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 establish leadership!

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 looking for...

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..

FORM
Family - Occupation - Recreation - Message

All the best,

MSC

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 books 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 weekly newsletter is read by tens of thousands of Network Marketing Professionals around the world.

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