The Missing Sale Piece In Your Biz

My life and biz experience has taught me that unless you have something of value to sell, you can't make money. Making money therefore is a direct response of what problem your offer can solve.

This is real business sense.

The issue of selling is often times hardly believed to be true in network marketing. The word 'Recruiting'/Referring takes the centre stage. For this reason, network marketers flaunt. And they fail.

Since they believe that the job of a network marketer is to recruit and not to sell, the pshychology and the hot buttons of a prospect are hardly considered. For one to buy anything, your offer must be appealing to the psychology of your prospects wants.

Here is the real thing:
In network marketing, you're not recruiting, you're selling. You're not in a referral biz, you're in a sales' biz. This is the separating factor between the 5% successful network marketers and the 95% unsuccessful ones.

Remember that sales occur when there is exchange of something for something. And that is exactly the case in network marketing.
So,until an effective sales and marketing techniques are put in place you can't make a killing in your network marketing effort.

SO WHAT ACTUALLY ARE YOU SELLING?

You can sell your comp plan and your product, but it still leaves the question open about "How" they're going to actually build their biz.

As a home based business person/network marketer, what you should really be selling is the way in which you do business. You're selling your ability.
What you do is to give them sure-fire and tested way to build not only your biz opporunity but any biz they choose to get involved with. It's what the prospects value much...which is knowledge. You need to show your prospect that you're knowledgeable about building a network marketing biz to give them reason to believe you.

The secret i want you to know is:

You're marketing Information, not products or opportunity.

This secret is fundamental in exploding your network marketing/business career.
The way to do this is to teach people how to build a biz before they actually join your biz. This method is called educational marketing. When put into use, it can easily increase your sales or results 100-1000% than someone using 'harassment' marketing techniques.

It's the key to attracting people to your marketing funnel because to attract people to you, you have to position yourself as a leader. And as a leader you have to show that you know what you're doing.
You're not just telling them that you know what you're doing, you're showing them how to do it.

Please note and it's very important to know that people are not actually looking for business opportunities. They are looking for a solution. They want information about how they can succeed in some kind of biz endeavor. Your duty therefore is to position yourself and provide these information to them. By giving them these business building advice, you're showing them how they can be successful. And that is the answer they are looking for.

You want to earn their respect and confidence? Then show them you're a consultant and not a sales rep.
A consultants' interest is the provision of solutions while a sales rep interest is how to sell.
And naturally, the man who teaches sells.
Remember, you want to get your prospects to sell themselves. So, you have to lead with a biz-building information first because people are afraid to becoming involved with an opportunity they're not sure it's going to work since money, time and effort are concern.

That's why it's hard to sell a biz opportunity to someone.

How Then Can You Remove This fear?

Since the number one cause of fear is Lack Of Knowledge, by educating them, you're eliminating this fear and you're making a friend out of them.

You See?

Every person in the world wants information. You make easy sale by providing advise and facts that can genuinely solve their problems. These information in turn sells your business indirectly.
The most successful and wealthiest people in any field( not just MLM) don't market their products or services. They market their knowledge...valuable information that is of great interest to their target audience...which will lead into what they actually sell.

Let's look at a practical case scenario to summarise all the explanation we've been going through:

I had the honor of being invited to speak in biz forum in one big church in Calabar, Cross River State Nigeria. I find the outcome of the biz talk very compelling and worth noting, since it happened before my eyes. That's why i have the confidence to say with authority that this educational marketing technique works.

Okay, let's contnue.

I got to the church premises 20 minutes behind time and met a guy on the platform(another resource person invited by the church) talking about one network biz opportunity. Actually it's a good opportunity and i'm an affiliate with the company. And as usual, it was the entire old crap of biz opportunity presentation, compensation plan etc. I could see and read the tiredness on the faces of the attendees visa-vis the kind of questions they were reeling out.

This said company is one of the top network marketing companies in the travel industry(http://tinyurl.com/cfpp7x) that offers travel discounts and information about countries embassies and hotels in the world and has made me money more than anyone else.

But that's not what people wants to hear first. They must have had bad experiences in similar programs like that introduced by a professional speaker who spoke well about the company and her products. And so, there is nothing different as far as they are concern.

It was my turn and i was called to the podium.
I went simple, no sales pitch, no company name, no products, no compensation plan, but simple explanation on how to build a biz and a responsive organisation of leaders. I broke the ice. I went further to settle one disturbing aspects in biz generally and in MLM in particular, which is the problem of having prospects/customers to your biz...how to get people begging to join your biz without you talking to them in the first place. I uncovered the process of Attraction marketing(educational marketing) rather than trying to convince someone who never indicated interest in your offer first...just exactly what and how to attract marmoth of prospects to yourself/your marketing funnel.

I caught their mode. There was visible silence and every person was seen scribbing something on a jotter. There was an excitement...life came back to the hall, they were refreshed.

Then something inevitable and unusual happened... every person was collecting my contact information and giving theirs to my secretary.
And this one question kept on coming:

Sir,"which network opportunity would you recommend to us and which one are you involved with?

You can quest the rest.

That's the power of knowledge/information marketing. It's natural that when you teach people a particular thing, when it comes to the time of making a purchase, those people will call you and ask for your professional advice and not the one who is giving out biz cards at shops and motor parks.

The great secret is in giving away free information.

Write articles, do interviews, publish books, speak at conferences, start Newsletters etc.
If you position yourself as an expert, biz flocks to you. Because whatever you endorse people buy. You don't have to sell your products/opp. Look at marketing gurus like Robert kiyosaki, Donald Trump, Robert Allen etc. People jump at anything they endorse.

But listen...the information you give your prospect has to be useful. It shouldn't be a sales pitch disguised as content.