Find out What Prospects Contemplate Most important In Deciding On A Firm
Up-line support: Back to YOU once more, the 2nd most significant factor, once again won by a landslide. Prospects need to understand if YOU will be of any help to them, and will the up-line 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 dont like, because then they have to operate with them.
Training Provided. Look at this! They aren’t even wondering about revenue yet, we havent 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 persons aren’t sure they can do this. Possibly it’s their first exposure to network advertising. But if they know they’ll be trained by someone who’s good, it raises their belief level. One thing I do with my persons, 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 dont want you to go try to sell your friends & family. Let me work with you, help you get educated on this small business. We’ll function 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 men and women get just the opposite. You join and the first thing you hear is, “OK. Let’s go hammer the phones. Make your list today. We’ll start off calling tomorrow at 5:00PM if you get off perform. Im saying, “Back up! Don’t burn that bridge.” If I just joined your enterprise and had no idea what I was talking about, I’d probably say the wrong thing. I’d be excited and leave things out. You’re excited that you joined, but let’s say the right thing, not burn that warm market.
Advertising Program and Potential Earnings: So were almost halfway through the list. And NOW the prospect is finally wondering, “Can I make some cash?” Its not really about can they make some cash. Its far more, can YOU train me? Can YOU help me make income? And how much income isn’t the issue. It’s just, “Can I do this and make some funds?” So 1, 2, & 3 were about you. Then we finally get to revenue. They want to know a little about the compensation plan. Dont go into great detail, because they probably won’t understand much of it, anyway.
Product Line: We finally get to products. Are you paying close attention? Because if you’ve got a prospect, and you try to tell them the secret ingredients, how the product works or how your extended distance service switches function, how deep the cables are buried or whatever your product or service is …… then you’re going at this bass ackwards! Folks don’t care about that stuff. They just want to understand, 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 folks you perform with can train them. Then comes dollars. Then comes product line. Is the fact that how you had the first 5 on YOUR list? Do you follow this order of importance once you talk to men and women? What should you remember: Folks join people, they don’t join firms.
Being first in the area: Have you noticed we havent 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 there’s a large potential to have some growth there.
Firm Literature shown. There are a LOT of net workers who focus on the literature. But this isn’t a reading company. It’s a relationship organization. If you don’t believe that, take a look at the leading 3 on this list once more. If you’re relying on a sales brochure to sell someone or an audiotape or a videotape, you’d better think once again. It’s back to you. If I have an actual nice 3D presentation, holograms, smoke and lights, that is great. But if I don’t connect with men and women on a personal level, nothing else matters.
Enterprise Image: Possibly 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 firm 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 vital to prospects. But I’ve been to a lot of presentations, and “Company Image” tends to be the FIRST thing shown & mentioned. “Hi. My enterprise name is Blah-Blah. They’re great. I’m now going to waste 20 minutes of your valuable time & tell you all about them. “A lot of presentations that are done bass-ackwards, 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 small business. So YOU are still the most vital thing and the sales kit is almost the least important thing! But how many presentations have you seen where first they talk about the firm, and then they show the sales kit? Prospects dont 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 significant to the prospect is that the president is really a family man, and he’s got four or five families to prove it. It does not matter to the prospect. So this whole process is way simpler than most individuals 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 matter’s, Think about all this for a second, you’re talking to a prospect. You start off with the corporation management experience, which is the least vital thing to them. Now your prospect is leaning back, eyes are glazed over; zoned-out, nodding off. They’ve heard it all before, and they just don’t care. But what if you get started with by far the most vital thing first- YOU! Tell them a story about your experience in the enterprise (or your up line’s experience, if you’re new). Tell them how you perform with persons, and exactly what you’ll do to help them be successful. THAT is what prospects want.
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