Should you Lead with Product or Opportunity?

By November 25, 2015Network Marketing

In today's training I answer the age-old question, “Should you lead with your network marketing company's product, or should you lead with the opportunity?”  In the video I give you my thoughts on this subject and go over the different scenarios of where you may want to consider each.    

In my opinion whether you should lead with your company's product or opportunity depends on a couple of different things. The first thing it depends on is the prospect that you're talking with.  If I'm talking to somebody that I know is more entrepreneurial and business minded I will usually lead with the opportunity.  Maybe they're already a traditional business owner, maybe they're what I like to call an “A player”, or just somebody that is already very successful in life.  I'm sure you can picture who these people are that you know.  

I lead with the opportunity with those people because from my experience, I know that they're going to be more likely to see the opportunity.  Generally speaking those types of people are more open and less skeptical.  In most cases, that’s exactly what got them to where they are today.  

If I'm talking to somebody that isn’t very entrepreneurial or business-minded, I usually lead with the product first.  I’ll also lead with the product if I have someone that has a background or interests that would be aligned with one of the products I’m marketing.   

For example, if you are marketing some sort of a weight product and you know a personal trainer, leading with one of your products would be a very natural conversation to have.  

That's not to say that the product isn't important in both scenarios, it is. However, depending on the person that I'm talking to, that's going to determine which of the two approaches I use.  I want to be sure that I'm prepared to have either conversation depending on the prospect.    

The other factor you want to take into account is the rep that is involved. That means you.  If you are someone that is entrepreneurial, business-minded and has had success in your life then you’re probably not going to have trouble recruiting people into your opportunity.  

In many cases, people are going to listen to what you have to say because of who you are.  There will be automatic credibility for the opportunity because you are involved.  Often times these types of people possess what I call “personal power”, where a lot of times people will sign up into a business just to get an opportunity to work with that person.    

On the other hand, if you are someone that is NOT very entrepreneurial or what most would consider “business-minded”, then maybe you would be better served leading with the product.  If it’s not natural for you to be talking about business or “opportunities” with the people you know then use your product as a way to introduce people to your company.  

People love to buy stuff and try new products so use that to your advantage.  Allow them to have a positive experience using the product and then your chances of getting them interested in the opportunity will increase dramatically.  Worst case, you’ve gotten a happy and satisfied customer that will help you grow your business over time.  

Should you Lead with Product or Opportunity? 

The final thing I want to address is those of you that have been in multiple network marketing programs before.  Maybe you’ve already “burnt out” your warm market list.  You’ve contacted them over and over again about other things you’ve done in the past.  Possibly some of them have even joined you and didn’t have great experiences.  

In my opinion if that is you, then you should absolutely lead with the product. You don’t want to raise resistance right away in a prospect by bringing “another opportunity” to them.  Introduce them to a product first, especially if it’s a great product that they could really use.  Remember, people love to consume new products, people love to buy stuff.   

Leverage that and without ANY MENTION whatsoever of your opportunity (resist the urge no matter what!), get them to try your product.  If you can get them to fall in love with the product and see the benefits of using it – it's going to be a lot easier to then share the opportunity with them down the road.  

Make sure you have both approaches ready in your “toolbelt” and take out whichever one you think is most appropriate for the situation you encounter. Be sure to teach both product and opportunity approaches to your team, understanding that there isn’t a “one size fits all” approach when it comes to prospecting and recruiting.  

Did you find this training helpful?  If so, leave me a comment below and feel free to share it with anyone else you think it could help! 

Your Virtual Upline

 

Bob Heilig

Bob

P.S.  I’m getting ready to launch my first ever private coaching program! CLICK HERE If you would like more information and want to be added to the waitlist.  As soon as the details are finalized I’ll be sure to let you know!

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