How to Effectively Approach the Cooler Market – Part 2
The 4 Main Reasons Why People DO NOT Get Involved With You!
Several years ago, the results of a multi-million dollar research changed the paradigm of the direct selling industry. 200,000 consumers in the US and Canadian Markets were asked the question:
“Why, when presented with a quality product, service, or business idea, do you not purchase, or get involved?”
All 200,000 answers could be filtered into 4 Main Reasons:
1. Lack of Trust – 76% 2. Lack of Need – 14% 3. Lack of Solution – 6% 4. Lack of Urgency – 4%
Lack of Trust – “I don’t know whether you are the right person, or this is the right company with whom to become involved.”
Lack of Need – “I’m happy where I am — not looking for anything right now.”
Lack of Solution – “I don’t see how your solution (business) will help me.”
Lack of Urgency – “I want to think about this – Maybe later.”
Once it was recognized that 76% of people did not get involved in a product, service, or business idea, because of a Lack of Trust – a roadmap, or blueprint, on how to more effectively assist more people make a positive decision to become involved emerged!
Here’s The Enrolment Roadmap:
The Obstacles again:
1, Lack of Trust – 76% 2. Lack of Need – 14% 3. Lack of Solution – 6% 4. Lack of Urgency – 4%
The Enrolment Phases is how we get through each obstacle:
1. Relating – Building Trust & Rapport 2. Discovery – Problems, Needs, Objectives 3. Presenting – the Solution (Business) 4. Gaining Commitment – (Not Compliance!)
Needless to say, LACK OF TRUST is the No.1 REASON why people DO NOT become involved with You, Yur Opportunity, or your Company.
Simply recognizing this fact, and then committing to learning how to establish Trust/Rapport quickly will reward you powerfully in the people business!
Research tells us that the main reason behind people not trusting us is that we are more concerned with what we are trying to get out of the relationship, than we are in asking questions to discover whether there is a genuine need or objective that the other person wants to satisfy or reach, and, that our business solution can help them with.
When dealing with a LACK OF TRUST we must also remember that we are only dealing with the “perceptions” of other people. Meaning, if someone does not Trust us, our opportunity, or our company, this does not mean we, our opportunity, or our company, are untrustworthy; it is simply their opinion, or perception.
This is important to understand when learning the skill of approaching anyone, anywhere, at any time!
What other people think of you, or your opportunity, is none of your business!
Let’s quit there for now. Part 3 of this Training is a critical one. We will be looking at MINDSET and PHILOSOPHY! My most favourite learning that made me the most money in NM!
I’d like to tell you a little story, not because I am good at story-telling, but because I think it’s important if you are considering starting a business. Look here is the deal, many folks will tell you that your business idea, concept, or new business model can’t work, but how would they know that? Have they ever tried it? No, most likely not. If they had, you should listen to all their wisdom, advice, and experience, but if not which generally usually the case, take that advice with a grain of salt.
Are you thinking about utilizing that extra space at your home, probably a garage or a basement? Do you wish to utilize your skills for revenue generation? Do you have that spark in you to become an entrepreneur? If the answer to all these questions is a yes, then surely you are at the right place!
Type in the words ‘jobsite’ on any Internet search engine and you will get, at last count, some 9 million items. Many of these jobs sites are general services offering positions varying from teaching jobs to telecommunications sales people. Invariably, most of these sites have very few positions available and consequently very few hits. However, some 8% of the job sites online are large profitable organisations turning over a net profit of over $2 .5 million a year. This is an average figure.
Do you have the type of personality which enables you to instantly have a good rapport with people? You may want to consider direct sales. This is a very traditional type of home business. Direct Sales jobs are no longer regulated to the world of food containers and cosmetics. Now the direct sales business encompasses an entire range of items for the home and for personal life. These items include everything from candles to cutlery. These types of jobs allow a working mom to set her own business hours and pay goals. They also let you choose what you’re selling, rather than working in a shop where you have to sell what the buyer decides to carry. In addition, the startup costs are very low, usually only a few hundred dollars at most.