WorthOverDoing

If you are in a Network Marketing business and you are selling or convincing your prospect to join you are doing it all wrong.

Building a successful network marketing business is not about selling its about education. However many people in the industry make the mistake of applying sales techniques to “Close the Sale” forcing the prospect into purchasing/joining their business and wondering why they are failing. 
 
The Guided Purchase
Going for a guided close takes place during direct, person-to-person conversation which might be on the phone, or at the end of a meeting.
 
They have sat through a presentation, and now it’s your turn to go for the sale and “close” the deal … it’s decision time.
 
Many pros have mastered the guided purchase and they have developed a response for every objection. They have a list of their prospects desires, their wish list, and their emotional triggers which they acquired from the previous “interview” conversations.
 
They will personally “guide” them down a path that leads to a purchase. 
 
If you are skilled at the guided purchase, that prospect is going to “buy” today whether they want to or not. However, it is NOT the best way for keeping sales as the person is buying for all the wrong reasons which always leads to buyer’s remorse shortly after.

There are several reasons why the guided approach doesn’t work and it comes down to one primary piece of psychology:
 
“A person convinced against their will is of the same opinion still.”
 
Many times during a guided purchase, the salesperson will get the prospects emotions flowing and they have no time to think logically which is the recipe that always leads to a sale which is why it’s the primary tool of choice for direct response marketers.

This “heart only” approach is extremely effective, but counter-productive for the Network Marketing industry because you are not making a one-time sale…
 
You are looking for the years of commitment it will take to build a successful network marketing business. 

Unfortunately, when those emotions dissipate and logic sets in, the person may regret the decision they made and they usually end up quitting within days or weeks.

Personally I prefer the voluntary close. This works best for building a successful network marketing business as the prospect “sells themselves” and makes the decision to purchase on their own.

Technorati Tags: Conversations, Decision Time, Direct Response, Emotions, Heart, Marketers, Marketing Industry, Mistake, Nbsp, Network Marketing Business, Objection, Person To Person, Prospects, Psychology, Purchasing, Remorse, Salesperson, Sat, Successful Network Marketing, Wish List

	Understand your customers’ searching behavior. Walk in their shoes, and understand the dialogue the searcher is having with the web. Most customers are researching or looking for a problem to solve. If you understand what problem they’re trying to solve (keywords and phrases) you can provide them with a very customized solution to it (your landing page, website…and ultimately your product).
	Decide how you will track conversions. Often this is easy…it’s when you make a sale. Other times it can be trickier. If you’re a real estate agent, you’ll most likely be tracking leads. In addition, you’ll have to assign some kind of dollar value to that lead so you can determine how much advertising to spend in order to get it.
	Decide on autoresponders and set them up. Autoresponders are simply a way to keep in touch with your customers and prospects. Essentially it’s automated email.
	Do the keyword research
	Brainstorm the core ones with a diverse group “spy” on your competitions’ using tools use other tools to expand the core list
	Group keywords by the conversation type (what is the potential customer looking for?)
	If you’re a real estate agent, you’re prospects will be having different conversations if they’re looking to relocate as opposed to someone already in your area looking to sell their house
	Build landing pages on your site for each conversation type
	You’d want the two different potential customers above to go to two different pages within your site, because you want to highlight the different value propositions you’re bringing to the table…to solve their particular problem.
	Set up your own blog
	Set up your adwords campaign using the keywords, groupings and landing pages
	Monitor and test…EVERY DAY
	Split test ads every day Adjust bids every day Get rid of non-performing keywords every day
	As soon as a great “money term” is found, start the search engine optimization process for that term
	Market 2-3 articles per week (or even more) Make blog postings on your blog and others’ Answer posts on forums and yahoo answers
	Move great “money terms” to Yahoo and MSN pay per click advertising engines
	Rinse and repeat this process every 90 days!

Technorati Tags: Autoresponders, Conversations, Conversions, Customized Solution, Diverse Group, Dollar Value, Group Keywords, Groupings, Keyword Research, List Group, Phrases, Prospects, Real Estate Agent, Search Engine Optimization, Searcher, Split Test, Spy Tools, Touch With Your Customers, Using Tools, Value Propositions