Let’s say you offer some type of legitimate business opportunity that allows people to make more money. However, for a number of different reasons, when prospects hear about it, they seem to have doubts about its validity.
And as a result, they ask, “Is this a scam? It seems too good to be true.”
If that’s the case, then here’s how you can help your prospects overcome that concern by themselves, rather than you trying to overcome it. Because, why would you want to do all that work, when your prospects would be willing to do it?
Now, the first thing you’ll want to do is find out what your prospects even mean when they say the word “scam,” rather than immediately jumping in and trying to defend yourself.
So, in order to do that, you’ll simply ask, “Oh. What do you mean? A scam?”
Then, they’ll say something like, “Well, I was talking to my friend, and she got involved in one of these things last year, but she lost all of her money.”
And now that you know what the prospect means, then using a concerned tone, you ask, “Oh, what actually happened? Like, what did she actually try, just so I understand?”
Let’s suppose the prospect says, “Well, she got involved with ABC Company, and worked really hard for seven months, but she didn’t make any money.”
Then you can respond by saying, “Oh yeah, I’ve heard of that company. And they’ve got thousands of people involved there. So, if there are that many involved, there must be at least quite a few of them that are successful, for them to be that big of a company. I mean, what do you feel held your friend back from having success when there were others who were getting good results in that company?”
Now, what this question does is that it gets the prospect to start to think that maybe it wasn’t the company or the business opportunity that was the problem. Instead, maybe the real issue was that the friend didn’t learn how to do what she was supposed to do. In other words, you’re separating the two issues.
And when you ask that question, a lot of times the prospect will say, “Oh, I’m not really sure what she was doing.”
Then you can continue by asking, “Well, is your friend, like, extremely wealthy herself?”
Now, typically, if people complain about a scam, they’re probably not financially successful. So, most of the time, they’ll say, “Well, no.”
From there, with a tone which shows that you’re concerned about the consequences your prospects will face if they don’t change their situation, you ask, “Then can I . . . make a suggestion?”
And then you continue by saying, “Have you ever considered that, if you take financial advice from people who have no experience running a business and aren’t wealthy themselves, that this might hold you back from ever starting your own business where you can make more money and have more time in your life? Are you okay with me saying that?”
What this question does is that it gets your prospects to start to think that if they take financial advice from people who aren’t wealthy themselves, then your prospects will end up in the exact same situation.
And no matter how the prospect responds, you loop back around to the question by saying, “Well, you tell me. Are you going to be more successful in business by taking advice from your friend who isn’t successful or wealthy herself? Or, do you feel like you’re going to be more successful by taking advice from someone who is successfully running the same type of business you’re wanting to get involved with and already making [insert a dollar amount] a year? I mean, in your mind, which person is going to give you the right advice, so that you can make money and be successful as well?”
Most of the time, the prospect will say something such as, “Well, the advice from the person who’s making more money.”
Then, you continue by using a bit of a challenging tone and asking, “Well, hold on. Why do you feel that way, though? I mean, why not take financial advice from your friend, and just hope that it somehow works out for you one day?”
When you ask this question, they’ll likely respond by saying, “Oh no. I can’t do that.”
Now, after they’ve responded, you can continue by saying, “Yeah. That’s like taking advice from a friend who’s overweight and has high blood pressure on what you should do to be fit and healthy. I mean, how healthy would you be if you took advice from someone like that?”
And when you ask this question, they’ll likely agree with you by saying, “Oh, I’ve never thought about it that way.”