A Really Good Lesson in Value
I used to be involved as a consultant with some network marketing representatives. They were making well over $120,000 per year, and I was consulting them on their internet marketing techniques.
I learned a very important lesson from one of the guys, who I watched do an interview with a potential prospect on joining the organization. The interview was also partially an overview of the business, the compensation plan, etc. After explaining exactly what the opportunity could do for the prospect, he was extremely excited and could not wait to get started. He stated how well he would do, and how rich he was going to make himself.
When my client told him there was a cost to enroll for the first month's worth of product, and it was $99, he completely changed his attitude. He stated he did not have the money, could not come up with the money, etc. He said it would not be possible. My client then said something that made so much sense to me, I took a mental note of it. He asked him the following...
"If I told you I had a brand new Ferrari, and I would give it to you for only $99, would you tell me no? Would you tell me that there is no way to come up with the money? Of course not, you would do absolutely anything possible to get that $99, even if it mean't borrowing it, selling your TV to get the money, taking a cash advance, etc. Because you KNOW how valuable the Ferrari is. So when you tell me that you do not have the money and cannot get the money, I know it is actually me that has done something wrong, because you cannot see the same value in this that you would in a brand new car."
The point is that if someone ever uses the excuse when discussing purchasing your product or service that they do not have the money, cannot afford it, etc. They are actually telling you that they do not see the value in what you are offering. You have to show them the huge value in what you have to offer and connect with them on an emotional level. Remember, if you we're offering them a new car for the price, they would do anything they had to do to get it. You need to make your offer extremely valuable to them, so that they know that no matter what they have to do to pay for it, it will be a valuable investment, just as a Ferrari would be for only $99.
When people really WANT something, they always do whatever is necessary to get it, if they are drawing away from your offer, it is because they do not feel like they WANT or NEED it. Convincing them to purchase is never a good business practice, you should not have to convince them, they should convince themselves based on the information you provide to them. When providing information about your product/service, you MUST show and express how valuable it is.
Hope this helps!
I learned a very important lesson from one of the guys, who I watched do an interview with a potential prospect on joining the organization. The interview was also partially an overview of the business, the compensation plan, etc. After explaining exactly what the opportunity could do for the prospect, he was extremely excited and could not wait to get started. He stated how well he would do, and how rich he was going to make himself.
When my client told him there was a cost to enroll for the first month's worth of product, and it was $99, he completely changed his attitude. He stated he did not have the money, could not come up with the money, etc. He said it would not be possible. My client then said something that made so much sense to me, I took a mental note of it. He asked him the following...
"If I told you I had a brand new Ferrari, and I would give it to you for only $99, would you tell me no? Would you tell me that there is no way to come up with the money? Of course not, you would do absolutely anything possible to get that $99, even if it mean't borrowing it, selling your TV to get the money, taking a cash advance, etc. Because you KNOW how valuable the Ferrari is. So when you tell me that you do not have the money and cannot get the money, I know it is actually me that has done something wrong, because you cannot see the same value in this that you would in a brand new car."
The point is that if someone ever uses the excuse when discussing purchasing your product or service that they do not have the money, cannot afford it, etc. They are actually telling you that they do not see the value in what you are offering. You have to show them the huge value in what you have to offer and connect with them on an emotional level. Remember, if you we're offering them a new car for the price, they would do anything they had to do to get it. You need to make your offer extremely valuable to them, so that they know that no matter what they have to do to pay for it, it will be a valuable investment, just as a Ferrari would be for only $99.
When people really WANT something, they always do whatever is necessary to get it, if they are drawing away from your offer, it is because they do not feel like they WANT or NEED it. Convincing them to purchase is never a good business practice, you should not have to convince them, they should convince themselves based on the information you provide to them. When providing information about your product/service, you MUST show and express how valuable it is.
Hope this helps!
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