The Internet is designed more for the buyer’s mentality. Why do I say that? The Internet gives its users privacy. They usually surf whatever they want by themselves and they can purchase their own goods without the need to meet with other people like in a supermarket.
Take the example of door-to-door salesmen or salesmen who go table-to-table. THEY approach you and you normally wouldn’t want to buy from them. You would be thinking in your heart, “Why are you selling me something? If I wanted what you are selling, I would have bought it MYSELF already!” See the difference between buying and selling?
People love to buy. They don’t like to be sold to.On the Internet, don’t focus on pitching the opportunity. Rather, pitch information on HOW TO or arouse the curiosity of the buyer. People will look for something to buy so they can SOLVE THEIR OWN PROBLEMS. By understanding this key point, you will see how to funnel targeted traffic or good quality prospects for your opportunity.
After a while, they will request more information or look in deeper on how to solve their problems. How do you work this out?Take these two scenarios for instance:
SCENARIO 1
Prospect: Of course I do (What kind of no-brainer question is that? Of course health is important to me).
Distributor : Great! Now our range of products help to solve high blood pressure, lose weight, relieve constipation, etc. Do you have any particular area of concern in these health areas?
Prospect : Err… yeah, kind off but not really a big concern. (What? Do you want me to imply that I am sick or something? I do have these problems but I don’t think I want to share these with you because I don’t really know you so well.)
Distributor: Here is our catalogue. You will be able to find it will solve all kinds of health problems. My contact number is here and you can also check out their website. You can really make lots of money in the health industry through this fantastic opportunity!
Prospect : Okay. Thanks. I’ll give you a call once I look at it. I really gotta go now, see ya. (Trying to get rid of the distributor and the catalogue goes into the bin or somewhere he won’t bother to look at it again.)
Note: The prospect is being sold to. I am not saying the distributor is not doing a good job. Maybe the prospect may be having a bad day or he had an argument with his wife. Now, let us turn the tables on him.
SCENARIO 2Here the distributor advertises a small ad in the newspaper where it talks about FREE information on health issues and displays the website address. He could even put an ad in Google.
Next the prospect looks up the ad and follows the link. He sees the information online and the LEAD CAPTURE PAGE request him to type in his e-mail address so he can get more ‘expert’ advice.
The autoresponder gives him an e-mail with details or reports of health in general and the prospect becomes more interested. The prospect becomes EDUCATED. Two things can happen here if he is interested.
He decides to purchase a small, detailed health manual to understand more about his body (which becomes a side income for the distributor) or he decides to purchase a trial pack of the actual product.
The prospect gives a call to the distributor who put up the website and asks him questions because he is interested. The distributor then shares the benefits of the product (now the prospect is not being sold to, he is interested in BUYING). The sale is done and he might even be interested in the OPPORTUNITY because he is so happy with the product.
Note: The prospect is actually the right buyer but he just doesn’t know that this product is for him when he is being SOLD to. By selling to him, the opportunity to gain a new downline or customer might be lost forever.
The other possible thing that can happen is that he is financially constraint at the moment and didn’t have enough time to digest all the information. The sequential autoresponder do the follow-up, giving him a series of e-mails to continually update the prospect. Later on he might either buy the product or contact the distributor for more details.
See how powerful tools can be in Network Marketing? And the best thing of all, you won’t need to pester prospects like a beggar! You will be more like a field expert that is SHARING information rather than SELLING THINGS. This method is actually REJECTION FREE because the prospects come to YOU instead!
In the next page, we will talk about effective advertising and how to direct proper targeted traffic to your website.