How To Read Your Prospects Mind
Reading Your Prospects’ Minds:
How To Get Google, Facebook & YouTube To Tell You Who is Ready To Join Your Business Opportunity or Buy Your Products!
“The more you help people get what they want, the more you will get what you want.”- Zig Ziglar, Sales Trainer & Motivational Speaker
A good friend and mentor told me a story of his cousin and how it relates to network marketing and locating a good qualified prospect for your MLM business.
Great story and really relates to what we want in our business.
Here is the story of Jimmy and his experience with a door-to-door salesperson as write by my good friend and partner Ferny.
Ferny writes:
My cousin Jimmy was telling me a story of how one Saturday morning he woke up to somebody knocking on his door. He puts on his robe and was greeted by a salesperson with a box of frozen goods.
The salesperson was dress sharply, had a big smile, and spoke faster than a hurricane (how typical right?) Apparently, on this beautiful Saturday morning, he was trying to sell what he claimed to be “top-of-the-line” steaks to my cousin.
My cousin was a big groggy, a little hungover and not very coherent yet… so he just couldn’t manage to get rid of the annoying salesperson. No matter what excuses Jimmy came up with to NOT want to buy the steaks, the salesperson would quickly brush that aside.
Jimmy’s wife, Margarita, not sure what the commotion was all about, finally got herself out of bed, put on a robe and came downstairs.
She quickly analyzed the situation, saw that Jimmy was having a hard time getting rid of the salesperson, and did the one thing that finally worked.
She asked, “Are the steaks kosher?”
Lo-and-behold they weren’t! So she said, “I don’t want them.”
With that, the salesperson left. He just wasted 30 minutes of his time which cut into his profitability. (Heck, I didn’t even know my Mexican cousins were Jewish! lol)
Not only did the salesperson tick off my cousin and his wife (for waking them up Saturday morning) but he committed the one mistake that 90% of businesses make in their marketing…
Know Your Target Market
See, the salesperson did the one thing many businesses do — especially within the realm of network marketing. He did NOT study his market (obviously his timing was bad too… nobody likes to be woken up from bed Saturday morning).
He had no idea whom he was talking to. He had no idea if the residence of the house he rang the doorbell at would have the slightest interest in what he had to offer – steaks. (Or that he’d be talking to Jewish Mexicans!)
He was blindly marketing to random folks with the hope that they would buy. He had no idea if my cousins were even meat-eaters (try selling steaks to a vegetarian)!
Had he done his research, he would’ve completely skipped Jimmy’s residence in favor of the carnivore two doors down who wakes up early Saturday morning to hunt and kill, small animals to eat!
And guess what? He probably would’ve made a sale.
How To Find Your Perfect Customer
How To Find Your Target Market.
When you are marketing your business opportunity presentation, you always want to have an idea as to whom you are targeting. You have to figure out who would realistically be interested in your products or opportunity?
Figuring this out will end up saving you a lot of money, time and head-aches. It most diffidently will stop the frustration and struggles you may be experiencing today.
You see, too often a network marketer fails because they are convinced that EVERYONE is their target market, which is simply NOT TRUE! They spend all their time, effort, and energy pitching their product and business opportunity to everyone they know, without regard for interest level or need.
Now while I agree to start your network marketing business with “practicing” on you family and friends, these are not the people you will be targeting. These are practice people. If they join great but don’t count on it.
The result of targeting EVERYONE Is like trying to “sell steaks to a vegetarian”. It’s not that the product is not worthy. It’s just that without finding a NEED and WANT in their prospects, these network marketers:
- Have no idea if there is a REAL tangible need for that product, and
- Have no idea how to get in touch with the people who actually would be open to listening to a product or business opportunity presentation!
So before you even start thinking about spending money on newspaper ads or flyers, or post cards and notes, social media like Facebook, Twitter, Youtube and others, conjure up an image of the perfect customer for your products/services. Understand where they’re coming from. Again, Find What They Want, Their Needs, Where They Are Hurting? Use Attraction Marketing as your tool.
Create your Avatar. Know this imaginary person as if it were your brother or sister. Create an image of them in your mind. Write out on paper this person. Paste a picture of this person on your paper and read is over and over again until the person becomes “real.”
Avatar
In my mind .. and on paper.. I have identified the perfect person, my Avatar. I know the age, married or single, children, education, where he/she lives, what type of house, what car they drive, where they vacation, even the color of hair and eyes. I know what they read and where they go out to dinner and to the movies.
This person is “REAL” even though he/she is in my mind.
Ask yourself:
- What problems can I help solve for them?
- What questions can I help answer for them?
- How do I relate to them?
- What is unique about what I have to offer?
- Why should they give you time to hear about you and your product/service or business opportunity?
Answering these questions will help you in coming up with a marketing campaign targeting your ideal customer. (The best part: They don’t even need to know YOU!)
How to find your perfect customer is nothing more than “knowing who they are and what you can do for them.”
This process helps setting up your “pre-filter.”
What is a Pre-Filter?
A pre-filter weeds out the people who are NOT interested in what you have to offer – thereby saving you marketing efforts and a lot of heartache talking to people who might otherwise, get angry at you.
This is your business, you are the CEO of a million dollar company and you are offering someone and opportunity to join you. You are the Hiring Manager. You want to qualify them for this very import position. Like any business, it is not a perfect fit, the reason for the interview. That is why you want only the best. I can’t tell you how many people I didn’t hire (sign-up) because they just didn’t meet my Avatar. It was not a fit.
In our steaks example, it’s simply filtering out all the vegetarians (and if you want to get more detailed, you’d also filter out those who only eat meats that are kosher).
I once sponsored a person in my business opportunity who’s only interest was demolition derby. He joined because I made a great presentation. I didn’t take the time to get to know him, his wants, needs or his interest. My only interest, at that time was to sponsor him. That’s what I was told by my sponsor…sing-up anyone who can breath. After several months of me trying to get him going, wasting my time and energy, he simply disappeared and I lost track of him.
I also sponsored a couple who needed the money. The problem I ran into was one of Focus. I could not get them to focus on their home business. Instead, they were more interested in “parties.” Young couple who weren’t quite ready to focus on making a life style yet.
These were learned mistakes. I was told to sponsor anyone who would listen and as a result I wasted a lot of time sponsoring people who weren’t interested. Had I used the power of Attraction Marketing I could have saved many frustrating months and years on find the right people.
Online marketing makes this process very painless, precise, inexpensive, and simple.
For starters, realize that a chunk of marketing can be done via the search engines and social networks (such a Google, Facebook and YouTube for starters). This means, people come online with questions in mind – questions for which they are desperately seeking answers for.
They search for things like:
- “how do I make money online?” — great for business opportunities
- “how do I get leads for my business?” – great for MLM business owners
- “how do I get FREE leads for my business opportunity?” – great for network marketers
- “how do I start a home base business?” — great for opportunity seekers
- “how to make money with a MLM company?” – great for business opportunities
- “how to _ _ _ _ _ _?” — great for people looking for “weight loss, home business, energy drinks, how to (anything= fill in the blank)
- “kosher butcher Phoenix Arizona” — great for Jimmy & the family
They Are Already Telling Google and Facebook What They Want and What They Like! These Social Media Platforms will tell you what you need to know!
Use Social Media To Find Your Perfect Prospect/Customer
Online marketing research allows you to structure your marketing campaign such that you get to pick out the questions your target market is looking for and how you want to answer them.
You get to choose the answers and expressed how your products/services or business opportunity fulfills those needs.
If your recruiting people, your marketing research will tell you the type of problems or issues these people are struggling with. Now you can direct your questions on how you will solve these problems or issues.
Example: In your research you find people are looking for ways to make extra money. Your question to these people are “Why do you need extra money?” Sit back and listen. Then “What will you do with the extra money?” Sit back and listen. By structuring your questions from your research and listening, your prospect will tell you exactly what they want, need and why. You simply structure your product or business opportunity in a way as to fulfill these issues.
Of course, you can accomplish this via traditional marketing (for example, only advertise on fitness-related magazines if you have a fitness product). However, online marketing affords you MUCH more control in specifying whom you want to interact with and you can do it for A LOT Less time and effort! While finding quality customers and/or leads.
This wider degree of control provides vital feedback and translates into money in the bank (from the income you’ll reap because of your appropriately selected audience and the savings you’ll keep from not wasting money on fruitless marketing to the wrong crowd.)
We will even help you with that with the power of Attraction Marketing!
Details of how to uncover those wants/ need/desires in what you have to offer and how to set up your pre-filter is covered in Attraction Marketing Formula:
Spend some time right now and brainstorm on what your market really looks like. Your Avatar. Get to know them, their wants, needs and desires. Their problems and issues.
Identify those people who can relate to your products/services/business opportunity. (HINT: It’s not EVERYBODY!)
In the next post “How To Get People to Say Yes to your Business Opportunity.” Stay tuned!
PS: Did you sponsor 10 people in your business opportunity this week? Many did and many used the power of Attraction Marketing. Get a FREE 10-Day Online Recruiting Bootcamp by clicking on the BUTTON BELOW. 10-Day to see how Attraction Marketing works and it’s FREE. Click on the BUTTON BELOW.
