Like with any business, network marketing success "happens" by attracting a growing number of relationships into your sphere of
influence—people interested in what your business offers.
Successful people accomplish that by providing value... they give something before they pitch their products or deal, and that's what attracts people to
them so they have an opportunity to make more sales and and grow their business more effortlessly.
Giving something before you expect to receive is
the start of any lasting relationship.
But a large segment of the MLM industry has lost sight of it. They want something for nothing.
Or, they think 'sharing company information' is giving value when it's nothing more than pitching a deal—which people resist.
Many distributors get stuck and are never able to build the momentum that they
need to take their businesses to the next level. The reason is because they
fail to master the skills of attraction marketing for their business
opportunity.
The following are tips to help you build your network marketing business using
attraction marketing.
#1 Avoid Being The "Jack of All Trades" In Attraction Network Marketing
There are a number of distributors that try to master everything in
attraction marketing. These distributors
often fail because by diluting their efforts they master nothing.
If you are new to this business model the best approach is to pick ONE area that
you feel you can master.
Focus on that one area until you feel you have maximized all of the leads you
can generate or at least until you feel you are outstanding in that area.
#2 Don't Give Up On Attracting People to Your Business Opportunity Too
Soon
Many distributors fail at attraction marketing because they give up too soon.
They expect it to be the "magic wand" that they can wave and magically transform
their business.
It doesn't work like that.
Attracting people to your business opportunity is both an art and a science that
takes months, if not years to master. You are not going to master these skills
overnight.
Often, if you are just getting started, it make take a month, even several
months before you recruit your first prospect to your business opportunity.
#3 Learn To Provide Value to Your Network Marketing Leads
People are looking to work with people that provide value to them. Trying to
attract people by just selling them on your business opportunity isn't going to
provide a whole lot of value.
To provide value you want to offer your network marketing leads information that
can improve their lives. The information you offer should be based on the type
of lead that you are generating.
For instance if you are
generating leads to create a list of
distributors already in network marketing, offer information that will help them
to build their network marketing business.
If you are generating leads of prospects that are looking for a business
opportunity, offer them information that will help them to find and select the
best business opportunity and partnership agreement template.
#4 Do Proper Keyword Research for Your MLM Network Marketing Sales Leads
The large majority of the marketing strategies that you are going to use to
attract prospects to you require keyword research. Keyword research is the act
of discovering what words your prospects are likely searching for on the
internet.
Whether you are marketing with articles, doing video marketing, doing audio
marketing or marketing on pay per click search engines, keyword research is
vital for attracting prospects to your business.
Taking the time out to properly research your target prospect will save you
hundreds, if not thousands of dollars and save you hundreds, if not thousands of
hours in wasted effort.
Attraction Marketing is the new model for network marketers. In the "old days" of marketing, the keys to success seemed to revolve around slick, smooth, logical, and professional presentations of your product or service.
Don't get me wrong, in this new age of marketing it is still important to know your product or service well and be able to communicate the benefits to a prospective customer in a logical fashion. And of course, the better you know your product or service, the more professional your ability to communicate will come across.
However, what has now (thankfully) moved to the front of the list for success is building a relationship with those prospective customers. The mantra of this new approach which many are calling attraction marketing is "relationship first, business second."
Why Attraction Marketing?
Attraction marketing has caused marketing professionals to switch from chasing,
which so many of us did in network marketing for many years, to sitting still,
and allowing the prospective customer to come to us. On the surface, it sounds
almost surreal...how can you expect people to come to you unless you have chased
them first? Is this a dream?
No, it's not a dream. The way you get people to come to you is by establishing a relationship with them that gradually over time will cause them to come to know you, like you, and trust you.
Put yourself in the buyer's shoes. Assuming identical product/service offerings, I'm sure you would choose to buy from someone you knew, liked, and trusted over someone who just rang your doorbell.
Obviously, to establish a relationship among a community of people (I'm referring to a virtual community here rather than a physical neighborhood), you have to sit still, raise your banner high, and let them find you first. Yes, it takes patience and time, but the rewards are incredible. I heard one pundit say it was the difference between positioning and prospecting.
Build Customer Rapport
Now when people begin to notice that you're there, the first order of business is to reach out to establish a relationship—not "pitch your deal." Human nature is that people are far more interested in themselves than they are about you. Start asking questions that get people talking about themselves. Learn a little about them and it won't take too long before the discussion topic will naturally gravitate to some of their needs.
As they get to know you and you get to understand them, you're going to be in a
much better position to know whether or not your product/service is a match for
their needs. If it is, you also know how to present your offering in such a way
that it provides the benefits that match their needs. If it doesn't, put the relationship before business and acknowledge that fact. Don't think for a minute that you are turning your back on a sale...actually, an honest admission like that opens the door to a deeper relationship that will almost always generate referrals.
Use Social Networking Sites
How do you do this in an online environment? This is where the proper use of the social networking sites come into play. Websites like Facebook, Twitter, LinkedIn, and others should be viewed as relationship building vehicles rather than prospecting sites.
Spend time on those sites just being friendly and participating in discussions and conversations that establish your presence. As people begin to know you and like you, they will relax and come to trust you. The opportunity will always come to tell them what you do, but even then, that should not be seen as an open door to pitch your product or service.
As the trust factor increases and the relationships deepen, you can rest assured that they will come to you when their need makes them ready to make a purchase. So especially on the social networking sites sit still and position rather than chase and prospect. It's far more professional, more rewarding, and certainly more honoring to your customers.
Jerry Graham, aka "DocJerry," is a professional lifestyle coach and a social marketing authority who coaches network marketers, small business owners, and ministry leaders on how to properly capitalize on the current Internet trends. He is also a blogger, a charter member and guide at Renegade University and one of the Super Guides at Marketing Merge. Contact DocJerry to attract more prospects and generate more cash-flow, while building your network marketing business using the Internet.
For Massive Success in Attraction Marketing, You Must Be A Go-Giver-by Jerry Graham
October 20, 2008 11:16 PM
Attraction
marketing is based on the premise that you attract customers that are
interested in what you have to offer rather than pursue prospects that may or
may not be interested. For most, especially in the network marketing business,
it is a complete turn-around in mindset.
Many of us were taught the "three-foot rule" which basically suggests that
we should share our business or product opportunity with anything that moves and
can fog a mirror. The overzealous application of that idea has long tainted an
otherwise respectable and legitimate business model.
We were also taught clever ways to "overcome" almost any objection that
came our way. Again, effectively "manipulating" people to do what we wanted
rather than what they wanted.
Forgive me if I'm being a little harsh, but I love this industry because of
the way it levels the playing field and makes it possible for anyone to enjoy
massive success. But I personally never was able to develop the chutzpah to be
effective at the proactive approaches most network marketing gurus were advocating.
Attraction marketing, on the other hand, just fundamentally makes more
sense. Simply let people know what you have to offer, and make it convenient
for those who might be interested to come to you.
Set Yourself Apart with Attraction Marketing
However, with attraction marketing, the marketer must find a way to set him
or herself apart from the multiple thousands of messages that are competing for
attention.
One of the best ways to cut though the competing messages is to develop an
audience of people who know, like, and trust you. That's what the various
social marketing tools are all about.
One of the best strategies to find people who are interested in what you
have to offer is to be willing to give them information and help with whatever
they are interested in. If for example, someone is looking for some health or
nutrition advice because of an issue they might be having, they will start
searching through the Internet for answers.
They are naturally going to be attracted to the person(s) who demonstrates
a significant amount of expertise, often by offering significant amounts of
advice... and usually for free via articles, blogs, and other forms of social
media.
In the past, most thought that it's your expertise that sets you apart from
others. Why should you just give it away?
The answer was usually, "I shouldn't!"
But it's actually a very good question. Yes, it is your expertise that
sets you apart, and the reason you should be willing to give it away is that the
very act of giving it away truly sets you apart from others and makes you
extremely attractive.
The Go-Giver by Bob Burg and John David Mann
The best business book in the past several decades was published just about
a year ago now. In that book, The Go-Giver, co-authors Bob Burg and
John David Mann tell an incredibly compelling little story that demonstrates
that the key to "stratospheric success" is to be a go-giver.
The bottom line is you can't give too much away. The more you give, the
more you will gain in the long run. Maybe not directly from whom you gave
to—after all that wouldn't really be giving, would it?
One of the key laws from Burg and Mann's book simply states, "Your income
is determined by how many people you serve and how well you serve them."
What better vehicle to serve massive amounts of people than by attraction
marketing on the internet?
Make your mantra "give it away!"
You can't.
The faster you shovel it out the front door, the faster it will come in
through the back. Become a go-giver!
Jerry Graham, aka "DocJerry," is a professional lifestyle coach and a social marketing authority who coaches network marketers, small business owners, and ministry leaders on how to properly capitalize on the current Internet trends. He is also a blogger, a charter member and guide at Renegade University and one of the Super Guides at Marketing Merge. Contact DocJerry to attract more prospects and generate more cash-flow, while building your network marketing business using the Internet.
In the network marketing business, typically the network marketer is the pursuer. Not the case with attraction marketing.
Because of the Internet, attraction marketing is real and in reach even if you are on a shoe-string budget.
Attraction marketing may look something like this: The prospect finds you and/or your marketing on the Internet.
Since you are providing real value and quality information, they are attracted to it.
Your prospect follows a link to a capture page where they leave their name and email. Once they do
this, they begin receiving emails from you providing more information and building a relationship.
Maybe after awhile, they email or call you.
Point being, with attraction marketing, your prospects
are initiating contact. Prospects are calling you because they've already seen who you are, what you offer and
they are pre-sold on You.
Relationships and business is established in this manner.
The Attraction Marketing Model Provides Monetization Opportunities
While you are attracting prospects, you have the ability to create additional income streams
because you can offer "generic" information (by not leading with your primary
network marketing opportunity).
If you offer your prospect a low cost product, or generic information that is low commitment, and easily worth 10 times
its cost, you are creating trust and further adding value to the exchange of your relationship with that prospect.
The odds of them doing business with you or buying from you again in the future have risen substantially.
The Attraction Marketing Model can be Accomplished with Any Business or Product.
When you have the attraction marketing business model in place, people will be much more likely to buy from you.
The attraction marketing model is a much more appealing way to do business, especially for network marketers.
You aren't trying to sell people or hunt people down. You aren't cold calling, or propositioning friends and family, or just randomly speaking to people about your business.
It is more effective because people feel like it is their idea.
There are essential components that need to be in place to begin setting up your
attraction marketing.
Point of Contact Marketing
This is the initial point where your prospects find you on the Internet.
This can be an advertisement, a written article, video, website profile, or any combination.
Your marketing needs to be spread out across the Internet. Most of these methods are free and effective if used correctly.
Lead Capture Page
Once someone finds you on the Internet, you need a way to capture their information.
You must offer something in exchange for their information. You can learn to create your own capture page or you can use one that may be provided
for you; perhaps by an affiliate marketing program.
Auto Email System
These are automatic emails that go out to the people that have provided their information by
choice. Don't be mistaken — this is not the same thing as buying leads and loading them into your autoresponder and sending them emails.
Using the attraction marketing model, the auto email campaign is another way of building a relationship because you are offering more
valuable information on a topic in which your prospects have already expressed an interest.
This type of follow-up helps position
yourself as an expert because you are offering information. This continues to bring more people to you and provides organization for your business.
Once Your Attraction Marketing System is Set-Up, It's Nearly Automated
Once these three components are set up,
your marketing system is nearly automated.
People will find your point of contact marketing while you're sleeping, or playing with
your children — it's always doing the work for you by leveraging the Internet.
Finding value in the content you offer, they choose to sign up for your newsletter or they opt-in for a
free report you offer, leaving their name and email address in return.
Once they opt in, your auto email
system is delivering them even more valuable information and pre-selling them on you and what you offer.
The attraction marketing model is an empowering way to build a targeted list of prospects, build relationships
and get into cash flow (by offering low commitment products, information or training) so you can continue building
your primary network marketing business.
Eric Walker has been a public school teacher and youth athletic coach for nearly ten years. He now leverages his ability to communicate and convey information to teach others for Internet Network Marketing training and coaching. He will work with his clients to use attraction marketing and the Internet to generate leads for network marketers, and home and small business owners.
There is an art to web content development. There are two important purposes in creating a good web of content for network marketers.
1. Placing your content on various sites on the web makes it easier for your prospects to find you.
2. Your content serves to begin building relationships with your prospects which is the foundation for growing your network marketing business. This is the foundation of attraction marketing.
Your Blog or Main Website
Whether you choose a blogging platform or a website like SBI, you need a central site.
Once a visitor lands on your main site, they should be able to immediately and easily find your contact information, post questions, and find out how to learn more about your network marketing business.
This site can include links to your sales page, company site, and lead capture page.
The trick is getting the traffic to this main site.
Creating Your Web of Content
Let's suppose I decided to create a cluster or web of articles leading in to this one on "web content development."
What kinds of articles should I write?
1. I might write an ezine article giving a general overview of article marketing.
If you follow the diagram above, you will see that I would link the ezine article to this article (the main site) and to a hubpage article.
2. Next, I would write the hubpages article on how to write a good article. The hub links to the main site.
3. Then I might create a Squidoo lens (Squidoo-speak for article) on Attraction Marketing. I'd link my Squidoo to both the Ezine and a video on choosing your target market.
I could link to the Squidoo page from the main site, because this site is already ranking well and I might want the Squidoo article to be part of a "master lens" on attraction marketing.
Or, I could simply use the Squidoo as another incoming link to the main site.
4. After posting the video about choosing your target market on a site like YouTube, I would link it to this central page once again.
I would also link the video to the hubpage on how to write an article.
Having just helped prospects choose a niche, the hub on how to write an article would be a logical next step for them.
I now have five articles, all interconnected around the topic of "article marketing." All five articles are either about article marketing or are on a closely related topic.
Bookmarking Your Web Content
The last step to web content development is to bookmark your articles. Write a brief (two or three sentence) review on each article and what it's about. Then bookmark each article on at least three different bookmarking sites.
Be sure that at least one of these bookmarking locations is a "do follow." Furl, Spurl and Blinklist are all "do follow" bookmarks.
Prospects now have yet another way to find your web content - through the social bookmarking sites.
You can generate hundreds of visitors to your articles from one simple bookmark. Do not leave this step out!
Repeat the Process for Another Network Marketing Topic
Once you have completed your first "mini web" you can create more, following the same formula.
Perhaps your next cluster of articles will be about video marketing.
Or you may prefer to write a group of articles around a topic more closely related to the products offered by your network marketing company.
While you can't write about your network marketing company or its products specifically, you can certainly share generic information.
If your company sells vitamins, you can write articles about the body's needs for certain vitamins and what each vitamin does.
If you sell discount travel programs, you can write about favorite destinations, accommodations, or hidden getaways.
When deciding on a topic, try to think of the kinds of needs or problems your customers may be experiencing. Then write about ways to meet those needs and solve those problems!
Barbara Silva has been an educator for over thirty years. She is an Internet marketing coach for home business owners and network marketers. She teaches her clients how to use attraction marketing and the Internet to generate leads.
If you are looking to master the
