Getting People to Buy

Management TrainingWhat do people really want when they first meet you or reach out to you?

What makes them choose your product over someone else’s?

How do you prepare for getting people to buy? (Or, in the language I teach…to “own” the benefits of your products.)

Heaven knows the market is jam packed with incredible products. The specific answers to those questions can only come from satisfied consumers and your upline and downline team members. However, I can address the general answers to help you get started with acquiring a large volume of satisfied clients in the first place and secondly to start growing your network marketing business.

We all want the same things when doing business with people. We want quality products and good service at a low investment. That’s the bottom line. Is that what you provide? If so, shout it from the rooftops!

However, few companies can provide all three. With that being the case, you will need to learn how to address which of the three you don’t provide.

If you provide quality and service, but not at the lowest investment, your products and service better be exceptional. Everyone understands the value of using great products. There is a perceived value for excellent service as well. People actually don’t mind spending a little more money for something if they feel the service is great.

Learn how to ooze quality and service. This begins with the first impression you make whether it’s in person, over the telephone or on your web site. Everything should be first class. You want to represent your product well in order to work toward establishing credibility. And, you want to represent your company well in order to gain trust.

Dress appropriately for the type of product you sell. Then, have everyone who is on your team do the same. Develop your business “voice.” How you say what you say is critically important. Your product displays should be clean and clear of clutter. People just won’t make buying decisions if they’re not comfortable, if they can’t find what they want or, if they can’t get their questions answered quickly and easily.

The key to service is to truly understand the meaning of it, which is “to serve.” You must humble yourself as a servant in order to make others feel important. When they feel important, they will listen to you as you explain your offering or demonstrate your product and explain your business opportunity. When you make them feel important, they’ll want to be around you more often—like what happens when they join your organization and become a part of your team.

How do you make others feel important? With eye contact. With a welcoming smile. By learning and using their names. By getting to know them and asking about their children, their travels, and anything else that’s important to them.

If you meet potential clients or recruits over the telephone, be sure to smile and use a warm and friendly tone of voice. Believe it or not, people can tell if you’re smiling, distracted, bored or unhappy whether they can see your face or not. They can tell simply by the tone of your voice. I used to keep a small mirror by the telephone on my desk. I trained myself to glance into it as I reached to make or take a call. If I was smiling, I was putting my best self forward. It may sound silly, but it worked for me and has worked for many of my students over the years.

Introduce yourself and let them know “I’m here for you.” Good old-fashioned courtesy goes a long way. Even if you’re the top leader in your company, when you first meet people, if they introduce themselves using their first and last names, address them by their last names. Call them by Mr. or Ms. When you use first names too soon or get too friendly too soon by calling people by their first names many will instinctively pull back. It can put people off, which is the last thing you want to do. Develop the habit of calling people by their surnames initially, but you can also say, “It’s a pleasure meeting you Mr. & Mrs. Miller. May I have your permission to call you Robert and Margaret?” Their friends may call them “Bob” and “Peggy.” If they feel comfortable with you, they’ll suggest you do the same. It’s a very simple strategy but can truly help you get off on the right foot with new people. Of course, if they only give you their first names, use them but not so often that they wonder if you are memory-challenged.

Rather than jumping right in to tell people about your product, your service or your business opportunity, ask what made them contact you or how they came to be at the party/event/meeting. What was it that piqued their interest? Try saying, “What inspired you to attend our gathering today?” Or, “What was it that prompted your call today?” You want to get inside their heads to find out what they really want, what they really need before you try to sell them anything.

Once you know the general direction of their needs, you can then ask them additional questions about their likes and dislikes to help narrow their focus from everything you have to offer to the one particular product, service or benefit that will best suit their needs. If they’re seeking a business opportunity, that’s the direction you go in with your conversation. If the benefits of the products themselves are the most appealing aspect of your business, start there. Your underlying goal with each and every contact is to help the other parties find what it is they’re seeking. And helping people make decisions that are truly good for them is the foundation of true success in all types of business.

Copyright Tom Hopkins International, Inc.



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