There are only 3 “triggers” that will cause someone to buy:
1. Pain
2. Gain
3. Fear
The key is tapping into one or more of these key “emotions” or “triggers”. If you don’t…no one is taking any action.
The challenge is 97% of the Network Marketing always try to “sell” on the gain emotion. Money, Dreams, Cars, recognition, etc…
This is the LEAST motivating for the long term…let me explain. I can get someone excited to buy as I have them in an emotional state of all the wonderful things they are going to get by joining my business…but as we all know, it takes time to build a business and what emotion kicks in when they get their first “no”?
Fear…right? “oh, my gosh this is going to be harder than I thought”….Wow, can I really succeed?…What if I fail?…Did I make the right decisions?….Can I get my money back?…etc….
Just remember this one simple fact: “People Buy Emotionally, BUT, They Justify Factually”. Meaning, unless it makes me money or provides some kind of return that is tangible, people will go into a fear state of mind and cancel…that is why the Network Marketing profession is a revolving door for many companies because they focus so much on the product and giving a new Distributor “sales material” and “product” and say “great job…now go out and build your business” but not giving the new distributor any tools to run, oh yeah, the BUSINESS….THIS IS A BUSINESS, IF YOU RUN IT LIKE A BUSINESS, IT WILL PAY YOU LIKE A BUSINESS…unless you are just a consumer of the product.
That is why I teach, Fear is a much greater motivator….go create some! One of the biggest fears is losing my MONEY!
So, if I can show you that everyday you go work your 9-5 job and lose approx. $300-$500/month in taxes by not having a home business….I have now shifted the power from the buyer to me, the seller. Everyone will want to know how to KEEP $300-$500/month immediately but you will always hit the “money obstacle” when you ask them to SPEND $300-500 to join your business.
Most people are not sales reps, networkers, outgoing….you need to quickly show them how to stop selling and start helping others get a raise in their 9-5 job by joining your business…this gives them a way to be profitable month 1 and keep them in the business long enough to learn the ropes, comp plan, and talking product with others. Remember, Network Marketing/Direct Sales is a profession of duplication and unless you can give your team a “non-threatening” and without any reputational risk to introduce to their network, you will find yourself constantly pumping up the balloon that keeps deflating!
If you are interested in learning more ways to flip the “typical” recruiting methods upside down. Connect up with me on Facebook, Twitter, or visit my site, www.erictippetts.com
Good luck!
Eric
www.erictippetts.com
