Home Internet businesses – attachment, fear and blindness to opportunity

In this article I explore what influences a person’s decision to join home Internet businesses and what it means for you as a marketer.

Work from home jobs can seem risky

It’s a fact that work from home jobs can appear risky to people who are in paid employment. Essentially people are generally motivated from early life either towards security or like to take risks. As a person who had the idea to start an Internet business you have demonstrated you are prepared to consider the risks associated with jobs from home.

What is crucial to realize is that people we meet who show an interest in our business opportunity may have values firmly rooted one way or the other. Interestingly a person at the extreme end of risky can be a difficult person to have on your direct sales team. This is because often they want to do it, ‘their way’.

The people at the extreme end of security think that people who run their own business for a living are ‘way to risky’. They can also be difficult to motivate to taking risks.

The key thing is to avoid jumping to conclusions, listen to their language and what they focus on to place them somewhere on the scale in your mind.

Even the best home based Internet jobs meet natural caution

You should believe in the business you run, that is essential to success. So even if you think it’s the best of home Internet jobs, you will often run into a natural caution from potential business partners.

The key to successfully recruiting these people to join your opportunity is to understand the three factors people use when judging whether something is worth paying the ‘price’ for. Price in this context includes time and effort as well as actual money.

The three factors are:

  • Attachment – How attached are people to their current situation. The fact they are looking at your opportunity can indicate a genuine interest or they may simply be ‘flirting’ with the idea. Your job is to sort contacts into people who are less attached to their current situation, and those who are firmly attached. Things that influence attachment are; length of time in that type of work, emotional investment in that job, whether their partner sees their current role as an important part of who they are.
  • Fear – Similar to attachment however a stronger emotion. This is how much they think they will be using by moving to the business opportunity, again tied to appetite for risk.
  • Blindness – This is the level to which they are able or unable to see the potential in your business opportunity.

How do we know this? An experiment was carried out where students who had waited a long time for limited college basket ball tickets were asked, ‘how much they would sell them for?’ The average price was $2,400; people who wanted the tickets yet were unable to get them offered to pay a maximum of $175. That’s a different of 14 – 1 in the perceived price or value of the tickets. The above three factors were identified by the students as the factors they took into account when deciding whether a price was fair.

Andrew Peel

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This entry was posted on Wednesday, January 20th, 2010 at 7:42 pm and is filed under Home Internet Businesses. You can follow any comments to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

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