Is it a Pyramid?
After two decades as a full time Relationship Marketing professional, one of the most fascinating aspects of the business is around the question, “is this one of those pyramid things?”
It tells you more than you think
First, and to be clear, at this point in the history of free enterprise, it’s astonishing how much ignorance still persists around companies that employ multi tiered compensation structures to drive sales of their products. Reading my page on The Power of Leverage will help.
Second, and far more telling, is that some marketers virtually never hear that question, while others seemingly get it regularly. How do you explain that? Both are engaged in the same activity, often working as reps for the same product or service, in the same communities. What’s going on?
The 3 common reasons you hear the question:
- You most likely are trying to tell your prospect too much, too soon. Are you selling and explaining rather than inviting and sorting?
- On a scale of 1-10, low to high, your confidence in the industry, the product/service, the opportunity or in yourself is probably low.
- There is always the possibility your prospect is completely uninformed and totally ignorant about the Industry and is actually asking, in a clumsy way, for more knowledge.
In other words, the reason you hear this objection tells you more about yourself and how you are doing the business than you may realize. Use it as an opportunity to become a better professional. What books are you reading? What are you doing to become more informed? This industry can set you free financially and enable you to add immense value to the lives of others.
So let’s get to work
The reasons some professionals never “hear” this objection is because they know and truly understand the benefits they are offering others. They also understand that this is a business of sorting, not selling. How you lead will often dictate how your prospects respond to you.
One coaching tip that will help is to lead with the solution instead of the problem. So what’s the solution? Almost everyone is the same when it comes to what they want. More security, more freedom, less physical and financial stress, better living conditions for themselves and their loved ones, some luxury and leisure are also high on most peoples wish list.
It is in our nature to desire more life and fuller expression
More than anything, you are a merchant of hope. What you are offering people is exactly what everyone is looking for. Your job is to invite them to discover a way to be, do and have more of what they already want. All you are doing is inviting others to walk through a doorway. Whether they want to accept that invitation is entirely up to them.
If they refuse or reject your invitation you can take them off your list and be somewhat relieved you have discovered that they are not someone you wish to invest your time in. Surround yourself with others who are positive, courageous and proactive, not those who are fearful, negative or close minded.
Build your team consciously. Decide very clearly the attributes and character strengths that you are looking for in others and identify those who don’t fit your definition of someone you want to be around. By doing this you have changed your posture from one of need, where you are asking your prospect to do something for you, to one of being the bearer of a gift.
You have something to offer that everyone wants. Be selective who gets it. Make them qualify to receive it. It has more value than gold or diamonds.
If you want to strengthen your mind and your skills, I highly recommend you join our free, weekly Attraction Marketing Webinar.
Onward!