Quick Sale Or Lifelong Customer Which Would You Choose?
Instant gratification or delayed gratification?
Would you like one marshmallow or two?
Marshmallow? Okay, now you may think I have completely lost it. But please stay with me for a moment and I will explain where I am going with this.
A study was done on a group of four year old children. They were taken one at a time into a room with a two-way mirror and given a marshmallow. They were then told they could eat the marshmallow right away, (instant gratification), but if they didn’t and instead waited until the person who gave it to them returned from an errand they could have two marshmallows. (Delayed gratification).
Some children grabbed the marshmallow and ate it right away others waited up to 20 minutes until the person returned.
The same group of children was tested again at age 18. Those who had waited for the second marshmallow scored an average of 210 points higher on their SAT tests.
Researchers find that the group of kids who could force themselves to wait, tend to have better lives and better relationships.
Hmm, tough choice ... Instant gratification or a chance for a better life? But a four year old is just that, a four year old.
So, how does that relate to your network marketing business?
Well, you can either go for the quick sale by promoting your opportunity every chance you get on Facebook, Twitter or any of the other social media sites.
Or, you can really make a conscious effort to cultivate and nurture the relationships with people you meet in your social networks.
Let's take a look at the marshmallow study example above and substitute the marshmallows with customers.
Let's say Sue is your newest friend on Facebook. You exchanged "nice-to-meet-you" messages and now you just can't wait to tell Sue all about your business opportunity. So you keep sending her messages telling her how great your products are and that she surely could benefit from using them.
Sue breaks down and buys something from you. (Quick sale - Instant Gratification.) But, she is so turned off by your method, that she deletes any further messages you send to her or even 'unfriends' you altogether.
You and Sue have exchanged messages for several months, maybe even talked on the phone a couple of times really getting to know each other.
One day she calls you up saying ... "You know, I am really glad we connected and got to know each other. I have been checking out your products on your website and I think I would really like to try some. As a matter of fact, I have talked to my friend Jill and she would be interested in learning more about them too. Would it be possible to set up a time to do a 3way call so you could tell us more about your products and your company?" (Lifelong customer or maybe even business partner).
So which would you rather have?
One marshmallow or two? Quick sale or lifelong customer/business partner?
It’s really not that hard to figure that one out, is it?
Do you think relationships count in business? Just think, how much of your product would one customer treated well buy in a lifetime? How many referrals would he send your way?
The value of a relationship build and nurtured over a lifetime is worth much more than a quick sale.
By delaying gratification you could actually win big. Therefore it is very important to build customer relationships and nurture them.
So, my question for you …Do you want one marshmallow or two?
To your success,
The original post appeared on The Enlightened Networker "Quick Sale Or Lifelong Customer Which Would You Choose?" on 11 June 2010
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