You Need To Understand Them
The key to understanding attraction marketing is understanding that people will learn from you, listen to you, love you, buy from you, and hire you when they feel understood, not when they understand you. Most people get in a meeting or on the phone and all they do is sell, and sell, and sell, wanting to be understood or prove they are offering a benefit, instead of seeking to understand the customer or the person on the other end of the phone.
Find Their Emotional Why
If you really want to understand a person and help them find their real “why” there is a simple exercise called, “Seven Levels Deep”. You simply ask your prospect a question and their answer is the basis for the next question. If you can go seven levels deep you can actually go from the intellectual why to the emotional why.As long as your emotionally engaging them in a process or an action that can help their lives, it’s easier to turn a proposed behavior into a reality.
Why People Are Looking
People consider trying a Home Based Business for any number of reasons. Perhaps you’re a Baby Boomer who has been in a job for thirty or forty years not because you love it but because it was the responsible thing to do, and what your doing has dampened your enthusiasm for work and life, especially when you think you were meant for so much more.
Perhaps your that same Baby Boomer but have been displaced because the job became obsolete or you were simple to expensive to keep. Your shocked to find that the job market has changed and someone your age is no longer considered a good hire but a liability.
Perhaps your just sick of listening to someone giving you orders at the same mundane job you’ve had for a decade, or the job is just insecure, and your living from day to day hoping to not hear the words, “we’re closing the store”.
Or maybe you’re struggling with the feeling of having untapped potential or you fear you’re living just an ok life rather then the life of your dreams.Maybe your looking to find something that can secure your finances because your back is against the wall,Or maybe your a retired person bored out of your mind, looking for a challenge or sick of living in fear of financial insecurity.
Intellectual vs. Emotional
There are hundreds of intellectual reasons why someone would consider a Home Based Business Opportunity, but only a few emotional ones.
Take Your Time
If your willing to take the time to find that emotional why, you will be able to separate the person that’s serious about Network Marketing and has given it some thought, as a opposed to the person who is just fishing, not sure what they want.
Focus on What They Want
Being successful at network marketing is about attracting the right people and the right opportunities into your life. It’s about persuading yourself to be the best you can be and persuading others to take the action you desire. Understanding how others think is the foundation of attraction and persuasion. People most often will buy what they want not what they need.
Be Yourself Not A Robot
One of the challenges we have in modern life is that there are so many options to do so many great things. That’s why the more we open up and become ourselves the easier it is to bond. And that does nothing but help us get to another level. Authenticity and enthusiasm outweigh perfection and structure almost every time.
In order to get that emotional why out of your prospect, you have to be honest, open and authentic. Don’t pretend to be someone your not or even exaggerate who you are, false hype is just as harmful as being inauthentic.
Salespeople who rely on hype instead of understanding the customer rarely succeed. As consumers, if we detect hype or BS, we tune out or just leave. Transparency is a better strategy every time and in every situation. Whether we’re talking about our business or our personal life, people can see through insincerity and falseness.
What Your Looking For
Specifically try try to answer these questions by listening hard and deeply.
- What is their pain?
- What is their fear?
- Why do they think that way?
- What are their stresses?
- What are their limiting beliefs and empowering beliefs?
- What are their goals?
- How can I solve their problem, put them on track to their goals while still getting what I need?
Listen To Learn And Learn To Listen
Enter the internal conversations in other people’s heads. Let them feel understood. Then you can unite to solve the problem. You want to attract the right people, but you won’t attract them by being the know-it-all even if you really do know it all. You simply will not persuade others if you’re the person doing all the talking.
Build Rapport First
Build rapport with the question ” are you looking to do this full time, part time or are you just looking for another check?” Then ask “why have you decided to look at Home Based Business opportunities now?” Try to go seven levels deep to get to their emotional why.
- But why now, what’s held you back?
- What’s your biggest fear about getting involved
- What’s your biggest hope?
- What do you want to achieve?
- Why do you want to achieve that?
- How would that make you feel?
It either ends with “sorry you don’t have the skill levels needed for this opportunity.” or “I have the perfect business opportunity for you.”…
As always, thanks for visiting. Dave