Understanding of your Customer needs, interests and desires is very important.
In short, to give prospects what they want. Let’s take a look at an easy to follow plan that will put the greatest secret in selling to work for you:
Crowd of Customers & Prospects Coming to You Lesson #4: Identify Their Needs
Let’s keep the two questions we’re answering in front of us:
- “What is your target market seeking, thinking about, and concerned about?”
- “What are their needs and some problems you can help solve?”
We’ll apply these questions to each different group of target market(s) so you can soon attract them on your own.
Again, these groups are:
- People who purchased a networking business before who recognize they need one.
- 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).
Once you answer the two questions for these target markets you’ll be able to attract any one of them by giving something they want.
They’ll view you as an asset to their success, instead of a nuisance who just wants to sell something.
We can only look at one of these sub-groups at a time…
Just like we covered in Lesson #1 – How Identifying The Target Market or Know Your Target Market to Generate Leads using the ‘weight loss product’ example, each of the 3 target market groups (above) have their own unique set of interests and needs to consider separately.
Let’s run through this with the first target group:
People who have purchased a network marketing opportunity before-who already recognize their need for one.
“What kinds of things are they looking for, thinking about, and concerned about?”
As usual the answer is simple…
They are looking for, thinking about, and concerned about ALL TOPICS related to network marketing, particularly things that can help them succeed.
Let’s dig in with some tangible examples so you’ll understand how to use this:
One thing they ‘could be’ looking for might be a resource, like a marketing tool, system, or even a book.
The prospect may be on the Internet searching for specific book titles related to the network marketing industry… like one their upline or company recommended.
Or, they may be looking for information on a well-known author who markets their books to the network marketing industry (examples would be Robert Kiyosaki, Mark Yarnell, or Paul Zane Pilzer).
Or, they might search for something general like, “network marketing books.”
Or, “network marketing training.”
You can get tons of ideas like this by simply going onto Google and typing in “Network marketing” — you’ll find all kinds of related topics, resources and examples.
These are all clues as to what your target market is looking for, thinking about, and concerned about.
These are things YOU need to know because we’re going to show you how to use this to attract them to you-pre-selling them on you and what you offer at the same time.
Your prospect might hop onto to Internet and type in “How Do I Generate My Own Leads Online?”
Wouldn’t you like to have “your stuff” come up when they search for this or hundreds of other related phrases or words?
Wouldn’t you like to have your lead capture page there to collect their information?
I can show you how to do that without even needing a web site of your own.
There are literally thousands of different things network marketers are searching for every day – not just on Google – but at hundreds of different locations.
You only have to get plugged into a dozen or so locations to generate more than enough leads per day.
You don’t have to be a techie to do this-you don’t even need a web site.
But that’s the topic for an upcoming lesson…
Let’s think a little more about what our perfect prospects are looking for.
They could be searching for network marketing coaches by name (like, Dani Johnson or Ellie Drake)… or just for ‘network marketing coach’ in general.
They may be looking for information on an event by a famous coach… or for a training tool (like a specific DVD they learned about).
And network marketers are often venturing outside the MLM industry for information-like in related areas like personal development or business education (these are entirely new worlds that your prospects may be digging into).
What about famous upline names? Yes.
What about MLM companies? Yes.
They may be looking for resources or information to help them build their current business (we’ll list a lot of examples of these kinds of things below).
Even if they’re presently in an MLM business, this is still a great target market to attract onto your list because, as we’ve mentioned, many of them will likely buy an opportunity again.
Your target market may NOT be actively searching for anything at all-but you can still ‘attract’ them.
If something catches their eye, they could ‘click’ on it and end up getting introduced to YOU and what you’re sharing on a particular topic that’s on their mind, like:
“How to Choose the Perfect Upline,” or,
“Is There a Better Way to Build Your Network Marketing Business?” or,
“Why I’ll Never Cold Call Leads Again.”
Anything that relates to the pain they experienced in the past when they tried network marketing before.
You can share inspiring or motivational tips or stories.
You can interview successful people in your company (or anywhere in a related field or topic) and share their ‘hot tips.’
You could share experiences you have had in your business… and lessons you have learned along the way.
You can share “How a Single Mother of 3 Found Time to Build Her Network Marketing Business & Hit it Big.”
If you don’t have the particular experience then you can interview someone who does.
If you’ve ever prospected friends and family, invited people to hotel meetings or done cold-calls, and ever had a disappointment-you can share that experience and connect it to their pain. Then, show them a solution you have recently learned.
That’s value by the way… it doesn’t have to be something genius in order to be effective.
Anything that attracts people is considered value—your sincere wish to help people is a perfect starting point to create all kinds of stuff they’ll connect with and be attracted to.
Then, you can offer solutions for them (like suggesting they read the “The 7 Lessons”, for example).
You could share things you’re learning right now (and will continue learning in our program).
Most definitely, millions of network marketers will be looking for help with this kind of training because many of them have just ‘had it’ with the old way… by learning and then sharing this ‘new attraction model’ you could attract a huge number of them to you.
It’s about giving before you expect to receive.
But the bottom line is that anything related in any way to network marketing, including any company, organization, person, news, product, book, training, resources… and any related topic could go on this list.
A lot of this discussion now overlaps into our next and final question when preparing to attract this target market.
What “needs” or “problems” do these people have that you can help them solve.
Let’s run through an example list of problems you can help your prospect solve.
While you’re reviewing this, don’t worry if you’re not yet sure how you would ‘give’ solutions to their problems. We’ll address how simple that can be in a moment.
Let’s just look at some problems they need help with:
- How to make money in network marketing.
- How to spend less money on leads and find better quality prospects.
- How to get prospects coming to them (instead of chasing prospects).
- How to choose a better upline.
- They might need a better way to build a network marketing business before they’d ever start one again
- They need to be more effective with their time and see results in their current business
- They need more clarity on what to do to build their business
- They need to know how to effectively sell themselves as a Leader
- They need more Cash-Flow to keep going in their business
- They need to know what to say and do to sponsor more people
- They need to learn how to use the Internet to build their business smarter
How to understand a customer’s needs
How Would You Help Them Solve These Problems?
We’ll discuss this much more in Lesson #5.
Marketing Merge gives you a framework so you can offer all kinds of value and solutions to your network marketing prospects… and you can take credit for it.
You can just focus on learning the other ‘parts’ that make all this work like what we’ll be covering in Lesson #5, “Setting up the marketing that attracts these people to you.”
We’ll also discuss how to set things up you’re pre-selling YOU and building trust before you ever talk with your prospect.
You can literally set it up so you’re receiving emails and calls from large numbers of people who are already interested. You can create such a large number of interested prospects that you can then pass these leads onto your downline (making it far more valuable to be on your team).
But What About Those Other Two “Target Market” Groups We Listed?
- 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).
If you’d like to run through some examples of what these other two target markets are looking for… and what needs they might have that you can provide to attract them to you, Click to Review Lesson #4 Supplement: More About What Customer Needs
Or, click to jump ahead and review Lesson #5 Now: