Attraction Marketing: Too Good To Be True?

Using attraction marketing is the first step to building your business by bringing in prospects. The second step involves what to do with the prospects you attract. How can you make a sale or get someone to join your mlm team if you are being taught not to push your product or opportunity?

In case you are unfamiliar with the Attraction Marketing Method, it teaches you how to generate more leads that will come to you. This alone sounds like one of those "if it sounds too good to be true, it probably is" scenarios. I would agree except for the fact that attraction marketing doesn't just happen. It involves a lot of hard work to lay a solid marketing foundation and develop an internet presence. But for the purpose of this article, take my word for it that you will, indeed, generate your own leads through attraction marketing.

No sell selling = your new sales pitch!

As you address the needs of those in your target market, you present information to offer possible solutions. Notice I said information. Not business opportunities. Not products. Just shared expertise in your field. This marketing model teaches that when first connecting with a potential client or customer, your business opportunity and product should not be discussed. A brief mention, maybe, but certainly no sales pitch.

So...first we're told that prospects will respond to this free information by flocking to our websites or virtual office doors asking for our help. Then we're told that they will want to do business with us if we avoid trying to sell them anything! How can that possibly be?

Conceptual selling at work:

I had a consultation today with a new client which inspired this article. The purpose of our time together was to help her set up a marketing system for her new business. She knew the mlm I am involved in and told me right off the bat that, while she was familiar with the product, she was not interested. We continued on, discussing her website and how she could improve it by taking her sales information off the home page and leading with some excellent articles she had written about wellness. Then we moved to some other approaches she could take to help her target market find her on the internet. The more we talked, the more excited she became as she saw the possibilities and how she was going to be able to grow her new business.

She did, however, question how it was possible to make money when the focus seemed to be on everything but the business opportunity. I explained again the reasoning behind what is known as "Conceptual Selling" which means a sales process based around the customer's concept or idea of what they need. Very few people have a positive response to the old hard sell. When was the last time you eagerly trotted into a saleperson's office hoping to be told that you were an idiot if you didn't see how necessary a particular product was. With conceptual selling, you would be telling the salesperson what you considered necessary and they would try to find the product that would fill that need. I could tell my client was still skeptical.

As we neared the end of our time together, I asked if she had any questions. She asked me to take her to my mlm site so that she could confirm what she thought she already knew about the product. After a few minutes she said how surprised she was at what a great marketing tool it was and said she was definitely going to put it on her list of must-haves for her business.

The "Light-Bulb" moment...

I started to chuckle and said, "I know you have been leery of the idea that a sale could be made without pushy sales tactics. And yet, after you told me from the start you were not in the market for my mlm product, here we are at the website. How did we get here? I don't recall suggesting it!"

You could practically see the lightbulb go on over her head as she fully realized the impact of a sales pitch that revolves around the customer and not the salesperson. We worked together, as partners, to establish the best solutions to her business challenges, and as we did, she found she wanted to know more about my mlm. Had she not asked, I would not have taken her to my mlm site. I would have respected the fact she was not interested at this time. I know that a client's needs can change from week to week. If not now, then perhaps six months from now, or two years from now, I would make a sale. That's the way relationships work. They grow over time.

Barbara Silva teaches Attraction Marketing methods to help network marketers, small business owners or those growing an MLM business. To have Barbara as your guide, sign up for the free network marketing training at Renegade University. No matter your current level of skills, Renegade University will help you attract prospects to your business.