Forums

[Peter Arnold Contribution Level: 3]

Hello Partners:

I'm looking for some lively debate on this one.

Some months ago I posed a similar question on this Forum - but in a much narrower focus.

Today, it seems that the vast majority are now leading with a MARKETING SYSTEM - not the BIZ OPP or the PRODUCT & SERVICE.

The idea is that if prospects [who are drawn into your Sales Funnel] chose not to join you in your BIZ OPP (or to purchase your PRODUCTS) - then at least they'll need, and want to buy, your S-Y-S-T-E-M, or some of the Affiliate deals being offered 'within' that System. In other words, you 'monetize' the process (Funded Proposal).

Most of these Systems try to convince you that they'll help you "build your business" more successfully by helping you "generate more leads" - and there may be some truth to that. However, the real objective is often to have you "keep selling their Marketing SYSTEM" to others - and these Marketing SYSTEMS can run into a fair piece of change - $20/mo--$50/mo--$100/mo--$200/mo, and more.

Hmmm...

The SYSTEMS being offered are usually of the more recent "pre made" push-and-play types, with cookie-cutter Autoresponder follow-up messages, pre-supplied Copywriting, YouTube videos, etc. A few of these Systems do enable 'customization' to help with SELF branding, etc.

Personally - as far as SYSTEMS go - I have researched, analysed and "used" many (these are indeed 'tempting', with all their seductive promotions). But now, I much prefer to go with one that WE ourselves create [from scratch] - that WE fully own - that WE have full and complete control over. I believe that "self developed" Systems are far more authentic - far more US ((YOU, Inc)).

And this is not meant to be 'disrespectful' to those who would rather 'go' with these off-the-shelf versions.

Creating our OWN System does not have to be difficult - there is 'excellent' training out there on HOW to create your own Marketing System, in a few simple steps. Or, this task can simply be 'outsourced' (a decision I preferred to go with).

But this is another whole discussion.

----------------------------------------------------------------------------------------------------------------------
Ok => is it better to "lead" with - the PRODUCT - or- BUSINESS OPPORTUNITY - or- 'SYSTEM'?
-----------------------------------------------------------------------------------------------------------------------

How about NONE Of These?

How about leading instead, with => the R-E-L-A-T-I-O-N-S-H-I-P?

Before we "attract" people - before can expect the privilege of "serving" potential customers OR business partners, I believe we must first develop a RELATIONSHIP with them.

A relationship that's built on TRUST and mutual respect.

COMMUNICATING Effectively - To earn that trust - I feel we must first 'get to know' those we're communicating with - get to 'understand' them - get to 'appreciate' their goals / questions / concerns.

Yes, this will take some patience - some hard LISTENING - and a little time (some say - 'too much' time).

It will require our knowlege of 'what makes people tick' - their different personalities (colors) - their individual makeups.

Autoresponders - As good as these are (and they are) - building a close "relationship" with our prospects goes far beyond this useful tool. It requires us to either "meet with" - or get "on the phone with" our prospects.

Call it a bit of a 'courtship' if you like - but it's absolutely critical, if we wish to ever do business with someone - partner with them - coach and mentor them - help them become LEADERS.

Our U-A-F - One of our "first sales" must be our own UAF (Unique Attraction Factor) - as that's what 'separates' US from everyone else - what WE have to offer - what "values" and "vision" WE bring to the table - for them.

It is THESE attributes ((building "relationships" + "serving" others - both, with integrity)) that makes us MORE ATTRACTIVE as Leaders.

-------------------------------------------------------------------------------
Ok, but => HOW do we do this (lead with the RELATIONSHIP)?
--------------------------------------------------------------------------------

Now this part might stir up a little C-O-N-T-R-O-V-E-R-S-Y...

ATTRACTION MARKETING? - I submit that we need to engage in this model, yes - BUT "not" in the way that most Network Marketers are currently doing it (which is to "sell Attraction Marketing" in order to "sell Attraction Marketing to market your MLM") -- it's like the cat chasing its tail, round-and-round -- it ends up going nowhere. And right now, it's "over heated" in my opinion.

How About THIS? - A smarter way to "lead with the RELATIONSHIP" might be to target 'other' markets entirely - and then develop your own SOCIAL and//or NICHE sites (ideally, BLOGS) about something that YOU are "passionate" about in those markets (hobbies, special interests, etc), and provide good content about THAT - using the vast Social Media Networking venue to do it? -- Instead of (or in addition to) pushing Attraction Marketing / Biz Opps / Products / Services & (pre made) SYSTEMS, etc (targeted only to the [now, intensely competitive] Network Marketing / MLM market)?

The 'MLM' Market? - Yes, it is a large [and potentially lucrative] source of business, for sure -- but I believe that many, many of us are 'missing the boat' here because...

=> we're approaching the MLM market wrong (leading with the BIZ OPP -- the PRODUCT -- the SYSTEM)

=> we're using the 'Attraction Marketing hammer' with MLMrs - to develop RELATIONSHIPS - in a way that's leading to nowhere, for many

=> we're forgetting about the vast supply of 'other' markets out there that we could easily gain entry to, via a good Social and//or Niche Blog (that provides value about other than 'MLM stuff')

Bottom Line - I believe that THIS (broader) approach will end up capturing some wonderful, 'fresh' quality leads for us that we're not otherwise getting - prospects who can then be invited into our OWN Marketing Funnel - and introduced to the ultimate [back end] PRIZE => our OWN primary Home Businessusiness => IF they're looking.

And should they join us as Biz Partners, the real 'fun' begins => we coach them - train them - support them and empower them to become our future leaders.

Just my own 3-cents (Canadian) worth. : >))

What are your thoughts on this?

Sincerely, Peter A.
http://www.PeterArnoldOnline.com

Peter Arnold, CLU, CFC // Founder
Business Achievers Academy // Canada

[Vicki Berry Company: Lyoness Contribution Level: 3]

Great post Peter!

You have some very valid points. I agree, leading with the system seems to be the norm lately, while the relationship building is getting lost in the shuffle. An auto-responder can only go so far in building a relationship, which is what is so important in building trust, your goal in turning leads into lifelong customers or people in your business.

I've heard some people still argue that you should lead with the product or opportunity, but when there are so many great products and hyped-up opportunities, YOU have to be the one to stand out, to reach someone, by leading with your communication and talents. This allows people to at least want to get to know you, thereby possibly leaning toward your product or opportunity over the next one.

And the widening of the net so-to-speak is a good way to capture more than just network marketers. By adding value, and utilizing your skills to communicate your message, allowing people to get to know you, your potential client and prospect list can only grow. I have been hosting a blog on nutrition which I am passionate about, to provide value to an audience who is growing and who seem to really appreciate it. From this I've ended up with customers for my products, who although may not be interested in joining my business, I would not rule that out. As relationships grow, so do the possibilities.

But relationship building does take time - I recently commented in a reply to someone regarding these relationships in network marketing, as not to be rushed in the sense that you would not rush to marry someone you had just met.

Thanks again for a thought provoking post!
Vicki

[Jordan Grimes Company: Team Beachbody Contribution Level: 2]

I absolutely agree, I made the mistake of buying into a system early on. Good thing it was a 7 day free trial because I canceled it an hour later. I was turned off when I realized I bought into a system that was teaching me to turn around and sell the same system I just bought. Essentially, their system was to sell their system. Well what about my business opportunity that I'm conectrating on? Needless to say I wont buy another system again. I found much more value in reading articles and books on the subjects I am unfamiliar with and then applying them with my own twist or two cents. Working out well so far.

Thanks for bringing this up, I was thinking the same logic: "it's like a cat chasing its own tail."

-Jordan

[Roy Sniffen Contribution Level: 2]

Well, I must say this is a little confusing for me, but I'm just a beginner. I was "attracted" to the opp I signed up with because of the way in which they explained their system. Not so much that everybody who signed up would have to work just 22 minutes a day (they never said that) but that they had been through this themselves and knew what I needed.

Then in reading Magnetic Attraction, I saw Mike's opinion that one sells the system, and the system sells the product. Makes sense to me.

The Relationship is important of course, but I think it develops over time, after the sales process has begun... not before. Or is that totally crazy?

[Jason Liptak Company: CarbonCopyPRO Contribution Level: 2]

I think actually if you followed Mike's model in MLMTF 1 and now MLMTF 2 you would want to lead with YOU first. That is the backbone of course of the You Inc. business model.

No matter what system, product or biz oppo you are with you will blend in with the masses unless you brand and market yourself as the leader with value and the solution to their problems then the system the products and the bizz opp are just the tools to get what you want.

ALso by branding yourself first and building a solid relationship with your business partners and providing them solution they are less likely to "jump ship" when the shiny new pre-launch comes along because they will know they are already workign with the best person who can help them get what they want....YOU.

Since there is only one of you there is no competition out there and this helps level the playing field and eliminate competiton by makign you stand out from all the noise.

[Keith Eastman II Contribution Level: 1]

To be successful in any MLM Business you need to learn Attraction Marketing. Listen to the short online radio broad cast on this subject.

http://www.blogtalkradio.com/New-Simple-Marketing

[Peter Arnold Contribution Level: 3]

Some nice interaction and thoughtful comments on this so far - many thanks.

I may have covered 'too broad' a subject in my first message at the top

Although it started out with the observation that today, instead of leading with their BIZ OPP - or their PRODUCT - most seem to be leading with (and re-selling) their pre-assembled Marketing SYSTEMS -- my post was meant to put forth an idea "beyond" just what to 'lead' with, or SYSTEMS.

Not that there's anything 'wrong' in leading with a SYSTEM (newer people love a 'path' to follow) - except that I believe it should be one that we "ourselves" create, from scratch - where we "ourselves" have full ownership, control and branding - where we're totally independent - where we can also cut costs to almost zero, etc.

-------------------------------------------------------------------------------------

First, to Roy Sniffen's message - I can certainly understand your comments above. I believe you had indicated that you associated with WMI (a biz I was with as well) - and that you went with their 'Marketing System' to help build it (likely CCP - which is targeted specifically to WMI - just like RFS is, to the GRN biz opp). I was also with CCP - so I understand it completely. I'm not saying that one should not go with a SYSTEM (and there are many other pre-made Systems as well, but of a more generic type) -- I'm simply highlighting two issues -- (1)- I feel that Marketing Systems WE create - on our own - will serve us 'much' better [and at much lower cost] -- and (2)- that we should always try to lead with RELATIONSHIP-Building first ((there must be a "courtship" first - before any quickie "marriage proposal" -- otherwise, we'll continue to witness the heavy "divorce" rate [high attrition] so prevalent in our industry)). I hope that helps clarify somewhat, Roy.

Also, I was suggesting that, instead of leading with any of these three options -- we lead with => Building RELATIONSHIPS first => through the Attraction Marketing business model.

----------------------------------------------------------------------------------------

Attraction Marketing - BUT, I put out the idea that we "not" do this in the way that most Network Marketers are currently doing it - which is ==> to "sell (over-sell) Attraction Marketing" - in order to "sell Attraction Marketing - in order to market your MLM"!) -- it's like the cat chasing its tail, round-and-round -- it ends up going nowhere. And right now, it's "over heated" in my opinion.

A (SOCIAL) Alternative? - A smarter way to "lead with the RELATIONSHIP" might be to target 'other' markets entirely (or "along wth" the MLM market) - and develop your own SOCIAL and//or NICHE sites (ideally, BLOGS) about something that YOU are involved in - "passionate" about - within those markets (hobbies, special interests, sports, causes, etc), and then provide tips + advice on + good content about THAT -- by using the vast SOCIAL MEDIA NETWORKING platform, and other venues.

NON-Network Marketers - In other words - Instead of (or in addition to) pushing Attraction Marketing and Biz Opps and Products & Services and (pre made) SYSTEMS (targeted only to an [intensely competitive] Network Marketing / MLM industry) => why not "diversify", to include NON-Network Marketers, and => share your NON-Network Marketing experiences and interests with them (a vastly larger audience)?

I guess I'm saying I feel we need to "balance out" out marketing - to reach out to the millions of "other" people out there who share similar interests, experiences, passions - but they don't even know we exist (yet!). And through this kind of "socializing" first - we build - relationships - friendships - and maybe even "partnerships" in business, at a later point in time.

I see this as a very relaxed, natural and "fun" way to expand our reach - and, as I mentioned earlier...

The REWARD - I believe that THIS (broader) approach will end up capturing some wonderful, 'fresh' quality leads for us that we're not otherwise getting - prospects who can then be invited into our OWN Marketing Funnel - and introduced to the ultimate [back end] PRIZE => our OWN primary Home Businessusiness => IF they're looking.

And should they join us as Biz Partners, the 'real' fun begins => we coach them - train them - support them and empower them to become our future leaders.

Sincerely / Peter A.
http://www.PeterArnoldOnline.com

[Reynaldo Perales Contribution Level: 3]

Personally...

..After my first system that I called a business Feeder with a cassette tape with all the
benefits of products that were needed at that time because doctors were scarce..

I mean products for everyday occassions..Anybody could just pass a tape around with their
ID# and the 800 phone number of the company..those were friend and relatives by the way..

I had a great sponsor of course but I realized that I could'nt do it their way so he fix me up
my way hence, the cassette tape and player..and it's still pretty much the same today..

So what type of training, support, etc..will it be?..is it unique?..

SYSTEMS:

Your are right, its' gotta be home made..but, we gotta compete with thousands out there..
unless..later..

Relationships..if it was easy for a person to get along offline, easy to make friends it will most
likely carry over to the net..if people were snops..goodluck..Same with a business, we fail
offline and we thing coming to the net is going to happen with us..whithout changing ourselves?
Get real!

What do we have in common to be able to build a relationship?..What is so special about us?..

First, we have to know what we are doing right?..

Here's what I am saying..

When it was time to do something different including earning money I will mention why later..
because I was running out of room frankly it was just to much for me..I don't donate all my
time for such action..no way..

I started a training Newsletter and design a new system to earn money for subscribers while
training because it's the fastest energy booster that exist and always have been..along with
intelligence but the training most go on..or else..

There is a monthly fee for and that money was divided among subscribers..as part of the
training..If we learn about autoresponder we need one and so does money..

From monthly..to weekly expanding is what training is all about..We duplicated the same
process with other type of Newsletters..

Dog lovers, cat lovers, etc.. up to twenty more each creating an income stream..Out of those
income streams $600 went to another system that created millionaires yearly..while still
training..if they quit so will their income..

The different Newsletters was for people to have something in common with others..Example:
Talking to a prospect we ask what their favorite hobby or whatever we can communicate because
we have learn it thru Newsletter..Talking about building relations, friends etc..

Wouldn't it be wise to add to a signup form about hobbies/pets and take the time to learn by subscribing
to such ezines?..wether it's a blog or an ezine it would be great content huh?

The system gotta make money for people period!..along with training..Well, we know that the
majority can't..That is why I designed such system..

The biggest niche is of course Business opportunites and that include MLM..With a system, it's
gotta be to those that are already involve in such businesses to start with..

Those that are not involve the product..to many good products already exist..so does to
many shoe stores, hamburger joints, etc..no excuse, if it works offline so will it work in the net.

I know I didn't do a good job pitching in but hey!..I am dumb when it comes to the net but also
offline..I really have very little interest with the net I only spend most of my time here and
checking my email..

rey

[Mark Fuller Contribution Level: 3]

Hi Peter

I would have to say that I can only in part agree with this statement:

"A relationship that's built on TRUST and mutual respect."

The brutal fact that old school marketers have a 90% failure rate in sponsoring their friends and parents who generally trust and respect them more than prospects who are strangers, strongly suggests that this concept alone will not generate sales. I do agree that a marketer can have immense influence over how a customer percieves a product, however even in that case the customer is declining the product based on upon the perception that they don't need it. This is also true of the opportunity. If someone does not want to be a leader, train others or want to depend on a team heavily for thier financial success, they are NOT joining the opportunity. They will not see MLM as worth it. It is has nothing to do with the person who is showing, it has everything to do with that prospects perception of MLM.

BTW I have declined opportunities with successful income earners who have the great charisma, strong percieved expertise and great ability to trigger emotions. They could not persuade me that their opportunity was worth it.

[Joyce Penner Company: Life Force International Contribution Level: 8]

BTW I have declined opportunities with successful income earners who have the great charisma, strong percieved expertise and great ability to trigger emotions. They could not persuade me that their opportunity was worth it.

Love the discussion. Your paragraph above, Mark, uses the word persuade. Was that intentional? Persuade or sales (selling) has no place in a professional's vocabulary. Present the opp, present the product - yes, but not persuade or sell. Prospects may join you under the persuasion or selling banner but they won't stick around for long.
To your success,
Joyce Penner