Posts Tagged ‘Marketers’
How to Build a Successful Network Marketing Business
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.
Niche Marketing For Online Success
Making money online can be a daunting task. When you’re first setting out you need to find someone you can trust who speaks sense and give great strategies on growing an online business. Susan Owen-Thursfield at Octisage is one.
She advocates that when you’re hoping to make money online, you should ignore your instincts to cast a wide net in an attempt to grab everyone’s money. Instead of targeting a broad niche, you are more likely to find customers by drilling down within a profitable niche. You might think that by targeting a broad niche like personal development, you’d have more of a chance at success than someone who drills down in the niche for something more targeted like stop stress eating .
Not so! Whilst it is true that the number of potential prospects dwindle as you drill down into a niche. It’s also true that those who find a profitable micro niche market and expand from there are some of the most powerful marketers in today’s internet. This is because the more you hone in on your target audience, the more likely you are to find someone who is really ready and willing to spend money for a solution.
For example, someone who types the keyword golf into a search engine may just be looking for basic information – what the game is about, who won the latest tournament, or even online golf games. But someone who types in the brand name of a particular golf club is usually looking to hit the order button right then and there.
Think of your Internet Marketing empire as an inverted pyramid. Start with highly targeted narrow niche markets and build on that success. Your websites and promotional efforts can all be connected as time goes on, but you’ll find it easier to dominate a niche with one area already mastered.
