MLM Expert Advice

If you’ve figured out what your market is and you have identified the product you have that will satisfy the market’s needs then the next thing to do is to identify what you are going to offer your MLM prospects.  Whether you want to lead your target audience to your MLM opportunity or one of the products that you market keep in mind that the product or opportunity is not your offer.

“People don’t want to buy a quarter-inch drill. They want a quarter-inch hole.”
– Theodore ‘Ted’ Levitt, Professor of Marketing, Harvard Business School

In other words, don’t make a better drill with more options on it, find a more cost-effective way to make a quarter-inch holes!  Don’t look at all the details and features of your MLM opportunity or product, figure out what problems it can solve for your audience. Nobody cares about the product or service you are selling; all they care about is what the product or service will do for them and most people don’t realize this.

The Solution = Your Offer

Prospects become members of your team or buy your product not because they need something but because the product makes them feel something.  When they purchase your product or sign up for your opportunity they are looking for the solution to a problem. Positioning a “solution” to your customer allows you to solve their problem and set you apart from the competitiion at the same time.  This has two advantages:

1. when you can solve the problem in a way that others cannot, you have their attention
2. it focuses your prospect on finding the solution and not the price

I am not telling you to charge an outrageous price for your product because you have a great solution, rather create solutions at fair prices that deliver value and service and they will keep coming back to you.

So concentrate on the benefits of your product not how much it costs and what it is. Features are common to any product but benefits are personal and specific. Concentrate on:

• How easy it is to use your solution, or
• How easy it is to use your solution than if they tried to solve it themselves
• How great they will feel or how much better they will feel when they have the solution
• How satisfied they will be with the solution
• How having the solution will solve other problems or prevent them

For example, talk about:

• The protection of a money-back “no questions asked” guarantee
• The fact that they can “pay online” at get started immediately
• That one-on-one training comes free
• That taking action now will prevent the problem from getting worse

Obviously these are just ideas and you will have to tailor it for “the solution” that your product or opportunity provides.  While you are trying to list out the benefits remember that emotion drives 84 percent of all buying decisions, not logic. Emotions like ego, security, pride of ownership, greed, health, prestige, status, ambition, and fear of loss all affect buying. Be well aware of these emotions as you define your product’s benefits to tell a story with words that allow your prospects to easily visualize themselves using your product or service:

Your product must be positioned as a solution and be marketed as the solution!