To Drill Or Not To Drill?

That is the real question isn't it? No this is not a political blog, just keep reading.

My mentor uses this example:

"People who buy a drill don't really want a drill. They want a hole. So if you want to sell a drill, give away information about making holes."

When I first heard him say this, I realized how little thought I was really putting into my business. As I've said in previous posts, I was simply doing as I was told. I tried to follow the training, I ordered WAAAY too many business cards and just kept my mouth open - I was open for business. I met a few people who were mildly interested but they were all waiting to see if I was successful before joining me. Yeah, right, that's the kind of person I want in my business.

When I understood what he was saying with this metaphore, it really was a "Eureaka!" moment. I had heard from others that "people don't like to be sold but they love to buy." and I thought I understood what that meant but I didn't. I never challenged myself to figure out how to get them to buy if they hated being sold. That one little quote changed the whole way I run my business. Forget about the "Features Tell, Benefits SELL" line. You can sell benefits all day long but if you aren't really offering anything of value to your customer/prospect, you're still just trying to sell them on something.

I think I'm just going to leave it at that. For every MLMer this is going to mean something a little different. For me, it showed me that I needed to wake up and start using my head, not just doing what I was told.