Fear of loss is the best motivator…
What really motivates people?
That is the million-dollar question.
Personally, I believe everyone is wired differently.
I believe everyone has different wants, needs and desires.
It really is different strokes for different folks.
That being said, if you were to dig deep into what really motivates people to do something, it can be traced to one of two things: FEAR OR PLEASURE.
Write down those two words and remember them.
The fear of losing something or the pleasure of gaining something is what really moves people and motivates them.
It’s what gets them to make a decision (or not do it).
Every decision we make in life is based upon either FEAR or PLEASURE.
You are either really excited by what you have to gain or what you have to lose.
From personal observation, I have found that the fear of loss is always the best motivator.
Show people what they have to gain and they will be excited temporarily.
But show them what they have to lose and they will move heavens to make sure they don’t miss out.
Does this make sense?
Well, it doesn’t make a lot of sense to me.
BUT, it’s reality.
Take a few minutes and look at the last few major decisions that you made in your own life.
In most cases, the decision you made was because you didn’t want to lose something or miss out on something.
You experienced the “fear of loss.”
And the crazy thing is, this decision was made in your unconscious mind without you even thinking about it.
We’ve been programmed to be this way.
It’s how we are hard-wired.
You see, we are emotional creatures.
We make emotional decisions and then justify our decisions with logic to make us feel good about our decisions.
If we were logical, no one would be overweight, no one would be in debt, no one would drink and drive, and no one would be having a mid-life crisis.
WHAT EVERYONE SHOULD KNOW AND DO
You must realize that EVERYONE is wired this way.
Some people are more emotional than others, but everyone makes decisions based upon either pleasure or fear.
The best thing you can do about this is increase your awareness.
Realize how you are hard wired and how you make decisions.
Study advertising and watch how the ads appeal to your emotions and show you what you have to lose if you don’t buy their new widget.
Become AWARE of how your brain works.
Become aware of how you make decisions.
When you have to make a big decision, look at what you have to gain and what you have to lose if you do (or don’t) make that decision.
Weigh the pros and cons.
That alone will make a big difference in your life.
HOW THIS APPLIES TO MLM
When it comes to network marketing, you have to put yourself in your prospect’s shoes.
Take your eyes off yourself and put yourself in their mind.
They have tons of things they are thinking about when they are watching your presentation and deciding whether the business is for them or not.
You could spend all your time focusing on what they have to gain from the business.
That’s better than doing nothing at all.
But the best decision you could make is to focus on what they have to LOSE if they don’t join your team or buy your products.
For example, they might lose any of the following things:
- People being placed under them (if you are in a binary compensation plan)
- Not getting much time with their kids (if they continue with their career)
- Not looking good for their upcoming high school reunion (if you sell a weight loss product)
- Staying broke or going bankrupt (if they continue down the same financial path)
Remember to appeal to people’s emotions and help them realize what they have to lose if they DON’T take action.
Fear of loss is the best motivator!
That one thing alone can help you become a recruiting machine.
Other Articles You Might Enjoy:
- How to Motivate Your Team
- The Truth About Motivation
- How to Stay Motivated
- Training vs. Motivation
- You’re Looking for Motivated People, Not People to Motivate
There you have it folks.
The big takeaway from this article is FEAR AND PLEASURE.
Remember that any decision anyone makes is based upon one of those two things.
Never sell features.
Always appeal to people’s emotions.
Focus on what they have to lose, not on what they have to gain.
This will make you a better people person, sales person and network marketer.
What are your thoughts?
Do you think the fear of loss is the best motivator?
Why or why not?
Leave a comment below to share your thoughts.