Black Swan Management, LLC

Attraction Marketing starts with from the basic premise of giving people what they need and want. In order for this to occur you have to intimately want to know what their needs, hopes, desires and pains are and genuinely want to help them. You have to first ask three basic questions which are:-

1) Who is the target market that you want to help?

2) What kinds of assistance are they wanting/needing, what are they thinking and talking about?

3) What are some of the issues that your offer can help address successfully?

These three questions if answered completely is an important first step in your ability to attract large numbers of highly interested prospects with a level of confidence that traditional methods cannot provide. Building your business and recruiting persons then is not as hard as traditional methods have made it, you just have to use this basic formula. And this applies to any type of product or service whether it be real estate, health and wellness, coaching, legal, consulting, travel and leisure, etc.

Let’s look at our three basic questions a little more closely. The first one – Who is our target market? This can be better amplified if we look at a specific market, say the health and wellness market. This is a huge and still growing market of persons are interested in functional health and longevity, those who would like to change their diet and lifestyle to avoid the statistical inevitability of disease as they grow older. This market may include those who are not happy with their current energy and well being levels, etc. The point is that a brainstorming exercise is necessary to begin to list all those stakeholders who consume in this market. An important place where clues could be had is the internet. You can do a search on Google or any other engine to gain a sense of who these stakeholders are and what they are looking for.

After you have listed your stakeholders, you then begin to brainstorm what would be their personal concerns, problems, fears as well as what they are thinking about, talking about, reading about, etc. Again the internet can provide great clues in this regard, especially if you can access any blogs or forums of your target market and read what the discussions are about.

You can begin to appreciate that there is nothing complicated in the process. All that is required is some effort. This process of brainstorming and doing some research on the internet should not be underestimated because it is all about knowing your target market intimately so that you can in the end really know what they want and what they need.

At this point it is necessary to point out the following. When a network marketer attempts to sell a product or service, what in fact he is selling is HIMSELF. This is not understood by the vast majority of persons involved in this business. If this were not so then prospects would buy or be recruited by anyone but as we well know, prospects are not recruited by anyone but by someone who they have come to know and trust. Prospects then have to buy into the network marketer first. They have to buy into someone who can really assist them in setting up and building their business, someone who can teach them the nuances of the business and who they can trust to point them in the right direction.

So that one has to sell himself as the person who can do all these things. The question then is – How do you sell yourself first before selling your prospect the opportunity?

You have to first build trust and pre-sell your prospects on you as a successful leader. The product being sold is in fact YOU, and when that is sold then you can easily achieve success with your offering. The prospect wants to know if you can lead them to success and this is first done by reflecting back to them what their needs and wants are and then providing them with plausible solutions before you introduce them to your offering.

Let’s now show how this can be done in an example. For this we go back to our first three basic questions:-

1) Who is our target market?

2) What kinds of things are they searching for, thinking or are concerned about?

3) What are their wants and needs, problems and what possible solutions can you provide?

Let’s use network marketers as our target market. Within this target market, the possible sub-categories can be:-

a) People who have been involved with a network marketing opportunity before.

b) People who are contemplating joining a network marketing opportunity but who are looking for a suitable offer/guide or up-line.

c) Entrepreneurs who are looking for new business opportunities.

We can expand this list but we will leave it at three sub-categories. It makes sense to target the first group because there will be less work involved, they having been already introduced to the concept and possibilities that network marketing offer. The second group may be novices who would have been introduced to the concept and are looking for the best opportunity and guide. The third group are persons who are desiring to have an extra stream of income and who also desire to eventually work from home perhaps. They have not been introduced to network marketing as yet but may be open to your opportunity.

For the first group – people who have been involved with network marketing before, we now answers the two questions;- a) What kinds of things are they searching for, thinking or are concerned about? And b) What are their wants and needs, problems and what possible solutions can you provide?

The answers to the first may be a marketing tool or system, a resource or expert, or a just a relevant book. They maybe looking for network marketing training on the internet or specifically how to generate genuine leads or information on how to build their MLM business. The list of things searched for, thought about or concerned about may be endless. One just has to do a search on Google to realize this.

The response then is for you to have your presence on the internet as one who can provide plausible advice and answers to these needs and wants without pushing your offering in the first instance.

And you do not need to have a website to do this. There are many free online services such as ezines or social media engines (Web 2.0) that will allow you to place your articles so that searchers can access them. These engines will also put your articles on the larger search engines such as Google and Yahoo where the real traffic is. You have to have some knowledge of search engine optimization for them to rank highly there.

Your articles are the main tool in your attraction marketing program and you must have enough of them so that your presence on the internet is substantial. Topics that can be written about are issues related to network marketing, a review on any such company, person, news, products or services, books, training, resources, etc. The following then is a list of topics (which is reflective of the problems they may have) which can be the basis of your articles:-

- Making money on the internet

- Spending less money on leads and finding better quality prospects

- Getting prospects attracted to them rather than pursuing prospects

- Choosing a better up-line

- A better way to build my network marketing business

- Getting effectiveness and efficiency with my network marketing business

- Clarity on what to do to build my network marketing business

- Effectively selling myself as a leader

- Creating more cash flow for my network marketing business

- What to say and do to sponsor more people

- How to use the internet to build the business smarter

The other two target markets identified earlier -

a) People who are contemplating joining a network marketing opportunity but who are looking for a suitable offer/guide or up-line,

b) Entrepreneurs who are looking for new business opportunities, should be treated in the same way that the first target market has been treated. These treatments can then form the basis of other articles to publish.

This then is your first activity of attraction marketing, getting your content on the internet. When this is done you will be surprised at the response had by interested searchers. As said before you have to post enough articles such that your web presence is substantial and you have to have a basic knowledge of search engine optimization in order for your articles to rank highly.

When these interested searchers respond, you then have to get their permission to send them more valuable content and this is done with the use of lead capture pages where they will provide you with their name, email address and telephone number (not mandatory). These correspondences will be your email marketing component of your attraction marketing program.

Your program of emails which are usually between ten and fifteen will then be sent one every five days or so and will be on subjects related to your prospects interests. The subjects of these emails can be on related books, interviews with industry coaches, information on MLM companies, information on network marketing related systems or topics, encouraging stories or tips, etc. In your email marketing you should also provide the opportunity for your readers to comment as provided in blogs. At the end of your articles you can now provide a link or make reference to your service or offering (which must be related to the subject), where a solution to the issue can be had. If you feel that your writing abilities are limited, you can easily higher expert writers at about $15.00 per article where you just provide them with the topic.

You can also use attraction marketing methods to sell other persons products or services. You may already be promoting a product or service (as an existing network or affiliate marketer) where your activity will now only be attracting prospects through your article marketing and directing them through links to your company’s lead capture page, from then on the company’s attraction marketing effort (if a suitable one exists) can then lead to a successful recruit of your prospect.

This then is a summary of the great benefits to be had by using attraction marketing techniques. A full expose on attraction marketing methods can be had at the Renegade Professional where this approach is outlined in workshop format in very great detail. You can also get at the Renegade Professional workshops on the following:- a) How to set up a lead capture page, b) How to set up a blog, c) How to set up an email marketing campaign with auto responders, d) How to write articles for the internet, e) How to use the telephone in your marketing campaigns, and many, many more topics that will complete your training in attraction marketing and make you the professional internet marketer that you can become.

Thank you for your kind attention.

Nigel Gittens

Author: Nigel Gittens
Article Source: EzineArticles.com
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