Needs vs. Wants
Teaching Our Reps about How to Reach the Right People
You will want to help your distributors reach the right people for network marketing by teaching them about the differences between needs vs wants.
Here are some wants and needs examples for helping your reps to see the differences and avoid going after the wrong people.
Everybody needs to visit the dentist every six months, but do we want to? No.
We all need to get up an hour early and exercise every morning, but do we want to? No.
We all need to diet by staying away from pizza, ice cream, Mexican food, candy and unhealthy snacks, but do we want to? No.
We all need to pay taxes, but do we want to? No.
It’s perfectly normal for people to need things and not want them.
A needs vs wants definition? Needs are things which are essential for surviving and existing in the world. Wants are those things which we desire to have and may or may not be able to obtain.
Everybody needs my business opportunity, but do they want it? No.
Everybody needs my products and services, but do they want them? No.
My needs vs wants list can go on-and-on.
Help Your Distributors to Know the Differences between Needs vs Wants
We need to help our reps to go after the right people and avoid the wrong ones.
We need for our reps to go after the people who WANT our opportunity and products and services and to not go after the people who NEED them.
So, the first thing that we need to do for helping them to avoid heart-ache and disappointment is to teach them about the differences between needs vs wants.
And we do that by telling them the story about the dentist, exercise, dieting, and taxes.
Have your distributors write down these list of needs on a piece of paper.
Next, have them write down this phrase: “There’s an enormous difference between needs vs wants.”
The third step is to put the phrase in a story about the dentist, exercise, dieting and taxes.
“There is an enormous difference between needs and wants.”
“Everybody needs to visit the dentist every six months, but do we want to? No.”
“We all need to get up an hour early and exercise every morning, but do we want to? No.”
“We all need to diet by staying away from pizza, ice cream, Mexican food, candy and unhealthy snacks, but do we want to? No.”
“We all need to pay taxes, but do we want to? No.”
“It’s perfectly normal for people to need things and not want them.”
Step four is to write down this phrase: “Would you like to do something about it?”
Step five is to tell them about what is going to happen when they go home after joining and try to explain it to a family member or a friend and how to handle the negativity with the phrase from step four.
“When you get home here’s what is going to happen? Your aunt Mildred is going to say, “I’ve got the done-lap disease where my belly has done lapped over my pant suit and my sags around the middle have sags.”
And your going say to her, “Would you like to do something about it?”
“No, I’m too old to worry about it, and it gives me something to complain about with my whiny friends,” is what she is going to say.
She needs our diet products but does not want them.
So, we pass her up and let her be.
We don’t embarrass her or us by asking the question, “Would you like to do something about it, and politely hearing her turn us down with her excuses.”
Step six is to tell them about what they will encounter when they go to work and talk about their business and products and services.
“When you go to work, you are going to have a co-worker say, “My daughter needs braces. My boss won’t give me a raise. My car broke down. I can’t pay for my Master Card.”
And you are going to say, “Would you like to do something about it?”
And the co-worker is going to say, “No.”
Our co-worker needs our business opportunity, but does not want it. So, we let him pass.
We only want to go after the people who WANT our opportunity and not after those who just NEED it. It’s a needs vs wants game that we play.
We only want to talk to those people who are interested in our opportunity and products and avoid those people who are not open to them.
So, we need to teach our distributors about how to find those people who have wants that are bigger than their needs.
How to Find People Who Want Our Products and Opportunity
We need to teach our reps to find people who are negative and complain about the things in life which hinder them from making a success for themselves.
Then, we need to teach them to ask these people with one simple question, “Would you like to do something about it?”
When your reps hear from someone who complains, “I need to move to a better neighborhood so my kids can go to better schools and be safe from the neighborhood that I now live in,” they only must ask, “Would you like to do something about it?”
When the new rep hears from a person about how she has allergies and running noses every fall and spring, they only must ask them, “Would you like to do something about it?” If she says, yea, I would,” it’s ca-Ching time and the new rep is in.
What is the other possible answer with needs vs. wants? It’s “no,” but they rarely tell you “no.”
What is the secret code for no? “My allergies run in the family” – that means ‘no.” “My doctor tells me to keep having allergies because it builds character” – that means no. “If I do something about my allergies, I have to drop out of the whiny and sick club” – that means ‘no.”
You only want to present your business and products to people that say “yes” to the question, “Would you like to do something about it?” That is the needs vs wants psychology.
If the phrase, “Would you like to do something about it,” is too strong, you can rephrase it to, “Have you ever considered doing something about it?”
Hopefully, at this point, you are learning the meaning of needs and wants.
How to Induce Negativity?
This needs vs wants tip only works where you can find negative people.
At this point you are saying to yourself,
“Maybe that works in Kerrville, Texas where you live, but everybody is positive where I live?”
“People go to the dentist every six months and love it.”
“Everybody is skinny from exercising everyday at the crack of dawn and doesn’t need to lose weight.”
“The whole town of where I live pays their taxes and loves it so much, they add an additional payment of 20%.”
Don’t worry. I’ve got you covered. You are about to learn the technique, “how to induce negativity.”
You can induce negativity on demand by asking one simple question: “What are your two biggest ______________ problems?”
So, someone comes along and says, “Life is wonderful. I’m drinking beer and not gaining a pound.” You ask, “What are your two biggest weight loss problems?”
They will open with all sorts of negativity. “I am losing two pounds a week when I should be losing four. I gain back one pound a week for every two lost.” Then you ask them, “Would you like to do something about it?”
You find a person at a party who thinks his health is wonderful and ask them, “What are your two biggest health problems?” They will unload onto you with all the negative things about their health that you can imagine. Then you ask, “Would you like to do something about it?”
Someone says, “My life is wonderful with a new house completely paid for, a new car to drive around the neighbor making everybody jealous and debt is not a problem for me.” And you ask them, “What are your two biggest money problems,” and you instantly induce negativity. They will give you a boat-load of not having enough money to pay for their twin daughters to go to college and legal problems out the wazoo.” Then you ask, “Would you like to do something about it?”
See how important it is to learn about needs vs wants? After you find some negative people or turn some positive people into negative complainers, you can create instant prospects by asking them, “Would you like to do something about it?” Or, “What are your two biggest ____________ problems?”
Needs vs wants? Find those negative people. Ask them the question, “Would you like to do something about it?” Know that wants always outweighs needs when prospecting. The difference between needs and wants in marketing is the difference between being poor or filthy rich with network marketing. Wants vs needs is something to always teach new reps.