Find out What Prospects Think about Most important In Deciding On An Organization
Up-line support: Back to YOU once 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 up-line be any help So number one is, folks join men and women … but #2 is pretty much the same. They want to understand if they can do it, and their definitely not going to join somebody they dont like, because then they have to work with them.
Training Provided. Look at this! They aren’t even wondering about cash yet, we havent talked about an organization, were still talking about YOU. #3 is about you once more. 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 firm do training Are you a good sponsor Will you help me A LOT of people aren’t sure they can do this. Perhaps it’s their first exposure to network advertising and marketing. But if they know they’ll be trained by someone who’s good, it raises their belief level. One thing I do with my people, when I perform 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 function with you, help you get educated on this company. We’ll operate 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 today 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 get started calling tomorrow at 5:00PM after you get off work. Im saying, “Back up! Don’t burn that bridge.” If I just joined your small business and had no thought 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 and marketing Strategy and Potential Earnings: So were almost halfway through the list. And NOW the prospect is finally wondering, “Can I make some income” Its not really about can they make some income. Its extra, can YOU train me Can YOU help me make revenue And how much money isn’t the issue. It’s just, “Can I do this and make some revenue” So 1, 2, & 3 were about you. Then we finally get to funds. They want to understand a little about the compensation strategy. 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 long distance service switches operate, how deep the cables are buried or whatever your product or service is …… then you’re going at this bass ackwards! People today 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 persons you operate with can train them. Then comes cash. Then comes product line. Is that how you had the first 5 on YOUR list Do you follow this order of importance any time you talk to people What should you remember: Persons join men and women, they don’t join companies.
Being first in the area: Have you noticed we havent even talked about the organization yet, but were being first in the area Folks don’t want to blaze a trail, but the they do want to see there’s 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 isn’t a reading organization. It’s a relationship business enterprise. If you don’t believe that, take a look at the prime 3 on this list once again. If you’re relying on a sales brochure to sell someone or an audiotape or a videotape, you’d better think again. It’s back to you. If I have a true nice 3D presentation, holograms, smoke and lights, that’s great. But if I don’t connect with people today on a personal level, nothing else matters.
Business 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 understand the company is there, it’s reputable, 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 crucial to prospects. But I’ve been to a lot of presentations, and “Company Image” tends to be the FIRST thing shown & mentioned. “Hi. My business 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 desires to understand 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 essentially the most essential thing and the sales kit is almost the least crucial thing! But how many presentations have you seen where first they talk about the enterprise, and then they show the sales kit Prospects dont care. They need to understand if you can help them, if the up line can help them. Can they make some funds Can you help them be successful Which brings us to our final item …
Organization Management experience: LEAST important to the prospect is that the president can be 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 persons 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 off with the company management experience, which is the least essential 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 begin with probably the most crucial thing first- YOU! Tell them a story about your experience in the small business (or your up line’s experience, if you’re new). Tell them how you operate with people, and specifically what you’ll do to help them be successful. THAT is what prospects want.
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