By action | January 23, 2008
Don’t Tell Them Anything Until You Can Tell Them Everything
What a waste of $14.50!
My wife and I went and saw the movie Cloverfield this evening and it was nauseating. Now let me first say that I’m a huge fan of sci-fi movies but this one was brutal. We spent an 1 hour and 24 minutes getting nauseous. The entire movie is shot like the Blair Witch Project using a “handy cam” style of producing a movie. You can watch the movie trailer of Cloverfield here.
After driving home from the theater it made me think of the “Curiosity Approach” that a lot of MLM companies use to build their downline’s. You know, they tell you just enough to peak your curiosity and draw you in. Well that is what the Cloverfield trailer did for me – it drew me in. It gave me just enough information to convince me to go out in a 12 degree Utah evening and flop down $14.50 to watch their movie.
So what is the “curiosity approach” and how is it used by “most” MLMers?
“(the) curiosity approach”: (action)
An on-going approach used by distributors to contact prospects. It creates curiosity in the prospect so he will want to continue to learn more. Part of this approach is to “answer a question with a question” or even “dance around the subject” of the business. Some approaches are:
- “Maybe you can help me out. I’m in the process of expanding a business in the area and I’m looking for a ‘go-getter’ type. Do you know anybody like that?”
- “I’m working on a business with some associates and you may qualify. Let me get your number and get back to you later.”
- “I’m expanding a business in this area with some business associates and we’re looking for some ‘key people’ to help us.”
- “Have you ever thought about making some extra income? Let me give you a call later in the week an I’ll tell you what it is we’re doing.”
- “I’m working with some doctors in the area who are looking for some sharp people. Let’s sit down later in the week and discuss it.”
- “Have you ever looked at other ways of making money? Let’s get together later and talk about it.”
The downside of the curiosity approach is the feeling that something must be hidden; in order to be successful you must learn to hide the truth, if not to outright lie. The curiosity approach takes a lot of time and practice to do well, and will backfire often.
You never want to hide the fact that they are in the business of promoting a network marketing, multilevel marketing, mlm etc. business. When someone asks you “is this mlm” tell them “YES.”
Having said all of that let me now say that I believe you do not tell your prospect anything until you can tell them everything.
If you try to blurt out all of the details of what your product does, how deep the compensation plan pays etc. etc. when you first meet a prospect chances are you will scare them off.
I work my business mainly online and that means using a lot of email marketing. Most of the time an email will be the first way in which I prospect a potential new associate.
You will find using email marketing is a dirt cheap way to prospect and if done correctly can be very profitable. One of the main things I have learned over the last decade or so of working online and sending email is that if you say to much in your email you run the risk of having your email filtered and sent to the junk or delete box.
So in my opinion it is OK to use the curiosity approach for the initial approach but when asked a direct question respect your prospect enough to give them a direct truthful answer back. If you try to “dance around the facts” you WILL NOT recruit this person and you are only wasting both your time as well as theirs.
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