You’ve probably heard that your job as a direct marketer is to find a prospect’s hot button, so you can push it and make the sale. You may do it already, not just when you’re marketing but in the course of daily life. For example, when you want someone to do something they might resist. When you want to get your teenage daughter to pick up her room, or your husband to babysit while you’re working, don’t you bribe them with something you know they’ll like?

Some companies give their sales people the “FORM” approach to help them find someone’s hot button. It works like this: Strike up a conversation about Family, Occupation, Recreation or Money (or Mission). One of those areas of interest will contain their hot button, which they will talk about in some detail, allowing you to weave that interest into your pitch about your product or service. When you find their hot button, you push it to make a sale.

One lady in class confessed: “I’m not enjoying meeting people anymore. I feel like a piranha. I’m afraid they’re seeing me as a barracuda coming for them.”

More Excerpts

• First Foreword: To Network Marketers
• First Agreement
• Second Agreement
• Third Agreement
• Forget Their Hot Button
• The Launch
• Deadly Distractions
• Three Tips To Keep Them Listening
• Warm Market

COPYRIGHT Kim Klaver 2004-2009