It’s a Matter of Perspective
SUCCEED IN NETWORK MARKETING BY SEEING THINGS THROUGH OTHER PEOPLE’S EYES
Texas and Oklahoma are hitter college football rivals. Theft’s no middle round.
One day, a Texas football fan is driving through Oklahoma on his way to another state. (Tens football fans never drive to Oklahoma-they only drive through Oldahoma to get somewhere else.) The Texas football fan stops at an Oldahoma gas station to refuel.
A little girl walks by and suddenly is attacked by a vicious pit bull. The dog tears her dress and grabs her arm. The Texas football fan sees the screaming little girl and runs to her rescue. He grabs the pit bull and struggles valiantly. The dog tears into his flesh. Blood streams from his arm and leg. Finally, in a desperate move, the Texas football fan gets the upper hand and kills the pit bull.
A reporter forte Oklahoma Times watches the drama unfold. After the pit bull is dead, he approaches the Texas football fan and says:
“Wow! ‘What a hero! This will make great headlines in tomorrow’s paper let me take your picture and ask a few questions.”
The Texas football fan wipes the blood off his arm and leg and has his picture taken.
“We’ll put a great headline and story under your picture in tomorrow’s paper,” says the reporter “Maybe, the headline could read, ‘Hero Saves Little Girl.’ By the way, where are you from?”
“From Texas,” says the hero.
The reporter Thinks for a moment and replies, “Well, since you’re from Tens, I guess we might change the headline to read: Man Rescues Child. I can kind of overlook that you’re from Texas, but tell me, you at least root for the Oklahoma football team, don’t you?”
The Texan replies, “No, to tell you the truth, I am an avid Texas football fan.”
The reporter leaves to write up the story. The Texan decides to stay around for a day so he can read his headline and story in
the next morning’s paper
The next morning, the Tens football fan picks up the Oklahoma Times; on the front page is the headline:
Man Kills Family Pet!
It’s a matter of perspective. Not everyone looks at opportunities and events the same way. You may think you are offering a tremendous opportunity to a prospect; he may see your presentation as a thinly veiled attempt to take his money
Having empathy means having the ability to identify& with and understand another’s feelings, situation, and motives.
Would you like to increase your dosing percentage? Use empathy.
Would you like to increase your group’s motivation? Use empathy.
Would you like to understand why people respond the way they do? Use empathy
Great network marketing leaders don’t sell, they understand.
When giving a presentation, they try to present the opportunity from the prospect’s point of view. If the prospect has experienced a bad situation with high-pressure salesmen, the leader gives advice and options. If the prospect is worried about his daily living expenses, the leader emphasizes the possibility of immediate part-time income. If the prospect is afraid of what his friends will say, the leader shows how the prospect can market to strangers.
To understand how effective empathy can be, imagine the following scenario. Let’s say you are a prospect for a network marketing opportunity. You sincerely want a part-time income but also want quality time with your family Compare the following two presentations:
“You’ll just love this network marketing opportunity. You get to go to rallies, trainings, opportunity meetings, conventions, presentations in prospects’ homes, and our weekly idea session. I’ve been in this opportunity for over a year now, and I can’t think of anything else. I’m doing this business 24 hours a day. You’ll love it, too. It will become an obsession”
“You’ll just love this network marketing opportunity. It takes only a few hours of quality time per week. We have many successful leaders who set aside six hours a week for presentations and group building This leaves them plenty of time to enjoy their family, friends, and other activities. Network marketing is great because you can set your own hours.”
Since your goal was part-time income and quality time, which presentation would appeal to you? It’s easy to see: Presentation #2 was grounded in empathy, while Presentation #r came only from self-interest.
Empathy works for recruiting presentations, and it works even belier when you use it in your efforts to develop network marketing leaders.
Let’s say you want to develop Mary into your next superstar leader. Why not start by finding out a little about Mary’s background? Is she conservative or liberal? Does she want to earn big money fast, or is she willing to build long-term? Does she want an aggressive upline sponsor and an aggressive promotional campaign? ‘What’s happening with her personal life? Is her job fulfilling or boring?
In other words, first find out what Mary really wants; then you can help her achieve it. When the upline leader and the potential leader operate on the same frequency, with the same goals and strategy magic happens. That’s why some network marketing leaders can develop leaders and inspire loyalty, while other network marketing leaders never seem to get anyone beyond the “dependent distributor” level.
It’s just like the Oklahoma Times reporter. He saw things completely differently from the Texas football fan. Succeed in network marketing by seeing things through other people’s eyes.
Not everyone looks at opportunities and events the same way. You may think you are offering a tremendous opportunity to a prospect; he may see your presentation as a thinly veiled attempt to take his money.