Discover What Prospects Consider Most Important In Deciding On A Company

Discover What Prospects Consider Most Important In Deciding On A Company



Discover What Prospects Consider Most Important in​ Deciding on​ a​ Company
Upline support Back to​ you​ again, the 2nd most important factor, again​ won​ by a​ landslide. Prospects need to​ know if​ you​ will be of​ any help to​ them, and​ will the upline be any help? So number one is, people join​ people . . . but #2 is​ pretty much the same. They want to​ know if​ they can do it, and​ their definitely not going to​ join​ somebody they don’t like, because then they have to​ work with them.
Training Provided. Look at​ this! They arent even wondering about money yet, we haven’t talked about a​ company, were still talking about YOU. #3 is​ about you​ again. Do you​ have a​ conference call we can plug into? Do you​ have some systems in​ place to​ help us be successful? Do you​ have training? Does the company do training? Are you​ a​ good sponsor? Will you​ help me? a​ LOT of​ people arent sure they can do this. Maybe its their first exposure to​ network marketing. But if​ they know theyll be trained by someone whos good, it​ raises their belief level. One thing I ​ do with my people, when I ​ work with someone or​ when I ​ sponsor someone I ​ tell them please, please, listen to​ this​ specific tape. or​ read this​ book. and​ I ​ tell them please do not talk to​ anybody. I ​ don’t want you​ to​ go try to​ sell your​ friends & family. Let me work with you, help you​ get educated on​ this​ business. Well work together to​ get you​ successful. So it’s critical that you​ help that person​ and​ give them the training they need. I ​ know some new people get just the opposite. you​ join​ and​ the first thing you​ hear is, OK. Let’s go hammer the phones. Make your​ list today. Well start calling tomorrow at​ 500PM when you​ get off work. I’m saying, Back up! don't burn that bridge. if​ I ​ just joined your​ business and​ had no idea what I ​ was talking about, Id probably say the wrong thing. Id be excited and​ leave things out. You’re excited that you​ joined, but let’s say the right thing, not burn that warm market.
Marketing Plan and​ Potential Earnings So were almost halfway through the list. and​ NOW the prospect is​ finally wondering, Can I ​ make some money? Its not really about can they make some money. Its more, can you​ train​ me? Can you​ help me make money? and​ how much money isnt the issue. It’s just, Can I ​ do this​ and​ make some money? So 1, 2, & 3 were about you. Then we finally get to​ money. They want to​ know a​ little about the compensation​ plan. Don’t go into great detail, because they probably wont understand​ much of​ it, anyway.
Product Line We finally get to​ products. Are you​ paying close attention? Because if​ youve got a​ prospect, and​ you​ try to​ tell them the secret ingredients, how the product works or​ how your​ long distance service switches work, how deep the cables are buried or​ whatever your​ product or​ service is​ . . . . . . then youre going at​ this​ bass ackwards! People don't care about that stuff. They just want to​ know, what’s the product? Can I ​ use it? don't waste time teaching them how many grams of​ sodium it​ has. Keep it​ simple. Let’s recap; first, they need to​ like the person​ who did the presentation. So you​ need to​ learn a​ bit about them and​ identify with them. Next, they want to​ make sure they can do it. They want to​ believe. Third, they want to​ make sure you​ and​ the people you​ work with can train​ them. Then comes money. Then comes product line. is​ that how you​ had the first 5 on​ your​ list? Do you​ follow this​ order of​ importance when you​ talk to​ people? What should you​ remember People join​ people, they don't join​ companies.
Being first in​ the area Have you​ noticed we haven’t even talked about the company yet, but were being first in​ the area? People don't want to​ blaze a​ trail, but the they do want to​ see theres a​ large potential to​ have some growth there.
Company Literature shown. There are a​ LOT of​ net workers who focus on​ the literature. But this​ isnt a​ reading business. Its a​ relationship business. if​ you​ don't believe that, take a​ look at​ the top 3 on​ this​ list again. if​ youre relying on​ a​ sales brochure to​ sell someone or​ an audiotape or​ a​ videotape, youd better think again. It’s back to​ you. if​ I ​ have a​ real nice 3D presentation, holograms, smoke and​ lights, thats great. But if​ I ​ don't connect with people on​ a​ personal level, nothing else matters.
Company Image Maybe you​ show a​ video featuring a​ 20,000 square foot office & warehouse, on​ three acres in​ an exclusive suburb, all the bells & whistles. Big whoop, that’s #8 on​ their list, barely on​ the radar. Why bother? They just need to​ know the company is​ there, it’s legitimate, not hiding behind some post office box or​ working out of​ a​ storage unit, and​ will send them a​ check. That’s basically all they care about at​ this​ point. So were almost to​ the end of​ what's important to​ prospects. But I’ve been to​ a​ lot of​ presentations, and​ Company Image tends to​ be the FIRST thing shown & mentioned. Hi. My company name is​ BlahBlah. Theyre great. Im now going to​ waste 20 minutes of​ your​ valuable time & tell you​ all about them. a​ lot of​ presentations that are done bassackwards, from a​ prospects angle . . . which is​ the ONLY angle that matters.
Is The Sales Kit provided? Now the prospect wants to​ know that you​ do have a​ good video, you​ do have good literature, and​ you’ve got tools and​ services they can use to​ build their business. So you​ are still the most important thing and​ the sales kit is​ almost the least important thing! But how many presentations have you​ seen where first they talk about the company, and​ then they show the sales kit? Prospects don’t care. They need to​ know if​ you​ can help them, if​ the up line can help them. Can they make some money? Can you​ help them be successful? Which brings us to​ our final item . . .
Company Management experience LEAST important to​ the prospect is​ that the president is​ a​ family man, and​ hes got four or​ five families to​ prove it. it​ does not matter to​ the prospect. So this​ whole process is​ way simpler than most people think 1. Make sure they like you. 2. Make sure they believe they can do it. if​ you​ don't do those two, nothing else matters, Think about all this​ for​ a​ second, you’re talking to​ a​ prospect. you​ start off with the company management experience, which is​ the least important thing to​ them. Now your​ prospect is​ leaning back, eyes are glazed over; zonedout, nodding off. Theyve heard it​ all before, and​ they just don't care. But what if​ you​ start with the most important thing first YOU! Tell them a​ story about your​ experience in​ the business or​ your​ up line’s experience, if​ youre new. Tell them how you​ work with people, and​ exactly what youll do to​ help them be successful. THAT is​ what prospects want.




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