If You See the Value of Network Marketing (...and MOST Successful People DO!) Tips on HOW to Share Your BIZ is for YOU!

The Psychology Behind Great Recruiting – How to Help Your Prospects Get Excited About Joining Your Team! by Sonia Stringer on March 20, 2012 There you are, sitting across from your prospect and it’s your big moment! So far the conversation is going pretty well. You’ve broken the ice and feel you have some rapport. Your prospect seems open enough, but now the pressure is on! What will you tell her about your business opportunity to get her excited? How do you lead this conversation so your prospect sits up, takes notice and says a resounding YES when you ask her if she’s in? If you’re like most people in network marketing/direct sales, knowing what to say during your big moment is elusive. Many people feel intimidated when talking to prospects, often fumbling around for the best words and feeling completely uncomfortable and ineffective through the process. Imagine this for a moment: What if you knew what was going on in your prospect’s mind when speaking to her? What if you understood how this person was taking in your information? Could that give you an edge? You better believe it! Let me share with you something that can radically change the results you are creating in your business. Get ready to learn some important keys re: the “psychology of human behavior” (or what I like to call “the psychology behind great sponsoring”). By knowing what makes people “tick” – how they make decisions and evaluate information, you’ll have a major advantage in inspiring others to say YES when considering your business opportunity. Logic vs. Emotion – The Driving Forces Behind All Decisions To understand how your prospects evaluate your business opportunity, you need to understand that human behavior is driven by two elements – logic and emotion. We evaluate opportunities using logic (our brains) and also respond to opportunities with emotion (our hearts). For example – when shopping for a new car, you may compare factors such as cost, gas mileage, safety record, standard features and other factual, logical elements across many brands. You may then weigh these factors to decide which car you should buy. But shopping for cars can also be a very emotional experience. If you love the color of one particular car and imagine yourself looking smart and sexy behind the wheel, you’re already half sold! If you sit in the car, love the smell of the leather and feel of the seat, and (God forbid) the salesperson gets you around the block on a test drive, your emotions are now highly involved in your decision making process. You might as well just sign on the dotted line and drive it home! Obviously we make choices and decisions using both logic and emotion. But, of the two, our emotions are the stronger force. Think about it – how often have you purchased something you didn’t really need or couldn’t afford, but just had to have? We’ve all done it (and you can bet it was our emotions that drove our decisions!) We may justify our choices with logic (“it was on sale, so I really saved money” or “it will be a great investment in the long run”) but let’s not fool ourselves – our emotions drove our decisions and then we justified them, after the fact, with logic! The same is true for your prospects. When they’re sitting across from you, listening to your business presentation, you can bet they’re also using logic and emotion to evaluate what you’re offering. They may be looking at it logically – evaluating your products, the demand in the marketplace, the history or performance of your company, the compensation plan or other factors. And I’ll bet they’re also taking it in at an emotional level, FEELING the possibilities of your opportunity. They may ask themselves “what will my family think of this?” or “could starting this business really make my dreams come true?” Many networkers make the mistake of stacking their sponsoring presentations with too much logic! Some will sit for hours, spewing facts, stats and figures, boasting about the science and amazing research behind their products. Trust me, it doesn’t work! (I know, because I made this mistake for years, before shifting to this more elegant, and effective approach!) Although your facts may be impressive, information alone won’t move a prospect to say YES. Remember, people are more influenced by emotion than logic, so all the fancy science in the world is not going to convince them. Influence is about 80% emotion, 20% logic. The more skilled you are at helping people GET EMOTIONAL about your business, to FEEL the big possibilities, the more times prospects will say YES. And yes – in case you are wondering, this approach is true when sponsoring men too. Although many think that men tend to be more “logical” than women - their decisions are ultimately influenced by how they feel. (Anyone who says men aren’t all that emotional has obviously never observed them watching sports….) The Two Main Emotions That Lead People to Yes! There are two emotions that motivate us to take action – pain and pleasure. At a deep, unconscious level, we’re wired to move away from things that are painful, and move toward things that are pleasurable. Think about it. If you put your hand near a hot stove, you instantly and instinctively draw it back. You don’t have to think about it, you just do it! It’s the same with pleasure. How many times have you reached for chocolate or some guilty pleasure and before you could stop yourself, too late! We may logically know certain things are not good for us (certain foods, cigarettes, alcohol, drugs, overspending, etc) but it’s the emotion of pleasure that gets us to act. Human beings take action to avoid things that are painful, and to experience things that are pleasurable. This is important to remember when sponsoring.. Sponsoring new business builders rests on your ability to understand the forces of emotion (pain and pleasure) and how to use these forces to elegantly influence people to say YES! If someone isn’t interested in your business opportunity, at some level she is probably linking pain to it. She may feel your business opportunity will mean having to work too hard, risk too much or go too far out of her comfort zone. She may fear failure or the judgment of family or friends. She is already anticipating the pain of being rejected, or the struggle of building a business, and so she says no! On the other hand, if someone does join your business it’s because she is linking pleasure to it. She may still have some concerns, but if she says yes it’s because she links MORE PLEASURE THAN PAIN to your opportunity. She may see it as a way to experience the pleasure of financial freedom, a great lifestyle, time with her kids, travel, adventure, and more. She feels certain that this business will make her ‘feel good’ on some level, and that is what inspires her to say YES! Your success in sponsoring depends on your ability to help people link pleasure to your business opportunity. The more pleasure or good feelings someone links to your business, the more likely they will say YES! You don’t have to be pushy, dishonest or manipulative to be successful at recruiting new prospects into your team. You don’t have to make big, splashy presentations or dazzle people with fancy statistics. Just by having a better understanding of what influences your prospects’ decisions, you have a huge advantage when you sit down and talk about your business opportunity. Your recruiting success lies in your ability to help others FEEL excited about what your business can do for them, and to link up feelings of pleasure to the idea of joining your team. Do this well, and people will have a much better sense of what your business can truly do for them…and you’ll be hearing “YES” much more often! Questions or comments on this topic? I’d LOVE to hear them – please post below and I’ll do my best to respond promptly. (Click on the buttons below to pass on these tips to your team through Facebook and Twitter…) ________________________________________________________________________ Want to share this article with your team – or use in your own newsletter or website? Please do! Just be sure to include this complete paragraph at the bottom: Sonia Stringer is a professional speaker, coach and popular mentor to women in the network marketing/direct selling profession. Known as “The Women’s Business Coach,” she is fast becoming the “go to expert” for women who want to build a 6-7 figure business from home. Sonia’s unique approach can help you earn a great income AND set up your business so you have more time (to spend with your family or doing what you love). Visit her website to get your free copy of her popular audio CD, “Six Figure Success Secrets for Network Marketing Women”. http://www.SavvyNetworkMarketingWomen.com/freeaudio