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Most people do things wrong when trying to recruit others one-on-one into their business opportunities. They use a lazy, cookie cutter approach that offends and alienates more than it excites and attracts.

Here is a simple, proven way to offer your opportunity as a solution – a bridge – between where your prospect is now and where they earnestly want to be, instead of looking like a desperate pitchman trying to force something down the throat of your unwilling victim.

Your first objective is to have your prospect to admit to difficulties, “pain,” inconvenience, stress, hardships and shortages – problems that your product or service can solve. Have him elaborate on those by asking open ended questions and drawing him out. Help him wallow in the pain. “Tell me more. How do you feel about that? What will happen if that doesn’t get fixed? How does that affect your health / family / relationships? What do you mean?” Talk about FEELINGS.

By sticking your finger in the wound, as it were, you make your prospect intensely aware of his predicament; you force him to face his dilemma. And once he is in this emotional state, ask him, “If there was a solution to this situation, for example enough money to live comfortably every month, get out of debt, go on a holiday, enjoy time with your family, how would you feel about that?” Now you’re giving him an emotional taste of what could be – his Treasure Island, the ideal life for him, based on what he has told you.

And when he really, really wants what could be, you offer the bridge or solution: “This may be for you and it may not, and that’s fine, but let me ask you this, Fred: If there was a proven, risk free way to get out of debt / pay your debts off / afford college for your son / have more time with your kids, would you want to know more about it?”

NOW he is ready for your personalized, custom made pitch that addresses his particular situation. Now he is open to hear about the solution to his problems, the bridge to where he wants to be, and you can offer to take him by the hand and lead him, step by step, to his Promised Land, taking into consideration his fears, past experiences, weaknesses and strengths, resources and skills.

Leave out benefits and aspects that are not important or applicable to him. Don’t tell someone about a hip replacement when they need a tooth removed. Less is more: get to the point, and push their “hot buttons.”

Robin Elliott LeverageAdvantage.com

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