Nov 12
25
What Does Your Prospect REALLY Want
What Does Your Prospect REALLY Want?
Today I received an email from Ann Sieg that was written so well – and exactly what I wanted to convey to you. So I thought I’d share it with you here. I added some pics for your enjoyment!
If you like it, if it clarified what we are exactly doing in this amazing industry, if it helped you in any way, please share, like and leave your thoughts below. Enjoy!
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One of the biggest keys in getting people to come to you is knowing what buttons to push. Simple as this may sound, it’s actually not as straight forward or as easy as one might think.
It can take some serious organized thought.
Any time you give your prospect any kind of message, you have to thoroughly examine it and make sure that the things you’re trying to sell them are the things that really matter to them.
To this day, despite the fact that I’ve had this self- evident truth repeatedly drilled into my head from countless sales and marketing courses, I still find myself at times selling the wrong benefits to my audience.
I’ve learned that it isn’t enough to just walk a mile in your prospect’s shoes… you have to LIVE in them.
Pinpointing and fulfilling their true wants and needs is something you have to obsess over. It needs to become the predominate thought in your mind.
So let me ask you:
In OUR industry, what are our prospects really after?
More money? More time? Freedom from the 9-5?
Nope.
These are just surface desires that are plainly visible to anyone at first glance. You have to look past the obvious. You have to go deeper than that.
(Unfortunately, rarely does anyone in mlm ever emphasize anything beyond these things).
How about more specifically: Enough money so that they can take that trip to Italy they’ve been wanting to do for 5 years?
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Enough money to pay off all their credit card debt and their car loan so the only major monthly payment left is their rent/mortgage?
How about enough time freedom to start exercising for 45 minutes every day like they’ve always wanted to.
That’s a little better and yes, they are after these things… but it’s still going in the wrong direction.
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These are all end results and they are important, but there’s still a huge gap in between where they are now and where they want to be.
It’s your job to fill in that gap.
See, what they’re REALLY after is a way to obtain these things.
A “how.”
And contrary to popular belief, network marketing is not a how.
It’s a “what.”
If money, time, etc were really all that your prospect was looking for and network marketing really was the answer he needed, then merely telling him that your opportunity can give him a six figure income while working part time from home would be all that was needed to sign him up.
Does it work that way? No.
That’s because in reality, network marketing MIGHT be a way for him to achieve all those things… it’s just that he hasn’t been convinced of that yet. He has to clearly see that it will work for him first.
Network marketing is just a vehicle and vehicles don’t operate themselves.
People need to be shown how to work them.
It’s no different than stocks or real estate – both vehicles that can help you reach an end goal.
No one needs to be convinced that it is POSSIBLE to get rich through those two vehicles. Everyone knows that.
But what they don’t know is HOW to use those vehicles to get rich.
That’s the missing puzzle piece that’s keeping them on the sidelines.
Same thing with mlm. The desire is already there (provided you’re doing a good job of targeting the correct audience). If you can just give them the how, they will flock to you in droves.
The most burning question your prospect has is:
“Is this going to work for ME?”
They see all the circles and the commission levels and the big payouts and even all the success stories, but they need to know how all that’s going to happen for them.
It’s very hard to visualize a legitimate six-figure-a- year business being built from the ground up using a hastily thrown together names list of all the people they know.
The way you fill in the blanks for them and answer the question of how it’s going to work is by emphasizing the most crucial component of any business:
The marketing system being used.
This is the most important benefit of your opportunity.
(That is… unless you’re using warm market/cold market prospecting. In which case, this benefit has basically been destroyed. Because if the way you came in touch with your prospect was by butting into their lives with a sales pitch they never asked for – whether they already knew you or not – you’ve just shown them exactly how they would be doing
business if they joined your opportunity. And that’s not good because no one wants to be a sleazy salesperson. On the other hand… if your marketing system drew them to you first and all you did was wait for the call or open your email inbox to find someone who wants more information, how much easier do you think it would be for them to visualize
themselves doing what you do? After all, it got them there didn’t it?)
Most people in our industry go nuts about the product and the comp plan and even the timing of the opportunity, but none of that means anything to a prospect because that doesn’t tell them HOW they’re going to be able to make it work.
Even if they really ARE getting in on an opportunity that’s so unique it really does only come around once in a lifetime, so what?
They still have to market the products and the opportunity to other people to make any money, don’t they?
How are they going to do that?
A good marketing system answers that question because it, above all else, will determine their success or failure.
It gives them the “how” instead of the “what” – which is what they’re really looking for.
If you can successfully convey this to them, you’ve made a bullet-proof case that’s literally left them with no reason not to take the next step.
When you target the right audience, the question is not whether or not they want what you’re offering. The question is whether they believe it will actually do what you say it will.
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I remember when I first started in Network Marketing, years ago, and I drove to the hotel meetings…. Every leader, trainer, coach, guest speaker would do trainings… but I remember always coming away from them saying to my brother (who sponsored me)
“I KNOW the reason WHY I’m doing this…
just tell me HOW to do it!”
There was even an audio tape recording called,
“It’s not the how, it’s the why!”
That used to DRIVE ME CrAzY!
I needed to learn HOW successful marketers were DOING it!
This was the missing piece. I needed a System, a definite plan of
action to take me from where I was to where I wanted to be.
If you’d like to know what I’m using today, contact me.
I would be happy to show you what’s working now.
Make it a GREAT Day!
.Loretta Helson
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