Attraction Marketing: Bringing the Prospects to You
Attraction marketing is at the center of the change in network marketing. The traditional sales method of convincing your customer that he needs to buy your product is sales-oriented. As is pointed out in the book, The New Conceptual Selling by Stephen E. Heiman and Diane Sanchez, this type of sales approach is focused on your needs and has very little to do with the needs of your customer. Attraction marketing is customer-focused. At the heart of every interaction with a prospect, be it a potential team member or customer, is a dialogue centering on the prospect’s needs. The sales process becomes a partnership between you and your prospect as you work together to define exactly what those needs are. Then and only then are you in the position to offer a solution. When you are first establishing yourself on the web or through an advertising campaign, newsletter, and so on, this dialogue is going to be one-sided. That is why it is so important that you take the time to really focus on your target market. As you write, you are going to have to imagine what your prospects’ side of the conversation would be, and answer the questions you believe they would have. The time you invested in researching your target market will be invaluable to you at this point.
Attraction Marketing is about building relationships. Difficult as it may be to put the idea of a sale out of your mind when you are interacting with a prospect, it is the secret to your success. Let’s say you sell moisturizing cream. Instead of promoting your product and how it is the best available, you need to educate your target audience that keeping their skin hydrated can actually promote better health. In this way, you brand yourself as a resource. You are giving them reason to continue to seek out your advice. No one does this better than Ann Sieg.
Use more than one medium. You can learn several network marketing methods at Renegade University which offers free training. Experiment with different avenues of communication and then perfect the ones that appeal to you. Examples would be sending greeting cards, writing a blog, creating a web site, advertisements, writing ezine articles, or putting up a video. Let your own personality come through your communications.
Put yourself out there, be available to answer questions, to show that you actually care about the individuals out there who need your help. Build the connection with them. Find ways to keep in touch - interact on your blog or on Facebook.
Gradually, people will come to see you as the "go-to" person. They will learn to trust your judgment and ask for your advice. When they are ready to buy, they'll come to you. You may find they begin to click on your affiliate links. And you have lost nothing by investing the time you put into the relationship. You aren't going to sell anything to someone who is not yet ready to buy anyway.
Attraction Marketing builds relationships with people who are already looking for what you have to offer. If they found you on the internet, it means they were looking for your keywords, right? They want to know they can trust you. Attraction Marketing requires patience, diligence and creativity, but by giving your prospects value, time, and showing them who you are, they'll be coming to you!
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