May 13, 2008

"How To Turn The People Who Said "No" Into Profit"

"How To Turn The People Who Said "No" Into Profit"
If you’ve ever had a prospect say no to your business, this video will reveal why that happens and how to avoid it.

The first thing that we need to understand is that every single action and decision every person on this planet makes is based on one single thing:

“The desire to avoid pain or acquire pleasure.”

That's it...
From the length of your hair, to the fact that you opened this email, even the job you chose were all decisions made because they gave you pleasure or helped you avoid pain...

This is very important for you and I as networkers to know because it will allow us to do our job (which is to market & promote) much more effectively.

For example:
When our prospects say no, it's because the perceived pleasure they would gain from starting a business did not out-weigh the pain of the start-up costs, or moving outside their comfort zone.

You can get them over this perceived pain, by positively pumping up their emotional states.
You see, every single thing we buy stems from emotion. You bought the clothes you’re wearing right now because of how they make you feel.

You chose the car you’re driving because it’s nice and makes you feel proud, or because it was inexpensive and you felt great saving that money, or because you avoided the pain of spending too much.

You bought into your business because it gives you a feeling of hope that you can achieve more, or because it’s going to eventually help you avoid the pain of going to a job you really don’t like.

So if you want to get fewer no’s and more yes’s when you prospect, you need to realize that buying into a business and a dream is based on emotion.

How is buying into this business going to make them feel better? How is it going to help them avoid pain.

Once you’ve communicated the benefits that can come from your business, you need to help them justify their decision with logic, which is what all of us do…

You REALLY bought that new Lexus because of how it made you feel, but you keep telling yourself and everyone else that you bought it because it’s a new hybrid model that gets more miles per gallon, which is better for the environment.

You bought into your business because of how it would make you feel if you tripled your income, but you justified the decision to get started with the fact that it’s a ground-floor opportunity with an experienced management team.

But you need to be careful.
Getting started has to be their idea, not yours.

If you get someone on a big, exciting over view call or meeting, and pump their emotional states up in order to inspire them to become a distributor right there on the spot, its probably going to back fire on you once that emotional state wares off.

This is called buyers remorse, and that’s what happens when a talented sales person is put in front of someone who doesn’t really know what they want.

Again, if you want a prospect to become a distributor, make sure that it’s their idea because once someone has had the time to completely digest this decision, they become committed, and they’re in it for the long-haul which is what you want in a team member.

The best way to allow someone to sell themselves is to continually market to them over a period of time.

Everyone’s different. Some people will sell themselves within a day or two. Others will take weeks or months. The point I’m trying to make is that it has to be on their time table and not yours, so get rid of the pressure tactics and incentives and you’ll start sponsoring higher quality people.

Now what we’re really talking about here is psychology, and there are six key points regarding human nature that you absolutely must know in order to be the most effective marketer possible and I’m going to share 3 of them with you today.

I just gave you the first.

The second is that most people are lazy. They want better, faster, and cheaper.
Any time you can pre-package or manufacture an end results for someone, you’re probably going to sell a lot of that product or service.

Think about diet pills… You can eat anything you want and still lose weight just by taking our pills.

Look at the lead generation companies. Most people don’t want to learn how to market and produce their own leads. They’d rather pay a lead company to do that for them.

I’m sure you get the idea…

Now the third is that most people would rather learn HOW to do something, than actually do it. They purchase the hope of a result, instead of actually working for it.

I'm sure you've seen the evidence of this many times over in your business.
How many distributors do you have that started their business, but never did anything with it?
Most of them right?

They fell into the emotional trap we mentioned before and experienced buyer’s remorse.
They didn’t make a solid, committed decision. They gave into their emotions, and when those emotions wore off, their desire to become entrepreneurs faded away.

The simple fact of the matter is that this is going to happen with 80% of your prospects and distributors.It’s the 80/20 rule and you’ll never avoid it.

Most people are lazy. They purchase hope. They are under the impression success comes from something outside themselves.

If you do not come to the table with this knowledge, it will drain your bank account dry faster than you can imagine.

BUT! There is a way you can use this to your advantage and turn these people into a profitable part of you business. In fact you must. You don’t have a choice because they are going to make up the majority of your prospects.

So now that we know a little bit more about what makes us as people work… What makes us buy, and what makes us respond to an offer, let’s talk about a HUGE problem faced by home business owners…

And that is profitability.

In fact, 9 out of 10 home business owners will spend more money than they ever make, which means there’s a very good chance that as of right now, you’re one of them.

That’s ok. I was in the same position for over 6 years.

And it's almost like a right of passage in this industry.

Like a battle scar shared by those willing to seek and fight for financial independence.
There will ALWAYS be a price to pay for your education.

But what you’ll be glad to know, is that there’s a very specific reason why most networkers aren’t making a profit, and an equally simple solution.

In fact, my friend recently took a method I teach in Magnetic Sponsoring, and used it to make an extra $145,000 per month in less than 60 days.

So here’s how that was done…
Discover these secrets tomorrow in video number 5.

Click Here To Get Your Free Video Training Of Magnetic Sponsoring Today... You'll Learn How To Create Endless New Leads And Attract Hundreds of New Customers And Distributors To You Forever!

You may use this article to post on your blog or website as long as you do not change anything in the article including the links and full give credit to the author.Copyright © Frank Tocco 2008

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