Nobody who bought a drill actually wanted a drill.
”Nobody who bought a drill actually wanted a drill.
They wanted a hole.”
Copyright © Mark Petrelis
http://petrelis.payitforward4profits.com
"Nobody who bought a drill actually wanted a drill.
They wanted a hole.
Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills!" - Perry Marshall.
Well here is what that means...
One of the most important lessons I learned during this discovery, is that our product is not what you and I, as networkers, really think it is.
People don't care about your opportunity.
They just don't.
They haven't been waiting all of their lives to be an Herbalife rep, a melaluca rep or any other rep for that matter, so why should it surprise you when they say 'no thanks'?
What they do care about, is finding a solution to their problem. Whether that be a lack of money, or time with their family, etc...
Your job, is to position your opportunity as the solution to that problem... But you've got some hurdles to jump over in order to do that successfully:
Hurdle 1: You can't sell.
Hurdle 2: People hate to be sold.
Hurdle 3: They will rarely see you, a complete stranger, as anything more than a sales person trying to get into their wallet.
The SOLUTION to your problem, is in the quote above, and here is what it means...
"Nobody who bought a drill, actually wanted a drill." - You didn't buy your MLM business because you wanted an MLM business.
"They wanted a hole." - You want more money, time, etc...
"Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills!" - People don't want your biz, and don't like to be sold (they like to buy!).
So the best way to get them to buy your drill (your biz), is to sell them information on how to successfully create a hole (reach their goal).
In other words, you want to get your prospects to sell themselves on using your opportunity as the tool with which to accomplish their goals.
The best way to do that, is to market and sell inexpensive information on how to drill a hole, faster, easier, and cheaper. After all, people would rather spend $20 to learn how to successfully do something, instead of $200 on a tool they are unsure about, and have never really used before.
Now, inside that inexpensive manual, you recommend using your drill, as the best possible way to create a hole! Now you're out of the picture. It is just them, selling themselves through the info contained in the book!
Get it!? Good!
Here's the deal...
People would rather learn how to do something, than actually do it. Most people are lazy.
They will spend money in order to move one step closer to their goal, which makes them feel productive, but they will rarely take true action due to a lack of true desire, or fear of making a mistake and looking dumb.
People hate to get fooled, and they will buy information all day long in order to sell themselves that it will be a sound decision. (People love to buy remember. They just have to do the selling themselves.)
By marketing a "how to succeed" guide, you will take advantage of this aspect of human nature and increase the effectiveness of your prospecting immensely because you are taking a back-door approach. You don't come across as a sales person.
You have positioned yourself as a consultant, which is a very important piece to Magnetic Sponsoring created by Mike Dillard. Paul Birdsall created PayItForward4Profits based on this concept and is an extradinary network marketing system.
This will also increase the effectiveness of your advertising over the traditional "Ground Floor Opp" crap by a factor of 10 because you are offering what people really want... A solution! Help!
About the Author:
-----------------------------------------------------------------
To find the best home based business ideas and
opportunities so you can work at home visit:
http://petrelis.payitforward4profits.com
They wanted a hole.”
Copyright © Mark Petrelis
http://petrelis.payitforward4profits.com
"Nobody who bought a drill actually wanted a drill.
They wanted a hole.
Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills!" - Perry Marshall.
Well here is what that means...
One of the most important lessons I learned during this discovery, is that our product is not what you and I, as networkers, really think it is.
People don't care about your opportunity.
They just don't.
They haven't been waiting all of their lives to be an Herbalife rep, a melaluca rep or any other rep for that matter, so why should it surprise you when they say 'no thanks'?
What they do care about, is finding a solution to their problem. Whether that be a lack of money, or time with their family, etc...
Your job, is to position your opportunity as the solution to that problem... But you've got some hurdles to jump over in order to do that successfully:
Hurdle 1: You can't sell.
Hurdle 2: People hate to be sold.
Hurdle 3: They will rarely see you, a complete stranger, as anything more than a sales person trying to get into their wallet.
The SOLUTION to your problem, is in the quote above, and here is what it means...
"Nobody who bought a drill, actually wanted a drill." - You didn't buy your MLM business because you wanted an MLM business.
"They wanted a hole." - You want more money, time, etc...
"Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills!" - People don't want your biz, and don't like to be sold (they like to buy!).
So the best way to get them to buy your drill (your biz), is to sell them information on how to successfully create a hole (reach their goal).
In other words, you want to get your prospects to sell themselves on using your opportunity as the tool with which to accomplish their goals.
The best way to do that, is to market and sell inexpensive information on how to drill a hole, faster, easier, and cheaper. After all, people would rather spend $20 to learn how to successfully do something, instead of $200 on a tool they are unsure about, and have never really used before.
Now, inside that inexpensive manual, you recommend using your drill, as the best possible way to create a hole! Now you're out of the picture. It is just them, selling themselves through the info contained in the book!
Get it!? Good!
Here's the deal...
People would rather learn how to do something, than actually do it. Most people are lazy.
They will spend money in order to move one step closer to their goal, which makes them feel productive, but they will rarely take true action due to a lack of true desire, or fear of making a mistake and looking dumb.
People hate to get fooled, and they will buy information all day long in order to sell themselves that it will be a sound decision. (People love to buy remember. They just have to do the selling themselves.)
By marketing a "how to succeed" guide, you will take advantage of this aspect of human nature and increase the effectiveness of your prospecting immensely because you are taking a back-door approach. You don't come across as a sales person.
You have positioned yourself as a consultant, which is a very important piece to Magnetic Sponsoring created by Mike Dillard. Paul Birdsall created PayItForward4Profits based on this concept and is an extradinary network marketing system.
This will also increase the effectiveness of your advertising over the traditional "Ground Floor Opp" crap by a factor of 10 because you are offering what people really want... A solution! Help!
About the Author:
-----------------------------------------------------------------
To find the best home based business ideas and
opportunities so you can work at home visit:
http://petrelis.payitforward4profits.com
posted by Mark Petrelis at 6:34 PM
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