eBizAffiliates Tips, Tricks & Techniques
Page 13
Prospecting 101
Prospects are everywhere.
The trick to successfully finding and to successfully INTERESTING them in your opportunity is choosing the best METHOD for YOU to contact them! It also goes without saying that each methodology appeals to certain groups of people more then others.
Which one appeals to established leaders? One on One with someone they already know, trust, & respect!”
Prospects are indeed everywhere . . .
Prospects ARE everywhere. The proof? Someone else is ALWAYS finding them.
The solution for you as an individual marketer is to choose how YOU would like to contact them.
There are many of methods, or avenues to locating and creating prospects. And ALL of those methods work - if you LEARN how to use the method correctly.
Many times you hear distributors say: ''Advertising doesn't work.''
But is this true?
Of course it isn’t true! We know advertising does work. If not, who is paying for all those television commercials? What the distributor should be saying is: ''My advertising isn’t working.''
Once the distributor takes that personal responsibility, prospecting starts to make sense. If a distributor's advertising doesn't work, then the distributor has two
choices:
1. Invest the time and money to LEARN how to make his/her advertising work so that he CAN compete successfully with other advertisers, or: 2. If the distributor doesn't want to make that investment, then simply choose a different method of prospecting.
If a distributor says, ''Direct mail doesn't work.'' Is that true? Of course it’s not.
Direct mail DOES work. Simply look in your mailbox and you'll see plenty of direct mail weekly.
The truth is simply this: This distributor's direct mail didn't work.
Now the distributor has the same two choices as before. Invest and LEARN how to make direct mail work, or choose a different method.
What else doesn't work? Oh, you'll probably hear distributors say:
''Internet marketing doesn't work.''
''Cold calls don't work.''
''Opportunity meetings, or calls don't work.''
''Referrals don't work.''
''Postcards don't work.''
But, the same truth applies to ALL of these methods of prospecting. Then:
1. Distributors simply must find a method of prospecting that they enjoy. 2. One that fits their personality and purse, and most importantly, 3. LEARN how to use that method – or pick another method.
Did you notice the definitive phrase that is imbedded in this prospecting information?
That’s right I knew you’d get it! LEARN!
NOW THAT YOU HAVE LEARNED:
WHERE & HOW do you aim your information arrow? You know that ad copy you use as an advertisement, or email script, or phone script, or blog page etc.?
Charlie Cook says, “ What you're marketing and what you actually deliver are two different things. The key to increasing your sales is to realize that what you are REALLY marketing is HOPE – your clients' HOPE of achieving THEIR goals.”
SO, focus your marketing by identifying WHAT your prospects want. Make a list that describes their HOPES.
MONEY
HEALTH
LEADS
WEB TRAFFIC
BEAUTY
ENERGY
NOW as much as you'd like to THINK your prospects make logical, well reasoned purchasing decisions, in most cases LOGIC plays a secondary role to EMOTIONS.
So your copy, conversation, email, website etc. MUST play to those EMOTIONAL TRIGGERS!
Your prospects may bring logic to bear when RESEARCHING the available marketers of their respective HOPES, but their ultimate selection will be based on EMOTIONS!
This means YOU must tap into their emotional bank account and DEPOSIT enough
Appeal to their MOTIVATION BOTTOM LINE for seeking out, listening to, or looking at what you have to offer! Do that and you'll increase your FINANCIAL BOTTOM LINE. In other words, PLAY to their WHY, instead of pushing your I.
This article has been submitted by: Adland Expert
Beverly Armstrong Networking Blogs (NOW With Sound!) beverly-armstrong.official.ws Email
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