Marketing Tips Part 4

WHAT DO YOUR PROSPECTS REALLY WANT TO KNOW

But what does the prospect really want to know ?

That's the MILLION DOLLAR QUESTION.

For a prospect to make an immediate decision to:
1.Say he wants to join your business.
2.Say he does'nt want to join your business.
3.Say he has a question or two to get some clarifications.

You must answer THREE basic questions.
Thats it !

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 learnt later on in training.

SIMPLE,.......YES,VERY SIMPLE.

So lets take a look at question #1.

QUESTION #1

'What kind of business are you in ?'

Tell me,will you ever join a business if you did'nt know what kind of business it was ?

Of course not.
And if you were confused or unclear about the type of business you were asked to join,you still would'nt join.
We must be perfectly clear about the type of our business or our prospects will delay their decision only because we did'nt answer the question clearly.
I'm sure you have all heard your prospects say 'I've got to think it over'

So what type of business are you actually in ?

Insurance? Sport fishing? Farming? Circus performing? Soldier of fortune? Landscaping? Nuclear medicine? Shoe repair?
Your prospect wants to know.

At a training session of a networking company a networker gave the following reply to the question 'What type of business are you in ?'...............

He replied:
"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........."

Do you get the point ?
No wonder this networker was having a tough time sponsoring.The prospects had no idea what kind of business he was in.

How do you describe your business?

Do you say:
"I am a distributor with this Wonderful company,from this Wonderful city,started in this Wonderful year of 1994 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:

1."I am in the skin care business"
[And the prospect thinks you make bandages for cuts,or maybe you do skin grafts].

2."I am in the health and wellness industry"
[And the prospect thinks that you change bed pans at the local nursing home].

3."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.
"WHICH MEANS"

When you describe your business,you should use the words "which means" to connect your business to one of your products or services.This helps the prospect understand exactly what you do in your business.

I'll give you some examples.

Try this:

1."I am in the skin care business which means that we have this wonderful moisturizer that makes your skin glow and look 20 tears younger in only 45 seconds a day"

2."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"

3."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 your business.

Now for the SECOND QUESTION.What could it be ?

THINK....................