What's in it for me?



Right from the beginning of time, we humans have taken every decision we ever made on this basis. It may sound harsh, it may sound selfish but it's the most basic form of human instinct and it's a concept that it's vital to take into consideration when seeking prospects for your business.

So, ask yourself this question:

Are the marketing and prospecting methods you are currently using the best, the most professional and the most effective they can be in order to bring people in to your business?

Is everything you do in your lead generation concentrated on showing the prospect 'What's in it for them?'

Glossy presentations and brochures and promises of 6-figure incomes when promoting an MLM program are totally wasted if the prospect doesn't make the connection between the presentation and actually being able to envisage making this

thing work for themselves.

Put yourself in the prospect's shoes. You've just finished your 5-minute presentation or your napkin presentation or shown your company DVD or whatever your own in-house method of recruitment may be. The prospect likes the sound of it but then asks the 100,000 dollar question:

'Well that sounds great, but what do I have to do to make that kind of money?'

Here are two possible replies to that question. Remember, you're still in the prospect's shoes so which reply would you prefer to hear?

Answer no. 1

Well, first off you make a list of all your family and friends and you talk to them/send them an email using the prepared script put together by our marketing department.

What's that, you'd feel embarrassed pestering people you know? No, don't worry about that, we have the best product in the world and they're your friends, they're bound to be interested, certain to want to help you get started in your business.

And then once we've been through everyone you know we can start you off delivering leaflets and brochures around your neighborhood. Don't worry, we can get you a special printing rate and the exercise will do you good.

You're certain to get lots of new leads and prospects that way. Oh, and we have lots of other ways too. You can stand in your shopping mall with your business card and speak to everyone who passes by. See, it's so easy to get started in this business, you'll be flying in no time.

Answer no. 2

Well, in our company we firmly believe that the only kind of prospects worth pursuing are those who have already shown an interest in what we are selling. So we only spend time with people who come to us first, not the other way round.

This means that from Day 1 you are effectively marketing your business opportunity to people who have already proved they want to be involved.

I think you'll agree that 99.9% of prospects would much prefer to hear answer no. 2, and it's a much more effective way of addressing the question of 'what's in it for me?'.