Most people approach selling to their prospects all backward, thinking only of what’s in it for them. Turn your thinking around for greater results. Here’s how.
For part 4 in our series of Demystifying Network Marketing, we’ll explore the best way to start selling to your prospects (without being slimy). If you want to start at the beginning of this series, go here. Otherwise, let’s dive into the art of selling to your prospects.
It all starts with a mindset.
One is me-focused and one is customer-focused. One will get better results. Any idea which one? Of course, most people will say the one focused on the customer…but then we end up selling focused on us anyway, without even realizing it.
The Wrong Way to Sell to Your Prospects (with Attraction Marketing)
Let’s start with the WRONG way to sell to your prospects simply because it’s the most common way. It starts with a mentality that focuses inward. It goes something like this:
I want to grow my business, find new business builders and customers, increase my sales and make a ton of money. How can I do that?
Are you wondering what’s wrong with this statement? I mean, it seems like a good goal and aspiration, right?
The problem: It’s focused on ME. ME. ME. What I have and what I want.
This is how it looks and feels to your potential customers when you sell from that position:
- Sales-y. People don’t like to get SOLD to. They like to BUY, but they want it to seem like their idea, not yours.
- You don’t care about them, you just want a sale.
- They are invisible and unheard.
This is how you might approach selling from a ME-centered position:
Look at this amazing product I have. It’s one of a kind. The best in the world. Only my company sells something so superior. And it can do x,y,z. Buy it and you’ll see that it’s amazing.
Your product may very well be the best in the universe. But if you’re not focused on the customer above all else, you’re largely wasting your breath.
The world is filled with ME centered people. Which is exactly why we need to take a different approach to sales when it comes to attraction marketing. People aren’t attracted to self-focused people They’re attracted to people that will focus on THEM.
The Right Way to Sell to Your Prospects
Let’s contrast the above with a customer-centered approach. It would look something like this:
I want to use the amazingness of the Internet to bring me into contact with folks that need help. When I come in contact with these people, I want to strive to make their lives better, to solve their problems, to listen to their deep pain and to serve them.
See how different this looks?
But wait! How can you sell more if you’re serving instead of selling?
In this approach, the focus is on the customer and not the superiority of the product. It’s on the deep needs of the customer. How can your product solve their deepest pains? This approach finds out the deepest needs and pains and addresses them completely.
After Mindset Comes Relationship
Part of the ‘attraction’ in attraction marketing is catering to the needs and deep pains of your potential customers. Selling to your prospects is more like developing a relationship with them. OUT OF THAT RELATIONSHIP, sales will come.
To develop a relationship, the person needs to feel validated, heard, and have some of their needs met. The focus on ME makes those things hard to do.
With attraction marketing, relationships are built when you show up consistently and offer value (for free) to your prospects. It happens when you offer solutions that are focused on their needs and not yours. It happens in a non-pushy way, as you help them with their deep pain points.
This takes a little time. So be patient and think of this as a long-haul kind of thing. It’s something you’re building. And it’s worth the wait because you’ll get loyal customers that come back again and again. You’re building a sturdy foundation.
With Relationship There Are Sales
Don’t get me wrong. I’m not saying you have to wait months to sell to your potential customers. You don’t. Think of it more like the 80-20 rule. Give away free, valuable content that meets the needs of your prospects 80% of the time. Sell to them the other 20%.
What does this look like?
At the end of valuable, relevant content you give them, add a call to action. (CTA). EVERY. TIME. This could be to share with their friends, or like your Facebook page, or join you on Instagram or Twitter. It could be to sign up for your mailing list, or offer you feedback. Or, even, to buy something you have for sale.
As you continue to add valuable content to their lives, you can also offer them the opportunity to buy into what you’re selling as a stand-alone offer. If the sales offers are sprinkled in amongst the free content, you’re building friends who trust you and are much more willing to buy from you than if you shoved your agenda down their throat. Just keep the 80-20 rule tucked into the back of your mind to help you stay balanced in what you’re giving and what you’re asking.
In the End You Get What You Want!
Remember at the beginning when we talked about the typical ME-centered approach: I want to grow my business, find new business builders and customers, increase my sales and make a ton of money. How can I do that?
Well, here’s the funny thing. If you turn your focus to others and seek to serve them and meet their needs, you WILL grow your business, find new builders and customers, increase your sales and make a ton more money. It all comes full circle.
Serve and give. That’s the secret sauce to selling to your prospects. Try it. It’s kinda addicting.
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