People looking for drills don’t really want a drill, they want a hole.
Posted May 4, 2009on:
Drilling a hole in a brick wall. Source: Google
This is a powerful statement. Read it again to let the message sink in deep. It is a message that should never be overlooked in the professional world of marketing and sales.
And the same principle applies for MLMers.
Since a vast majority of us, MLMers are amateurs in the world of marketing, this principle is often overlooked.
Essentially the lesson is that we should pause and listen to find out exactly what the prospect wants and then fill that need. Not to rush in and offer our pitch of the so called greatest product and the greatest marketing plan in the world that we are marketing.
And if we can’t sensibly fill that need, we should move on. That is the bottom line.
Let’s get back to the example of the drill.
Probably the customer walked into the hardware shop and asked about drills. The skilled salesman would be asking him what his intended uses for the drill would be. Is it to drill wood or metal? Same sized holes or different sized holes? Many holes, how deep? Are the intended holes in the outback where there may be no electrical power or would it be in the house?
With the answers gathered from this line of questioning, not only would the salesman be able to recommend the most suitable drill, but would most probably be able to suggest other complementary products, like safety glasses, wood fillers etc.
How does this apply to us, MLMers?
Yes, it is true that very many of us want to make more money.
Yes, it is true that very many of us want to look and feel better.
Yes, it is true that very many of us want our children to do better in school.
Yes, it is true that very many of us want to have more time to ourselves and our family.
Still, a little time and care taken to talk with the prospect and understand his immediate and most pressing needs better would allow us to make our pitch in the correct direction of the prospect’s most receptive part of his or her mind.
I welcome those of you who are interested, to join me in an exciting business opportunity for Malaysians. It’s a great way to earn part time income, until it overtakes your full time income. Then you can build it into a passive income source.
It’s SCORE A, an online educational portal that now allows our children to score in their exams!!! And for us to score RM!!!
Email me at firstname.lastname@example.org with your name, town, hp number and the best time for me to call you. Or call me at 012 611 0285.
Thank you for reading this post.