Putting The Odds In Your Favor – Commonality Is Crucial
Winning Your Prospects' Hearts and Minds
When you boil it all down, down-line team-building is you asking someone to join your company and follow your lead.
They are making two decisions.
1) Do they see VALUE FOR THEMSELVES in your products, services or opportunity, and
2) Do they see YOU as a person who can LEAD them to achieving that VALUE .
These decisions are usually unspoken and often subconscious. Does it “feel” good or right?
If the answer is NO on either one, they are not signing up with you. If this sounds new or strange to you, think back about your own experience. You were making these two gut decisions, were not you?
Did you sense a personal value in the benefits you could achieve through these products, services and opportunity?
Did the person who you joined impress you with his or her knowledge of the subject?
Did the person inspire you with their conviction and passion in the opportunity?
Of course they did or you would not have joined unless you were doing them a big favor.
A large factor in your decision was based on a sense of trust and credibility that you had in them, correct?
Therefore, anything you can do to increase your credibility in your prospect's eyes is good and puts the odds of a positive decision in your favor.
For example, I was once at a meeting when two firemen from different parts of the country were introduced to each other for the first time. They immediately began calling each other “Brother”.
If a policeman, fireman, paramedic or veteran who just returned from war got up and started to speak, would he or she already have a level of credibility in your eyes?
Finding any source of credibility or commonality will increase your odds of winning their hearts and minds.
What To Look For?
Common background: part of the country you are from, school, military, home country, etc.
Common interests: sports, hobbies, religion, politics, entertainment, etc.
Common professional interests: similar current jobs, similar past jobs or careers, members of professional associations, etc.
You want to spend your time with people who are more likely to join your team. They are making that decision based on their feelings about value, trust and credibility. The more areas of common experience and interest you can remember and share, the greater the likelihood of winning their hearts and minds to your products, services and opportunity. This is very easy to do yourself and easy to duplicate with your team.