In Amway speak, the curiosity approach is when an Amway business owner approaches another person about the opportunity, without mentioning the name Amway up front. It's a very common approach... and it may be one of the reasons why Amway is perceived by some as a little bit sneaky or slick.
My mentor has always said, if I can have a confident approach... and I'm prepared to deal with the questions... then, by all means, tell folks that it's Amway!
But, my mentor also mentions some appropriate reasons maybe not to mention Amway up front...
First of all, let's face it... Amway has a bad reputation with many people. And, there are various reasons for this. But, sometimes, rather than focusing on the name, it may be better to first talk about the advantages or potentials of the company... that way, a person can see the good in the business, without the distraction of dealing with the 'bad' straight away. Then, after they see how Amway can benefit them, the interested one can have his concerns dealt with.
Another thing, some people really don't care about the name. They may not care what other people say about it... they wanna hear what's in this opportunity for them...
So, for them, Amway Schmamway!
What those folks want are the facts about what is available, what they can expect to accomplish, or how the product has value... and who cares what the name is!
One other important thing that many people miss... when you operate an Amway business, you're actually self-employed. You work for yourself, not really Amway... it's your thing!
So, if you are truly a business owner, in your own mind, why would you have to mention Amway up front... and why would your prospect need to hear Amway anyway. You might wanna start with the name of YOUR company (my Amway business is called SAI Business Group). And, your prospect is probably more interested in THEIR new business opportunity, not a particular brand name...
I believe the overall message is this... there is no right or wrong, per se, with either approach. Your honesty and candor is the thing! At any rate, the curiosity approach... and for that matter, the direct approach ("this is Amway")... will work very well, if you are knowledgeable and confident about what you are offering.
Here's some food for thought about Amway IBOs and other salespeople who use a curiosity approach when selling a service, product, idea, or business opportunity:
ReplyDeleteUsing a curiosity approach is a lot like giving someone a wrapped present or gift. They don't now what's in side, they know they might or might not even like it, but they're sure curious and mildly excited to find out what it is.
I don't find gift-wrapped presents or spontaneous surprises from a spouse or significant other at all distasteful. One, I appreciate their thoughtfulness in presenting me with a gift. Two, after opening the present, it might have been the best gift in the world I never knew I always wanted.
In light of this, I don't think the vast majority of Amway IBOs who use a curiosity approach are out to run con-jobs on people. All they know is that they're excited, they have tremendous hope of the opportunity to build a better future, they believe it's possible because other people have done it successfully and have the evidence to prove it, and they honestly want to offer other people the same exciting opportunity for the potential of building a better, brighter future. "Hope through soap!"
As I responded in a private email, the main thing is honesty. If the prospect doesn't ask "what is it?", then there is nothing wrong with presenting the full opportunity before mentioning Amway...
DeleteHowever, if the prospect shows interest, and they ask what this is... IBOs are required to mention Amway, and to explain that Amway is the business opportunity. Anything else is against Amway rules, and it is dishonest.
Thank you for sharing your thought; that's a good illustration!
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