REASONS PEOPLE FAIL IN NETWORK MARKETING | PART 4
Another Reason for Failure in Network Marketing is Failing to Offer Something of Value before Promoting your Product or Opportunity.
SOME EXAMPLES
You’ve probably been to Olive Garden. If not, you’ve missed out (grin). Studies show that if the server only brings you the bill at the end of the service then you will likely give a minimal tip (obviously there are exceptions, but in general this is true).
However, if the server tosses a handful of Andes mints on the table along with the bill, the study shows that tips increase significantly. Why? The Law of Reciprocity.
When you are at Costco or Sam’s Club near the food section there will almost always be someone there, in a little booth or behind a stand, preparing samples of a food product (let’s say it is pizza). Hmmm, wonder why they do that? 😊
The idea is to get you to buy the pizza you just sampled, right? Right. The Law of Reciprocity says that if they GIVE you a FREE sample, you almost always feel a little obligation to purchase the pizza. (Of course, I know that there are those certain folks who just take the sample and move on without any thought of it, but again, in general, most people at least feel a little sense of obligation to buy).
RESEACH PROVES IT
Studies show that offering a sample dramatically increases sales. Dramatically!
Fast food restaurants typically don’t offer anything for free as a sample, but they do offer “Value Meals.” A cheeseburger, fries, and a small soft drink for only $2.99. Wow! What a deal! 😊
But when you place your order for the $2.99 you will almost always be asked if you want to “upsize” your order. Again, studies show that a large percentage of people will say yes to the upsize offer.
Why? The Law of Reciprocity. The restaurant was willing to give a meal for less than $3. You almost feel obligated to spend an extra $1.50 for a larger version of the meal.
FREEBIES CAN CREATE DESIRE TO RECIPROCATE
So, the idea of offering something of value, even if it is a small slice of pizza or a few Andes mints, likely creates a desire on the receiver’s part to return the favor.
Please understand, giving something for free isn’t a magic formula that always produces an order, sign-up, or a sale. But it does increase the likelihood. Some people won’t reciprocate, but some will.
Sometimes it works. Sometimes it doesn’t. But each time increases the chance of a sale or a sign-up.
YOU'RE SHOWING CARING INTEREST IN SOMEONE
You see, you need to truly care about the person you’re trying to sell or recruit. By giving them something of value you’re showing interest in them and what they want or need.
You never want to give the impression that you are simply using them to make a sale. If they perceive that, even if only slightly, you have lost the opportunity.
I truly care about you and your success. If I didn’t, I wouldn’t have taken the time to create this website or my YouTube channel.
Dale Carnegie talked about this concept in his famous book, How to Win Friends and Influence People. He has a chapter on showing genuine interest in other people. The Bible also teaches to be more concerned about others than you are for yourself.
You could do something similar. I wrote the book offered below because it answers questions that network marketers that are not having success ask. I knew they were asking so I provided some answers.
Maybe you could offer an e-book or something similar to help better inform your potential customers or recruits.
My company created a program guide that I use as a freebie. I didn’t have to write it (YAY!). I just make it available as a download and it pretty much promotes the health program in detail.
Offer something of value.
See Part 1 HERE
See Part 2 HERE
See Part 3 HERE
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