TALK to Your Prospects

Andre Vatke of Leaders Club wrote an article that got me thinking…

There seems to be a trend moving away from talking directly to people in

favor of “Internet Marketing” and hiding behind a computer.  I’ve come

across lots of people who “just want to do Internet marketing,” haven’t you? 

Let’s look at this for a moment…

Effective marketing is based on a solid knowledge of human behavior

(psychology, if you will), so we must recognize that to be successful, all

marketing MUST be based on certain concrete principles.  Where and how

we market will vary, of course, but the desired result is the same.  To quote Andre:

”…in the end, the role of marketing is to match a company’s product

 or service with the needs and wants of a target audience and do so

 in a way that ensures profitability.”

Putting it another way, marketing is the art of preparing someone to buy what

you’re offering.  To do this, you MUST understand the person’s wants and needs. 

The best and probably quickest way to get this done is by TALKING to your prospect.

(who’dve thunk?)

I assume you’ve heard the axiom, “Network Marketing is a Relationship business,”

and frankly, it’s what sets us apart from other industries.  Our advantage over more

traditional forms of business is rooted in getting up-close-and-personal with people and

building real, long-lasting relationships.  Wherever we establish that first connection,

personal contact, that good “Old Fashioned Service” feeling, will run rings around any

automated method without question.

OK, then.  That said, why are so many marketers spending time and energy  developing

and using methods that don’t include talking to their prospects? 
 
In a word…FEAR.

We fear rejection more than anything.  Being hung up on, and/or told “no” seem obvious

and are, of course, valid forms of rejection.  But there is another, more subtle fear related to

rejection…not knowing what to say and looking foolish.

“Oh, but Cathie,” you say…“I have a script”. 

 I know.  I did, too. 

 If yours is anything like the ones I’ve been taught to use in the past, it backs people into

corners rather than really exploring their wants and needs.  Such scripts don’t feel right in

the middle of you…you don’t want to use them...and you look for another prospecting method. 

So we spend time and money looking for ways to avoid dealing with our fears. Many marketers

have turned to email campaigns and auto-dialers to contact prospects, which can get their

email accounts closed and even put them at risk legally.

PLEASE NOTE: New US Telemarketing laws have increased fines up to $16,000 per call

unless you have written permission. (There are unethical marketers promoting these services,

which are frequently based outside United States, often with no disclosure statement)

So what’s the answer?

Training.

You CAN gain the skills needed to have productive conversations with your prospects WITHOUT

using hype or high-pressure methods.  You can also learn how to quickly qualify your prospects

so you don’t have to waste time and effort talking to uninterested people anymore. 

You CAN learn how to recruit like you’ve always wanted to.

Some good, solid training and a bit of effort on your part, and you’ll soon see

a difference in your business.

Cathie

419-874-4410

Here to help YOU!

www.cathieheath.com

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