Â
Yesterday I had a brief and interesting phone coversation
with one of our customers that inspired this blog.
Let me start by answering the question:
Why candles are easier to sell than nutritional products?
People care more about having a home that smells good than
they are their health! It is sad but true.
This all goes back to the concept I originally shared way back in
1994 on my “Secret to Network Marketing” audio training.
I know that many of you have been reading this ezine since then
and have heard the audio. THE MAIN THEME is MARKET PRODUCTS
THAT PEOPLE “WANT” NOT PRODUCTS THAT THEY NEED.
I know that someone of you are trying to read more into this than
what I am saying, I can hear you now, Dale are you saying I shouldn’t
be in the nutritional products business?
Absoluetely not! Your real product is people! Network marketing is
a leadership development buisness, but when you market a product
line that appeals to the masses it definately gives you a step up.
So, how do I effectively sell nutritional products?
That is easy TESTIMONIES.  Testimonies sell! People buy based
upon emotion and justify their purchased based upon facts.
I understand that testimonies have become a “sticky issue” over
the past few years. It really gets me aggrevated. Drug companies
can say whatever they want and make claim after claim, but at a
MLM TRAINING meeting you better not allow satisfied customers
to share their personal testimony regarding the use of the product.
I started my MLM career in the nutritional industry with the Shaklee
corporation and believe that “weight loss” is the easiest product to
market. I know if you believe and have had a positive personal experience
with the product or service you market, you are at an advantage because
you will communicate with emotion and not facts.
Just be careful of companies that offer “TOKEN PRODUCTS” that have
no real lasting value to the end user. The more emotionally attached
you are to your product or service the more success you will have.
However, when in doubt, look for a product that appeals to
the masses, a product that people “want” not need!
Wow! Great insight and I feel like you are telling my story. People do buy what they want and often not what they need. And, you and I won\’t change that!
And, as stated, our real product is people!
EXPECT Success!
Jackie Ulmer
Hi Dale,
Nice post. As an acupuncturist and holistic health care provider, I can tell you that people care very much about their health, but it is often unclear if a particular product is making them feel better. Or if they do feel better, they figure that they do not need it anymore. It gets difficult to justify a purchase for (often expensive) nutritional products unless there is PROOF that it is helping.
When I do consultations for network marketers, I let them know that if they plan on building a network marketing business in the nutritional field, then consistent follow up and ongoing customer education are absolutely essential.
Ahh… the fragrance and beauty of those candles are getting better and better!
Best regards,
Lisa