Over the past few posts we have been discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. Today we are going to cover Lesson 4, what information does the prospect really want to know?
What information does the prospect really want to know?
In order for a prospect to make an immediate decision to:
- Say he wants to join your business,
- Say he doesn’t want to join your business,
- Or, to maybe have a question or two,
You must answer three basic questions.
At this point in your career, your prospect only wants the answers to three basic questions.
If you answer these three questions, your prospect will have enough information to make a decision.
And if the decision is to join your business, all of those other facts, figures, and information can be learned later on in training.
So let’s take a look at question #1.
“What kind of business are you in?”
Would you ever join a business if you didn’t know what kind of business it was?
Of course not.
And if you were confused or unclear about what type of business you were asked to join, you still wouldn’t join.
We must be perfectly clear what type of business we are in or our prospects will delay their decision because we didn’t answer this question clearly.
I bet you have heard your prospect say:
“I got to think it over.”
So what type of business are you in?
Insurance? Sport fishing? Farming? Mechanical repair? Circus performing? Soldier of fortune? Landscaping? Nuclear medicine? Shoe repair?
Your prospect wants to know.
Big Al was in Sweden about 10 years ago when he asked a networker:
“What type of business are you in?”
“I am in the global search for entrepreneurial talent, for time freedom and financial freedom, whereby they can enhance their efforts through multiple streams of residual income, thereby improving their lifestyle . . .”
Well, you get the idea.
No wonder this networker was having a hard time sponsoring. The prospects had no idea what kind of business he was offering!
How do you describe your business?
Do you say:
“I am a distributor with the Wonderful Company, from the Wonderful City, started in the wonderful year of 1991 by Mr. Wonderful who is a wonderful, wonderful family man, and we have wonderful products, wonderful employees, wonderful shipping, wonderful uplines, wonderful blah, blah, blah . . .”
Or do you say:
“I am in the skin care business.”
(And the prospect thinks you make bandages for cuts, or maybe you do skin grafts.)
“I am in the health and wellness business.”
(And the prospect thinks that you change bed pans at the local nursing home.)
“I am in the financial services industry.”
(And the prospect thinks that you are a bank teller.)
If you don’t know how to describe your business, here is an easy way that should help.
When you describe your business, you should use the “which means” words to connect your business to one of your products or services. This helps the prospect understand exactly what you do in your business.
Want an example?
“I am in the skin care business which means that we have this wonderful moisturizer that makes your skin look 20 years younger in only 45 seconds a day.”
“I am in the health and wellness business which means that we have a delicious juice that people drink that helps them wake up an hour earlier every morning feeling like a million dollars, and fall asleep at night within seven minutes of their heads hitting the pillow.”
“I am in the financial services industry which means that we help families lower their mortgage, credit card, and car payments so that they have more money for fun things and retirement.”
See the difference? Now your prospect knows exactly what kind of business you are in.
Don’t forget those magic words, “which means,” as they will guide you to a better description of the type of business you are in.
Now for question #2, “How much money can I make?”.
I will see you in my next post.
So stand by for lesson #5 where we will continue learn about the questions the prospect needs to know to make an IMMEDIATE decision to join your business.
Thanks to Tom “Big Al”Schreiter for this simple and amazing training that can set you on the road to super success ( BigAlBooks.AIMHighForSuccess.com ).
As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team.