I just got a new car, kind of a cool thing to do once in a while. I have been enjoying driving it around and all the new things it does. When you get an upgrade you like to explore a little, but today I found out what the gearing system is all about. You see I got my new car stuck in the snow at the mailbox today. I tried all the usual techniques to get unstuck, but still my wheels were spinning round and round in the ruts in the snow.
True the snow was deep, but I didn’t know what my new car was capable of doing, so I resorted to plan “B”–call the husband! Fortunately he was home, (meaning in town and actually at the house) and he came to my rescue immediately, stepped into the car and clicked a button on the steering wheel that put the car in “low gear”. Honestly, I had no idea there was a “low gear”.
Watching him get my car out of the snow reminded me of the business principles I share with people every day, one of which is product knowledge.
You see, when we sell a product or service it is in our best interest to be completely aware of everything our product can do. We use this information to educate our customers. My husband relied on the salesman to educate him about the little button on the steering wheel of my car, then he read the owner’s manual and learned a lot of other things, which to his credit he tried to teach to me.
There is nothing quite like experiential learning to drive home a point (pun intended). Each person who joins a direct sales or network marketing company gets some type of “owner’s manual” included in their kit when they join up. In my experience, few take the time to thoroughly read it and practice the principles it recommends.
In your company manual you will find things that will help you:
1. Your marketing materials
2. The technology that supports your business.
3. Product Research that gives you credibility.
4. The history of your company and its founders.
5. Special manufacturing processes used to produce your product may be included as well.
6. Customer service, warranty and return policy information, etc.
The list goes on, but you get the idea. You will also find suggested verbiage to use when talking to your prospects.
There will be an overview of your business opportunity included here as well. Some companies provide an online version of these manuals as well for your convenience.
Reading, understanding and sharing this information effectively with your prospects is vital to your success. Becoming well versed in this information is essential to building the trust necessary to inspire your prospects to become customers or associates with you. They need to know that you are able to inform them and answer their questions about the company’s products, services, customer support and so on.
The product or service you provide allows you to connect with your potential customers. However, what you make or sell is less important that what you make possible for the person you are talking to in that particular conversation. You have a solution to their pain. First, you must discover their pain in order to show them how your product or service will offer relief. You see it is not what you make, it is what you make possible that makes all the difference.
Here are a few ideas to help you climb the learning curve of product knowledge:
- Read and study your company’s marketing materials.
- Listen closely to your up-line mentor and other associates when they discuss the company.
- Attend Training Events.
- Call your company’s customer service line yourself, and see how you are handled.
- Research your product, industry and the direct selling industry online.
- Play the Residual Income Business Simulator® with your team members to gain relevant emotional practice with your marketing materials.
Comment if you find this information helpful.