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Article Title: It's The Gory Story
Author: Kim Klaver
Word Count: 716
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Why does prospecting seem to be so hard in our business today?
A skeptical market place is one thing. And that's partly the
result of marketers everywhere making promises and more
promises that they don't keep. See, for example "Consumers Wary
about Believing Us Anymore" posted here July 28, 2005.(
http://kimklaverblo
Add to an already jaded market place the gory story. Yep. One
very big reason you have trouble getting people to listen to
YOUR promises about the wonders of the business is that almost
everyone knows someone who's spent their rent money and didn't
get the promised $5000-6000/mo for 10 hours/week work. Or they
lost their old friends because they nagged everyone they knew
to join or tried to make money selling to their friends.
Everyone's learning the hard way that these days, most people
view selling to each other socially unacceptable - for
themselves AND their friends. Years ago I lost my second best
person, who was earning over $10k/mo, because her friends told
her one day that they didn't want her to come to their social
functions anymore unless she stopped selling things there. She
quit the business the following week. Her social life was more
important to her than the income.
She's not the only one. The Wall St. Journal reported that
people who want a happy retirement should "invest in
friendship." They report, "Research suggests that regularly
seeing good friends in the local park will bring a greater
boost to mental health than having a shiny German automobile
parked outside your retirement home." WSJ, July 27, 2005.
People don't want to lose their friends.
Losing friends is probably the biggest risk in our business
today. Way too many people who failed after the big talk became
a laughing stock, and many have no place to go for Christmas
dinner. No one wants to be the next gory story.
Back when Amway started 50+ years ago, people were interested
in hearing about new things that would help make their lives
better. Then they weren't being bombarded by inane ads
constantly - on TV, radio, newspapers, Internet and phone.
Everyone's trying to escape the pitches today. You watch TV? Do
you use the remote or Tivo to skip the ads? Radio has now come
up with alternative satellite networks to get away from all the
ads on regular radio. The sales pitches of telemarketers across
the US got so bad and so annoying that the people of America
rose up and demanded legislation against them. So now we have
the federal Do Not Call List, with over 70 million Americans
signed on. Nobody wants to hear the constant sales pitches
anymore.
That's the current marketplace. Throw in the gory story, and
you are really going uphill. What to do?
How about you stop leading with promises about what your
business will do for others? Or asking for people who want to
earn $5k/mo part time? Stop making promises about their income.
If it were that easy, why do 95% of those who start, quit?
How about you surprise your prospect instead?
Instead of promising the moon to entice her, how about FIRST
asking her how much she'd like to make and how much time and
experience she has?
THEN offer some options. For example, say she's a woman with a
family who wants nylon money - mad money - $300/mo, and she
might be able to commit 5 hours per week. Say she's done some
retail sales in college.
How about you show her how to find regular customers for the
product first? Forget the recruiting. Go for the customers,
because there are WAY MORE of them than sales types. Most part
time women say they prefer getting customers over doing
recruiting. And women comprise 80% of our industry. Plus 85% of
everyone in the business is part time (according to the DSA).
Shall we stop ignoring those numbers and stop catering
exclusively to the full time men?
Make sense?
Do you really want to be someone who creates another gory story
for an unsuspecting woman, because you can't keep the promises
they told you to make to her?
About The Author: Kim Klaver is Harvard & Stanford educated.
Her 20 years experience in network marketing have resulted in a
popular blog, http://KimKlaverBlo
http://YourGreatThi
http://BananaMarket
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