How to Find Someone’s Need and Their WHY
When you are looking to find a new recruit, the best way to connect with someone is to find their “need”. Think for a moment what happens if you don’t work on finding someone’s need.
You may start talking to someone who you think would be GREAT in your business. They seem smart, highly motivated…and you want to tell them more about your company. You start telling them how GREAT it is to be able to earn extra money so they can spend more time with their kids and go on some WONDERFUL family vacations!! And you’re super duper confident that this opportunity can do that for them!!!
However……your “prospect” seems to be giving you a blank stare. You stop to ask if that sounds like something that would be great for them. And they tell you that they are single. And they don’t like to travel. As you’ve been talking, you have been building a block in their mind that this company and this opportunity are not for them.
It still could be, IF you are able to find what THEIR need was, and talk to them in their language. Show how your company can fit that need that is so important to THEM. You see, not everyone has the same need. It would be great if everyone wore their need on their sleeve and it was visibly plain as day…but it’s not. You have to do a little digging. More importantly, you have to do a LOT of listening.
Basically, most people’s “need” is based on one of four areas:
F – Family – They want to spend more quality time with their family. Maybe a woman wants to be an at home mom instead of working outside of the home. Maybe a man wants to make enough to allow his wife to be able to do that.
O- Occupation – They want an occupation that is fulfilling. Maybe they want to be in a different line of work. Maybe they want a less dangerous job. Maybe they want something that gives back to people.
R – Recreation – Recreation often involves a different lifestyle. They want a vacation, a motor home or snowmobiles. Maybe it’s just the ability to travel when and where they want.
M- Money – They want money to be able to do the things that they can’t do now.
So how do you find out what their “hot buttons” are? Ask some very simple questions or make some simple statements…and see what their answers are.
“You must love your job!”
“You must go on some great vacations!”
“I bet you make GREAT money at your job!”
“Do you have any fun plans for vacations this summer?”
“What brought you to your current job?”
Make sure to phrase your statements in a positive way. People will be more honest with you this way. Now pay CLOSE attention to what they say. If their answers are negative (as in “are you kidding, I HATE MY JOB!”) ask another question…”So if you could do one thing differently, what would it be?”
And THERE will be your magic answer!! That will be the need…whether it’s “spend more time with my kids” “have a great vacation” “make more money”. THAT is what you zero in on as you work on how your business can meet their needs.
Now you can talk to them in their language. Your opportunity talk can focus on the family, occupation, recreation or money needs that your company can meet. Laser focus on the need that they sound most passionate about. When you work on finding someone’s need, and show them how you and your company can meet it, your prospect will be MUCH more likely to listen!
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