How many exposures do you need to make to your prospects before they buy your product or service, or join your team?
Personally, I think this is a very important question that people need to understand.
Whether you’re in network marketing or any other industry you have to realize that most people are not going to buy your product or service the first time they hear about it.
From personal experience I’ve found that most people need anywhere from 8 to 20 exposures to something before they will buy your product or service.
That’s right folks: eight to twenty exposures.
Yes, every once in a great while you will find someone who will buy what you have right on the spot.
Maybe 1 out of 100 people will do that.
Maybe they were in the market for that item today and they were actively looking for it.
The timing was right for them.
It was a good fit, so they bought it on the spot.
However, most people will not do that.
Most people will need a combination of exposures to your product or service before they make the decision to buy.
Some take 1-2 years.
During that time, most of these folks have had minimum 10 to 30 follow-up exposures (via my auto-responder).
If I wouldn’t have followed up, I would have left a lot of money on the table.
WHAT SMART ENTREPRENEURS AND COMPANIES DO
Think about traditional advertising for a moment.
We are bombarded with marketing messages in newspapers, online, on the television, and on the radio.
Most of these messages are from successful companies.
Most of these successful companies want to keep their message in front of you as much as possible.
They understand that the first or second time you hear/see an advertisement you will ignore it.
Around the third, fourth, fifth, or sixth time you are exposed to the message you start to notice it.
By the time you hear a message eight, nine or ten times, you know the jingle and you know what the message is all about.
In many cases, once you’ve heard or seen that advertisement fifteen to twenty times you own the item they are promoting.
Chances are, you probably don’t even know WHY you bought the item at all.
It was all good marketing embedded into your subconscious mind.
All of those exposures had the impact the advertiser intended.
They knew that if they kept exposing you to the product or service, you would eventually convince yourself to purchase it.
Or even if you didn’t purchase it, many other people would.
That’s why you see big companies like Coca-Cola®, McDonald’s® and Chevrolet® keep advertising, even though they are already established brands.
Good, repeat marketing gets people to convince themselves to buy your product or service.
That’s the importance of multiple exposures.
If you’re in network marketing, please know that it will take MULTIPLE exposures to turn prospects into customers and distributors.
Most people will NOT sign up on the spot.
It doesn’t mean that they’re not interested in what you have to offer.
Most people will simply need to hear from you again and again and again, before they make a decision to buy.
It’s just human nature.
Accept it. Be prepared for it. Embrace it.
Have a follow-up plan for each prospect that you talk to.
Have a follow-up process that’s simple and standardized so you can walk them from exposure-to-exposure until they have enough information to make an informed decision.
Your job is to make sure they have enough information to make an educated decision so they can decide whether or not to purchase whatever it is that you’re offering.
Once they have the information, it’s your job to collect a decision.
The major takeaway from this post is NOT to think of your prospects as a one-night stand.
Most people in our industry are taught, some will, some won’t, so what, next!
That is a bad mindset to have.
Remember this, your spouse didn’t marry you after the first date (not in most cases anyway).
It takes multiple exposures and multiple follow-ups, more than you think, before your prospect will be ready to buy or join your team.
Never forget that.
The bottom line is that most prospects are going to need at least 8 to 20 exposures before they buy your product or service or join your team.
What are your thoughts? Do you agree or disagree with me?
Leave a comment below to let me know what you think.
I look forward to hearing from you. Have a great day.