Why People Join—Or Don't Join—Your Business
by Michael S. Clouse
Most distributors believe the three reasons people join
their business are: The Company, Sizzle Product, and Compensation Plan...
The only problem is—it isn't true!
A survey conducted about our religious beliefs found
that 95% of Americans claimed religious affiliation because:
- their parents were or were not religious, or
- their best friends were or were not religious
- only 5% had actually made that decision on their own!
Regarding your Company:
Your company must stay in business long enough for you to
Regarding your Product:
Your company must
offer a product people actually want or need. Your company must offer a price that people
will actually pay. Key question: Do distributors quit the business and continue
buying your product or service?
Regarding your Compensation:
It needs to be fair... Do
the daily, weekly, or monthly qualifications allow you to create true walk away,
income? Are there examples of others who have done this? Can you earn the money you
want to earn? Are there others who have already done so?
So if that next distributor isn't really looking to join you
because of your company, product, or compensation, what are they looking for?
They are looking for a better life... And they're most likely
to follow anyone who can show them how they can create a living masterpiece.
Understand this simple phrase:
"People will join my
business if they know me, like me, and trust me... Because if they know me, like me,
and trust me, they will allow me to lead them to a better tomorrow!"
Two different examples:
Feature "Who Cares" Oriented
"Our company is simply the
best... But don't just take my word for it; consider the facts: We have been in business
for 10 years, we have excellent management—in fact, three of our top executives have
represented some of the best MLM companies in the industry before deciding to join our
management team, and best of all, we are debt free! Our product is only used by 1/10 of
1% of North Americans, so the market potential is huge! Everyone needs this. No one has it.
And because our compensation plan is the best in the industry, those who help us take these
products to the marketplace can make a fortune! In fact we already have one distributor making
over $100,000 a month—and he's just been with us for three months! So are you ready to join?"
Know Me, Like Me, Trust Me Oriented
David, I understand that you're
exploring the benefits our home-based business offers... However, before we talk about the
possibilities, I was hoping that you could tell me a little about yourself... Do you have a
family? What does your spouse do? What do you currently do for a living? What do you like most
about that? If you had unlimited time and money, would you continue in that line of work? What
do you enjoy doing for fun? Do you ever wish that you could do more of that? Well, David, based
on what you're telling me, it sounds like our company might be just what you've been
Continue the conversation using this format:
Feature (what it is) Benefit (what's in it for your prospect) Commitment
(that sounds good, doesn't it?)
Example: Our Company offers a (feature) simple system that you can
actually (benefit) learn while you're commuting to work... (commitment)
sounds easy, doesn't it?
You'll be able to (feature) represent a great product, and help a lot
of people while, at the same time, (benefit) helping yourself to a few more days on the
golf course. Imagine that: more money, and more time, which means you can spend more time
together as a family... (commitment) David, do you think your wife, Mary, would like
abusiness that gave both of you more time together? Great! Now here's what we need to
do to get started..
Family - Occupation - Recreation - Message
All the best,
P.S. And now it's your turn! Read books, listen to the
CDs, take the classes, and build something magnificent!
© 2002 by Michael S. Clouse. All Rights Reserved.
About the author:
In addition to over 50 published articles on the
subject of Network Marketing,
Michael S. Clouse
is the author of numerous
and CD programs on the
subject of Network Marketing. An
internationally recognized Network Marketing expert, Michael
is a well respected business consultant,
personal success coach, and a dynamic
educational speaker. His
newsletter is read by
tens of thousands of Network Marketing Professionals around
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