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Do You Lead With The Product or Opportunity?

Posted on 20. Mar, 2009 by Vince Cianci in Network Marketing List Building, Network Marketing Prospecting, Network Marketing Training

Do I lead with the Product or Opportunity?

This is the question that is on the mind of may network marketers. The correct answer is IT DEPENDS!! There’s no quick answer so I’ll delve right into the reasons supporting each.

When I fist started my career in network marketing I was told to lead with the ‘Opportunity’ and finish with the ‘Product’. The theory behind this is psychological. It is assumed that people do not like saying NO to you twice in a row and so if they say No to joining your opportunity they will most likely become a product user & customer.

If on the other hand you lead with your ‘Product’ and your prospect says YES, then you have a new product user & customer but not another distributor. Which one is more important to you? Customer or Distributor?

Image the top producers in your company (I’m sure you know who they are!)Imagine they become your product user & customer but not your distributor. You would have potentially not benefited from the work that this person has done. You would have missed out on more distributors & a ton of customers & product users too. That’s what I was told when I first started.

Fast forward a few year’s now and I’m hearing ‘Lead With The Product’. You see, people are out there searching for ‘solutions’ to ‘problems’. Every product out there is simply a solution to a problem. Food, houses, cars, clothes, watches, jewelry, computers, internet, blogs etc.. You get the message here.. Your product is simply a solution to a problem so market and promote that. If someone wants or is seeking to lose weight and you say to them. “Hey, would you be open to making more money?” you could be in for a negative response. If you instead said “Hey, if I could honestly show you a way where you could lose 4-10kg’s a month safely and securely in the comfort of your own home without strenuous exercise & starving yourself, would that be worth 20 minutes of your time to find out how to get that done?” If this person was looking to lose weight, what do you think they would say??

In any network marketing business I say you should always be targeting a minimum of 2 groups. They are:

1. Business Builders where you lead with the Opportunity and finish with the products.

2. Customers & Product users where you lead with the benefits of your ‘product’ and then finish with an opportunity only at the end.

Either way you might want 2 presentations. Set yourself up with 2 Conference Lines For Maximum Exposure And Results where prospects can go to get this information on ‘their’ time not yours. One focuses on the Products while the other focuses on the Opportunity and test to see which one produces better results.

There is another group of people you should be targeting and that is: Other Network Marketers. The reason behind this is that they already understand the industry thus eliminating some of the objections you would get from first timers. Another reason why you should target this group is because they already have already had some kind of training from previous companies.

Its not adamant that you target this group but at some stage you would want to invest in them. Remember, Network Marketers know other Network Marketers.

So the answer to this BIG questions depends entirely on who you are trying to attract.

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