The value of a Lifetime Customer and the high cost of one-shot selling.
I was shocked by a conversation I had last week with one our leaders who attended the convention in Atlantis.
He told me about a chat he had with a lady from another organization that said to him…
“I really don’t care about the product. I care about the money. The product really doesn’t matter all that much.”
I asked if she was kidding. He said, “No.” More »
Mary Jaimeson wants to know… “How can I motivate my group — and how can I motivate new people to want to join the business?”
Tough question. Many answers. Complicated to say the least.
The long answer is too complex unless I knew more about Mary and her business.
For now, one of my favorite quotes from Winston Churchill is the best short answer I could give her.
“Before you can inspire with emotion, you must be swamped with it yourself. Before you can move their tears, your own must flow. To convince them … you must yourself believe.”
There is no doubt Sir Winston had a great understanding of human nature. He understood motivation is all about emotion and that your personal belief is far more important than your knowledge of the facts you have about the business.
That’s what most of us do. We present facts and proof and expect a rational consumer/voter/follower/peer to make an intelligent decision on what’s better.
That’s how science works. Thesis, test, evidence, conclusion. All testable and rational. [...] More »
This question came today from Mary Lou Simmons in Maryland.
Answer: There are lots of reasons people don’t respond the way you’d like—here are just a few… [...] More »
The more important it is for you to reach your goals, the more important it is for you to help other people reach their goals.
It’s amazing to me that new business builders get all hung-up on the details and never get around to building the business. I guess it’s human nature to want great technique but honestly … that’s not the answer. More »
Joe Gandolpho was an insurance sales superstar. His sales philosophy boiled down to this…
“I’ll sell you what you want today. After you love me, I’ll come back and sell you what you need.”
Seth Godin says it this way…
Sell to people who are willing to hear about what you have to sell.
Tell a story that matches their worldview.
Don’t try to teach non-customers a lesson or persuade them that they are wrong or that they just have to have what you have to sell.
Make it easy for your happy customers to understand the value of the product in a way that makes it easy to share it with others.
Adopt a caring and sharing attitude.
It’s not about you. If you’re having trouble persuading people to buy what you sell, perhaps you should talk about what you sell in a different way.
The core of my argument is that someone’s worldview — how they feel about what you have to offer — is beyond your ability to change in the short run.
Sell people something they’re interesting in buying. If you can’t leverage the worldview they already have, you are essentially invisible.
I think you'll agree … the single biggest challenge we have in our business is the approach or 'invite'.
The reason this is so difficult is that we have high levels of fear or anxiety around how our prospect might react and how they will percieve us.
It's a lot like the dating process. No one likes to be rejected. And it works both ways. No one really likes to 'reject' your proposal either. It's uncomfortable for both of you.
Jim Colins wrote the huge best seller — Good To Great. It sold more than 3 million copies, and has been translated into 35 languages around the world.
In this video, he’s talking about how to find great people for your business. He’s talking about employees and jobs. But listen carefully, everything he says here can apply to how you find and develop great people for your Shaklee business.
After all, business is business, leadership is leadership, and human nature remains the same whether you’re talking about a job or an entrepreneurial activity.