Welcome to this week’s attraction marketing “Biz Builder” lesson!
Today I have network marketing trainer, legend, & Internet superstar, Sonia Stringer!
In this video, Sonia shows you “The Magic Words to Selling and Sponsoring,” which will help you sell twice as much product and recruit twice as many leaders!
Copyright (C) 2016 Elite Marketing Pro, LLC. DBA No Excuses Summit
Sonia delivered this training at our annual live event, the No Excuses Summit, a few years ago.
Network marketers from around the globe paid thousands of dollars on tickets, hotel, and airfare to be there, but today you don’t have to!
If you’d like to learn how Sonia Stringer and a multitude of network marketing leaders are using the Internet to sell and recruit, click here for FREE ACCESS to a 10-day online recruiting bootcamp.
Also, Here's a short text version of Sonia's presentation too, in case you're in a hurry or prefer reading…
Quickly Grow Your Biz and Double Your Results!
Imagine if you could book twice the number of appointments without working any harder.
How cool would that be?
What if your network marketing pages were suddenly converting twice as well without you driving more traffic?
Sounds sweet, right?
What if you could double your price point, double the number of people you recruit each month, and add more levels to your organization?
I don't know about you, but I like making a lot of money without having to work hard.
That’s what I’m going to share with you today.
I call this the “magic words” for selling and sponsoring.
Because once you nail it, you’ll see a marked difference in how people respond to you.
You’ll notice a change in their face and hear their tonality shift.
If you’re working online, your response rate for your social media posts will transform.
So let's dive into…
Now, if the information you’re about to read is brand-new to you, I encourage you to start applying it.
If you already know this information, focus on mastering it.
Because you’ll find that anyone making six and seven figures has this skill…
And they’ll be the first to admit it.
So if you want to get to that level yourself, keep that intention in mind and let’s get to work.
Let's start by addressing a few mistakes, most network marketers make…
When we're in front of our prospects, we tend to talk about our products and business.
After all, that’s what we're interested in; it’s what we want to talk about.
Unfortunately, that’s not always what your customers and prospects want to talk about or are interested in too.
And in some industries, product and business-focused jargon can stop you from getting your message across.
If there’s one takeaway I want you to get from this post, it’s that subconsciously…
Everyone’s looking for what can benefit them.
It's almost like humans have antennae on top of their heads, always probing for value.
Whenever we're about to make a decision, we ask ourselves…
- “What's in it for me?
- What's this going to do for me?
- What would this mean to me?”
That's why, if you want to be effective at influencing people, remember that…
Your prospects don't always want the same things you want!
And even when they do, you’ve got to persuade them before you “level with” them.
So what you want is to talk about what your products and business can DO for people.
Spend 80-90% of your time talking about benefits.
And maybe 5 to 10% sharing specific information and details
Try to get into the mind of the people you’re talking to.
Ask yourself stuff like…
- Why would this person buy my product?
- Why would this person join my business?
- Do they have an issue that I can help them with?
- Do they need to lose weight?
If you can at least imagine what a person's motivation might be, you're already halfway there.
Essentially, when connecting with people online or in person…
You should be looking for the problem and offering the solution
So focus on benefits and results instead of thinking about yourself and the product from a self-centered perspective.
Think about the end result a person will gain by using your product, and emphasize that.
Same with your business.
Tell people how your business can help them…
- Save money,
- Make money while they sleep,
- Set up an early retirement,
- Leave more time for their kids.
THAT’S what gets people to join your team — the end result, not the business itself!
What helped me remember this concept is the saying…
“Sell the destination, not the airplane.”
I don't know about you, but never have I booked a trip somewhere with the airplane I was going to fly, on in mind.
The same applies to your prospects and customers. They want to know what’s in it for them.
They don’t necessarily care about the business and product that are going to get them there.
What do I mean when I say that?
I often read copy that says stuff like…
- “My product can help you lose weight.”
- “You can look younger.”
- “You can have more energy.”
These are attractive points, sure…
But though the results are now highlighted, this kind of copy ignores the reader’s FEELINGS.
This is a major sin in selling, because we’re all motivated by our feelings.
MOST of our decisions are made on an emotional level and then backed up with logic.
So if you want to grab people's attention online, on the phone, when you're speaking to them in person, you want to focus on and describe the feelings or experiences that people will have by using your product or joining your team.
For example, what sounds better…
- “My product can help you lose weight,” or
- “You'll feel excited about the summer because you're going to be in such fabulous shape. You'll feel confident and sexy hanging out in your bikini?”
Maybe you're talking to someone who's about to go back to their school reunion.
“Imagine what it's going to feel like when you walk in looking 10 years younger than everybody else. How exciting is that going to be? That's what my product can do for you.”
I don’t know about you, but I’d be sold on a product like that!
Same with your offering.
“My business can help you make more money” is BORING.
But what if we paint a picture that was more appealing?
“My business can help you sleep better at night and feel secure knowing that you're going to have enough money to retire.”
Maybe you're speaking to a mom…
“My business can help you be able to stay at home with your kids, make money and no longer feel guilty because you're missing out on their childhood”
The more specific and relevant you make these phrases and these messages, the more powerful they'll be.
Consider that when you're speaking to someone you're “painting pictures.”
You're creating images of the experiences that people want.
The more skillful you are at that, the more powerful your impact.
The last classic mistake that I see people make is having a message that’s too generic.
That's a problem, because using the same kind of pitch for everyone won’t be as effective as a message that customized for your specific audience.
Here’s an example…
Let's say you're talking to someone on the phone or via Facebook.
“What do you do?”
“My business helps people make money and have more free time.”
That’s not too bad, right?
But what if you’re talking to a corporate exec?
Then you could adapt the message and say…
“My business helps stressed out corporate execs get out of the rat race and make a six-figure income working part-time from home.”
Don’t you agree the second message is a little more compelling?
Here’s a more personal, relevant example.
If you ask me what I do, one thing I can say is…
“I help business owners make more sales.”
But since I know you’re interested in network marketing, I’m telling you…
“Why, I happen to help network marketers build a team of hungry and driven leaders so you can earn gangster money, and spend your day sipping Mai Tais on a private island.”
Isn’t that more compelling?
I think it gets the message across in a powerful way!
Now let’s say we bump into each other and you ask me…
“I hear you're doing a breakout later. What's the breakout about?”
I could say…
“Well, it’s this cool thing, you should come.”
Or I could say…
“Hey, if you attend my breakout session, you'll have the skills to recruit even the biggest skeptics into your business and build the kind of team that allows you to retire early, live large and hang-out with big shots like Ferny and the crew at EMP.”
Totally different message.
You can get started by using the basic formulas I use myself.
They’re dead simple so you don’t even have to work on memorizing them!
- I help _________ to ____________________.
e.g. “I help corporate executives to fire their boss, give up the commute, stay home, and still make bank”
“I help gen X-ers make cash working part time so they can pay off their college loans.”
- I help __________ to __________ so they can __________.
e.g. “I help teachers create a part time income on the side so they can feel excited, no longer have to work, and deal with all the bureaucracy in the teaching profession.”
And here are the other important considerations to master…
If you truly want to create amazing network marketing messages that grab people's attention—especially online— you need to remember the following two “keys.”
These may not be brand new to you…
But I want to emphasize them again, because this is what I've seen make the difference between making a little bit of money online and absolutely crushing it.
This is where most people in network marketing and direct sales go wrong.
In theory, pretty much everybody could benefit from your business.
If you try to market to everybody, you’ll convert nobody.
I find a lot of people don’t know who their market is, and it's important to “clue in” on that, because your ideal prospect may be very different than mine.
Depending on your product, depending on the kind of business that you're building, depending on who you have access to, your ideal prospect will vary greatly — even with the exact same product.
This is “detective work,” a little like CSI.
Detectives get into the heads of criminals to do their job.
And you’ve got to get into your prospect’s minds to do yours…
- You want to know exactly what your audience’s biggest problem is; what their pain is.
- You want to know what they want more than anything in life; which benefits, which results, which experiences.
- Most importantly, you want to know: how do they want to FEEL?
I encourage you to take some time and really dig into this.
Make sure you have a solid idea of what your prospects and customers want.
Once you do, you’ll find people respond very differently to you.
Please take these lessons seriously, because this is how you…
Make Instant and Effortless Sales!
When you nail the “two keys of amazing network marketing messages” and avoid making the “3 classic prospecting mistakes,” sales and conversions become instant.
It will feel like shooting fish in a barrel.
You'll attract more people to your business without working any harder.
People will instantly start following you and buying from you, making you a lot more money in the process!
Well that concludes Sonia's training, from the video above.
If you’d like to learn how Sonia and a multitude of network marketing leaders are using the Internet to sell and recruit, in combination with these techniques…
Click here to gain FREE ACCESS to our 10-Day Online Recruiting Bootcamp!
Author of Attraction Marketing Formula
CMO at Elite Marketing Pro