Prospecting Is the Beginning of a Potential Relationship
One network marketing tip that is essential to your success is this: Building a business begins with building relationships. If you forget the essentials of building relationships then your business will fail.
One would think that with the advent of technological advances we would become more and more isolated from each other. That is: we would do business without any need for human interaction. But business owners – of all types – are finding that technological advances can never replace the human touch.
People use technology… but we use it to stay in touch with other people. We…
Talk incessantly on cell phones
Spend too much time in chat rooms
Date online (or connect online)
Large well branded companies are learning that twittering and blogging and social networking of all sorts are greatly increasing their sales. People are relational. We want to be a part. We want to feel like we know and are known.
What is true for all business is even truer for network marketing. No matter how much promoting you do online – and I highly recommend that you do – you still must remember that you are in a relational business.
And because of that your prospecting can take a lesson from the social networking event we call dating.
Nobody Likes the Clingy Type
Somewhere in the far reaches of my memory I remember dating. I remember that nobody wanted to be around the clingy type. That has not changed. It never will.
People cling in relationships because they are needy. And the harder they try to get their needs met the more they drive other people away. The harder they cling the more they suck the life out of the other person… And communicate that their total concern is to get what they can out of the relationship.
Many people are attracted to the aloof type. In their aloofness they communicate that they don’t need anything from relationships. We assume that they have everything they need and are therefore capable of giving a lot.
What about network marketing prospecting?
What do we communicate? Many people – whether online of off – communicate that they are desperate and needy. They are in search of a prospect – any prospect – and when they find one they hang on for dear life.
A clingy person is always trying to convince the other person to stay around. They ‘pitch’ their case… always on the defensive… always in pursuit. And in doing so they communicate a lack of self-worth.
When our network marketing prospecting consists of ‘pitching’ our products and opportunity we communicate that our business lacks worth. And we communicate that we are trying to get what we can out of the relationship. We are desperate to convince the other person – the prospect – to stay around.
Good Relationships Focus on Attraction
What do people look for in relationships? We don’t look for needy people who will drain us every time we are with them. We look for people with whom we share common interests. We look for people who naturally attract us. When we find someone like that we do everything we can to attract them.
We find things that interest them and share in those interests. We give instead of always asking for more.
Good marketing is a lot like that. It really isn’t about getting someone to sign on the dotted line. It involves creating an environment where people can get what they already want.
It is about being attractive to those who are out there looking.
In the dating world the attraction model can be a bit deceptive. A person might put on a facade in order to mislead another. But relationships built on antics like that don’t last.
Marketing is the same way. As a marketer you should make yourself attractive to prospects who are looking. There is no need to put on a false front in order to fool someone. That doesn’t last. Instead – as in a good relationship – present yourself as you really are. Show your prospect that you are worthy of attention.
How do you do that? By providing what your prospect really needs… Good content. Assume the role of a teacher giving good advice to your prospect. Help others to succeed.
People are looking for good solid information. The more useful information you give the more attractive you will be to your prospects. As you teach your prospects to be successful in some area of their lives their view of you changes. You go from being a stranger to a confidant.
‘Pitching’ your products – or your deal – positions you as a greedy salesperson. But sharing information that is useful to your prospect brands you as someone that can help them… Someone with whom they would like to be in a relationship.
So if you want to turn your online business around remember this network marketing tip: Attraction marketing is a lot more effective than ‘pitching your deal’. It is also a whole lot more fun.
Greg Post is a marketing consultant for those interested in building a successful home based business. He specializes in the attraction marketing model. This model focuses on becoming attractive to your customers and prospects by creating an environment where they can find what they are already interested in.
It is a more natural way of doing business where the customer’s interests and needs truly become the most important thing. Therefore it is a more effective way of doing business.