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| Converting Prospects to Business Partners |
Published on 06-03-2008
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By Raymond Foster
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Resource Recognized Internationally-Public Speaker
Author 2 Books Published by Prentis-Hall
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| Website URL http://www.mlmmakingmoney.com |
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Converting Prospects to Business Partners!
Knowing What Buttons to Push
One of the biggest keys in getting people to join your opportunity is knowing what buttons to push. Simple as this may sound, it's actually not as straight forward or as easy as one might think. It will take some serious organized thought.
Anytime you give your prospect any kind of message, you have to thoroughly examine it and make sure the things you're trying to sell them are things that really matter to them.
To this day, despite the fact, I have this self- evident truth repeatedly drilled into my head. I find myself at times selling the wrong benefits to my audience.
I have learned it isn't enough to just walk a mile in your prospect's shoes... you have to LIVE in them. Pinpointing and fulfilling their true wants and needs is something you have to obsess over. It needs to become the predominate thought in your mind.
So let me ask you: In OUR industry, what are our prospects really after?
More money? More time? Freedom from the 9-5?
These are just surface desires plainly visible to anyone at first glance. You have to look past the obvious. You have to go deeper. (Unfortunately, rarely does anyone in mlm ever emphasize anything beyond these things).
How about more specifically: Enough money for a super extravagant vacation they been wanting to do for years? Maybe it is enough money to pay off all their credit card debt, car loans, and mortgage. How about enough time, freedom to spend more time with the family. This is a little better and yes, they are after these things... but it's still going in the wrong direction.
These are all end results and they are important, but there's still a huge gap in between where they are now and where they want to be.
It's my job and your job to fill in the gap.
See, what they really want is how to accomplish these dreams.
A plan, a road map, or commonly known as a “how to.”
And contrary to popular belief, network marketing is not a how. It's a "what."
If money, time, etc were really all your prospect was looking for and network marketing really was the answer they needed, then merely telling about your opportunity will give them a six figure income while working part time from home, would be all was needed to sign them up.
Does it work way? No. it's because in reality, network marketing MIGHT be a way for them to achieve all those things... it's just they haven't been convinced yet. People have to clearly see your business opportunity will work for them.
Network marketing is just a vehicle and vehicles don't operate themselves. People need to be shown how to work them. It's no different than stocks or real estate - both those vehicles will help people reach an end goal. No one needs to be convinced it is ACHIEVABLE to get rich through those two vehicles. There are plenty of examples of successful people getting rich in those endeavors. There also is a lot who did not get rich.
But what they did not know was the HOW to use those vehicles to get rich. What is the missing puzzle piece’s keeping them on the sidelines. Same thing with mlm. The desire is already there (provided you're doing a good job of targeting the correct audience). If you will just give them the how, they will flock to you in droves.
The most burning questions your prospect has: "Is this going to work for ME?" They see all the circles and the commission levels and the big payouts and even all the success stories, but they need to know how all’s going to happen for them.
It's hard to visualize a legitimate six-figure-a- year business being built from the ground up using a hastily thrown together names list of all the people you know. The way to fill in the blanks for them and answer the question of how it's going to work is by emphasizing the most crucial component of any business: The marketing system being used.
This is the most important benefit of your opportunity. (Unless you're using warm market/cold market prospecting.) In which case, this benefit has basically been destroyed. Because of the way you came in touch with your prospect, was by butting into their lives with a sales pitch they never asked for - whether they already knew you or not - you've just shown them exactly how they would be doing business if they joined your opportunity. And that’s not good because no one wants to be a hard driving salesperson.
On the other hand... if your marketing system drew them to you first and all you did was wait for the call or open your email inbox to find someone who wants more information, how much easier do you think it would be for them to visualize themselves doing what you do? After all, it got them there didn't it?
Most people in our industry go nuts about the product, the comp plan, and even the timing of the opportunity, but none of it means anything to a prospect, because it doesn't tell them HOW they're going to be able to make it work.
Even if they really ARE getting in on an opportunity so unique it really does only come around once in a lifetime, so what? They still have to market the products and the opportunity to other people to make any money don't they? How are they going to do?
A good marketing system answers question because it, above all else, will determine their success or failure. It gives them the "how" instead of the "what" - which is what they're really looking for.
If you will successfully convey this to them, you've made a bullet-proof case literally, and left them with no reason not to take the next step. When you target the right audience, the question is not whether or not they want what you're offering. The question is whether they believe it will actually do what you say it will.
To Your Success,
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