Attraction Marketing PART 2
As discussed in the first part there are several key things that need to be addressed in order for you to have customers coming to you instead of hiding when they see you coming to them.
#1 Passion,
I don't mean the hype, propaganda and sis-boom-rah-rah that you get when you go to a "product party", a convention or even off a company promo tape. I mean the soul deep conviction and belief in yourself that shines though your eyes, vibrates in your voice and makes people take you seriously. No Southern Baptist preacher has ever moved his congregation by preaching in a monotone voice and nobody has joined a business opp from some one who's offering is putting them to sleep.
Let your passion and belief be real and come from you, not your excitement over the company or the product. those transient excitements are a useful tool to help you through the learning process but the real and lasting passion comes from you. To do this you need to change yourself by asking the hard questions.
Where can I improve myself? What value can I give to those I interact with? Who can I help without any expectation of a return. etc., etc. You see success is a state of mind which reflects its self in the way we act and respond to the world around us.
Find a person who is successful and emulate them. Read, read, read, there are tons of books available to aid you in improving your mindset and thereby your station in life. You built you past failures, accept that, now create the mind-frame to build successes and accept them too! You deserve it.
#2 Don't prevaricate! Always be honest with yourself and in your dealings with others.
Nothing gets anyone backing away from something faster than having them think there is something "fishy" going on and they are not being told the whole deal. If a person asks you a direct question, give them a direct answer, don't beat about the bush, don't change the subject and never ignore the question.
Being honest with yourself is important simply because you can not improve yourself unless you acknowledge your weaknesses. Success is a learn-able skill and like any subject you learned in school the opportunity to cheat is always there BUT unlike school you don't get a grade at the end of the lesson, you get results. If you cheated and lied to yourself you will not get the results that come to those who actually learn the process of becoming successful.
You see success breeds a type of self confidence that is contagious in the reaction is generates in others. Donald Trump, you either love him or hate him but few people have no feelings about the man. He is self confident, assured and direct in his dealings, the model of a successful person and when he speaks, people listen because he never prevaricates, waffles or is hesitant in his approach or dealings.
#3 Know your product, company, and the value that you and it can give people.
Whether a prospect is sitting across for you, on the phone or in front of a computer a country away, it doesn't matter as long as you can let them know who you are and by default what the company you represent stands for.
In their mind they are asking 2 questions... "What's in it for me" and "Can I do this". Can you answer either of those questions if you're unsure, lacking in confidence or acting "small"? Of course not! Can you answer either question if they have questions about the company or product and you say " Ummm I don't know"? Again "Of course not!" Lastly can you honestly answer either of those questions if you have selfish ulterior motives? No, no and no!
You need to be you, but you must be the best you possible. Think about it as wealth, not measured in how much money you have or how big your house is but in intangibles like the enjoyment of life, quality of time with friends and family, personal development, fulfillment, contribution to persons growth, freedom etc. The more of this wealth you share the more you will get! try giving a hug and see if you don't get one in return. Give without any expectation of return and you will be surprised again and again.
The company and its product, which you represent, are a tool or vehicle that must be able to provide the means of giving to or getting for your prospect what they want most. Sit down with a person and "sell" them something and they will never see the value it has to offer, they will feel trapped and be resistant to you. Only when your company or product can solve a problem for them will they see value and be hungry to join your team.
#4 Share a dream, become a mentor.
Your life is exactly as you make it, that is why it produces the results that it does. So too with everyone else's, unless you dream and aspire to change your life for the better and then act on it, nothing changes.
When a prospect comes to you looking for a business they are really coming to you for help, they have a dream. They are looking to change things in their life and because they don't have the tools they have come to you. Talk to them, ask questions and listen to their answers, Maybe share your story of how your dream is being answered and how you can be their friend and mentor to help them realize their dream.
Keep in mind you either are in the process of change or have gone through it. Either way this makes you the expert or at least the guide and mentor that can help them, If you are leading them through the maze of uncertainty so that they can in turn help others to find and achieve their dreams you and they will find success.
#5 Finding prospects.
Finding the right people means networking, not the type of networking that has you hounding people but the kind that has people who want to succeed looking for and finding you. A person who comes to you is looking for something, they are already in the market and willing to buy, If you have built a relationship with them then offering them you business becomes a matter of mutual benefit and not an attempt to sell them something.
#1 Passion,
I don't mean the hype, propaganda and sis-boom-rah-rah that you get when you go to a "product party", a convention or even off a company promo tape. I mean the soul deep conviction and belief in yourself that shines though your eyes, vibrates in your voice and makes people take you seriously. No Southern Baptist preacher has ever moved his congregation by preaching in a monotone voice and nobody has joined a business opp from some one who's offering is putting them to sleep.
Let your passion and belief be real and come from you, not your excitement over the company or the product. those transient excitements are a useful tool to help you through the learning process but the real and lasting passion comes from you. To do this you need to change yourself by asking the hard questions.
Where can I improve myself? What value can I give to those I interact with? Who can I help without any expectation of a return. etc., etc. You see success is a state of mind which reflects its self in the way we act and respond to the world around us.
Find a person who is successful and emulate them. Read, read, read, there are tons of books available to aid you in improving your mindset and thereby your station in life. You built you past failures, accept that, now create the mind-frame to build successes and accept them too! You deserve it.
#2 Don't prevaricate! Always be honest with yourself and in your dealings with others.
Nothing gets anyone backing away from something faster than having them think there is something "fishy" going on and they are not being told the whole deal. If a person asks you a direct question, give them a direct answer, don't beat about the bush, don't change the subject and never ignore the question.
Being honest with yourself is important simply because you can not improve yourself unless you acknowledge your weaknesses. Success is a learn-able skill and like any subject you learned in school the opportunity to cheat is always there BUT unlike school you don't get a grade at the end of the lesson, you get results. If you cheated and lied to yourself you will not get the results that come to those who actually learn the process of becoming successful.
You see success breeds a type of self confidence that is contagious in the reaction is generates in others. Donald Trump, you either love him or hate him but few people have no feelings about the man. He is self confident, assured and direct in his dealings, the model of a successful person and when he speaks, people listen because he never prevaricates, waffles or is hesitant in his approach or dealings.
#3 Know your product, company, and the value that you and it can give people.
Whether a prospect is sitting across for you, on the phone or in front of a computer a country away, it doesn't matter as long as you can let them know who you are and by default what the company you represent stands for.
In their mind they are asking 2 questions... "What's in it for me" and "Can I do this". Can you answer either of those questions if you're unsure, lacking in confidence or acting "small"? Of course not! Can you answer either question if they have questions about the company or product and you say " Ummm I don't know"? Again "Of course not!" Lastly can you honestly answer either of those questions if you have selfish ulterior motives? No, no and no!
You need to be you, but you must be the best you possible. Think about it as wealth, not measured in how much money you have or how big your house is but in intangibles like the enjoyment of life, quality of time with friends and family, personal development, fulfillment, contribution to persons growth, freedom etc. The more of this wealth you share the more you will get! try giving a hug and see if you don't get one in return. Give without any expectation of return and you will be surprised again and again.
The company and its product, which you represent, are a tool or vehicle that must be able to provide the means of giving to or getting for your prospect what they want most. Sit down with a person and "sell" them something and they will never see the value it has to offer, they will feel trapped and be resistant to you. Only when your company or product can solve a problem for them will they see value and be hungry to join your team.
#4 Share a dream, become a mentor.
Your life is exactly as you make it, that is why it produces the results that it does. So too with everyone else's, unless you dream and aspire to change your life for the better and then act on it, nothing changes.
When a prospect comes to you looking for a business they are really coming to you for help, they have a dream. They are looking to change things in their life and because they don't have the tools they have come to you. Talk to them, ask questions and listen to their answers, Maybe share your story of how your dream is being answered and how you can be their friend and mentor to help them realize their dream.
Keep in mind you either are in the process of change or have gone through it. Either way this makes you the expert or at least the guide and mentor that can help them, If you are leading them through the maze of uncertainty so that they can in turn help others to find and achieve their dreams you and they will find success.
#5 Finding prospects.
Finding the right people means networking, not the type of networking that has you hounding people but the kind that has people who want to succeed looking for and finding you. A person who comes to you is looking for something, they are already in the market and willing to buy, If you have built a relationship with them then offering them you business becomes a matter of mutual benefit and not an attempt to sell them something.
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