Over my 13 years in Home Based Business and many tens of thousands of prospecting calls, I’ve found that there are only two (2) reasons why prospects don’t buy, get started, sign up or buy your product or service.
It’s always either one or the other:
#1 – They are not ready yet
#2 – You are not the leader they are looking for
Now both of these reasons has a list of sub-reasons that define them, but ultimately these encompass everything else when you get down to the brass tacks about why people don’t get started with you.
Either your prospect is just not ready yet, or... you are not the leader they are looking to work with.
Let’s examine both:
#1 – They are not ready yet
Quite possibly, when your prospect is not ready yet this doesn’t mean that they won’t be ready in the future. It just means that they don’t want to move forward and take action now.
Perhaps they’ve bought one of their own excuses and come up with reasons why they shouldn’t, it couldn’t, or it wouldn’t work for them.
Perhaps they are just undecided, which describes about 90% of the people you speak with. No resolution, no decision, no forward progression, ever.
This is not of your doing and so you just have to realize that these people are conditioned this way and are programmed to doubt themselves and those around them, so they don't decide and therefore, they stay right where they are.
You must not take personal responsibility for those who cannot decide, and move on without attachment.
Perhaps they are not ready yet because they are preoccupied with other commitments and to add one more to their plate makes them feel overwhelmed.
This could also be the case for many successful people who multi-task and have multiple streams of income coming in.
Many times these are your best potential business partners yet when they are truly ready for “change”, watch out, because their past history of success will repeat itself and they will become a top producer on your team.
Another reason why your prospects don't get started is because they are not what I call, “a critical thinker”.
A critical thinker is someone who after looking or listening to your information, does not see the opportunity. They say things like, “I don’t think anyone would pay $25 for a bottle of juice” or “who would buy that information for $500?” or "nobody I know would do this".
What they are really telling you is that they wouldn’t pay for or do it and so they project onto everyone around them that nobody else would either and they will even try to convince you that your opportunity isn’t good.
To bad, so sad. Don’t be mad. Just thank them for their time and show them the door. Let them know that if they ever get serious about changing their life, that they should feel free to get back in touch with you. Many times, you won't even want them to, so don’t say it if you don’t mean it.
Now, there will be times when a prospect does move forward and take action by buying your product or service, but then, they don’t act on what they’ve just purchased.
Perhaps they will read the information, take the pills, drink the juice or use the service, but they are just not ready to start acting on it.
Remember, knowledge is not power. Applied knowledge is power, so if someone knows about the opportunity or has the information but does not act on it, again, it’s because they are just not ready yet. Again, no fault of your own.
Keep these people on your drip list, in an autoresponder or follow up file and perhaps down the road, they will contact you and ask what they must do next in order to move forward.
Remember, this is ok, because they will when they are ready and what I’ve found over the years is that there is nothing stronger than the heart of a volunteer.
#2 – You are not the leader they are looking for
When I say “leader”, this could also mean, “marketer”, “advertiser”, “salesperson”, “information provider” or “business partner”.
No matter what title you give yourself, the rabbit hole goes deep on this one.
When I was struggling with enrolling people into my business many years ago, I realized that what was keeping me from getting my prospects started, after I weeded out those who were not ready yet, was me!
My prospects doubt far exceeded my own sense of certainty; therefore I was not the one for them.
My doubts and fears of success, failure, leadership and responsibility were so strong that I repelled good people who might have joined if I was more comfortable with myself.
My self esteem was so low, although I had a lot of confidence in doing the "task", that I had a lot of validated ego. In other words, I liked my business, product & opportunity; I just didn’t really like myself.
And what I’ve found to be the biggest reason why people will not perceive you as the leader they are looking for, is not because your product or service is not good, but because they see you as you see yourself and with any doubt, fear, uncertainty or low self esteem, why would your prospects buy you, when you aren’t even sold on yourself?
This is a big piece to the puzzle.
So the bottom line is this…
When you feel good about you, others will too.
When you have piece of mind and emotional autonomy, others will sense your self esteem and rock solid belief and want to be a part of whatever product, company or marketing system you are aligned with.
The key is that while you work on your business, you also work on yourself. Many times, just as much or more.
Great books, CDs, mentoring programs, coaching, you name it. All of these things will greatly assist you in developing your mindset, your belief system and your attractor factor.
This is a part of the laws of attraction and when you become attractive to other people, they will want whatever it is you have to offer.
For more of Aaron Rashkin's Personal Success Principles, HOT Leadership Tips, Best of the Best Prospecting Training and Training CDs, be sure to visit his Personal Website at http://www.AaronRashkin.com
It’s always either one or the other:
#1 – They are not ready yet
#2 – You are not the leader they are looking for
Now both of these reasons has a list of sub-reasons that define them, but ultimately these encompass everything else when you get down to the brass tacks about why people don’t get started with you.
Either your prospect is just not ready yet, or... you are not the leader they are looking to work with.
Let’s examine both:
#1 – They are not ready yet
Quite possibly, when your prospect is not ready yet this doesn’t mean that they won’t be ready in the future. It just means that they don’t want to move forward and take action now.
Perhaps they’ve bought one of their own excuses and come up with reasons why they shouldn’t, it couldn’t, or it wouldn’t work for them.
Perhaps they are just undecided, which describes about 90% of the people you speak with. No resolution, no decision, no forward progression, ever.
This is not of your doing and so you just have to realize that these people are conditioned this way and are programmed to doubt themselves and those around them, so they don't decide and therefore, they stay right where they are.
You must not take personal responsibility for those who cannot decide, and move on without attachment.
Perhaps they are not ready yet because they are preoccupied with other commitments and to add one more to their plate makes them feel overwhelmed.
This could also be the case for many successful people who multi-task and have multiple streams of income coming in.
Many times these are your best potential business partners yet when they are truly ready for “change”, watch out, because their past history of success will repeat itself and they will become a top producer on your team.
Another reason why your prospects don't get started is because they are not what I call, “a critical thinker”.
A critical thinker is someone who after looking or listening to your information, does not see the opportunity. They say things like, “I don’t think anyone would pay $25 for a bottle of juice” or “who would buy that information for $500?” or "nobody I know would do this".
What they are really telling you is that they wouldn’t pay for or do it and so they project onto everyone around them that nobody else would either and they will even try to convince you that your opportunity isn’t good.
To bad, so sad. Don’t be mad. Just thank them for their time and show them the door. Let them know that if they ever get serious about changing their life, that they should feel free to get back in touch with you. Many times, you won't even want them to, so don’t say it if you don’t mean it.
Now, there will be times when a prospect does move forward and take action by buying your product or service, but then, they don’t act on what they’ve just purchased.
Perhaps they will read the information, take the pills, drink the juice or use the service, but they are just not ready to start acting on it.
Remember, knowledge is not power. Applied knowledge is power, so if someone knows about the opportunity or has the information but does not act on it, again, it’s because they are just not ready yet. Again, no fault of your own.
Keep these people on your drip list, in an autoresponder or follow up file and perhaps down the road, they will contact you and ask what they must do next in order to move forward.
Remember, this is ok, because they will when they are ready and what I’ve found over the years is that there is nothing stronger than the heart of a volunteer.
#2 – You are not the leader they are looking for
When I say “leader”, this could also mean, “marketer”, “advertiser”, “salesperson”, “information provider” or “business partner”.
No matter what title you give yourself, the rabbit hole goes deep on this one.
When I was struggling with enrolling people into my business many years ago, I realized that what was keeping me from getting my prospects started, after I weeded out those who were not ready yet, was me!
My prospects doubt far exceeded my own sense of certainty; therefore I was not the one for them.
My doubts and fears of success, failure, leadership and responsibility were so strong that I repelled good people who might have joined if I was more comfortable with myself.
My self esteem was so low, although I had a lot of confidence in doing the "task", that I had a lot of validated ego. In other words, I liked my business, product & opportunity; I just didn’t really like myself.
And what I’ve found to be the biggest reason why people will not perceive you as the leader they are looking for, is not because your product or service is not good, but because they see you as you see yourself and with any doubt, fear, uncertainty or low self esteem, why would your prospects buy you, when you aren’t even sold on yourself?
This is a big piece to the puzzle.
So the bottom line is this…
When you feel good about you, others will too.
When you have piece of mind and emotional autonomy, others will sense your self esteem and rock solid belief and want to be a part of whatever product, company or marketing system you are aligned with.
The key is that while you work on your business, you also work on yourself. Many times, just as much or more.
Great books, CDs, mentoring programs, coaching, you name it. All of these things will greatly assist you in developing your mindset, your belief system and your attractor factor.
This is a part of the laws of attraction and when you become attractive to other people, they will want whatever it is you have to offer.
For more of Aaron Rashkin's Personal Success Principles, HOT Leadership Tips, Best of the Best Prospecting Training and Training CDs, be sure to visit his Personal Website at http://www.AaronRashkin.com
