2

Up-line support: Back to YOU again, the 2nd most important factor, again won by a landslide. Prospects need to know if YOU will be of any help to them, and will the up-line be any help? So number one is, people join people ... but #2 is pretty much the same. They want to know if they can do it, and their definitely not going to join somebody they don’t like, because then they have to work with them.

Training Provided. Look at this! They aren't even wondering about money yet, we haven’t talked about a company, were still talking about YOU. #3 is about you again. Do you have a conference call we can plug into? Do you have some systems in place to help us be successful? Do you have training? Does the company do training? Are you a good sponsor? Will you help me? A LOT of people aren't sure they can do this. Maybe it's their first exposure to network marketing. But if they know they'll be trained by someone who's good, it raises their belief level. One thing I do with my people, when I work with someone or when I sponsor someone I tell them please, please, listen to this specific tape. Or read this book. And I tell them please do not talk to anybody. I don’t want you to go try to sell your friends & family. Let me work with you, help you get educated on this business. We'll work together to get you successful. So it’s critical that you help that person and give them the training they need. I know some new people get just the opposite. You join and the first thing you hear is, "OK. Let’s go hammer the phones. Make your list today. We'll start calling tomorrow at 5:00PM when you get off work.” I’m saying, "Back up! Don't burn that bridge." If I just joined your business and had no idea what I was talking about, I'd probably say the wrong thing. I'd be excited and leave things out. You’re excited that you joined, but let’s say the right thing, not burn that warm market.

Marketing Plan and Potential Earnings: So were almost halfway through the list. And NOW the prospect is finally wondering, "Can I make some money?" Its not really about can they make some money. Its more, can YOU train me? Can YOU help me make money? And how much money isn't the issue. It’s just, "Can I do this and make some money?" So 1, 2, & 3 were about you. Then we finally get to money. They want to know a little about the compensation plan. Don’t go into great detail, because they probably won't understand much of it, anyway.

Product Line: We finally get to products. Are you paying close attention? Because if you've got a prospect, and you try to tell them the secret ingredients, how the product works or how your long distance service switches work, how deep the cables are buried or whatever your product or service is ...... then you're going at this bass ackwards! People don't care about that stuff. They just want to know, what’s the product? Can I use it? Don't waste time teaching them how many grams of sodium it has. Keep it simple. Let’s recap; first, they need to like the person who did the presentation. So you need to learn a bit about them and identify with them. Next, they want to make sure they can do it. They want to believe. Third, they want to make sure you and the people you work with can train them. Then comes money. Then comes product line. Is that how you had the first 5 on YOUR list? Do you follow this order of importance when you talk to people? What should you remember: People join people, they don't join companies.

Being first in the area: Have you noticed we haven’t even talked about the company yet, but were being first in the area? People don't want to blaze a trail, but the they do want to see there's a large potential to have some growth there.

Company Literature shown. There are a LOT of net workers who focus on the literature. But this isn't a reading business. It's a relationship business. If you don't believe that, take a look at the top 3 on this list again. If you're relying on a sales brochure to sell someone or an audiotape or a videotape, you'd better think again. It’s back to you. If I have a real nice 3D presentation, holograms, smoke and lights, that's great. But if I don't connect with people on a personal level, nothing else matters.

Company Image: Maybe you show a video featuring a 20,000 square foot office & warehouse, on three acres in an exclusive suburb, all the bells & whistles. Big whoop, that’s #8 on their list, barely on the radar. Why bother? They just need to know the company is there, it’s legitimate, not hiding behind some post office box or working out of a storage unit, and will send them a check. That’s basically all they care about at this point. So were almost to the end of what's important to prospects. But I’ve been to a lot of presentations, and "Company Image" tends to be the FIRST thing shown & mentioned. "Hi. My company name is Blah-Blah. They're great. I'm now going to waste 20 minutes of your valuable time & tell you all about them. "A lot of presentations that are done bass-ackwards, from a prospects angle ... which is the ONLY angle that matters.

Is The Sales Kit provided? Now the prospect wants to know that you do have a good video, you do have good literature, and you’ve got tools and services they can use to build their business. So YOU are still the most important thing and the sales kit is almost the least important thing! But how many presentations have you seen where first they talk about the company, and then they show the sales kit? Prospects don’t care. They need to know if you can help them, if the up line can help them. Can they make some money? Can you help them be successful? Which brings us to our final item ...

Company Management experience: LEAST important to the prospect is that the president is a family man, and he's got four or five families to prove it. It does not matter to the prospect. So this whole process is way simpler than most people think: 1. Make sure they like you. 2. Make sure they believe they can do it. If you don't do those two, nothing else matter's, Think about all this for a second, you’re talking to a prospect. You start off with the company management experience, which is the least important thing to them. Now your prospect is leaning back, eyes are glazed over; zoned-out, nodding off. They've heard it all before, and they just don't care. But what if you start with the most important thing first- YOU! Tell them a story about your experience in the business (or your up line’s experience, if you're new). Tell them how you work with people, and exactly what you'll do to help them be successful. THAT is what prospects want.
















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