If there was a formula for keeping your prospects excited, motivated and ready to pull out their credit card and enroll in your business, would you want to know it? I know that’s a loaded question, but honestly the majority of network marketers don’t believe that this is possible. However, like most things in life, the separation between the have’s and the have not’s boils down to who has the information.
In this article I’m going to reveal one of my more guarded techniques for producing a whopping 60-80% conversion rate into my business. Get ready – this may be a HUGE “Ah Ha” moment for you.
The entire process of presenting your business with “enrollment power” is understanding how your audience is divided based on CORE ATTITUDE and CORE MOTIVATION. What does that mean? Let’s start with CORE ATTITUDE. In every group of prospects there are 4 types of attitudes:
THE NEGATIVE (27%) – No matter what you say or do, they will not be moved. Don’t waste time/energy trying to convert them. It will never happen.
THE MOTIVATABLE (60%) – These are the people who are excited one day, and ready to quit the next. They are influenced/motivated by the wind blowing. Unfortunately this is the majority of people out there, but you must be aware of them and don’t take it personally when they quit. It’s in their nature.
THE MOTIVATED (10%) – These are the people who are strong to make decisions, get involved and may carry your business for the duration of your involvement. They are grounded in what they see and aren’t easily shaken, but may take some time to get going based on a lot of factors which are too numerous to cover here.
THE MOTIVATORS (3%) – This is who we are all after. The motivators are those who will see the opportunity, get involved, and build the business WITH OR WITHOUT YOU. If you quit right after enrolling them, it won’t matter. They see it for themselves and will endure whatever it takes to get the job done.
Now that we know how the people are divided based on ATTITUDE, let’s quickly move into the 4 types of CORE MOTIVATION:
MONEY – Although this one seems obvious, it is however not the motivation of ALL people. The mistake that we make is assuming that being involved in a business that has the potential to create great wealth is the hot button for everyone. As the old saying goes, “money isn’t everything” and that holds true for those NOT motivated by money
FUN – Believe it or not, there are those who are looking for the “feel good” in everything and if they can’t find it, you won’t be able to pull them into your business. You have to show them that they can expect to have a good time on the way to success, and this will be the hot button that moves them to action.
FACTS – We’ve all come across the person who wants details, details, details. You can keep the fun and the money for now, they need to be sure about the nuts and bolts of what’s involved. Don’t get frustrated with these people; this is how the process information and you MUST respect that. After all, this their core motivation.
CAUSE – Cause motivated people are those who want to save the planet, contribute to missions, help their friends and family, etc. Although at first glance you would think based on this that money would be their motivation, you must successfully demonstrate the ability to meet this core motivation before the money really matters.
In your presentations, you must be able to transition between all for of the core motivations of your prospects with balance on all 4 areas. Think of it like spinning a wheel; your communication must hit all 4 spokes to keep everyone engaged. When you do this, you’ll pull more into your business than you can imagine. Ignore the negative; keep a level head about the motivatables; encourage and work with the motivated; sell out to the motivators. With this knowledge, your business can soar.
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Wow! I really appreciated this article. As an Ardyss rep who has done several showcases, I always wonder how to better engage my audience. This article has given me a lot to think about. I appreciate you sharing and I intend to continue subscribing to your videos and blog.
Thank you!