Don't Sell Features. Don't
Sell Benefits
Instead, base your sales presentation
on your prospect's most pressing problem. Then you'll have your prospect's attention.
For example, if you talk about the
weekly bonus checks, that's a feature.
If you talk about the benefits of
weekly checks (not waiting until the end of the month, getting your earnings quicker, instant gratification for work performed,
etc.) - you're doing better, but it still won't rivet your prospect's attention.
Try talking about your prospect's
most pressing problem. For example, you might say:
'Next Tuesday your mortgage payment
is due. That could eat up most of your
paycheck. Wouldn't it be nice to get a check from our company that would
pay
the mortgage payment for you? Then you'd have your entire paycheck to
do what you want.'
See the difference?
Your prospect is constantly thinking
about his problems - not your benefits.
Where to Get a List of Entrepreneurs
- Who Are Workers!
Entrepreneurs who start their own
business, usually use an 'assumed name' such as: AAA Plumbing, Ace Carpet Cleaning, John's Handyman Service, or
Top of the World Roofing. To use an assumed name, most counties require the entrepreneur to register the name
for public records.
Hmmm, sounds like a great prospecting
list, doesn't it?
Here we have a list of entrepreneurs
who actually act on their dreams. Wow!
But don't act too fast. Breakfast
Club expert, Craig Tucker, recommends contacting the entrepreneurs one year after their initial registration.
Why? Because in their first year, the entrepreneurs are excited and focused on their new business.
But after one year, reality sets
in. They see the problems of payroll, licenses, permits, bookkeeping, etc. They still have an entrepreneurial dream,
but they want a simpler solution.
Network marketing is the simpler
solution. And now, the timing is better for your entrepreneur prospect.
Usually you can find this list at
your local county courthouse. If you can't find the list, visit your local librarian. Librarians are a great resource
for searching for lists similar to this.
Monster Presentation Tip
Thirty years ago I went to my first opportunity
meeting.
All I can remember from that meeting are
two testimonials given by distributors.
The first testimonial was by a nun. The
second testimonial was by a distributor who told how his father never believed he would be successful.
I don't remember the compensation plan,
the product features, the corporate history, the slide presentation, or even the faces of the main speakers.
All I remember are the two testimonials.
The lesson is:
Don't get too worried about the details
in your presentation. Your prospect is
only going to remember one or two things.
So why not give your prospect memories
of a powerful product or opportunity testimonial?
