When you understand the attitude and what motivates your audience, you will gain the ability to sign up a high percentage of them. Don’t blame yourself for not enrolling everyone because there are four types of people you are recruiting that I will cover. There are also four different motivational factors that I will share with you. When you apply this to your presentation, you will see your conversion rate increase.
attitude:
- Negative Joey (30%) – Joey always looks at the glass as half empty. He always has an excuse. It’s too hard, it won’t work for me, that never happens in real life. Don’t waste your time with this type of person. They will just bring down your good attitude. Move on!
- Martha Motivatable (57%) – Martha is ready to take on the world one day and ready to quit the next. She is like a boat that rocks in the ocean, from side to side. She is influenced by every positive or negative word that comes out of someone’s mouth. Unfortunately, this is most people, so don’t be offended when they quit. These people will use the revolving door of your home based business.
- Motivated Mark (10%) – Mark is a hard worker and keeps his nose to the grindstone. He will take the principles you teach him and apply them. He is loyal and grounded, but sometimes it takes him a while to get going. He needs the Marks of the world in organizing him.
- Motivator Mary (3%) – Mary is the one who captures your vision and will build her online business with or without you. Mary is the one we all seek.
Now you understand the attitudes of your audience, so now let’s see what motivates these people.
- Money – Don’t be fooled here. Money is going to be your main motivator, but not in all people. Although they will need the money to finance what their motivation is.
- Quality of life – People who have already tried the material things of this world and found it to be vanity will not be motivated by money. You must paint pictures for them like; more time with family, no boss to answer to, no set hours, taking vacations whenever you want, and the like.
- Statistics: Some of us need to see evidence on paper and then believe, if you can do it, then I can do it. This person must crunch the numbers to figure out if this program really works. You will meet these people and you will have to turn on their motivation switch, so be versatile in this area.
- Purpose – Some people just like to do good, and if you can show them that working at home can give them the time and money to fulfill that purpose, it will make sense to them. These people may want to go on mission trips, or be the boy or girl in the family.
So when you present your opportunity to prospects, you need to be able to transition through the different attitudes and character motives.