Lesson #4: What your prospects really want to know.
But what information does the prospect really want to know?
Ah, there is the million-dollar question.
In order for a prospect to make an immediate decision to:
1. Say he wants to join your business,
2. Say he doesn't want to join your business,
3. Or, to maybe have a question or two,
You must answer three basic questions.
At this point in your career, your prospect only
wants the answers to three basic questions.
If you answer these three questions, your prospect will
have enough information to make a decision.
And if the decision is to join your business, all
of those other facts, figures, and information
can be learned later on in training.
==> Simple, yes?
So let's take a look at question #1.
"What kind of business are you in?"
Would you ever join a business if you didn't know
what kind of business it was?
Of course not.
And if you were confused or unclear about what type
of business you were asked to join, you still
We must be perfectly clear what type of business
we are in or our prospects will delay their decision
because we didn't answer this question clearly.
I bet you have heard your prospect say:
"I got to think it over."
So what type of business are you in?
Insurance? Sport fishing? Farming? Mechanical
repair? Circus performing? Soldier of fortune?
Landscaping? Nuclear medicine? Shoe repair?
Your prospect wants to know.
I was in Sweden about 10 years ago when I asked a
"What type of business are you in?"
"I am in the global search for entrepreneurial
talent, for time freedom and financial freedom,
whereby they can enhance their efforts through
multiple streams of residual income, thereby
improving their lifestyle . . ."
Well, you get the idea.
No wonder this networker was having a hard time
sponsoring. The prospects had no idea what kind
of business he was offering!
How do you describe your business?
Do you say:
"I am a distributor with the Wonderful
Company, from the Wonderful City, started in
the wonderful year of 1991 by Mr. Wonderful
who is a wonderful, wonderful family man,
and we have wonderful products, wonderful
employees, wonderful shipping, wonderful
uplines, wonderful blah, blah, blah . . ."
Or do you say:
"I am in the skin care business."
(And the prospect thinks you make bandages for
cuts, or maybe you do skin grafts.)
"I am in the health and wellness business."
(And the prospect thinks that you change bed pans
at the local nursing home.)
"I am in the financial services industry."
(And the prospect thinks that you are a bank
If you don't know how to describe your business,
here is an easy way that should help.
When you describe your business, you should use
the "which means" words to connect your business
to one of your products or services. This helps
the prospect understand exactly what you do in
Want an example?
"I am in the skin care business which means
that we have this wonderful moisturizer that
makes your skin look 20 years younger in
only 45 seconds a day."
"I am in the health and wellness business
which means that we have a delicious juice
that people drink that helps them wake up an
hour earlier every morning feeling like a
million dollars, and fall asleep at night
within seven minutes of their heads hitting
"I am in the financial services industry
which means that we help families lower
their mortgage, credit card, and car
payments so that they have more money for
fun things and retirement."
See the difference? Now your prospect knows
exactly what kind of business you are in.
Don't forget those magic words, "which means," as
they will guide you to a better description of
the type of business you are in.
==> Now for question #2.
I will see you in a few days.
So stand by for lesson #5 where we will learn the
second question the prospect needs to know to make
an IMMEDIATE decision to join your business.
It is going to be easy