A Closer Look at the Target Markets
A specific group of consumers at which a company aims its products and services . Your target customers are those who are most likely to buy from you.
Crowd of Customers & Prospects Coming to You Lesson #4 Supplement:: A Closer Look at the Target Markets
So in Lesson #4 we got clear on what the first target market group is thinking about and seeking… and we listed problems they have that you can help them solve.
That was the group who purchased a network marketing opportunity before who know WHY they need one.
It’s the best target market group to start with (and that you should always be attracting) because it’s the easiest (there are more of them and there are a lot of resources already available for you to use to give value, which attracts them).
But in this Lesson #4 Supplement, we’re going to look at the other two target market groups we listed, which you could also choose to attract.
- People who are presently researching your company and seeking the best Upline.
- People interested in finding a way to make money–but who aren’t specifically aware they need a networking business (yet).
Let’s start with ‘People who are presently researching your company and seeking the best Upline.’
That’s a fantastic target market for obvious reasons. They are familiar with your company and are just looking for more information or a good Upline to sign up with.
Let’s ask the first question we always ask to ‘Know the Target Market’ …
By knowing the answer to the following question you will know what to do with our next lessons to set yourself up on the Internet so these prospects find YOU.
“What kinds of things are they looking for, thinking about, and talking about?”
Let’s start with the obvious answers…
- They are looking for more information (on your products, compensation plan, management, etc) related to your opportunity to justify joining.
- They are looking for the ‘right upline’ to join, which would be a person or team that they believe will best be able to help them succeed.
So we want to focus our list with those two general ‘needs’ in mind.
As you write these things down feel free to contribute to the list.
What’s on the mind of prospects who are already interested in joining your opportunity but haven’t yet?
- Maybe they want to see how your compensation plan compares to others.
- Maybe they want to see how your product compares to others that ‘appear’ similar.
- Maybe they want to know more about your company’s management team.
- Maybe they want to hear why it’s a great opportunity (industry is expanding, etc).
- Maybe they want to follow an upline that is using and can teach how to use the Internet
- Maybe they want to follow an upline team that has a proven track record for success
- Are there any books that your company discusses a lot in meetings… your prospects may be searching for those too
- Are there any particular topics, subjects, people, issues, controversies, etc that are often discussed within your company?
Any topic related to your specific opportunity and any ‘part’ of it could go on this list.
In Lesson #5 we’ll get into detail about how you set yourself up on the Internet using this information (where you go and what you do there) to attract your prospects to you. We’ll show you how that gets them onto your list and calling or emailing you first.
We’ll also talk more about how that process sells them on YOU (since you’re giving the information you are positioning yourself as a leader and as a valuable asset).
But let’s look at this a bit more here first…
Remember the other question we need to answer…
What are some needs you can address or problems you can help solve?
I’m not going to cover all the possibilities, but I’ll cover this enough so you get the point.
Let’s consider those who are out there, who have been introduced to your opportunity somewhere along the line and they’re just looking for the right upline to join …
What are THEY concerned about?
They need to know they’re joining a successful team because they NEED guidance.
So one problem you can help address is “how to build YOUR business.”
By showing them your team is successful OR… by showing them you have a plan for success, you fill that need and attract them to you.
You can accomplish that on the Internet so they find you and are pre-sold on YOU before you talk to them.
That way, when you do talk to them it is a highly leveraged conversation.
But how do you establish that you’re going to help them succeed if you’re new and not successful yet yourself?
There are different options here, all of which we get into much more in our more advanced Professional training.
You could go to your successful upline and use their story.
You can also share that you provide support with Internet attraction marketing–this is very attractive because it addresses a need these prospects have about “HOW” to build the business (something most uplines don’t have a good answer for).
By sharing the things you’ll learn from us you’ll become an attractive upline they want to follow… because it establishes that you have a plan to help them build their business (attracting prospects to them, generating additional cash flow through monetization, setting themselves up like a real business, etc).
Who would YOU rather join?
An upline pitching the same old song and dance, or someone who has taken the time to address THEIR specific question, like, “How will I build my business?”
If you establish that you have a system in place (you can use ours, for example) to teach them how to attract their own prospects, you’ll be far more attractive than other uplines who are just talking about the same old things we hear when people try to sell an opportunity.
Do you see the power of that?
What if your company doesn’t let you use its trademark names on the Internet?
Yes, this is a very important issue to consider.
That’s another reason why the first (more generic) target market we talked about can often be easier to attract–since you don’t have to mention your company or product names upfront to attract network marketers who have purchased an MLM before and already know they need one.
Here, when you’re setting out to attract prospects to your specific company, it would be helpful if you could use your company’s trademark names because that’s one thing this ‘niche’ target market is searching for. They are looking for more information or details about your company products, and about your company itself.
But there are ways around this…
You could think about all the things your prospects may be searching for that are related to your company or products, without using a specific company or product trademark name.
Is there a specific ‘niche’ term that is uniquely associated with your company but that isn’t trademarked?
For example, if you sell nutritional products and the company markets Trevo Product,Herbal Life Products or ‘zappa-mango-element,’ the key ingredient in your product line (I just made that up), and it’s not a trademark name, you should put that on your list here of things your prospects may be searching for.
You can then provide some information from a business perspective, including how it compares to other seemingly similar products. Within that same area you can link to a page about ‘How Your Team Helps People Succeed.’ The RIGHT prospects will find you and click on that. We’ll cover this in more detail in Lesson 5, but I think you’re getting the picture.
Let’s consider another example…
Is there a specific term your company uses to describe it’s compensation plan, that isn’t trademarked. If so, put it on the list.
You’ll have to build this list yourself because it’s very specific to your company and the things discussed within the ‘culture’ of your company… there are plenty of things that are unique to your company that are not trademarked. You can use those in your marketing to attract your target market of prospects to you. Again, in the upcoming lessons we explain where you go and HOW exactly you do that.
The bottom line is that it’s a lot easier when you’re just getting started to attract prospects from the first group we went over in Lesson #4 (generic network marketers who bought an opportunity before and already know why they need one)… because there are a lot more of them. It’s also easier because we supply all the tools and value that attracts that group to you.
But with that said, you CAN set things up to attract any target market you choose by applying what we teach. None of this is all that complicated. You just have to be willing to give something before you can expect to get something in return. If you can ‘get’ that, you will have so many people coming to you that your life and business will never be the same.
We still have the last example target market, don’t we?
Let’s run through it if you want to. You really only need to understand the first example we went over to move forward.
We’ll dig More in Lesson 5
But next we’ll look at the other group we listed, “People interested in finding a way to make money–but who aren’t specifically aware they need a networking business (yet).”
Let’s start again with the first question (this should be becoming rather routine for you by now).
“What is your target market seeking, thinking about, and concerned about?”
Can you answer this?
Although you may ‘think’ at first glance that you’re selling the same thing to this group as you were with the others, you’re not.
You have to find out specifically what is on their minds in order to attract them.
Here are some examples…
Maybe they want to work from home to be closer to the kids.
You see the difference already as compared to the last target market group? The last group was specifically thinking about and looking for solutions directly related to YOUR opportunity.
But here, this target market is thinking about something more general. You need to know this so you can ‘talk’ to them, and provide solutions to their specific problems.
Maybe they want a lot more money.
What are some problems they have that are financially related (maybe they don’t live where they want, they’re worried about retirement, etc).
What are some problems they have (stress, strain on relations, etc)?
Now, with these things in mind… what needs can you address or what problems can you solve?
If you offer a network marketing opportunity, you offer a solution for them to get what they want, right?
But I know what some of you are thinking…
You’re confused saying, “But Johnny, the last target markets we talked about would want these same things… how are they different?”
It’s true that our last example we ran through (people already interested in joining your opportunity) want to work from home, want more money, want more free time… and may want many of the same things that this last target market example wants.
So what’s the difference?
The group who already knows they’re interested in joining your opportunity have already crossed the first bridge. They’re beyond that. They were looking for more details on YOUR opportunity and looking for the RIGHT upline to support them… and THAT was where you had to start if you wanted to attract them.
The other example we went over in Lesson #4, (people who already bought an MLM opportunity and who know they need one) have also crossed that bridge. We had to address them first by talking about solutions for the network marketer.
This group is in a different frame of mind and you have to start from where they are at or they won’t even know you exist. This group feels the pain of a job they hate or has dreams and needs related to time and financial freedom, but they haven’t taken a step yet.
They are open to looking at a solution, a plan… but they are still on first base. So that’s where you start.
You have to create ‘stuff’ on the Internet that attracts them by talking about the pain and solutions associated with these things on THEIR mind (being at home with kids, creating a better retirement, making more money, living their dreams, having time freedom, seeing their spouse out of a job they hate, etc).
Once you attract them you can then move into ‘stuff’ that pre-sells them on YOU and the solution (your opportunity).
Once you get them on your email list, you provide more value (information that doesn’t sell them or push an agenda, but that talks to their needs).
Then, you gain permission to share what you offer, in the form of your opportunity. At this point large numbers of them will be coming to you… already pre-sold.
That’s what we’ll teach you how to do.
This isn’t that complicated. I am often amazed at how messed up the marketing world has become when, with just a little thought and work upfront, it all goes so smoothly.
Now let’s learn how to use all this knowledge about our target markets to actually set up the bait on the Internet that will attract them.
Are you ready? This is where we move out of teaching you principles and get into the physical How To’s. This is where the rubber meets the road!
Are you ready for Lesson 5 ,Let us Move a Head
Before we proceed to Lesson 5