Business presentations go nowhere if they don’t show people the wisdom of the opportunity. And numerous casual conversations contain some degree of convincing the other person to see your point of view.
Jason Nazar, the CEO of Docstoc, wrote a powerful article on the Forbes website called “The 21 Principles of Persuasion.” The piece is well worth the read, but several of his points are especially relevant to network marketing.
Persuasion is not Manipulation – Manipulation is coercion through force to get someone to do something that is not in their own interest. Persuasion is the art of getting people to do things that are in their own best interest that also benefit you.
Network marketers sometimes think that they need to almost trick people into joining their company. People who are manipulated into signing up will never be valuable to your business. You want people who see your opportunity for the value it gives them.
Persistence Pays – The person who is willing to keep asking for what they want, and keeps demonstrating value, is ultimately the most persuasive. The way that so many historical figures have ultimately persuaded masses of people is by staying persistent in their endeavors and message.
Many network marketers give up on prospects at the first hint of rejection. If someone isn’t interested now, keep in mind that a year from now, or perhaps even a month from now, they could be looking for just the opportunity that you’re offering. Don’t bug people, but don’t bail on them either.
Images Matter – What we see is more potent that what we hear. It may be why pharma companies are now so forthcoming with the potentially horrible side effects of their drugs, when set to a background of folks enjoying a sunset in Hawaii. Perfect your first impressions. And master the ability to paint an image for others, in their minds eye, of a future experience you can provide for them.
Tom “Big Al” Schreiter, one of the top MLM trainers in the profession, stresses the importance of telling stories in presentations. This allows the person hearing the story to form an image in their mind’s eye.
One of my favorite stories from Big Al asks the prospect to take his next paycheck, hold it up and ask himself, “Is this really all I’m worth?” The person will immediately imagine his paycheck and the dollar figure on it.
Confidence and Certainty – There is no quality as compelling, intoxicating and attractive as certainty. It is the person who has an unbridled sense of certainty that will always be able to persuade others. If you really believe in what you do, you will always be able to persuade others to do what’s right for them, while getting what you want in return.
This is the downfall of many unsuccessful networkers. For whatever reason, they are hesitant to share their business with other people. Perhaps they have friends who hold them down. Or maybe something in their past is keeping them from having the confidence they need.
No matter what it is, the reason is certainly bogus. The thing that is holding you back is you. The great news is that you can change that anytime you want.
Persuade yourself that you will be successful. You’ll be well on your way to persuading others.