Hey there my friend, in this post, as you decide to read all the way through,

…you’re going to learn step number 5 and step number 6 of the Influence / Sales Formula.

Whether we’re in a home based business, traditional business, a parent or a valuable member of society, we’re all in sales.

It’s not a matter of ‘are we in sales?’ 

It’s a matter of ‘are we good at it or not?’

Are we good at influencing people to buy into our ideas?

 

…And to buy into our businesses?

 

And to buy into our visions? 

 

Are we good?

 

Or are we not good?

The way I see it, when it comes to sales and influence, really what we’re talking about about is deciding to get better at something we’re already doing anyway. 

So – please pay attention to what you’re about to read.

Quick recap, so far in blog post series, we have covered the first four steps.

And again, I challenge you to memorize these with me, as we’re going through these.

And be applying them in your business and practicing with these.

To recap:

Step number 1 is get attention.

You have to tell people what they’re going to get. 

You’ve got to reach into the camera and just grab them and say “Gosh! This is going to be so good!

You’ve got to watch it!”

That’s getting attention. 

Step number 2 is get rapport.

And what’s rapport?

Rapport is responsiveness. 

Rapport is likeability. 

Rapport is when people respond to information that we’re sharing with them.

Step number 3 is get credibility.

Show them you know what you’re doing.  

If you have some income proof – show it. 

If you have some production proof- show it.  

Step number 4 is target a problem.  

People buy solutions to their problems. 

And if want to influence people, you’ve got to target a problem that somebody has & highlight it.  

Let them know that we identify because we know what their problem is and then,

(here’s the meat of THIS post)

… Step #5 – explain a solution.

And Show them the Benefits (step 6) 

Yes, there’s a difference between a solution and benefits.

We are going to talk a little about that in this post. 

So what I want to do is to give you a couple of examples of targeting of problem. 

And also explaining a solution and explaining benefits.

Here are 2 examples.

1) Offline, outside of network marketing, an example from traditional business.

2) From the Networking world

There’s a lot of problems and challenges to be solved everywhere.

So we can use this anywhere, really.

Problem, Solution, Benefits Example #1

So first example, a friend called me up the other day. 

And he was telling me about this company that he’d run into that was doing something very unique in the market place.

They were solving people’s problems in a way that I had never seen before.

This company had been in business for about 20 years. 

And what they were doing was, helping people learn to invest in the stock market.  

In fact, they had a long track record of being able to get incredible returns.

By the way, big problem out there in the market place, people don’t really know what to do with their money.

Problem 1 – a lot of times people don’t know how to make money.

And then once they make it, they don’t know what to do with, it so that it will continue to grow.

They don’t know how to manage it so that it will compound overtime and increase their wealth, so that’s another problem.

So this company was trying to solve people’s problems by selling education on investing in the stock market.

And they were selling products anywhere from a couple hundred bucks all the way to $30,000 seminars.

And that was the way they were addressing this problem of people not knowing what to do with their money.

Well, after doing this for many years, they realized that very few of their students were having success in investing in the stock market.

And this is a startling realization.

If you build a business selling products and teaching people how to do things,

…and one day you look at it and you’re like — Dang!

Where are the results!? 

So they recognized that there was aanother problem  – their solution wasn’t working.

So they’re scratching their heads and asking what they can do to solve this problem for people.

Because again, the orginal problem is still there.

People want to invest their money. 

They don’t know how to do it. 

They’re buying education but the education is not solving their problem.

So what they did is this, they said, “Look,

Why don’t we just take our top investors, like we’ve got handful of people who know how to trade.

They know exactly what to do.

And let’s go ahead and just have these top traders tell people exactly what to do.”

Like literally say, “go buy this” or “go sell this.”

And then send them notifications as to what to do so that the people wouldn’t have to go through the learning curve of learning the whole process.

…how to research &  how to pick stocks, so on and so forth. 

So they started applying this solution in the market. 

And what they noticed was that people started having a ton more success because they had removed this bottle neck for people.

So this is a great example of seeing a problem that people had and then coming up with a solution to address it.

And their solution was,

“Hey look you don’t have to learn how to do this, we will just tell you exactly what to do.”

That’s the solution that they provided.

So what about the benefits you say?  

Ahhh, great question. 

What’s the difference between a solution and a benefit?

Well, solution is what they’re going to do to help you solve your problem.

And a benefit is what this is going to do for you in your life.

People want to know what’s in it for me.

What benefit am I going to receive as a result of this solution? 

So the solution on this example, as I mentioned, they’re going to tell you what stocks to buy, when to buy, when to sell.

And the benefit is you don’t have to invest time learning how to do it.

You don’t have to invest a bunch of money buying all this education.

 

The trades don’t take very long so that you can use your time to be with your family,

…go to the beach, listen to music, watch movies. 

Do whatever what you want to do.

Benefits are “so you can…” POWERFUL LANGUAGE TIP!  

I learned from a guy named Frank Kern, a very successful marketer.

He said “Add the words ‘so you can’ after the solution that you’re presenting to people’s problems.

And if you do that, if you add ‘so you can’,

….you’ll naturally insert the benefits so that people can realize what your solution actually does for them.”

For example, When your talking to potential prospects you can say things like…

… you might wanna consider joining me so you can learn directly from a multiple 6 figure earner 

——>  So you can earn bigger, faster commissions and win your freedom even sooner, 

—————->  So you can have a team to support you along every step of the process, 

—————————–> So you can be in a culture that teaches you to build a business and have a life at the same time – utilizing & leveraging systems & team leaders.  

As long as those things are true of course. 

Ok – on to the next example of problem, solution, benefit. 

Let me explain the problem that a lot of people have in network marketing.

It’s actually a problem I had.

No, it’s not ‘get more leads.’ 

Although that can be a challenge.

Here was a challenge that I had in network marketing, that I had a hard time with for a long time.

The challenge was I would join these businesses and I would be earning like $1 to 2 to $3 commissions for my enrollments..

So I would enroll someone and I’d earn a $3 commission.

And they would enroll someone and I’d earn a $3 commission.

And so what happened is I built this big team.

After a while, I finally built a team were we had 600 people in it offline.

And here was my problem, built a big team of 600 people and my check was a $1,000 a month.

Now if you can imagine all the work and all the time and all the blood, sweat and tears that goes in building a team of 600 people and then you realize you’re only making a thousand dollars a month? 

That was a problem for me.

And that’s a problem for a lot of people in these older network marketing compensation plans.

They don’t get paid very much. 

They can build these huge teams and at the end of the day, they’re not making much money.

So a little while down the road, people started seeing that this was a problem. 

So and they wondered what type of a solution they might be able to provide.  

This is when some companies, decided to start paying people higher commissions for their production.  

So what happened was, you go from earning $1 to $2 to $3 commission for making a sale to earning $25 to $125 to $500 or so for each and  every customer enrollment. 

When I began promoting with these types of plans I started making a lot more money with a lot less work.

The reason why is because I was making more money for the sales that I was producing.

Therefore, I didn’t have to build a huge team.

This was a solution. 

You see how this could be a solution to a problem sometimes people have in home business?

What are the benefits to selling something that pays a much higher commission?

Here are the benefits:

You can hit your income goal in a much shorter amount of time because your production level to hit that income goal is now much smaller. 

So with less leads, with less enrollments with a team of a much smaller size,

….you can hit your income goals, you can make a lot more money.

And all of this allows you to be able to have the money in less time so that you can live the life that you really want to live.

So that you can earn bigger commissions and therefore work less in your business.

So that you can spend more time with your kids.

So that you can spend more time doing the things you want to do, whatever those are.

Some people like to read.

Some people like to play musical instruments.

Some people like to just walk on the beach and meditate.

All sorts of different things that people like to do.

And if you’re earning bigger commissions with smaller levels of production,

….this can free up your time so that you can do the things you really want to do.

Problem, solution, benefits.

This is really, really important in the influence formula.

Because people make decisions because they have perceived problems and challenges that they want to solve.

So my friend, that’s step 5 and 6 in the Influence Formula.

Quick recap again.

Repetition is the mother of skill.

Step #1 get attention

Step #2 get rapport

Step #3 get credibility

Step #4 target a problem

Step #5 explain a solution

Step #6 explain benefits

And we’ve still got another 6 steps to go so make sure you come back for tomorrow’s post. 

We’re going to jump to step number 7 in the Influence Formula.

Did get value from this post?  Would love to hear down below.