Now that you have your Why and your SMART goal, it’s time to build out your business plan with the products that you’ll be selling.
If you’re a typical network marketer you may think this is odd.
Aren’t you supposed to sell everything the company has to offer?
Well, yes and no. It’s a matter of approach, and that takes planning.
If someone asks you “What do you sell?”, how do you respond?
Do you tell them everything the company has to offer, hoping something will catch their interest?
That’s the normal response, especially for new network marketers.
You’re excited about your company and its products, and you believe everyone can benefit from them.
However, that response is usually overwhelming, and the person you’re speaking with will often mumble “Thanks. I was just curious” even if they initially wanted to talk to you about a specific product area.
A more professional approach, of course, is to ask questions to see what the person might be interested in and why.
What made them ask the question in the first place?
Had they heard about a particular product and wanted more information?
The first approach is more you-centric; the second is more customer-centric.
There is an approach different from both of these that many successful network marketers subscribe to; and it’s worth pursuing if you plan to use any form of marketing that attracts people to you.
|Attraction marketing is a way of attracting people to you, rather than your pursuing them.|
It’s based on providing value to your followers, with no thought of getting anything in return.
Over time, people come to know, like and trust you.
Once you’ve built up a relationship, these folks will starting asking you what you do and will want to know if what you sell will benefit them.
To apply attraction marketing well, you’ll need to choose an area that you can become knowledgeable in.
As you give out information about this particular area – value – you’ll become the go-to person for this type of product for your following.
Eventually they’ll want to know what you use, and you can pull the conversation offline to discuss what you have to offer.
Since you have already built up a level of trust through your Facebook posts, videos, Facebook Lives, blogs, podcasts, emails or a number of other media, the person you’re talking to will be more likely to try what you recommend.
At this point you’re going to choose a product area that you want to study. It should be something that you already have some expertise in or you’re excited to learn.
Then look at your company products and relate what you’re learning to those products.
Let me give you an example to make this easier.
Let’s say your company sells anti-aging face products as part of its offering.
And let’s say you’re a woman in her 40’s who is interested in helping professional women like yourself keep their good looks and professional appearance.
Although your company sells dozens of products for all skin types and age groups, the anti-aging line is going to be where you’re going to put your focus.
Does that mean you won’t sell an acne product to a teenager?
Of course not. It just means that isn’t where your attention will be.
Your attention would be on women 40 plus who still have breakouts.
You’ll learn everything you can about anti-aging:
- what ingredients work best and why
- what products should be used in conjunction with other products
- how to apply products for best effect
- what supplements should be taken in addition to using the products
- how to change one’s makeup to help older women look younger
- what products to use or avoid if someone has had cosmetic surgery
- perhaps even what hairstyles and fashions make one look younger and more professional with age
There are dozens of avenues to pursue with this topic, but you get the idea.
Now that you’ve chosen the area you’ll become an expert in, what products will you lead with when someone asks for advice?
Make a list of these products and any product packages that you want to sell as part of your outreach.
You’ll need to know pricing and commissions for the financial part of your plan.
For now, you’re done.
PS I’ll be talking more about Attraction Marketing in future Facebook Live presentations. If you are interested in learning more right now, sign up for the Free 10-Day Online Attraction Marketing Boot camp. You’ll receive emails from me over a 10-day period, with videos recorded by my friend and mentor, Ferny Ceballos, an online marketing expert.
The 10-Day Online Boot camp will give you the basics for attraction marketing, and is an excellent way to get started.