Here’s part two of John Meatte’s article.   Part Three will arrive in a few days.

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Let’s pick up where we left off last time.

Personally, I believe it would be a better market place if we forgot how to sell and started placing our prospects interests first.  Find out more about what they want and need.

Show them by example how comfortable they can be operating a home business.  Be honest with them about the ups and downs of a business.  Be sure to summarize their issues, then address them all to eliminate any unrealistic expectations.

Let’s explore some solutions!

  • Accept the fact that most internet companies have a “one size fits all” marketing approach that probably doesn’t fit you.
  • Cloning what those at the top say is rarely what will take YOU to the top. People are experts at detecting if you are not being yourself.  So be yourself.
  • You must establish value, worth, and personal integrity in the eyes of your prospects. Expecting your company’s tapes, videos, and testimonials to replace one on one connecting is only fooling yourself.
  • Recognize the potential in every prospect thru conversational connecting. Every prospect has different issues facing them.  Learning how to provide insight that fits each prospect is the secret key to success for you both.
  • Avoid using any excuse to jump to your opportunity prematurely. Pontificating about your success doesn’t mean ‘diddley squat’ to your potential partner.  They are ONLY interested in their needs, wants, and their own reasons why.  It’s decision time about who they can actually trust and depend on.  They really want to believe YOU have the skill to teach them and guide them through the process of making their wildest dreams come true.  It’s your responsibility to BE that person.
  • More and more marketers have rediscovered the advantage of utilizing the “benefits” of the product or service to establish value and to connect with the prospect. In this climate of hard economic times, the benefits must have value and worth to the prospect first.  When the prospect acknowledges they understand the ‘what’s in it for me’, only then are you ready to move on.  Summarize what was important to them, and then proceed to ask for permission to move to the opportunity.  Utilizing a conversation to understand what makes this individual “tick” by responding with what is important to them.
  • Help your prospect understand fully what is expected of them. Be realistic by helping them not to expect a “free ATM card”.  They get their best chance to achieve success by working with you.  Be sure they understand that the only place money comes before work is in the dictionary.  Work at ‘raising the bar’ for them by setting an inspiring example that they can follow.  Always interact with your partner by exhibiting a ‘how to’, instead of a ‘tell to’ attitude.  Keep saying ‘Let’s do this’ until they are ready and want to work on their own.  Recall when you were new, did your sponsor say something like ‘Go get ‘em Tiger’?  Were you were left alone to fend for yourself, or did you have a mentor who showed you the ropes?  How did they make YOU feel?
  • While it is normal to want success for someone more than they want it for themselves,  we know the mechanics of success is built into our business.  They do not. Our industry is  known for giving people whatever time it takes to move from the mindset of an employee to that of a entrepreneur. One important process for you is to sort out those serious, hard working souls who deserve your time and have the discipline, commitment to work a business. You need people who are coachable, trainable, accountable, and responsible to their business.  You will see them  working it like a business, not a hobby.   They will embrace change to achieve personal success.
  • Focus on giving without the expectation of anything in return. Give them access to information, and you will open the door to trust and acceptance.  The prospect will begin to think of you as their business partner…someone who can help them get what they want from their business and their life.

If you will master giving to your prospect, you begin the process of transition to what your up line wants because you have established solid confidence and trust with your prospect. The relationship becomes mutually beneficial because both of you see each other as having high value and worth for each other.  The ‘one size fits all approach’ from your up line won’t flop because your prospect has connected with you.  It is the road map to success for you both.

Let’s pause here.

John Meatte