Reassure your customers and IPCs
By Buck McMurray
Have you ever noticed when you get a new car, you tend to see more of that exact model on the road? If you were to purchase a Holden Commodore, I guarantee you’d recognize more Holden Commodore’s driving down the street. It’s weird.
Car companies know this. There are a number of reasons they air so many car commercials. Obviously, they want people to go to the dealership and purchase their make and models, but
they also want to reassure their customers that they made a correct decision in purchasing their brand. Ads, therefore, serve two purposes: They sell products, and they comfort existing customers.
Should our business be any different? I don’t think so. Whether you’re purchasing an item of clothing or a bioactive beverage, everyone needs to know they’re making the right decision. In today’s post, we’ll dig in deeper on the SHARE model. Specifically, we’ll be looking at the R—Reassuring customers.
Reassuring your customers and IPCs is exactly what it sounds like–helping them feel they’ve made the correct decision purchasing products from you or signing up as a member of your team. Let’s look at how we’d reassure both customers and IPCs.
Customers
During the sales process, it’s natural for people to begin to experience buyer’s remorse. That’s the voice in your head right after your purchase that says, “Do I really need this?”, “Is this a waste of money?”, or “Should I be using my money for something else?” Most of the time, you won’t actually hear your customer ask these questions out loud. Customers usually weigh their purchases on the inside. But, you might see the manifestation of these concerns on the outside. Watch for body language. Watch for puzzled faces. You want to help the customer try the product and envision the better, more improved self after using the product.
This can be done by giving your customer compliments. Think about it. When was the last time you purchased a piece of clothing from a store with good service? You’ll notice the sales clerk will compliment you on the shirt, pants or dress you’re trying on. They’re trying to help you realize what it will be like to wear that article of clothing around. They want you to become emotionally attached to your purchase.
Can you do this with our products? The answer is YES. Think of FIT, Defy, or even Bioactive Beverages. When you see your customer begin to analyze the price versus the value, you need to help them envision the better, improved, younger, healthier self. If it’s Defy, have them apply the products and let them know you’re confident in 6 weeks they’ll see a difference. With FIT, again, let them sample, then give them encouragement. Remind them what’s possible in 90 days. Remind them what they’ll be gaining in a new body composition. Lastly, when it comes to bioactive beverages, refer to the “needs” you discovered in the HEAR portion of SHARE. Let them know how confident you are that iridoids will help them make life better. If you can do that, you’ll be reassuring them that they’re making the correct decision.
IPCs
Now, the same is true for the business. When you have a new IPC join your team, realize they will come across negativity. They’ll be rejected. People will tell them their dumb for getting involved in a “pyramid.” They’ll tell them they’re wasting their money. It’s not pleasant.
As their sponsor, you need to preempt this negativity. Remind them why they became a distributor. Remind them of their goals and aspirations. Remind them about the “pain” they’re trying to overcome in becoming a distributor, then let them know they will come across obstacles, especially rejection. Practice with them on how overcome rejection. Practice how to overcome the negativity. Have them call you when they are feeling especially down. This is how you proactively reassure your new IPCs.
Now, in our SHARE model, R stands for reassure, but it can also stand for resolve, as in resolve concerns. In our next blog post, we’ll discuss overcoming concerns with a model I learned in business school. Stay tuned.
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