question they actually want to hear?
Well, don’t burst your brain thinking it over because obviously I’m gonna to tell you anyway. What’s more…
I’m also gonna tell you exactly what to answer when somebody asks you that question…
But you’re probably thinking:
“ENOUGH ALREADY! Who do you think you are Jason Better, the next Stephen King, Dean Koontz, or Agatha Christie? Stop leading me on with this trail of bread crumbs and spit out THE QUESTION already!”
So okay, here it is:
“What do you do for a living?”
Yeppers, there has never (in the entire history of the world) been a real Network Marketer who could resist answering that question – it’s like music to our ears.
But some poor folks are probably thinking:
“Gosh, what if I don’t do anything for a living? What if I’m not doing this full-time? What if I actually… GULP… still have a job?”
Well, don’t worry.
Here’s all you have to do…
When somebody asks you what you do for a living – YOU DON’T TELL THEM.
Okay, I know that sounds a little weird…
But you turn the table on them…
You tell them what YOU DO FOR THEM, or other people like them.
“I help people make extra money working from home like I do.”
“I help people who want to leave the daily 9-5.”
“I help people quit their day jobs.”
Or any variation thereof…
Obviously, it depends on what type of opportunity you’re in.
But the key is, you will only speak about the benefits you provide.
You will not blurt out “I sell Acabo Juice” or “I’m a Multi-Level Marketer”. Because 50% of the people on planet earth don’t even know your company exists or what a “Multi-Level Marketer” is. The other 50% hate Multi-Level Marketers!
Okay, it’s not that bad but that’s how it feels when you’re first starting out, right?
The point is, nobody really cares about what you have to say…
They’re tuned in to that old-time favorite radio station:
“WIIFM”
“What’s In It For Me?”
And that’s what you need to tell them.
If you enjoyed this post then please share this post with friends on Facebook, Twitter, Or Better Networker.
Thank you,
-Jason The “Better Networker”
-The Jason Better Blog
New Here? Well then, join the circle of friends by signing up for more free network marketing tips. 
75 Comments
Kerie Cooper on April 19th, 2010
I’ve rehearsed several responses to that very same question – all of which I have forgotten the various answers to (lol). Very good advise for those of us who need to remember to just keep it simple.
Thanks Jason!
Kerie
[Reply]
April 19th, 2010 at 11:09 am
I think most of us have been there.
I used to rehearse what I would say on the phone for days instead of picking up the phone!
I think the important thing is to keep it short. And keep quiet.
Listening works miracles.
[Reply]
Kurt Henninger on April 19th, 2010
This is pretty common in many other professions like financial planning, life insurance.
Instead of what you DO, tell ‘em how you help others, etc.
Leads to a natural segway into how you do that.
[Reply]
April 19th, 2010 at 11:12 am
Goes to show that selling is selling no matter what business you’re in.
Believe it or not, I had a very very brief stint years ago selling insurance.
So I definitely know what you mean.
[Reply]
Twila Jacobs on April 19th, 2010
Hey Jason,
I too had a brief stint selling insurance…keyword being “brief”!
Keeping it simple and not spewing forth every detail will keep them from avoiding you like the plague.
By showing someone what’s in it for them, it will peak their curiosity so you can keep feeding them little crumbs of information in a manner that relates to them…not you!
Great Job!
Twila
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April 19th, 2010 at 12:05 pm
Definitely,
If you can keep them asking questions you’re in the green.
It’s when they go quiet that you’re in trouble. 
[Reply]
Dwayne Huggins on April 19th, 2010
Hey J
I help other to fire their boss.
I help people achieve their dreams.
I help people find another way to increase their lifestyle.
etc….
Said with confidence and a firm poise you will have the person asking the question eating out of the palm of your hand.
Great idea for a post J, simple yet effective
Happy Monday
Dwayne
[Reply]
April 19th, 2010 at 12:08 pm
Confidence is a big part of it for sure.
It all goes back to Mike Dillard’s Alpha and Beta lesson in
Magnetic Sponsoring. 
[Reply]
David Wright on April 19th, 2010
Jason,
This is a general networking and sales technique that many network marketers would miss because they don’t have that kind of background or skill.
Nobody wants to hear about what you’re “selling”, so once you put what you do in terms of a benefit to them, they will be interested and ask more. Then you’re well postured and in control.
Great post!
[Reply]
April 19th, 2010 at 12:11 pm
Thanks David,
Yeah, it’s totally a general sales lesson.
But in the end, that’s what almost all business boils down to.
[Reply]
April 23rd, 2010 at 3:36 pm
Good comment David.
I liked what you said about putting it in terms of a benefit for them, instead of selling what you have.
Keep it good and Blessings.
Jose Lasa
[Reply]
Kellie on April 19th, 2010
I like it. Since starting my new business, I offer a few things and have stumbled when asked this question. After reading this post, I sat for a little bit, wrote out a few responses & now think I have the perfect answer. I help people look like they spent a million bucks with they only spent a hundred. What do you think? I have quite a few services but they all have saving money in common. Thanks for making me think about it because this answer has varied depending on who I am speaking to.
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April 19th, 2010 at 12:12 pm
I like it.
Your market is after you for bargains.
And I can definitely see them asking for more info after hearing that.
[Reply]
Melodie Kantner on April 19th, 2010
Yea. That’s the way I love to respond to that question.
With the economy the way it is, people are more open to supplementing their income so I am using this one a lot these days:
“I am associated with a company that teaches people the proper methods to succeed in home business. We also teach people how to make money part time as a supplement to their full time job. Do you know anyone who would like to supplement their income?”
Melodie
[Reply]
April 19th, 2010 at 12:27 pm
Hey Melodie,
Was just reading an article of yours on Better Networker. 
You’re hitting two big benefits there “work at home” and “make a little more money”.
Hard to resist as long as you have their trust.
[Reply]
Hector cuevas on April 19th, 2010
Hey Jason,
I forget who I Learned this from, but there’s also the elevator pitch (which is sorta like what u mentioned ). It goes:
“you know how some people HAVE THIS PROBLEM?, (wait for a response)… Well I help them solve it by YOUR SOLUTION/BENEFIT”
This one not only tunes into their favorite radio station, it gets them involved in the conversation..
Talk soon,
Hector Cuevas
[Reply]
April 19th, 2010 at 12:25 pm
I really like how you framed this. Never heard it before. Thanks for sharing it. I do believe I’ll put it into practice.
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April 19th, 2010 at 6:07 pm
No problem Jeremiah,
I love the community Jason built here.. So i’m always willing to share..
All the best..
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April 19th, 2010 at 12:29 pm
Hector,
No word of a lie…
That’s the best formula for an elevator pitch I’ve ever heard.
I hope some people are writing this down.
[Reply]
Jerome Ratliff on April 19th, 2010
Hey J,
Great question and one I’ve had problems with in the past.
However, I did find a solution that resonates with people. It doesn’t sugar coat it or anything, it just puts it in a way a 13 yr old can easily understand what is it you do.
I’m doing a series about acquiring customers on my blog. And, we will be digging into this very subject and how to position yourself as leader who exclusively works with their niche market.
How ironic you touched on this? De javu!
Have a great one,
Jerome Ratliff
[Reply]
anne on April 19th, 2010
Jason,
WIIFM…Never heard that one before, but I love it!
I tell folks “I help people make vacations an occupation”….or “I show people how to go from Blue Collar…to no Collar.”
That usually gets the ball rolling and then their WIIFM starts blaring like a 3 fire alarm!
Have a great day everybody!
Anne
[Reply]
Mark Gubuan on April 19th, 2010
Jason,
On the flipside, it’s also kind of funny to hear other network marketers tell that to other network marketers.
Because then it’s like, “you do? Well how many have you actually helped reach that point? And WIIFM?”
So the follow up to this post should really be, how to recruit a network marketer even if you’ve never helped someone fire their boss.
How ’bout it?
Mark
[Reply]
April 19th, 2010 at 12:37 pm
Oh man,
I have to laugh at some of the stories…
It’s like trying to recruit somebody who is already in your business.
But I would hope that people aren’t promising the moon or lying.
I know there’s a lot of advice about “faking it till you make it” but in my humble opinion, honesty works too.
[Reply]
Jeremiah on April 19th, 2010
I like this post as a simple cure for diarrhea of the mouth. You know, the automated response from a super excited newbie that wants to tell you all they know or how awesome of an experience they had with product X.
I always try to focus on the other person in a conversation or meeting. I still catch myself sometimes talking about me instead of asking more questions about them. People love to talk about themselves and love to feel that you really do care because of the questions you ask.
[Reply]
April 19th, 2010 at 3:34 pm
Gosh, I’ve been guilty of that myself.
It’s when you get so excited about the product that you forget you’re talking to a human being.
[Reply]
Wayne Vassell on April 19th, 2010
Hey J,
WIIFM – I hear ya! It is sad, but that is how the world works I guess.
Once they hear an interesting response that grabs their attention they will be begging for more information, the network marketers delight! (ha)
Thanks for the post.
Wayne Vassell, signing out…
[Reply]
April 19th, 2010 at 3:35 pm
Oh, I don’t know about sad.
Imagine how little would get done in the world if nobody thought about themselves at all?
But it’s definitely interesting.
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Dan Johnson on April 19th, 2010
Good points Jason. I think it was Big Al that says you should rehearse your elevator response and you nailed it on the head.
thanks for the reminder
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April 20th, 2010 at 12:58 pm
I used to rehearse for hours before I would even pick up a phone or head out.
My neighbors must have thought I was nuts!
[Reply]
Tommy DiPietro on April 19th, 2010
Hey J and the BB
Hope everyone had a great weekend, I just
came back from my primary company’s event,
put gold.
ANYWAY…as Todd Falcone once said when asked
what he does for a living, “I put Alarm Clock
Companies Out of Business” always one of my
favorites.
I try my best to just explain to them that I just
want to see people succeed. Believe it or not, my wife is not into the blogging or whole Internet thing, besides Facebook.
She puts up huge numbers by still talking to people about the opportunity.
She does build the comfort zone first, no vomiting
the opportunity every minute, not at all. She builds up first and then introduces our company.
Most people know what we do because of the Chamber of Commerce involvement but for me, I just
try to talk about a solution for someone’s problems.
BTW…I still have NOT read your post on self-hosted blogs. I am writing one myself and will compare with you when I post.
Have a great day!
Tommy D.
[Reply]
April 19th, 2010 at 1:16 pm
Oh yeah…thanks for becoming a fan on
my Facebook page. The support is huge.
Tommy
[Reply]
April 19th, 2010 at 3:24 pm
I love it Tommy,
“as Todd Falcone once said when asked
what he does for a living, “I put Alarm Clock
Companies Out of Business” always one of my
favorites.”
I’m going to put that one in my book.
[Reply]
Amy on April 19th, 2010
Awesome post! And, again, you get the ‘way to simplify it!” award .
This is a conversation we’ve had and heard over and over again in our organization/industry… but for some reason it doesn’t always ’stick’.
You just have such finesse when it comes to making things sooo easy to understand… and now I’m off to share this w/ my group (and FB, Twitter, etc.).
Thanks, Jason!
[Reply]
April 19th, 2010 at 3:38 pm
Definitely appreciated Amy.
That’s why I love blogging too. By writing every day I get a quick review.
You get to help yourself by helping other people too.
[Reply]
Eric McMillan on April 19th, 2010
J,
Great tips, I get this question a bunch from people that have just joined my business. They don’t feel like telling people they are a network marketer because they haven’t made any money yet. I always tell them just what you said about turning the question around and telling them what they can do for them.
Eric McMillan
[Reply]
April 20th, 2010 at 12:59 pm
And that’s all anybody really cares about.
Good advice to deal with the “How much do you make?” question too.
[Reply]
Al Caccarile on April 19th, 2010
Jason – You never cease to amaze me. You just capture our attention and then give a great, right-to-the-point answer. This is what some call an elevator answer – something short enough that you can give it between floors before the person gets off. Good job.
Al Caccarile
[Reply]
April 19th, 2010 at 3:25 pm
Shucks.
Almost made me blush with that compliment.
And you’re 100% right.
It’s your “elevator pitch”.
[Reply]
Mary Thayer on April 19th, 2010
Wow great post and great comments. The best thing to do is to practice your response until you could say it in your sleep. That way it comes out automatically and smoothly when the time comes to use it:D
Mary
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April 19th, 2010 at 3:27 pm
And who said you can’t recruit in your sleep too?
Although, I’ve been told that I talk in my sleep and when I’m working too.
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Rhonda Miller on April 19th, 2010
It took me years to get that station tuned in, but I can finally play it without all the static:)
Besides, people will turn and run like a marathon runner if you vomit all over them. Trust me, I know. I used to vomit on 98% of the people.
I love it now b/c people will ask what I do. I’ll give them a 10-15 second response and it just kills them to not know more. So this is when you hand them your dvd or give them your website/bus. card and let the written word do the talking for you.
Great post yet again,
Rhonda
[Reply]
April 19th, 2010 at 3:29 pm
Nice!
Sounds like you have a good system there.
Tom Challan does something similar where his goal is to get his team to drive people to a simple message.
Then it’s just a numbers game for him.
[Reply]
April 19th, 2010 at 3:53 pm
Rhonda,
I love it! Take yourself out of the equation and let a 3rd party to the trick.
Awesome!
[Reply]
Ilka Flood on April 19th, 2010
Hi Jason,
What a great turn around! When I first started I always struggled with that question.
It’s a great reminder that it is NOT about us.
Have a great day!
Ilka
[Reply]
Gayle on April 19th, 2010
Perfect start to the day – WIFM – you are so right on with the answer. Push the reset button every morning – how do I add value, how do I add value …
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April 20th, 2010 at 1:02 pm
You know, I think I’m going to write that out and post it beside my desk.
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Derek Alvarez on April 19th, 2010
Hey Jason,
“Because 50% of the people on planet earth don’t even know your company exists or what a “Multi-Level Marketer” is. The other 50% hate Multi-Level Marketers!”
Hilarious! (But true)
It’s funny, I never really had a stigma against MLM (or even knew anyone who did),
So it came as a shock when I was getting the “pyramid scheme” comments from prospects (or were they suspects?)
Anyway, have you ever watched “The Big Idea” with Donny Deutsch?
Pure gold for elevator pitches and how to start a business.
[Reply]
April 20th, 2010 at 1:08 pm
You rock for bringing that up.
Awesome show.
And inspiring too.
As for the MLM thing…
I was “blessed” with relatives who believe anything MLM is a scam.
But they all have jobs they hate.
And never took a risk in their lives.
[Reply]
Jannette Barrett on April 19th, 2010
I’ve been playing with different responses to this question myself and its really interesting to see people’s reactions. I agree that if you go into a speel about the product, people usually glaze over but if I talk about how much my health has improved, they seem more interested. The really tricky question I think is “How much do you earn”. I haven’t been in the business that long so usually to refer to my upline’s income which is very encouraging. Does anyone have any suggestions for that question?
[Reply]
April 20th, 2010 at 10:33 am
Hi Jannette,
My favorite answer to that question is,
“Steve, it’s not about how much I make — it’s about how much YOU’RE going to make… which could be less or could be more… it’s all up to you.”
(Paraphrasing from Mark Weiser)
[Reply]
Ken West on April 19th, 2010
Hey Jason,
“What do you do for a living?”
I help people eliminate (insert whatever your pain is here)…
or
I help people gain (insert your desires here)…
Doesn’t matter, as long as it’s relevant to the prospect and you are confident in your response.
Pique their interest and then shift the conversation back onto them. If they’re a good prospect they will ask you more…
Great topic. Take care.
Ken
[Reply]
April 20th, 2010 at 1:11 pm
It reminds me of Dale Carnegie’s “How To Win Friends And Influence People”
Shining the light on your prospects instead of yourself.
[Reply]
Marcus Baker on April 20th, 2010
Hey Jason,
I hated being asked this question when I first started but these days I really welcome it.
I follow the same framing expressed by Hector Cuevas, “you know how some people HAVE THIS PROBLEM?, (wait for a response)… Well I help them solve it by YOUR SOLUTION/BENEFIT”
It works really well. Whatever ones uses it must feel comfortable and just roll off the tongue. I hear some people’s lines and to me they sound totally corny so I guess the best advice is to wear the shoe that fits you best!
Cheers,
Marcus
[Reply]
Susanna on April 20th, 2010
Oh my gosh Jason, I love this post!
It’s so funny, because yes at first it’s a dreaded question, and then later you’re just itching to get asked. lol
Interesting how our thoughts change along the way too.
You mention ’still having a job’ like it’s not good, which is how most networkers feel.
But outside of this, most people consider ’still having a job’ a VERY good thing! haha
I do love your answers to the question. All excellent and when delivered with kind confidence, can be powerful.
Sweet topic!
Susanna
[Reply]
April 20th, 2010 at 1:18 pm
“You mention ’still having a job’ like it’s not good, which is how most networkers feel.
But outside of this, most people consider ’still having a job’ a VERY good thing! haha”
So true.
A lot of people are happy to have any job at all.
[Reply]
Peter Montgomery on April 20th, 2010
Awesome stuff mate!
I was just thinking about this question the other day because I’m transitioning from one profession to this one…
Well you know my story Jase so I won’t go on…
Thanks mate for the great content.
P.S. One day I plan on Beating Josh to the first position here:)
It’s one of my GOALS…
[Reply]
April 20th, 2010 at 1:19 pm
Hey Peter,
I think you’ll have to catch flies with chopsticks first.
Josh is the comment master.
[Reply]
Eduardo Santana on April 20th, 2010
Dear Jason and Community,
Communication is more than words, so besides to know what is there for them.
They also want to know if they can trust on us as a person that can help them reach there goals.
As we refocus on them the question we gain a least two things:
1. – Keep the control of the conversation (He who asks the questions have the Control)
2. – We show our mind set of a leader.
I give a short and true honest answer (focusing on the benefits that they want that I can help): “I help people like you to success in the industry”.
And then refocus the question to them:
“You know, the really important thing is what you want to do ….?” (If we already know their why use it)
The true shall make us free, even financial or
Network Marketing true principles.
Thanks to all for sharing the right principles,
Eduardo Santana
[Reply]
DeAngelo "YoungSuccess" on April 20th, 2010
Jason
Perfect that has to be the best way to take care of that question. I think it piques the perfect curiosity, puts you in the authority position and takes alot of pressure off of you when the question arises.
Good one J, excellent way to keep your cool with that question.
[Reply]
Nelson Montanez on April 21st, 2010
Took a little practice with that one but after a few prospecting calls it became like 2nd nature.
Thanks
Jason
[Reply]
Hey Jason,
The famous radio station…WIIFM
That is a question that most newbies struggle with in the beginning. That is great that you are touching on this. I remember in the beginning I use to get the lump in my throat.
I like how you provided a solution for individuals on how to handle the situation. That is a classy way to answer that question.
Chat with you later…
Josh
[Reply]
April 19th, 2010 at 11:10 am
Definitely not the only way.
But hey, it works!
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