A Fun Quiz

Anatomy of a Prospect’s Mind

Tom “Big Al” Schreiter has travelled the world promoting his MLM business. He’s discovered what prospects consider most important in deciding on a company.

Rate these items yourself, from 1 to 10, most important to least important.

I strongly encourage you to REALLY do this exercise. It will take maybe 5 minutes. Then I’ll give you the REAL answers from prospects around the world.

And if you discover THEIR thinking is radically different from YOUR thinking … well, that could explain a lot!

One more thing: #1 in this poll won by a LANDSLIDE. It wasn’t even close. So it should be real easy for YOU to get #1 right.

Get your pen. Here’s the list:

1. Company literature shown
2. Marketing plan and potential earnings
3. Training provided
4. Who gave the presentation
5. Product line
6. Company management experience
7. Upline support
8. Company image
9. Sales kit provided
10. Being first in your area

Now just list those down from 1 to 10, most important to least important, from the prospect’s point of view.

The key question is, “Are you thinking like a prospect?”

Prospects are like a box of chocolates

But you can’t have one till you’ve done the quiz!!

So no peeking!!

OK. #1, and it won by a landslide is:

1. Who gave the presentation?

Is that a surprise? It’s about YOU. People join people, they don’t join companies. So the most important item to prospects by a landslide is “Who gave the presentation?”

2. Up-line support

Back to YOU again, the 2nd most important factor, again by a landslide. Prospects need to know if YOU will be of any help to them. And will the up-line be any help?

So number one is, people join people … but #2 is pretty much the same.  They want to know if they can do it. And we’re definitely not going to join somebody we don’t like, because then we’d have to work with them.

3. Training Provided

Look at this! They aren’t even wondering about money yet, we haven’t talked about a company, we’re still talking about YOU. #3 is about you again. Do you have a conference call we can plug into? Do you have some systems in place to help us be successful? Do you have training? Does the company do training? Are you a good sponsor? Will you help me?

A LOT of people aren’t sure they can do this. Maybe it’s their first exposure to network marketing. But if they know they’ll be trained by someone who’s good, that raises their belief level.

4. Marketing Plan and Potential Earnings

So we’re almost halfway through the list. And NOW the prospect is finally wondering, “Can I make some money?” It’s not really about can they make some money. It’s more, can YOU train me? Can YOU help me make money?

And how much money isn’t the issue. It’s just, “Can I do this and make some money?”

5. Product Line

We finally get to products. Are you paying close attention? Because if you’ve got a prospect, and you try to tell them the secret ingredients, how the product works or how your long distance service switches work, how deep the cables are buried or whatever your product or service is …

… then you’re going at this bass ackwards!

People don’t care about that stuff. They just want to know: What’s the product? Can I use it? Don’t waste your time teaching them how many grams of sodium it has. Keep it simple.

6. Being first in the area

Have you noticed we haven’t even talked about the company yet, but we’re being first in the area? People don’t want to blaze a trail, but they do want to see there’s a large potential to have some growth there.

7. Company Literature shown

There are a LOT of networkers who focus on the literature. But this isn’t a reading business. It’s a relationship business. If you don’t believe that, take a look at the top 3 on this list again.
If you have a real nice 3D presentation, holograms, smoke and lights, that’s great. But if you don’t connect with people on a personal level, nothing else matters.

8. Company Image

Maybe you show a video featuring a 20,000 square foot office & warehouse, on three acres in an exclusive suburb, all the bells & whistles.

Big whoop. That’s #8 on their list, barely on the radar. Why bother?

They just need to know the company is there, it’s legitimate, not hiding behind some post office box or working out of a storage unit. It’ll send them a check. That’s basically all they care about at this point.

9. Is The Sales Kit provided?

Now the prospect wants to know that you do have a good video; you do have good literature; you’ve got tools and services they can use to build their business.

So YOU are still the most important thing and the sales kit is almost the least important thing!

10. Company Management experience

LEAST important to the prospect is that the president is a family man, and he’s got four or five families to prove it.
It does not matter to the prospect. So this whole process is way simpler than most people think:

1. Make sure they like you.
2. Make sure they believe they can do it.

How did you score?

Take the difference between what you had and the correct answer. (E.g., if you had #10 Company Management experience ranked #1, you’d have a difference of 9.

Do that with every item. Add them up. Now you’ll see how YOU are thinking, compared to how the prospect is thinking.

The lower your score, the more like a prospect you’re thinking – under 15, you’re doing well!!

It doesn’t matter if you’re a well-trained networker

or completely new.

You have to think like a prospect. What you know doesn’t matter.

It’s what your prospect thinks that matters.

CLICK HERE for the full scoop