It’s NOT About Your Business Opportunity!

In Network Marketing, so many distributors get caught up in their opportunity, and how great it is and how they have the best widget in the world, when in actuality, they forget about what the prospect really wants.  As well-known speaker and author Perry Marshall has said:

“Nobody who bought a drill actually wanted a drill.
They wanted a hole.
  Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills!”

The reason people join Network Marketing is usually for time freedom and to make money.  What they may be seeking is to ultimately have more time at home with their kids, or they may want to pay off their bills, or be free of financial worry in retirement. Or they may want to have money to send their kids to college. Network Marketing will allow them to have that.

Find out from them whether if they make no changes in their lives right now, could they realize those dreams in the next 2-4 years?  Most people will say no. You can say something like, “If I could show you a way to help you ______________ (pay your bills, have time for your family, have money for retirement, etc), would you be interested in hearing more?”  If they say “yes” you now have permission to share your business opportunity with them.  (Click on link below to read more…) Remember, we are in the business of helping others.  Give to give, don’t give to get.  As Zig Ziglar has said, ”if you can dream it, then you can achieve it.  You will get all you want in life if you help enough other people get what they want.”

Focus on their dreams, not your opportunity.  Your business may be the vehicle that can get them there, but put the focus on them first.  People make the decision to join Network Marketing for emotional reasons, but they will justify it with logic.  It is important to appeal to their emotions.   Find out what they are looking for, and then show them how your opportunity can help them get there.

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One Response to It’s NOT About Your Business Opportunity!

  1. Chuck August 26, 2010 at 10:57 am #

    Sarah,

    I have to agree with you and I love the quotes from Perry Marshall. “Nobody who bought a drill actually wanted a drill.
They wanted a hole.
Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills!”

    Prospects are looking for 2 things. More leads and more money and a solution to make this happen. They are looking for the hole, not the drill.

    If you provide “value” upfront to your prospects like show them how they can generate their own leads or create more cash flow for their business, you are now considered as a “value or Solutions provider” to your prospects.

    I look forward to more of your insights.

    Chuck Pousson

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