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What Your Prospect Really Wants (Hint: It's Not Listening to You Ramble On)

Feb 28, 2008
When I first got into Network Marketing a little more than ten years ago, I wasn't really sure what to expect. I knew what I wanted from a business, and my upline told me I wouldn't be disappointed.

Unfortunately, after I paid my money, I never saw them again. Left to my own limited devices, I soon quit.

I still know what I want in a business, and I don't think I'm alone. In fact, I believe most people want about the same thing.

People want a business that's simple. They don't have the time or desire to learn a complex system that may or may not make money. They don't want their upline telling them they need to go to monthly pep rallies to be successful, or to be brainwashed into believing that the company's products will save the planet.

They want to know that this is something they can do and teach others to do. Most don't have sales backgrounds, and resent telemarketers calling and trying to sell them something. How is your business different? Can you teach others how not to feel like a telemarketer? Is it possible to do this business and maintain integrity?

Secondly, people want a business that's fun. Most spend eight hours a day working a regular job. The last thing they want when the get home is to do something they don't enjoy. Knowing myself, I know I won't stick to something if I see it as a chore. There are many other options I have when I get off work. I could hang out with friends, read a book, or watch TV. Why would a prospect choose to do your business instead?

Fran Tarkenton said, "If it ain't fun, you're not doing it right." If you're not having fun with your business, others will know. They can also tell if you are having fun, and will want a piece of what you've got. You cannot fake genuine fun.

My Network Marketing coach, for example, sounds like one of the most fun guys on the planet. It's a joy to speak with him, and I'm sure he'd be a blast to hang out with. He exudes an energy that attracts people. Nobody would question that he loves what he's doing. Anybody would want to be like that.

If you don't enjoy your business, how will you convince others to join you? Will you lie and tell them how wonderful this business is, when you have to force yourself to do it? If working your business is anything but fun, then it's time to look at how you're doing it and make some changes.

This might be obvious, but people want to know if they can make money doing this business. There's so much talk about scams and pyramid schemes these days, many people are naturally skeptical. It's up to you to shoot straight with them. Leave out all the hype, and tell them exactly how you make money doing this business.

When explaining this, the simpler and more to the point you are, the better. People are bombarded by ads filled with nonsensical claims all day long. One sure way to turn a potential business partner off is to include hype in your presentation. Tell it like it is, good or bad, and you will profit.

Keep in mind, however, that although most people list money as one of their main reasons for starting a business, what they really mean is that they want what that money can give them. This can be time, freedom, or even a new house in a better part of town. Always look beyond the money when speaking with a prospect.

People want to know if they can rely on you for help. Most are afraid of going it alone, and want a kind of safety net in case they need it. We've all heard about, and maybe even experienced, uplines taking the money and running. This is a valid concern, and you need to address it.

Your prospect needs to know that you're in this for the long haul, that you're not going to sign them up and disappear. Not only that, but you need to point them in the right direction, so that they may discover resources independent of you.

To really be successful in Network Marketing, you simply must think like your prospect and place her wants and needs over your own. By doing this, she'll feel you understand her. People flock to those they feel understand.
About the Author
Gregory McGuire is a successful network marketer living in Murfreesboro, Tennessee.

"Stop wasting time on old school network marketing techniques--find out why 97% of mlmers never make any real money."

Visit http://www.calling-my-own-shots.com/article01.html
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