ARE YOU ENROLLED?
Be enrolled yourself. You can’t expect to gain the commitment of others if you’re not committed yourself. You must want to make your idea a reality. Starting anything new is hard enough, even if you are committed. Others can sense if you are not genuinely enrolled. They can tell if you’re not excited about the idea or truly committed to making it happen. And if they get that feeling, they are bound to ask: “If he is not really into it, why should I be?”
Harvard Business Review
“THE BEST” IS SUBJECTIVE
We hear it all the time, and many of us SAY it all the time. Our prospects want to know WHY we’re the best. They want proof. Just saying “We’re the best” is no longer good enough. If it ever was.
If you don’t know why we’re the best, and if you can’t explain it in simple terms … work on it … because it’s critical that you can share what’s really unique about Shaklee.
CONNECT WITH YOUR AUDIENCE
Although the message here is about how to design slides and connect with a “group” … this is great advice, for any part of the inviting and presenting process.
PEOPLE LOVE STORIES
Shaklee always has been and always will be — a “story teller’s” business. Your business will rise or fall based on two things … how you tell the story and how often you tell it! Enjoy this slide show. It rocks!
The “Tootsie Pop” Technique
With every interaction you make, you need to give your prospect two things,
1. A sugar-coated emotional candy treat on the outside, and…
2. A proposition on the inside that logical, rational person can chew on. More »
Build Your Elevator Pitch
My buddy — and yours — Pres Master Reed Hanson, sent this to me. This is one killer tool from Harvard Business School. A great way to design your pitch/presentation. I know it will seem a bit counter intuitive at first but stick with it… and you’ll get really clear on what you want to say and how.
Are You Swamped With Emotion?
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.
The Limits of Evidence-Based Marketing
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 »
Why Intent Counts More Than Technique!
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 »
“I’ll Sell You What You Want Today…”
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.
