I want to share a story with you and through this short story you will be able to see how buying motivators work, potentially how you can use them to help people buy, and how something as simple as buying something can lead to major transformations.
This story starts in August of 2011, after being introduced to a company that sells health and wellness products through independent distributors using network marketing (MLM). I was actively looking for a product to help me with my energy levels because I was an almost 300 pound guy that smoked 2, sometimes 3 packs of cigarettes per day and never had any energy. When I was given a sample of this energy product, it worked well for me because I was low in basic nutrients (go figure, you don’t get great nutrition from fried foods, pizza, and burgers). That company was Advocare. Now, before we go further, don;t worry, this is not an advertisement for Advocare and I am not going to try to sign you up.
After contacting the rep that gave me the samples, I was introduced to the business opportunity, and even though I was already swamped with all my websites, setting a new product launch, and much more, I decided to put up the $2,000 or $2500 to buy a kit of products so I could be in business. I started using the energy drinks and drinking the shakes, bought a copy of BeachBody’s Insanity Deluxe workout videos (now can easily be done through the streaming option with a free trial), and I was ready to get in shape.
The motivation was short-lived though because of my reasons for getting involved, which we will showcase shortly. I was able to quit smoking and lose about 80 pounds before putting 25 back on, but that is a different story. Fast forward a couple of years and I am back at it again, this time with a different focus. I have already dropped about 10 of those pounds that I put back on, but this time I am set up to succeed, and again, I will share that with you shortly. I decided to go with Shakeology, and even signed up as a coach (independent Beach Body rep), but at a lot lower price point. Now, let me share with you why this time will be better and how the buying motivators factor to this story.
Buying Motivators walk-through
When I started with Advocare, I did so purely for the income potential and the fact that I enjoyed one of their products – the energy drink. As I started getting in shape and eating better, it became less effective on me. So while it was an effective early-on motivator, it did not keep me long-term because once the energy drink stopped being effective, there was no reason for me to continue to buy it. The income was nice, and I did pretty well for a short time, for someone who was only half-assing their way through it, but it became difficult to prospect for new people to sign up as reps when the cost to get started was over $2k out of pocket or going out and spending a lot of time hustling to sell product. I eventually lost interest which ultimately lost them my long term business. I had no more buying motivators. I was able to put out the initial purchase because it was not a lot of money to me, but I still used a justification to myself and my wife that if it helps me focus on losing weight and gets me to stop smoking (not a claim for the products, I just used the workout and products as a means to increase my motivation to quit), then it was worth it. Before any purchase is made, we have to see the WIIFM (what’s in it for me) factor. My justification was that even if I did not have time to work the business, I could still get in shape and potentially stop smoking. After that was over though – it had no staying power.
Fast forward to the present. For most of those that will end up on this post, you already know I got involved with Beach Body and have elected to give it my attention. Let me share why I know this company has more staying power for me, and how my motivators are working – and how those motivators can work in your business. I am already a product of the product. Back when I started with Advocare, I had no idea that I could make money sharing my workout routine. imagine how much more my income would be right now had I known since I shared this routine with EVERYONE that asked me how I was kicking the weight, but I digress. The company is far less expensive to join as a distributor, and the products are purchased by thousands of people every day with no knowledge of the Coach program so the longevity is there. Once I get my weight back down to where it needs to be, I will stay motivated through the income, and remain a product of the product. Since you can sign up as a coach for free when you buy a challenge pack (one of the hottest items right now and start at less than $150), it is an easy sell to anyone wanting to make money or get in shape.
Let’s Review
The motivators I listed show how someone was able to get me to spend over $2k on shakes and supplements after i asked for information on purchasing energy drinks, simply by showing me the discounts and income potential. They gave me enough information to pique my curiosity and then followed their sales platform to get me to buy. I justified the purchase based on information presented but once the justification wore off, so did the residuals off my purchases.
The motivators to get started in a new business were done very deliberately and based mostly on income. See, I am a marketer, and I played this one based on a detailed evaluation of the income potential, the company, the marketing system our team has in place, and other (smart) variables instead of an emotional justification. This is where there is difference in staying power and this company will get my business for years to come because the income will be there to keep me motivated to stay with the products.
Do you see how different motivators will work, but only one has long-term staying power? As far as motivators go, either will work. If you make a more appealing case for the staying power, your buyers’ motivations may change, but can adapt to the changes for longevity. This is why it is important to know your customers and how you can appeal directly to them and their needs.
Thanks for reading. Cool people Share 😉
P.S. If you are interested, you can check out the BeachBody opportunity by checking out this page. It just did not seem right not to add a link to it.