The guilt approach.

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.

About the Author Tom Schreiter

Tom “Big Al” Schreiter has 40+ years of experience in network marketing and MLM. As the author of the original “Big Al” training books in the late ‘70s, he has continued to speak in over 80 countries on using the exact words and phrases to get prospects to open up their minds and say “YES.”

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