How considered is your prospects decision?

Question from Bobbie Rutledge:

Dan, how soon and how hard should I press for a decision for a new prospect to sign up?

My answer:

When you ask your prospect to listen to a CD, look at a brochure, or even meet you for lunch, they don’t have to give it much thought. “Yes” or “no” is easy.

If you’re talking to them about buying and using the product — especially if they are not a vitamin taker — the decision gets a little more difficult.

And when you’re asking your prospect to join you in the business, the decision process gets exponentially more difficult for them to make.

So, think about your presentation (conversation) from your prospects perspective. Put yourself in their shoes.

How big is this decision for them?
What answers will they need before they say yes?
What will the financial impact be. Positive and negative?
How will saying “Yes” impact their current lifestyle?
How will it change their personal and business relationships?
What is the risk for them if they don’t give it a try?
What is the risk to them if do join you in the business and fail?

I think the odds are very high that your prospect will have lots of questions and maybe even some deep emotions to consider. Given this… is your prospect likely to jump right in and say, “I’m in. Sign me up coach!”

Or is it more likely they will want to take the time to make a more thoughtful decision?

It’s been my experience that if a prospect is pressured to make a quick decision, their answer is more likely to be “No”.

Four lessons from Richard Branson

Richard Branson is he one of the most famous and respected entrepreneurs in the world. He shared some of his wisdom with sales guru, Ari Galper.

I concur…

1. Curiousity Is King

To build and grow a successful business, means to have an innate ability to be curious. The sands around your business are constantly shifting. Look for the “dips” as new opportunities.
Continue reading Four lessons from Richard Branson

Should I ask for a commitment?

Question from Barbara Jackson:

Hi Dan,
Do you ask a new business builder for a commitment?

My Answer:

No. I don’t ask for a specific commitment. And for several reasons…

Studies I’ve read, and my own life and business experience tells me that people don’t like to make decisions, and they REALLY hate making commitments.

What they really want is… out. They want more freedom and autonomy. They want to take control of their lives.

The real beauty of our business model is that YOU and only you, get to call the shots. Autonomy is the attraction. An attraction far greater than money.

Also, if you ask them to make commitments, they will automatically assume they will have to ask people they bring into their organization to make commitments.

Honestly, I don’t think most new builders have the skills they need to pull this off without coming across as pushy. An excited new builder with strong reasons and strong self efficacy will be self-committed. They don’t need you to put extra pressure on them to make specific commitments.

I believe you run the risk of turning more people off, than on.

Now, I do believe that you and your new builder should have an agreed to plan and strategy. That’s crucial. You really do need to be on the same page. Anything less is just guessing. That never works.

So basically… I simply tell a new builder that as soon as we agree on a strategy for building their business… 3 things need to happen.

1. Things I agree to do.
2. Things they agree to do.
3. Things we agree to do together.

The commitment is built in to the process. As long as we both do our part, we stay on track.

I never use that scary word … commitment. I talk about plans and strategy.

Now, having said all that — if you put a gun to my head and made me choose one commitment I would have them make, it would be … use the products.

To have success in Shaklee, you simply must believe there really is a Shaklee difference. Sure, you can read the literature and listen to what other people are saying, but until you use it
personally and see results, you’re never going to be truly authentic and persuasive with the people you want to bring along with you.Fall in love with the product. If your business is only about the money, it won’t last.