What weighs 6 kg and has 100 billion living cells and 100 kilometres of interconnecting fibre? The answer is: Your brain.
Every single decision to purchase the product from the room or join your team is made by one. I recently read Patrick Renreus and Christopher Morin book ‘Neuromarketing’ and in it they tell us in that everyone has a buy button. Here’s what I learned.
Everyone has three brains, three distinct parts that operate separate organs and different structures. Each of them has a separate purpose and understanding what each one of them does is the key to finding the buy button.
The new brain thinks the middle brain feels the old brain decides. The old frame is our fight or flight brain that is only concerned with our survival. It’s been doing that for millions of years.
If you’ve ever had a prospect in front of you and you were sure they were ready to sign up with you but they didn’t them here is the formula to make sure that does not happen again.
Patrick and Christopher have developed a formula to work all of this out, I’ve put it into context here for us Network Marketers, so here it is:
Join Probability = Pain x Claim x Gain x (Old Brain)³
So first of all we need to diagnose the pain, now this isn’t a new technique but what other people leave out of the equation is that there are actually four conditions to test for whether a pain will lead to a signup or not.
The first condition to test for is obvious; you need to identify the pain. It’s either going to be a financial pain, or a strategic pain or a personal pain. Any one of those would do and this is where a mere mortal stops.
You however, are an amazing sponsoring machine and you are going to go much further.
The second condition to test for is to figure out the intensity of the pain, the more intense the pain the greater the chance of the sign-up.
The third condition to test for is you want to determine how urgent the need to alleviate the pain is. Are there other more burning fires that your prospect needs to put out before they consider your opportunity?
If there is there isn’t going to be much urgency there to sign up. Perhaps this could be that they just lost their job or their car is in desperate need of repair, anything like this will affect your prospects choice of joining you today.
The fourth condition to test for and this one is key, you need to know that your prospects acknowledges the pain. It isn’t good enough for you to see that they are in pain, they have to acknowledge it.
For this reason most people will say no to the question do you want to make some extra money? Most of us will not admit that we have to. So if you don’t have all four of the conditions you don’t have real pain.
In the next post I’ll continue revealing what I learnt from the Neuromarketing Book, see you then.
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