Prospects respond to offers.
Sometimes how you describe your offer is more important than the offer.
Go to a department store or grocery store. You’ll see signs that say:
“Everyday Low Price!”
What does that mean? Is the item discounted? No.
The item is the same price as it was yesterday before the “Everyday Low Price!” sign was installed.
However, prospects perceive the item to be a bargain … and sales of that item increase.
The offer is the same. It’s just how the offer is described.
So, one little change can make a big difference. Why not review how you describe your products, services and opportunity?
Maybe a small change will help your prospects get excited.
For example, instead of saying “residual income” … why not say “extra paycheck” instead? See if your prospects’ eyes light up with just a different way of saying the same thing.
Lansdowne, Ontario, Canada
In one of my London workshops, I said:
“In order to participate or take control of a conversation, you must disagree with the other person.”
Why? Because if everyone agreed, it would be a boring world. One person would talk, and everyone would just nod their heads and agree.
This means you should never tell prospects they have bad jobs. If you do, the prospects will disagree and defend their current jobs or opportunities.
Instead, always mention how wonderful their job or opportunity must be. Now they will disagree and tell you how awful it is … and you have created a great prospect.
“I tell you and you forget. I show you and you remember. I involve you and you understand.”
— Eric Butterworth
“Clothes make the man. Naked people have little or no influence on society.”
— Mark Twain
While conducting a workshop in upstate New York some years ago, a young lady told me her story:
She was a college student and happened to read Robert Kiyosaki’s book, “Rich Dad – Poor Dad.”
She was motivated and excited to learn about being in her own business. It wasn’t something she had learned at her university. So, next she read Robert Kiyosaki’s book, “Rich Dad’s Business School for People Who Like Helping People.”
Now she was totally sold on network marketing but she didn’t know anyone in network marketing. Wow! There goes that old saturation myth.
She began calling everyone she knew, and even people she didn’t know. When she finally found a network marketer, she was so excited that someone would actually help her get started.
The moral of the story?
There are millions of people out there who don’t know about network marketing and what it can do for them. There are many books that are great tools to create desire in ordinary prospects looking for a better life.
Many of the Big Al books have been translated into Spanish, and more are on the way! Click the link below to check them out.
A distributor wanted to continue holding hotel opportunity meetings. The hotel meeting room cost $200. The number of new guests averaged only 10, and the average was dropping.
This meant that the distributor invested $20 in each guest in meeting room costs ($200 divided by 10 guests).
It would be cheaper to hold the meeting in a restaurant, and offer to pay for each guest’s meal. And, if no guests showed up for the meeting, there would be no cost, unlike the fixed hotel meeting room cost.
It would be easier to invite a guest to a dinner meeting with the offer of a free meal — than to get a guest to a hotel opportunity meeting.
This method helps with small or marginal opportunity meetings until the group grows into a larger, more exciting hotel opportunity meeting.
I take experts to lunch every chance I get. Why? Because it is the cheapest consulting anyone can get.
Here is a gem from my lunch with an expert:
“I don’t care about prospects who are undecided. I only care about the person who is willing to work my system.”
This pro simply concentrates on building leaders, and making them successful. All of his focus and energy goes into a select few prospects who share his vision.
If you were going to earn $5,000 a month from a good leader, how much time would you invest in finding that prospect?
Some time ago, I did a training meeting for a nutrition company in Sweden.
Some distributors came late and complained, “There is no parking!”
The training was at a meeting room in a health club, and of course, it’s January. Everybody is at the health club in January. They are going to work on their New Year’s goal to get in shape and lose weight … for only a few more days.
Next month, the parking lot will be empty.
So, there are two types of networkers in the world.
Those that complain, “There is no parking!”
And, those networkers that say, “Hey! Look at all these prospects who want to get healthy!”
Yes, some people look for reasons to fail. Others look for problems, and they know that in every problem, somebody is going to make a lot of money solving it.
In network marketing, we solve people’s problems. We help them lose weight, have better skin, save money, get healthier, look better, travel, earn money, and more. That’s why we earn money, big money.
So the next time we see a problem, let’s think to ourselves, “That’s a great opportunity for someone to earn big money solving that problem.”
Problems are our friends.