How To Target Prospects
It occurred to me that many people don't really know what they want to buy, only they are looking for an answer to a question. This happens to me often, when I have a problem I think about who I know that can help me solve it.
Then it struck me, I always contact people that I know first. If they are not able to help, I go looking for someone who can. This is classic attraction marketing.
When trying to generate leads for your MLM company it is imperative to focus on one specific issue or problem at a time and then focus on people who might be interested in a solution to that one specific problem or issue. What drives them? Why are they interested? and how do you get them to buy from you? If you are an industry expert, then doesn't it make sense that people who know you will come to you first for help?
It therefore follows that if you want more people to follow you then you must get to know more people. "Brilliant!" (I told myself) Isn't that what gurus like Mike Dillard have been saying for years?
Basically there are three types of customers.
1. People actively looking for information about a particular problem.
2. People already using a similar product (or solution) that is known to help with their problem.
3. People looking for you or your product by name because it is the product (or you) that is best known to solve their problem.
These groups apply to any product or service so, in terms of your business opportunity, Prospects will fall into the same category groupings.
Those looking for a solution to their problem, Those already in the industry but looking for something else (easier, less work) and those looking for your company in particular.
Type 1 Prospects They are searching for a solution to a money problem or a time problem. They have no money with no likelihood of getting a job or have failed in a previous business. They spend too much time at work and commuting and not enough time at home with their family. They are researching a problem that you might just be able to solve for them.
Type 2 Prospects They are already in an MLM opportunity but not achieving the desired results. They may be in a competing company and searching for training, advice or books. They might be totally disenchanted and looking to join a better competing company and looking for comparisons, reviews, testimonials etc. or they might be researching in the same industry but searching for leadership to improve their skill levels.
Type 3 Prospects They are searching for your company by name and in particular want a strong leader to follow. They want training and mentoring to give them the confidence to be a success.
All three prospect types have differing questions and concerns unique to their station in life.
This is a big subject in itself so I will cover these in a further blog so stay tuned.
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