Two Great Motivators:
This is how you get prospects to take action!
What are the two great motivators? Take a look at the picture, one is pain . . and the other is pleasure.
People will seek pleasure and avoid pain. This is only natural.
Most people carry pain with them for a long time. They carry pain for so long that it anesthetizes to its feeling.
Network marketing exists to relieve pain. With pain, we don’t exist. Our jobs is to relieve the pain. The more pain one has, the more solutions we have.
A mom is working in the kitchen and she nicks her finger. It’s painful but nothing to get excited over. She continues her work with a dull, aching pain. The pain persists two days but does not require immediate care.
Three days later, she awakes from sleep to a finger swollen, rid and aching with excruciating pain. She calls the doctor and insists she be seen immediately.
People don’t think about their pain. They live with it until it becomes unbearable. The doctor doesn’t have to seek patients. He doesn’t have to advertise. All he has to do is wait until people’s pain becomes insufferable. Then he makes his money fixing people’s pain.
Pain is the great motivator. It motivates better than pleasure. Pain is what pushes people to take action.
If we can speak to people’s pain, we can motivate them to take action.
How? Tiny questions.
Tiny questions ask about pain. We have a formula for creating tiny questions.
— “Are you okay with __________?”
— “Ever feel like __________?”
— “Do you hate how __________?”
— “Do you find __________?”
Examples of Tiny Questions
— “Are you okay with work hours interfering with your home life?”
— “Ever feel like you’ll be working to retirement 40-years like your parents?
— “Hate how your hands and feet are exposed to injury on the job?
— “Do you find yourself wearing 10 different hats to make a paycheck?”
Feel how non-intrusive and non-invasive tiny questions are. People don’t feel awkward. They don’t feel embarrassed.
The questions are natural. We feel good asking them. And people feel natural answering them.
The Security Guard:
“Are you okay with standing on your feet all day?”
“Ever feel like your feet are going to fall off?”
“Do you hate having to stand on your feet all day?”
“Do you find standing all day makes your feet sore?”
The Hair Stylist:
“Are you okay with paying chair fees?”
” Ever feel like chair fees take a bite out of your paycheck?”
“Do you hate how chair fees eat into your paycheck?”
“Do you find chair fees eat into your paycheck?”
The Daycare Worker:
“Are you okay with what your job pays?”
“Ever feel like what you get paid doesn’t represent how hard you work?”
We can use pain in our conversations to get people to act. Once they acknowledge the pain, we can ask them if they’d like to fix it and if they’d like a solution.
Dale hits the nail on the head with this post about Pain & Pleasure. It is a must read!