If you want to do that you must know and understand what you are offering and you must offer that as an expert. When you do this in your direct sales business, you give consumers what they want. You train to be the expert. You train to be the professional in your industry. Your job is to train yourself to be the expert! Period! Give value or give up because without value, you have nothing to offer.
People don’t care about what you have to say until you show them you know what you are talking about and that you are the expert they need. Whatever the need is, people trust the experts. Once you achieve this “expert status”, you earn their trust. It’s up to you to keep them coming back for more of what you have to offer. Again, that will require training to stay on top of your game. The training must continue both personally and professionally throughout your career in any industry but it is highly important in the direct sales business. Why? Because everyday there is a newer, better, greater, “opportunity”, offered by some other schmuck looking to take away your team, your credibility and your expertise by offering “the next best thing”. You have to be the expert in action. Always growing, always staying ahead of the direct sales business curve. You are either going to sit, soak and sour or you are going to take action, grow your strengths and develop your weaknesses. That growth will carry you through the seasons of your life. Jim Rohn says your “net worth” is directly proportional to your net worth”, for the consumer or your prospects. It’s not about what you think you know, it’s about what the consumer thinks or perceives. This is why you must become an expert in their mind.
Your goal in business is to provide so much value to your prospects that the only choice for them is you and what you have to offer. The key is providing so much value in the mind of your consumer, that not doing business with you, would mean that they are actually missing out on something. God forbid today’s’ consumer not be able to consume what they think they need right? No problem, give it to them. Lick your chops and hand it over to them. You, in full glory, high def, ultra glossy you! You give them what they want and you will get what you want.
What creates fear in all people? Fear of not getting what they want, or fear that something they have may be taken away from them. Right? It’s true. Fear is the most powerful emotion in the human psyche. It motivates people in many ways. Sometimes it motivates positively and sometimes negatively.
Whatever the fear is, it motivates behavior.
It is pure emotion, and because you are the professional marketer, you already know that emotion is what drives the consumer. People buy with emotions and then use their logic to justify the buy. In your case, you must be positioned in their mind as both sides of this coin. Not buying your offer either gives them the feeling that they are both losing something and not getting something they want.
That my friend, is your purpose in training to be the expert? The value you give to them creates such an overwhelming need in them that you are the answer to what they need. When you do this you are building your consumer base. To sustain yourself in business you must have this base.
How do you train? What do you do to achieve this expertise? How do you make this happen for yourself in your direct sales business? It begins on the inside. It sounds crazy but it’s true. It is your internal knowledge. You must know that you will never stop having a need to expand and grow. You get stupid! Really! You humble yourself enough to become teachable. You know that you don’t know! You begin to tune your mind and instincts in such a way that you become focused on becoming the expert. However, you never become the expert that is no longer in need of an expert. You read books, you listen to audio tapes, and you continually go to seminars. You go to seminars for your direct sales business with industry experts. You go to personal growth seminars to keep your mind in growth mode. You get into the habit of starting everyday with a clear picture in your mind of what your day looks like. You ask yourself what I need to do today to become more of an expert in my direct sales business. You commit to yourself to evaluate yourself and the day, at the end of your day. You ask yourself what your victories were and you ask yourself in what areas could you improve. Then you go improve in those areas. These areas of weakness may become your biggest assets over time.
Being an expert involves passion. It is the drive to be the best and to give those who do business with you the best. It is nurtured by training and develops over time. It is a process not an event. So be patient. You plan the plan, but leave the results to time. Time takes time. You will get there if you do not give up.