Why People Join Your Business
Why People Join—Or Don't Join—Your Business.
by Michael S. Clouse
Most distributors believe the three reasons people join their business
are: The Company, Sizzle Product, and Compensation Plan... The only
problem is—it isn't true!
A survey conducted about our religious beliefs found that 95% of
Americans claimed religious affiliation because:
• their parents were or were not religious, or
• their best friends were or were not religious
• only 5% had actually made that decision on their own!
Regarding your Company:
Your company must stay in business long enough for you to establish
Regarding your Product:
Your company must offer a product people actually want or need. Your
company must offer a price that people will actually pay. Key question:
Do distributors quit the business and continue buying your product or
Regarding your Compensation:
It needs to be fair... Do the daily, weekly, or monthly qualifications
allow you to create true walk away, income? Are there examples of others
who have done this? Can you earn the money you want to earn? Are their
others who have already done so?
So if that next distributor isn't really looking to join you because of
your company, product, or compensation, what are they looking for?
They are looking for a better life... And they're most likely to follow
anyone who can show them how they can create a living masterpiece.
Understand this simply phrase:
"People will join my business if they know me, like me, and trust me...
Because if they know me, like me, and trust me, they will allow me to
lead them to a better tomorrow!"
Two different examples:
Feature "Who Cares" Oriented
"Our company is the simply the best... But don't just take my word for
it; consider the facts: We have been in business for 10 years, we have
excellent management—in fact, three of our top executives have
represented some of the best MLM companies in the industry before
deciding to join our management team, and best of all, we are dept free!
Our product is only used by 1/10 of 1% of North Americans, so the market
potential is huge! Everyone needs this. No one has it. And because our
compensation plan is the best in the industry, those who help us take
these products to the marketplace can make a fortune! In fact we already
have one distributor making over $100,000 a month—and he's just been
with us for three months! So are you ready to join?"
Know Me, Like Me, Trust Me Oriented
David, I understand that you're exploring the benefits our home-based
business offers... However, before talk about the possibilities, I was
hoping that you could tell me a little about yourself... Do you have a
family? What does your spouse do? What you currently do for a living?
What do you like most about that? If you had unlimited time and money,
would you continue in that line of work? What do you enjoy doing for
fun? Do you ever wish that you could do more of that? Well, David, based
on what you're telling me, it sounds like our company might be just what
you've been looking for...
Continue the conversation using this format:
Feature (what it is) Benefit (what's in is for your prospect) Commitment
(that sounds good, doesn't it?)
Example: Our Company offers a (feature) simply system that you can
actually (benefit) learn while you're commuting to work... (commitment)
sounds easy doesn't it?
You'll be able to (feature) represent a great product, and help a lot of
people while, at the same time, (benefit) helping yourself to a few more
days on the golf course. Imaging that: more money, and more time, which
means you can spend more time together as a family... (commitment)
David, do you think your wife, Mary, would like a business that gave
both of you more time together? Great! Now here's what we need to do to
Family - Occupation - Recreation - Message
And of you're looking to get even better, make sure you subscribe to
Nexera e-News, listen to The Leadership Call every month, and that you
order Your Prospecting Toolbox today!
All the best,
Copyright 2002 by Michael S. Clouse.
Michael S. Clouse
Editor-in-Chief, Nexera e-News™.
Former Editor-in-Chief, Upline® Journal.
University of Illinois at Chicago
Certified Network Marketing Professional.
Author of Future Choice, Building Your Empire,
Seven Prospecting Secrets, Business Is Booming!
Prospecting 101, and The TeleCoaching Workshop.
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