Are You Selling A Need Or A Want?

Throughout it's long history, the network marketing profession has been comprised almost exclusively of companies relying heavily on a needs approach to recruiting and selling.  Yet sadly, a needs approach requires the ability to take someone from not thinking about you or your products/opportunity, all the way to signing them up as a new rep and then hopefully converting them into someone that can duplicate what you just did.  That is a  very difficult process for people and requires a significant degree of expertise.  I've broken it down into several steps.  They are: 1.  Awareness  2.  Ignorance  3. Skepticism 4.  Curiosity  5.  Knowledge  6.  Interest  7.  Belief  8.  Want.   Why put yourself and your team through all of that when their is a much simpler alternative.   How about selling something that is fun to talk about, requires zero product expertise and doesn't create resistance with your prospects?

In direct contrast to needs selling is selling what someone actually already knows they want.  Crazy thought, isn't it.  I will use my company as an example because, to my knowledge, no other company better represents a want or desired purchase than what we offer.  That, and this is my announcement and I'm not above shamelessly plugging what I do.  Especially since what I do benefits everyone who loves to take cruise vacations.  If that isn't your thing, I still urge you to find something you can represent that creates and emotional want or desire when presenting it to your prospects. 

For me, I ask people one simple question.  That question is this:  "Do you like to take cruise vacations?"  They will reply with a "yes" or a "no".   If the reply is "no", then I drop it.  Yes, I know I could  ask if they know people that cruise or I could ask them have they even tried cruising...bla bla bla.  But I don't.   I like to keep things very simple and easy for both myself and my team.  But if they reply with a "Yes", look what has happened.  They just told me they like the basics of what I offer, which is cruising.   We just bypassed ignorance, skepticism, curiosity, learning, interest and belief!  We went straight to their WANT, as it relates to our product.  I do not have to sell them on how wonderful cruising is.  They already know it.  I've just eliminated a ton of work towards signing up a new rep.   The only thing to do now is show them HOW they can get what they already WANT, and get it for a fraction of the cost anywhere else.  They can even get it for free.   Selling an emotional want, at a price point that can't be touched, is a huge competitive advantage in our industry.    

I'm in no way disparaging nutritional, or other types of companies.  I am simply stating that despite the claims from your upline, this industry is very difficult for 90% of the people that join.  That is why throughout its 80+ year history, less than 5% of the people have ever made any serious income.  It is also why companies suffer from crippling retention rates.  I want people to come in to this industry with their eyes wide open.  A superstar sales/recruiter can make money in any program out there.  But those people are unicorns.  For the masses of the population, selling a need is a virtual guaranteed road to failure.  And while selling a want doesn't guarantee success, it does put you in a much better position to win.  Not just for you, but also for the team you hope to someday attract.  


Very Respectfully,

David Lee (Call or Text at 706-206-1749)
Founding Partner, InCruises International
www.OurCruiseClub.Com