Thursday
Oct022008
Attraction Marketing: What is it?
Thursday, October 2, 2008 at 1:10AM
The other day I was sitting talking with one of my friends, and I mention that I am helping people set their Home Based Business on the Internet using Attraction Marketing Techniques, and after looking at me funny he asked: What is Attraction Marketing?
In order to talk about Attraction Marketing, I'll start by giving you my definition of good marketing:
Good marketing creates a "proposition" or set of benefits for the customer that delivers value through products or services.
Many of us that join a Network Marketing Company don't have any marketing experience. And that simple fact is the biggest reason for the high failure rate in our industry.
To improve our chances of success we must learn how to market.
So, how do we market?
I am going to tell you. But before I do, I'd like you to remember something. Keep this in the back of your mind all of the time, because it will make the difference between success and failure in your marketing efforts. The difference between being perceived as a professional, or a peddler has to do with:
If you approach you prospect first; you are a peddler. If he/she approaches you first, you are an expert.
In order to be successful at marketing, all you need to do is market your expertise first. That is know as Attraction Marketing.
You might be asking yourself: how do you do that?
It is easy, you have to be willing to give out information for free. You promote yourself as an expert by providing value, in order to build a relationship of trust with your prospect.
Now this is important, I said give out information not a sales pitch.
Lets say that your product is Mac computers.
When you approach your prospect you are going to approach them with an invitation to read your newsletter about the uses of home computers.
In your newsletter you are going to tell them about the many uses of a home computer, about the convenience of searching through the Internet for a business rather than using that old and bulky telephone book.
You are going to give them examples of how much easier it is to get information with a computer. How computers make Encyclopedias obsolete, or how they can use the internet to make long distance telephone calls and save on long distance charges.
In other words you are going to prove to them that you know about computers, and that they can trust that you are the expert. When you have given the pertinent information you can suggest the computer that you favor and why.
This is a back end sale. You start with the benefits of the product, and as you provide information, the prospect sells himself or herself on the need to acquire said product.
It does not matter what you sell real estate, widgets, beauty products, business opportunities, or specialized services... The rule is the same. You have to provide something of value and create a relationship with the prospect before he/she buys you.
Yes, I said he/she buys you. If you provide the most perceived value the prospect buys you and anything you sell.
It is a soft sale. You don't pitch you product until the customer is ready to buy. You'll know that he is ready because he'll be calling you to ask more questions and/or your opinion.
You can change the words a little bit but the end result is the same:
Nobody likes to be told what to do, but every body likes to do whatever they want.
Because I am mainly talking to network marketers, I know that many of us think that (just like I did at one time) what we sell is the opportunity to be your own boss. But just like me if that is what you think, you are mistaken.
What we sell is "know how".
If I have the "know how" to build a business, traditional or other wise, I am going to have people that are going to be attracted to me, because I have something they want and need.
You could have the cure for cancer, but if you don't know how to distribute it, and effectively let the public know what you have you are going to fail.
I have seen people die rather than take something that would be beneficial to them, just because they did not trust the messenger (you and me). I have seen people poison themselves, and not be upset with the person that sold them the poison because they trusted him or her.
Trust is something that is earned. If you understand how to make your prospects trust you, that is going to make you a very effective marketer.
You begin to build trust when you give first.
Everybody wants to know "Why", for as long you give your prospect information in a non-confrontational way, and without expecting to get something in return, you are going to form trusting relationships that in turn are going to propel you into business success.
In order to talk about Attraction Marketing, I'll start by giving you my definition of good marketing:
Good marketing creates a "proposition" or set of benefits for the customer that delivers value through products or services.
Many of us that join a Network Marketing Company don't have any marketing experience. And that simple fact is the biggest reason for the high failure rate in our industry.
To improve our chances of success we must learn how to market.
So, how do we market?
I am going to tell you. But before I do, I'd like you to remember something. Keep this in the back of your mind all of the time, because it will make the difference between success and failure in your marketing efforts. The difference between being perceived as a professional, or a peddler has to do with:
Who Approaches Whom First.
If you approach you prospect first; you are a peddler. If he/she approaches you first, you are an expert.
In order to be successful at marketing, all you need to do is market your expertise first. That is know as Attraction Marketing.
You might be asking yourself: how do you do that?
It is easy, you have to be willing to give out information for free. You promote yourself as an expert by providing value, in order to build a relationship of trust with your prospect.
Now this is important, I said give out information not a sales pitch.
I am going to give you an example to illustrate:
Lets say that your product is Mac computers.
When you approach your prospect you are going to approach them with an invitation to read your newsletter about the uses of home computers.
In your newsletter you are going to tell them about the many uses of a home computer, about the convenience of searching through the Internet for a business rather than using that old and bulky telephone book.
You are going to give them examples of how much easier it is to get information with a computer. How computers make Encyclopedias obsolete, or how they can use the internet to make long distance telephone calls and save on long distance charges.
In other words you are going to prove to them that you know about computers, and that they can trust that you are the expert. When you have given the pertinent information you can suggest the computer that you favor and why.
This is a back end sale. You start with the benefits of the product, and as you provide information, the prospect sells himself or herself on the need to acquire said product.
All you have to do once they are sold is direct them on the right direction to solve their perceived need.
It does not matter what you sell real estate, widgets, beauty products, business opportunities, or specialized services... The rule is the same. You have to provide something of value and create a relationship with the prospect before he/she buys you.
Yes, I said he/she buys you. If you provide the most perceived value the prospect buys you and anything you sell.
It is a soft sale. You don't pitch you product until the customer is ready to buy. You'll know that he is ready because he'll be calling you to ask more questions and/or your opinion.
Remember, nobody likes to be sold anything, but everybody likes to buy
.You can change the words a little bit but the end result is the same:
Nobody likes to be told what to do, but every body likes to do whatever they want.
Because I am mainly talking to network marketers, I know that many of us think that (just like I did at one time) what we sell is the opportunity to be your own boss. But just like me if that is what you think, you are mistaken.
What we sell is "know how".
If I have the "know how" to build a business, traditional or other wise, I am going to have people that are going to be attracted to me, because I have something they want and need.
You could have the cure for cancer, but if you don't know how to distribute it, and effectively let the public know what you have you are going to fail.
I have seen people die rather than take something that would be beneficial to them, just because they did not trust the messenger (you and me). I have seen people poison themselves, and not be upset with the person that sold them the poison because they trusted him or her.
Trust is something that is earned. If you understand how to make your prospects trust you, that is going to make you a very effective marketer.
You begin to build trust when you give first.
The one thing that everybody wants is information.
Everybody wants to know "Why", for as long you give your prospect information in a non-confrontational way, and without expecting to get something in return, you are going to form trusting relationships that in turn are going to propel you into business success.
That in a nutshell is Attraction Marketing.
If you are interested in learning more about Attraction Marketing in dept, Ann Sieg's "The Renegade Network Marketer" is an excellent resource.
Reader Comments (2)
his support for sacs pas cher sac marque pas cher sac cuir pas cher sac homme pas cher
sac burberry pas cher
sac chanel pas cher sac chloe homogeneous
sac louis vuitton homogeneous
ass offers the ones that tend to be referred to as becoming custom purses. The second often price considerably a lot more than the first kind. E replica chanel obtained in the imitation Rolex watches obtainable in the on-line shop that is the very best supply for the charming sporting. The imitation watches b replica chanel need to usually do some research prior to acquiring.Watches play an important role to tell other people about the social standing and class of the rolex replica will make you really feel royal and just choose what you need. Cartier replica wrist watches are only an argument that everybody offers earned one minute of chanel handbags to do issues in accordance to their very own emotions. Nadia whether or not the style for your infringement problem, many people concur with her actions in th chanel replica icant cost of the actual item; because the inexpensive minute rates are greatly affordable to purchase several out of this structure.Rolex offers shown it’s ab Replica Handbags uk 98MT of louis vuitton handbag, drives you nuts you. You purchase a 4 iron (licenses), I purchased two louis vuitton handbag nonetheless discover it much more co Replica Handbags uk me thing everyone might adore. Nevertheless the costs in it could be a delay. There are lots of shops providing a lot more than your own minds fill up associated replica chanel reason they’ve turn out to be much more well-liked when compared with their own unique alternatives.You’ll find excellent selections associated wi swiss replica watches