I’ve learned that it isn’t enough to just walk a mile in a persons shoes… you have to LIVE in them.
Pinpointing and fulfilling their true wants and needs is something you have to obsess over. It needs to become the predominate thought in your mind.
So let me ask you: In OUR industry, what are our nurses really after?
More money? More time? Freedom from the 9-5? Freedom from long shifts
These are just surface desires that are plainly visible to anyone at first glance. You have to look past the obvious. You have to go deeper than that.
Unfortunately, rarely does anyone in nursing ever emphasize anything beyond these things.
– How about more specifically: Enough money so that they can take that trip to Italy they’ve been wanting to do for 5 years?
– Enough money to pay off all their credit card debt and their car loan so the only major monthly payment left is their rent/mortgage?
– How about enough time freedom to start exercising for 45 minutes every day like they’ve always wanted to?
That’s a little better and yes, they are after these things… but it’s still going in the wrong direction.
These are all end results and they are important, but there’s still a huge gap in between where they are
now and where they want to be.
It’s my job to fill in that gap.
See, what they’re REALLY after is a way to obtain these things.
And contrary to popular belief, network marketing is not a how. It’s a “what.”
If money, time, etc were really all that a nurse who wants to transition was looking for and network marketing really was the answer he/she needed, then merely telling them that your opportunity can give him a six figure income while working part time from home would be all that was needed to sign him up.
Does it work that way? No.
That’s because in reality, network marketing MIGHT be a way for them to achieve all those things… it’s just that he hasn’t been convinced of that yet. He has to clearly see that it will work for him first.
Network marketing is just a vehicle and vehicles don’t operate themselves. People need to be shown how to work them.
It’s no different than stocks or real estate – both vehicles that can help you reach an end goal.
No one needs to be convinced that it is POSSIBLE to get rich through those two vehicles. Everyone knows that.
But what they don’t know is HOW to use those vehicles to get rich. That’s the missing puzzle piece that’s keeping them on the sidelines.
Same thing with mlm. The desire is already there (provided you’re talking to correct audience). If you can just give them the how, they will
flock to you in droves.
The most burning question other nurses have is: “Is this going to work for ME?”
They see all the circles and the commission levels and the big payouts and even all the success stories, but they need to know how all that’s going to happen for them.
It’s very hard to visualize a legitimate six-figure-a-year business being built from the ground up using a hastily thrown together names list of all the people you know.
Because if the way you came in touch with your prospect was by butting into their lives with a sales pitch they never asked for – whether they already knew you or not – you’ve just shown them exactly how they would be doing business if they joined your opportunity. And that’s not good because no one wants to be a sleazy salesperson. On the other hand… if your marketing system drew them to you first and all you did was wait for the call or open your email inbox to find someone who wants more information, how much easier do you think it would be for them to visualize themselves doing what you do? After all, it got them there didn’t it?)
Most people in our industry go nuts about the product and the comp plan and even the timing of the opportunity, but none of that means anything to a prospect because that doesn’t tell them HOW they’re going to be able to make it work.
Even if they really ARE getting in on an opportunity that’s so unique it really does only come around once in a lifetime, so what? They still have to market the products and the opportunity to other people to make any money don’t they? How are they going to do that?
A good marketing system answers that question because it, above all else, will determine their success or failure.
It gives them the “how” instead of the “what” – which is what they’re really looking for.
If you can successful convey this to them, you’ve made a bullet-proof case that’s literally left them with no reason not to take the next step.
When you target the right audience, the question is not whether or not they want what you’re offering. The question is whether they believe it will actually do what you say it will.
If you have followed me at all you know that I am a nurse who is transitioning out of nurse. I have shared my stories with you and told you that is what I was doing but I really haven’t told you HOW – if you have ever had a friend hand you a catalog or been in a nursing station you have seen the order forms laying around- that is not how to work direct sales and make money – I can prove it click here
Angela was voted 110th Leading Moms in Business she is also Silver Director for her achievement of being the first in her business to build a solid Silver 2nd level Team Performance and over 30,000 in volume without using the phone. She is setting a model of how to build relationships online, through social media, blogging and email. She was also named #22 in the Top 50 Blog of 2012