UnitCoach

Much like the way “The Second Price” technique works, as discussed in “Psycho Selling”, the Second Request taps into the same psychological response, only this time with regard to a request instead of a price.

When presented with two requests in a row, particularly if the first one seems outrageous, we are more likely to agree to the second request. And the second request could very well be the one you were looking for in the first place.

A field experiment illustrated this point nicely. Some volunteers were asked to take a group of school children on a day trip to the zoo. 17% agreed.

However, when the volunteers were asked first if they would be willing to spend two hours a week tutoring the children for a year and THEN asked if they would instead, take the children to the zoo, the number who agreed more than tripled - to 50%.

Your customers and potential consultants are more likely to agree to your second request if the first request just seems too big.

“I know I’ve asked you to come in with the full star inventory of $3600 in order to really get your sales off to a good start. How about trying the $2000 package and I’ll help you run your first two classes?”

“Why not buy the Miracle Set and Color Palette so you can throw out your old stuff and start fresh with everything new? If that seems a little too outrageous, then just start with just the Day/Night Solutions and a Color 101 set.”

(This article is part of the “Psycho Selling” eBook - 21 skills of the Psychology of Selling for Women in Direct Sales. Get your copy at http://www.UnitCoach.com/shop)

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach

People who are in the profession of marketing know that there are two concepts that are extremely powerful and are used almost exclusively to ensure their customers buy. Those two concepts are urgency and scarcity.

Urgency means that you create an environment that has an artificial deadline. You have seen ads for this like three day weekend sales, “this offer is good until close of business on Friday,” or the Memorial Day sale that is good only on Memorial Day. One of the best examples I have ever seen of this is done by the Girl Scouts. How many boxes of Girl Scout cookies would you buy if you could buy them any time throughout the year? Urgency is created because they are only available for a limited time, and only once a year. People buy boxes of Girl Scout cookies in droves.

Think about ways that you can use the concept of urgency when dealing with your consultants. Sending an “urgent message” email saying anybody that recruits a brand new consultant in the next twenty-four hours will win this prize. If your consultant decides she wants to win that prize, she doesn’t just have to recruit someone, she has to do it in the next twenty-four hours.

Scarcity means there is a limited number. Perhaps you have five different prizes and the first consultant who accomplishes the goal gets to pick her prize - first come, first served.

If you say you only have five prizes and they are only good for the next twenty-four hours, you have created both scarcity and urgency. Think about the ways that you can use this to your advantage with your consultants to get them to meet their goals, particularly if meeting those goals on certain days are important to you.

For instance, if you want them to bring in a new consultant, and it’s better for you if they do it in the first half of the month, then create a campaign with a limited number of prizes that will reward them for bringing someone in by the tenth of the month.

You can use the marketing concepts of scarcity and urgency with your customers as well. Create a monthly special. Have a limited number of them. Find ways to create scarcity and urgency to motivate your unit, increase your sales, and foster positive competition.

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach

“Don’t wait. The time will never be just right.” - Napoleon Hill

A number of years ago, Mrs. Fields of Marshall Fields Department Stores, gave a million dollar gift to the University of Chicago. Mrs. Fields lived in Evanston, Illinois, home of Northwestern University and she had always supported Northwestern in the past. Northwestern’s President was dumbfounded that she would give such a large gift to the University of Chicago. W

hy hadn’t she donated the money to Northwestern?
Why did she give it to the University of Chicago?

Shortly thereafter a Northwestern University official called Mrs. Fields to find out why. Her response stunned them. She said, “The people at the University of Chicago asked. You didn’t.”

How many of those women - strangers in the mall, waitresses, teachers, shoppers in the grocery store, mothers, standing in line, waiting in waiting rooms - whom you were too afraid to ask, have since become consultants through someone else? You’ll never know.

Imagine how big your team could have been right now if you had asked every one of them. From now on, always ask.

You have found yourself standing somewhere, watching someone, trying to decide if you are going to approach her about becoming a consultant. If you hesitate at all, I guarantee that the thoughts running through your head are all about you.

Those consultants who have mastered this skill have learned to become egoless. They know that what they have to offer can change that woman’s life. They think only of her and the value they are about to add. If she says no, it is no to the the opportunity, not to you.

Think of it like this - you are standing in a large dark room with a lit candle. All around you are women holding unlit candles. If you offer to light someone else’s candle and they say no, your flame still glows. If you offer to light another candle and they yes, your flame still continues to glow, and now the room is brighter.

Perhaps you believe to some degree that if you ask and are rejected, you have lost something. Maybe you feel that to ask you must pay a price - potential humiliation, rejection, confirmation of your deepest fears. The next time you are standing there trying to decide if you are going to offer to light her candle, ponder this question: What is the cost of not asking?

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach