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!
The 4 Main Reasons Why People DO NOT Get Involved With You!
Even though you have a great business idea, you need to make sure there is a market for it. Advisers, like myself, will tell you to do market research but you may wonder how (without hiring a research firm to do sample testing or focus groups for you which can be very expensive). All of these tools allow you, the entrepreneur, the ability to test and research your business idea to see if there is a viable market for it.
Forums. Forums and user groups are far from dead. People are discussing virtually everything on some forum somewhere. You can do a Google search for forums by typing in your topic name (i.e. “business” plus vbulletin plus forums). So, in this instance your search would be business vbulletin forums. Look for forums with lots of activity and then check out some of the most common questions to find what users are looking for.
Twitter search is a phenomenal way to see what’s being discussed in real time. There are a variety of ways and companion sites to do a a search of topics on Twitter. However, I prefer TweetGrid because you can do up to 9 keyword searches at once to monitor conversations on those topics. You can also broadcast questions about a topic to your Twitter followers if you want feedback on a topic.
Do a Facebook search. Facebook now allows a search of topics, though it isn’t as user friendly as Twitter or LinkedIn. You search will bring up people, fan pages, business pages and some status updates. You can search age groups, cities, industries and more.
LinkedIn questions are a great way to see what business people have concerns about. They are divided into topics so you can search more easily. Like forums, if you are scanning for business ideas, check for topics with the most questions. Always be willing to answer a question or two while you are there.
Check out Yahoo Answers. You can expect a hodge podge of questions on Yahoo’s Q&A site, but that can be a good thing depending on your current or potential business. Categories include Arts and Humanities, Computer and Internet, Consumer Electronics and Home and Garden. If you have a product to sell, Yahoo Answers can give you a pretty good cross-section of concerns of the general population.
Create a poll or or survey to investigate ideas. You can add polls/surveys to Facebook and LinkedIn. You can also set up a survey at Survey Monkey and email it to a target group. For small surveys (up to 100 responders, 10 questions on the survey) it is free and goes up from there. Even 10 questions to 100 responders can give you some really solid information to use in developing your business idea.
A small business not only needs to be unique, but also good enough to survive the harsh economic times. Research is the key word in trying to determine the best business idea. Talking to friends, family and other enterprise owners that operate in the line of the idea you have, will prove useful in helping you establish the venture. Family in particular will give you brutal criticism, both positive and negative that will leave you with only fine content.
Talking to potential competitors will give you tips on how to run and manage an enterprise, such that eventually, you will have acquired the necessary knowledge on what you can do. As you come into the business arena, you will be equipped with knowledge and will be better placed to do more than your competitors. To improve your venture even further, you are advised to take up advisory counsel with the Service Corps Of Retired Executives (SCORE).
For your enterprise to be good enough, you should also conduct market research. The information you gather from this exercise makes your mind more open and objective to the market trends and happenings. Market research is crucial when coming up with a long-term plan. It also sharpens your skills as far as handling potential and existent clients is concerned. It makes marketing much easier because then, you will know what it is that clients are interested in.
Once you have your idea on paper, try a test run to see how viable it is. A trial run helps you determine the loopholes that are likely to be exhibited in the course of running the enterprise. Do not be intimidated by large corporations that may be in the same line of operation as you. Starting small is a blessing in disguise because you get to learn in small doses.
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