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"Nobody
who bought a drill actually wanted a drill, they wanted a hole.
Therefore, if you want to sell drills, you should advertise information
about making holes, NOT information about drills." What does that mean? It means that our product is not what most networkers really think it is. People don't care about your opportunity. Sorry to break it to you but they really don't. People have not been waiting all their lives to be an MLM distributor. People don't lay awake at night thinking "if only I could be an MLM distributor". So should it really surprise you when they say "no thanks"? What people really care about is finding a solution to their problem. It may be a lack of money, wanting to spend more time with their family, etc. Whatever it is that is what the person cares about. Your job is to position yourself as the solution to that problem. You want your prospects to sell themselves on the idea of using your opportunity as a tool to reach their goals. You don't do this by marketing your opportunity directly the way a salesman does. Instead you promote and market useful information. This is what a consultant does. The solution to this problem is in the quote above. "Nobody who bought a drill wanted a drill" - You didn't buy your MLM business because you wanted an MLM business. They wanted a hole - you wanted more time, money, freedom, etc. If you are looking at an opportunity are you going to sign up with any random distributor? Probably not. You are probably going to sign up with a leader who will demonstrate real expertise and value. When someone sees you as an expert willing to help instead of a sales person just looking to get into their wallet, they will gladly pursue you, as soon as they are ready to make a purchase. This is what you want, people pursuing you. People do like to buy but mostly when they feel like it was their idea. People don't want to be sold. If you try to sell them your opportunity directly they will most likely see you as a sales person trying to get into their wallet. So stop advertising your opportunity and start advertising your expertise and knowledge. Instead of promoting your company directly everything you do should be enhancing yourself as an expert and a leader who can show your prospect how to get what they want. This is not hard to do, it just takes a little tweaking if your approach. Click Here to continue. Click Here to watch the video version. |