How To Raise Your Level of Influence with Prospects
In the last post we talked about the importance of converting prospect to customers as the most important skill that one needs to have to be a successful home business owner.
Today we expand and explain the X-factor that will make you an ace converter. What is the magic sauce that will make people do what you want them to do that is good for them. People who are true leaders have this X-factor because if they did not have it, they would have no followers. That secret source is called influence.
Are the alarm bells going off at the mention of influence? Your mind probably equates influence with manipulation. Influence is very different from manipulation. I looked up a psychology article on the difference between influence and manipulation and came up with the following.
Influence: A process of getting someone else to want to do, react, think or believe the way you want them to.
Manipulation: Exerting a devious influence over a person for your own advantage
The line is very thin but influence comes across as more positive and without sinister motives other than causing someone to voluntarily see for themselves that making a certain choice or stand is good for them.
My assumption is that your product is good and you believe that it can make revolutionary positive changes for the people who buy it. Now how do you make them see that for themselves? You must overcome five common enemies of influence in your prospects. I am now going to look at each barrier to influence and what you need to do to overcome them.
The Barriers To Influence, Their Polar Opposites and How To Move Prospects From Being Closed to Being Open
A skeptical person does not believe that what you are telling them is true. Ever heard the phrase ‘seeing is believing’? The antidote is to turn a skeptic into a believer. HOW? Show them results. Use the product and build your story to let them see what your product can do. While you are building your story, show them those who went before you to use the product and have a story to tell. Seeing is believing. Anyone who still does not believe after seeing, leave them alone.
Many people though unhappy with where they are, are too lazy to do anything about it. As you qualify them for your product, dig for the pain that is deep inside. Bring it to the surface and offer them a solution. That solution of course should be your product.
What if there are so many alternatives that they can use to get the same benefit. Identify the unique proposition within your product and help them to see it as the only and unique solution to solve their problem.
Your opportunity or product could be opening up horizons that are so big that your prospect becomes lost in the possibilities. Give them clarity. Show them how you will be there by their side to show them how to take things one step at a time. Break things down to bite sizes that they can manage to take in.
The antidote for fear is wanting something bad enough that you will overcome all obstacles. Expose the desire that is buried within your prospect to want what you product or opportunity has to offer
Your task as a marketer is to remove those barriers and move your prospect from being closed to being open to take up your product or opportunity.
A condensation of the principle at play in turning prospects to customers can be summarized in the following sentence: People will do anything for those who are their allies, that is those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions and help them throw stones at their enemies. Be the ally and watch your sales sky rocket.
I help working moms and dads succeed in network marketing by showing them how to have the right mindset for success and teaching them online and offline marketing skills to build residual incomes and retire when they want.
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