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Lesson #3: Attracting the Perfect Prospects
Do you remember the three questions we covered in Lesson #1?
We’re about to use the same questions to identify the “perfect prospect” for your network marketing opportunity.
We’re not talking about just any sort of prospect—we’ll get 100% clear on what the RIGHT type of prospect looks like and needs… because then you can attract people who join for only the right reasons (a key to success because they are likely to duplicate your efforts).
Let’s recap the 3 questions:
• “WHO is your target market?”
• “What kinds of things are they looking for, thinking about, and concerned about?”
• “What are their needs and some problems you can solve?”
Once we know the answers we can use this information to attract the perfect prospect to YOU over the Internet, following a step-by-step sequence. These prospects will be pre-sold before the first conversation even begins.
Let’s dig in…
“WHO is your best target market when you’re selling a network marketing opportunity?”
Just like in Lesson #1 with our weight loss product example, there are many possible target markets you could consider.
But Here’s the Best Possible Target Market to Write Down…
People who already know why they need a network marketing opportunity.
This seems rather obvious, doesn’t it?
And it is.
You’ll find that the best answers are usually simple—but they only become obvious after you ‘recognize’ them. That’s the benefit of having “The 7 Lessons” take you by the hand through this process.
Now let’s think about this target market further.
First, which of the two options below would you rather choose?
1. Attract people who don’t know why they would need a network marketing opportunity?
2. Attract people who already know why they need a network marketing opportunity?
Of course, there’s a lot less work involved if you attract people who already realize why they need a network marketing opportunity.
Because then your only job is to sell them on YOU, which we’ll teach you how to do in the upcoming lessons while you’re attracting them.
But what kind of person would recognize they need a network marketing opportunity?
There are two possible groups–we’ll start with the largest.
Again, notice the answer is simple:
People who have purchased a network marketing opportunity before.
Do you recall the first target market we wrote down in Lesson #1 with the ‘weight loss product’ example?
People who have purchased a weight loss product are a good target market because they are likely to buy a similar product again.
And it’s the same in network marketing.
Because they already see the need… so 90% of the work is done.
Think of it this way…
Would you be more successful selling steak to vegetarians or to meat eaters who purchased meat before?
Of course it’s easier to sell a steak to people who have purchased steak before.
Or, what if you were selling light bulbs?
Would you do better selling light bulbs to people who have purchased light bulbs before?
Of course you would… because they already see their need for one.
You wouldn’t be too successful selling light bulbs in a 3rd world nation to a village where people don’t even have electricity.
They wouldn’t have purchased light bulbs before because they don’t see their need for one.
So why do we see network marketers often cold calling leads or talking to family and strangers who don’t see the need for a network marketing opportunity?
Because they haven’t been schooled on these basic principles of marketing.
Sure, you can learn to ask the right questions and try to help people discover why they need a network marketing opportunity, but that requires tremendous skills in communication and persuasion. It creates a tremendous and unnecessary work load.
It’s far more effective to learn basic marketing principles that will bring the perfect prospect to you.
Don’t Miss to watch these Videos from Part 1 to 6
How To Get New Customers | How To Get New Clients
OK, let’s look at another example of a target market we could choose to focus on:
Prospects Who Are Already Researching Your Opportunity…
This is a fantastic niche target market to write down and consider because they are familiar with some of the benefits of your company and are in research mode.
They’re seeking out the best Upline team to join.
They already know why they need a network marketing opportunity or they wouldn’t be researching yours.
Later we’ll give specific details on how you can set things up to literally attract this group, already pre-sold on you or your team as the best Upline to help them accomplish their goals.
Let’s look at one more example for today’s lesson as a possible target market to attract:
Business Opportunity Seekers…
There is another large market of people out there wanting to make money from home but they don’t recognize they want to do it through network marketing (yet).
That’s another group you could consider attracting although it’s not as ideal as the first two groups mentioned above because they don’t yet know they need a network marketing business.
So, why do we list it here?
Because this target market does realize they need a way to make money (most of them want to do it through a home-based business)… and this is closely related to the same needs a network marketing opportunity addresses.
By the way, let’s remember we’re not talking about cold calling business opportunity seekers here—like many people were taught to do in the old model—we’re talking about attracting them to you instead (already pre-sold on you and what you offer).
So we’ve covered three great target markets you can consider identifying and attracting.
Here are the three target markets we’ve covered:
1. People who have purchased a network marketing opportunity before
2. People researching your company & seeking the best Upline to join
3. Business opportunity seekers
So now we’ve answered the first question: Who is your target market?
But we don’t stop here, remember?
There are two more questions you need to answer before we can move you onto the next step in this formula (attracting them using the Internet).
Before we jump into the next question let’s remember we don’t have to attract each target market we write down on paper.
You can be extremely successful focusing on just one or two.
By the way, I hope you’re writing some things down as we run through all this.
Nothing happens in reality until you get stuff out of your brain and into the real world. Writing things down is the first step to make a thought (or goal) a physical reality.
So write down the target markets we’ve discussed above… and follow along as we answer Questions 2 and 3 in the next Lesson.
Our next step is to get really clear on the target markets we’ve written down today so we can show you how to use this information to attract them on the Internet.
In the upcoming lessons you’ll learn how to use all of this to drop ‘attractive bait’ all throughout the Internet—in the form of REAL VALUE that your perfect prospect will be attracted to.
This same value is also what will pre-sell them on YOU, which we established in Lesson #2 is the key to all of this.
But first, we have to know more about the concerns and needs of your prospects, as well as solutions (or value) you can offer… so let’s continue.