Bonjour and welcome to the MLM Trigger, I am your host Corine Arnaud and this PODCAST is to help you LEVERAGE Your Network Marketing Skills using the internet to grow your MLM downline.
We are going to dive into [What Causes People To Move Toward You?] and we are going to talk about why people are going to compare between elevated status and decreased status the cost of failure.
Improvement offers are much harder to sell for a lot of reasons. Here are a few of the main reasons people tend to avoid improvement offers at all costs. Most people have tried to improve something in the past, and for some reason it didn’t work. They’ve tried to lose weight. They’ve tried to make money. They’ve tried to make their relationships better. But if they’re coming to you, then whatever they tried in the past didn’t work for some reason. They know the difficulties they have had to go through in the past, and there is pain associated with that experience.
With a new opportunity, they don’t know what the process will be, so they don’t have to go through the known pain to get the result.
All people have desire, but only 2% actually have ambition. Improvement offers are for the over-achiever— ambitious people. If you do sell an improvement offer, you are automatically excluding 98% of the world. A new opportunity, on the other hand, plays on people’s desires for the change they want in their lives.
If your followers are in need of improvement, they must first admit failure. In order for them to say yes to your offer, they have to admit that the choices they made in the past were wrong. No one wants to admit when they’re wrong or they’ve failed. Remember the One Sentence Persuasion Course from Warren Blair… We want to JUSTIFY their past failures… A new opportunity does that.
When you are selling improvement, you are selling against hundreds of other improvement offers out there. You are competing with everyone else selling similar options. This competition turns what you do into a commodity and pushes the pricing down. You see, Dan Kennedy once said, “If you can’t be the #1 lowest price leader in your market, there is no strategic advantage in being the #2 lowest price leader.”
Meaning— if you can’t be the cheapest, then you need to become the most expensive. And you can’t do that when you are fighting with a lot of competitors. When you present a new opportunity— all price resistance goes out the window.
But the BIGGEST reason people don’t want improvement offers… is because of STATUS.
STATUS: IS THE ONLY THING THAT CAUSES PEOPLE TO MOVE (OR NOT MOVE). Perry Belcher explained this concept very well. It will change how you interacted with everyone, once you will understand it… He said that status is the only thing that causes people to move toward you or not move at all. That’s it… STATUS is the magic word in this business.
When someone is presented with an opportunity, their subconscious mind is asking this question: Is this thing I’m considering going to buy will increase my status or decrease it?
Almost every choice in your life has revolved around status whether you know it or not. For example, what school did you go to? You picked a school because you thought it would elevate your status. Who did you date? Who did you marry? You pick those people based on who you thought would elevate your status. What books do you read? What car do you drive? Think about it
Almost EVERY decision you’ve ever made was based on this one subconscious question: Is this thing I’m considering going to get— increase my status or decrease it?
When we’re looking at any opportunity, we have to decide if it will make us appear smarter, happier, more stylish, more wealthy, more powerful, or more attractive. All these things will increase status. If a potential customer can say, “Yes, this will increase my status” then, they will move toward it.
What stops people from taking that new opportunity is Fear of decreased status. The sale-killing thought is “What if I try this and it decreases my status? I will feel stupid.” There’s this balancing act going on in our brains all the time. We’re balancing hope of increased status against fear of decreased status.
If you’re selling a weight loss solution, and someone has tried and failed over 20 different diets, that fear is going to be pretty high. You’re going to have to work pretty hard to get that sale. When people first find you and your offers, it’s probably not the first time they’ve tried to solve their problems. They’ve tried to lose weight. They’ve tried to make money. They’ve tried to do whatever your thing is.
That’s their biggest fear. and they will think: if I invest $1,000 or whatever with this expert and it doesn’t work, I’m going to look stupid. My wife or my friends are going to see that, and they’re going to think I’m an idiot. People are going to compare between elevated status and decreased status the cost of failure.
Your job as the expert is to elevate the status side of the scale and decrease the risk of failure. You can do that by creating an amazing product and minimizing the risk with things like money-back guarantees and done-for-you options. The key to making a sale is 100% tied to this concept of status.
Thank you so very much for tuning in. Next week's episode is all about marketing strategies switch.