When we get into “convincing” mode we tend to spew if different trivial facts about our company, products and services our prospects really don’t care about. Let’s see why doing this can put a damper on our home based businesses…
When it comes to prospecting, a lot of us get so overzealous over sponsoring people we tend to spew out unnecessary information. We want everything to be perfect in order to be that sponsoring stud that everyone admires.
But what’s really going on?
A lot of us get nervous and fear tends to take over.
Once we give into that fear, this will result in repelling a lot of our prospects. You see the majority of our prospects are only interested in relieving those negative feelings that’s keeping them there in a situation they really don’t want to be in. If you can show them a way where that’s possible then will be more than open to what you have to say.
But here’s the thing…
It has to be on their level of thinking. They have to see themselves doing what you have to offer or even using any of your products or services. If they see no value in it, or if they feel like it’s too much to learn, then more than likely they’re not going to invest.
This is why it’s important to really connect with your prospects and leads. Without a good strong connection with them, then you will be wasting your time.
So what are common trivial facts that most people don’t care about?
Trivial Facts That Repel Your Prospects
These are facts that most of us have made. I know I’ve talked about this many of times to my prospects and to my dismay, they didn’t join. You know I was like “WTF” like many of us. But then again, you have to ask yourself, were we interested in these trivial facts when we first got exposed? Let’s look at four common ones:
The History Of The Company
History is a great subject. In fact, as the cliché goes, if we don’t know where we come from then we don’t know where we’re going. This is very true when it comes to learning about our past so that we don’t make the same mistakes.
But, does this apply to learning the history of the company?
You dam skippy it doesn’t. This is why we shouldn’t bring it up. How is learning about the history of the company going to help your prospects?
It won’t really. You want to leave it up to them if they want to do the research on. Besides that, just leave it alone.
How Much Revenue It Made In The Past
Again this historical fact is not that important to your prospects. Why? The majority of your prospects do not know the history of the revenue at their own jobs. Prospects focus on providing for themselves and their families. If there is a better way of doing it, then they’ll be interested. If they believe in that better way, then they find a way to get involved. Just as simple as that
The Ingredients In Your Products
I read a book called “The Tipping Point” by Malcolm Gladwell. He points out that in order for trends to start there have to be connectors, salespeople, and mavens. Connectors are those that are very social and just knows a lot of people. Salespeople are of course those people that know how to sell. Mavens are those people that need to trivial facts like the ingredients in your products.
Now how many mavens will you run into? Unless you’re a maven yourself and know a lot of mavens, then more than likely you’re not going to run into many. This is why talking about most people don’t care about the ingredients. They may care a little more of the products themselves and maybe one major ingredient, but besides that, they just want to know if they can succeed.
The Compensation Plan
Yes I know, people want to get paid, and what to know how they will get paid. But do you really think your prospects are going to want to know every little detail about your compensation plan at first? Not really.
They just want a basic understanding of how it works. That’s it! You don’t have to go into the bonus’, different levels, and what type of compensation plan you have. They can find that out later for themselves. For the time being, just give them a quick overview of how it works.
Now It’s Your Turn!
Do you tend to give these types of trivial facts when you go into “Convincing” mode? What would you add to this list of Do Nots? How do you really connect with your prospects so they’re open to your offer? Please share your comments below and share this post with your friends. I look forward to reading them!
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