When you start a network marketing business the first thing your told is to make a list of everyone you know and start calling. Then you move on to cold calling. This is a huge mistake! Your first step is to determine what product you are marketing. Do you want to attract prospects to you that are interested in starting a network marketing business or do you want prospects that are interested in your product whether it be nutrition, financial products, candles or computer services? This is important because you will set up separate marketing campaigns for each one.
Once you have decided on WHAT you are marketing, you need to determine WHO to market to. To be successful in any business you have to give people what THEY need and want – and network marketing is no exception. You need to know your target market – their desires, hopes and pain.
You can determine your target market by answering three questions.
Who is your target market?
What kinds of things are they concerned about?
What problems can you help them solve?
Let’s go through an example. Let’s say you are marketing soy candles. Who is your target market?
Your goal should be to have prospects coming to you ready to buy. With that in mind, you could say your target market is people who have purchased candles before. It is much easier to market to people who have purchased before than it is to convince someone to purchase a product for the first time. But we need to go deeper.
Next you have to know what they are feeling and what their problems might be. For example, people that have purchased candles may be frustrated with black soot on their walls from petroleum based candles. They may be frustrated that the scent doesn’t last or isn’t very strong.
So let’s take it one step further. Many people today are concerned with the environment and there is a huge movement towards more earth friendly products. So if you sell all-natural soy candles, you could target people who have purchased candles before that want a cleaner, greener alternative.
Another possible target market would be people who use candles as an aromatherapy product. You could provide valuable information on how smells affect your mood and even your health. You might even narrow it down more, let’s say people who use aromatherapy to relieve stress or reduce headaches or control appetite.
Think about the problems you can solve for your target market with your product. Write down several possibilities and pick one that you can work with. This will make your job of marketing much easier.
Once you have determined your target market, you can created a marketing campaign that will give them value and attract them to you ready to buy. No more prospect lists, harassing friends and family, or cold calling!
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