In conversation, people want to disagree with what we say. If everyone agreed in conversations, it would be a boring world.
Ask ourselves, “What kind of response could the sales clerk give us to this comment?
We say to the sales clerk, “Oh, this must be an interesting job working here at this store.”
In most cases, the sales clerk will respond, “Oh, it isn’t that interesting. It’s sort of boring. And, it doesn’t pay enough.”
And now we have created a prospect with a problem that we can solve.
If our prospects don’t have a problem … they don’t need our solution!
Imagine what would happen if we started our conversation saying, “Oh, this must be a terrible job.” Then our sales clerk would disagree and say what a wonderful job he or she has. Not a good starting point for a conversation about our opportunity.
Let’s use this disagreement observation to get some prospects who want better health.
Want a few examples of opening statements that create disagreement?
“Oh, it must be easy staying on that diet.”
“I bet you have a relaxing commute where you get to listen to music for an hour.”
“You look so healthy. Life must be so easy.”
“Husband, 4 children, all with after school lessons and activities. And a full-time career too! Must be wonderful living your dreams. Stress-free!”
Allow our conversation partner to disagree with what we said. Now there is a problem we can help solve.
Remember, people want to disagree to keep the conversation going. A little planning on what we say will make a huge difference.
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We all have good habit and bad habits.
There is a thing called “habit stacking.”
Steve Scott wrote the book, “Habit Stacking: 97 Small Life Changes That Take Five Minutes or Less.” Available on Amazon at:
The practice is bonding a new habit to an old habit. For example, let’s say I have a habit putting on my coat to go to work every morning. I could then start creating a new habit attached to putting on my coat. I could say to myself:
“When I put on my coat in the morning, I will immediately do one stretch to touch my toes.”
Over time, I will be pretty good at touching my toes because I do it so often.
Or, I could say this to myself:
“When I put on my coat in the morning, I will immediately walk to the donut shop at the end of the street.”
Bad habit. But I could make this a routine every morning.
The point is, if we want to create a new habit, bonding the new habit with an old habit makes it easier. Want one more example?
“When I leave work every day, I will immediately make one follow-up call to my prospect list.”
My friend, Bob Conklin, would tell the story of a young boy who wouldn’t tuck his shirt tail into his pants.
His mother (mothers are motivation experts) solved the problem with one simple little task. She decided to sew some lady’s white frilly lace onto her son’s shirt tail.
Now her son was motivated to never allow his shirt tail out of his pants again.
Check out our book on motivation:
I don’t know what it will take for you to make the decision to succeed.
For me, it was a mind-numbing, freedom-robbing job that tipped me over the edge.
I saw network marketing. I joined. But the real decision to make it work no matter what the obstacles came from my terrible attitude towards my job.
What will motivate you to make that same ”no turning back” commitment?
And when you make that commitment, what will you do to make that dream a reality?
If you sell diet products, offer to buy your customer lunch at a local restaurant. (Make sure they have a low-calorie selection.)
If you sell cleaning products, offer to provide your customer a maid for a few hours. (The maid will be happy to get a chance for a new client.)
If you sell skincare, offer your customer a free appointment at a local hairdresser. (The hairdresser will be happy for the chance to get a new customer.)
Get the picture? Invest a little in your original customer. Why?
1. It’s easier to get a new customer when you offer a terrific deal.
2. You get a chance for repeat business from this satisfied customer.
3. It’s easier to recruit distributors from satisfied customers instead of cold prospects.
“A group of the unwilling, picked from the unfit, to do the unnecessary.”
— Richard Harkness
Leadership tip: If you wish to delay a project, assign it to a committee.
Imagine this is the relative effectiveness of inviting people:
These are relative numbers, but you get the idea.
Instead of running ads, etc. – make personal contact with one, two, or three people. Build a relationship and invite them. That will be more effective than hundreds of emails.
Many prospects are afraid to try a new product or investigate an opportunity. They kindly tell us, “No. I’m busy. I’m not interested.”
You can use a simple guilt approach to motivate the prospect to at least look at what you have to offer. Here is an example.
A company sold water filters. Their distributors were trained to simply loan a water filter to a prospect for one week. At the end of the week the distributor would pick up the water filter or take an order for a new water filter.
Only one problem. Prospects wouldn’t let the distributors leave a trial water filter.
The company devised a simple guilt offer.
The distributor now said the following to the prospect:
“Just try this water filter for one week. This gives you a chance to win a free trip to Hawaii. Every week the company draws the name of a trial user and gives away a free Hawaiian vacation. But not only does the trial user get a free vacation, but the distributor that loaned out the trial water filter wins one, too! So why not try this filter for one week? Do it for me. I’d like a chance to win that vacation and go with you to Hawaii.”
The prospect is motivated by the guilt of not letting the distributor have a chance at winning a free vacation.
Cash is bad … for using as a premium or incentive.
If you give a cash bonus, a cash prize or a cash incentive, here is what happens:
The recipient spends it!
The recipient will spend the cash on groceries, a credit card bill, or this month’s mortgage – and your cash is quickly forgotten.
Instead of offering cash, offer something with long-term memory value.
For example, give a trip. The memories of a trip will last a lifetime – and the memories are always associated with you.
Give them a children’s book. Every time their child reads the book, they’ll think of you.
Give a memorable evening out complete with a limo, a nice meal, and a show.
Give a banquet in their honor.
Give a watch, a special pendant, clothing, a plaque, or anything that has longer-lasting memory power than cash.
You’ll want the maximum leverage from your premium or incentive.
“A penny will hide the biggest star in the universe if you hold it close enough to your eye.”
— Samuel Grafton
(Yeah, my job is pretty secure, and it pays well, so why should I look at a better opportunity?)