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Hey Friend
Here is a powerful tip on prospecting which was taught to me by my good friend and mentor Mark Wieser some time back ..
Here it is:
Freshly baked cookies… what kid can resist?
Friend , if you were like me growing up, the smell of
cookies brought you running! My mom baked the most
incredible chocolate chip cookies. She had to hide ‘em
or else they were GONE before my dad ever had a
chance to get one!
But try handing a cookie to an adult and what happens?
Often, they hesitate.
Why?
Some adults tend to “over think” or “over analyze” stuff.
We say to ourselves things like: “hmmm, do I really need
the extra calories today” or “how close is dinner”
or “I just brushed my teeth”.
But… picture this:
You’re over at a friend’s house. After dinner they
bring out some freshly baked cookies and offer you
one. You hesitate, and say: “I really shouldn’t”.
Instead of arguing, your friend simply smiles
at you and slyly says: Hey, I’m sure you’re right…
and slowly begins pulling the cookies back
and adds with a grin: “I’ll bet you wouldn’t
like these fresh from the oven, chewy hot
morsels and a cool, tall glass of milk
much anyway”.
What happens?
More likely than not, you reach for ‘em!
As humans, we instinctively hate missing
out of things — don’t we? We WANT what
we can’t have.
It’s human nature.
This applies in network marketing too
In fact, the “cookie principle” can be a powerful
addition to your sponsoring arsenal.
Let me explain.
Most networkers make the mistake of trying
to DRAG prospects into their business.
They have NO CLUE how much this approach
is costing them.
The message they’re broadcasting to their
prospects is one of desperation. Prospects
are left thinking: sheeesh, no way I’m doing
some business where I’ve gotta be dragging
people into it all the time.
End result? Your prospect runs to the nearest
exit and vanishes!
So, what should you do when your prospect
(who’s already had ample time to review
your opportunity) hestitates? When they tell ya:
“.. well, I’m gonna have to think about it.”
Simple. You take the cookie away!
When you do, guess what happens? Yep, the
right ones reach for it.
Here’s an example of the “cookie principle” in action:
You’ve qualified your prospect, and given them
access to comprehensive information on your
opportunity. They’ve carefully reviewed it but
when you follow-up you get: “Let me think about it,
I’m not sure I’ve got the time to do this”.
Your response?
Agree with them! “You know Mary, you may be right.
This may not be right for you”.
Whoa! Guess what, that is NOT what Mary is
expecting you to say!
You see, you just agreed with her and she
was expecting you to argue with her.
Psychologically, it’s disarming. It breaks an expected
pattern of thought, and causes your prospect to THINK.
When you pull the cookie away, human nature is
to what? Reach for it, right?!
Now, this is a powerful technique so a few words
of warning are in order.
Don’t use this with EVERYBODY. You see, some
prospects really aren’t right for your venture and the
last thing you want to do is sponsor those! You’ll end
up wasting a lot of your valuable time working
with the wrong people.
Instead, only use this technique with prospects who
you’ve interviewed and who you’re convinced ARE
right for your business.
How do you for sure they’re right?
I’ll give you a powerful tactic you can apply that’ll
quickly separate out the “diamonds” from the “glass”
next time!
See you soon,
Ankur
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November 22nd, 2009 at 11:36 pm
Not bad. You got me there. It is more like reverse psychology. I’ll try to put it to test. I believe I do need to learn the techniques of enticing prospects to sign up for the business. Thanks. I’m saving all these.
November 23rd, 2009 at 1:57 am
Good and very interesting. Just like a psychological approach. Expect more similar mails.With best wishes from Reghunathan M W
November 23rd, 2009 at 2:45 am
hi, Ankur an excellent tip to handle prospects with posture and and dignity! Eagerly awaiting your communication “how to separate diamonds from the glass” as I felt a cookies plate was shown but taken away telling me “they are for tomorrow!”
sudha sheth
November 23rd, 2009 at 3:54 am
Hello Ankur,
Few months ago I bought your mlm programme online I was not at all satisfied with the content as you had just compiled various ways of sponsoring,which was nothing new.I thought I had wasted my money.But I must say that I regularly go thru your mails and some of the psycological tips are really great.
It is all about how you present and feel about your company and business.
Ranju
November 23rd, 2009 at 5:47 am
Hi Ankur,
Great!!!! I will try and will get back to you.
Regards
srishaila
09741425514
November 23rd, 2009 at 6:16 am
Hi Ankur,
I had seen and worked on this formula sometime. It works, but it can play negative role with some people, who get hurt by listening it. They are kind of pissed off with this statement and make their mind that I will not join with this guy. So before saying this, we need to have a little bit of relation with the prospect I guess.
Let me know if I am wrong??
November 23rd, 2009 at 6:43 am
Hey Ankur,
Cool stuff of info youve given me .Will surely use it next time.
November 23rd, 2009 at 10:38 am
Yes, absolutely correct! Subtle way to say, maybe this is not for you. I’m moving on anyway.
November 23rd, 2009 at 11:09 am
HI,
This is Asif Shaikh here and i really appreciate your information and help.
please keep sending such information.
thank you
November 23rd, 2009 at 12:15 pm
Hey Ankur
Great article.
Many Networkers oversell n loose their posture….This article reminds them to keep their posture while doing the biz.
Ankur Bakhshi
November 23rd, 2009 at 3:08 pm
There is a saying in Knowledge Management “Just in time and just enough”. Your blog fits in perfectly with this ideology. Giving more / less information in a wrong time will only cause more harm than good.
Thanks for sharing this wonderful article.
November 23rd, 2009 at 4:03 pm
excellent.I believe it is very important to avoid the disappointment at the last moment.
November 24th, 2009 at 1:10 am
Very good and powerful tips. This has already been successfully tried by me. But one must be cautious while using this sort of techniques. Only an experienced NWM can handle such situation. Would like hear more from you sir.
Regards
November 24th, 2009 at 3:51 am
Hi A..nku…….,
Realy good things, You may produce extra ordinary new thoughs.
Rajendra Pawar
December 6th, 2009 at 11:06 am
hi ankur
Hi Ankur,
Great!!!! I will try and will get back to you.
Regards