OK, sorry I'm late, but here is the answers. Don't forget yo post your scores.
OK. #1, and it won by a landslide is:
1. Who gave the presentation?
Is that a surprise? It’s about YOU. People join people, they don’t join companies.
So the most important item to prospects by a landslide is "who gave the presentation?"
Again, that's from a prospect standpoint. Maybe to us it’s more important to
know the company name, how long it’s been in business, who’s the founder, and
so forth.
But the prospect wants to know exactly who gave the presentation. This is a
people business. When you care about people, they relate to that.
2. Up-line support
Back to YOU again, the 2nd most important factor, again 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 we’re definitely not going to join somebody
we don’t like, because then we’d have to work with them.
3. Training Provided
Look at this! They aren't even wondering about money yet, we haven’t talked
about a company, we’re 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,
that 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 get excited and leave things out. You’re excited
that you joined, but let’s say the right thing, not burn that warm market.
4. Marketing Plan and Potential Earnings
So we’re almost halfway through the list. And NOW the prospect is finally wondering,
"Can I make some money?" It’s not really about can they make some
money. It’s 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.
5. 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 your 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 you should remember:
People join people. They don’t join companies.
6. Being first in the area
Have you noticed we haven’t even talked about the company yet, but we’re being
first in the area? People don't want to blaze a trail, but they do want to see
there’s a large potential to have some growth there.
7. Company Literature shown
There are a LOT of networkers 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.
8. 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. It'll send them a check.
That’s basically all they care about at this point.
So we’re 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 backwards, from a prospect’s angle ... which
is the ONLY angle that matters.
9. Is The Sales Kit provided?
Now the prospect wants to know that you do have a good video, you do have
good literature, 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,
then they show the sales kit?
Prospects don’t care. They need to know if you can help them, if the upline can
help them. Can they make some money? Can you help them be successful?
Which brings us to our final item ...
10. 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 matters.
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 upline'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.
OK. It's time to score your quiz.
Take the difference between what you had and the correct answer. (E.g., if you
had #10 Company Management experience ranked #1, you’d have a difference
of 9.
Do that with every item. Add them up. Now you’ll see how YOU are thinking,
compared to how the prospect is thinking.
Post your results .
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