I know that sounds like a scary word, PREDATOR - but isn't that what it is when people just pounce on you. They are hoping to catch you off guard, to push the right button. They want to get you in your weak spot.
There is a big problem in that kind of marketing, people change their mind, its called remorse. So what did you gain by getting to them emotionally. Worse yet if you pushed buttons such as fear, guilt, or shame. Yes of course people have those feelings, but when we use that to get a sale, its not building the kind of long-term relationship that we want with that person.
So how do we do it right?
TIME. That can be a big word in todays world. Everyone wants an instant result. We live in a micro-wave world. Even the network marketing / sales world talks about easy-instant money. Get it today, make money in just a few hour!! Wow! In the real world if you are truly looking to build a business that really is here to last forever, its not instant.
In the real world its about real people, with real problems, with real needs. If you create value by solving their problem then you build the trust, that builds the relationship, that creates the long-lasting long-range income. Yes you can do the Kama-Kazie approach, but they are wary of you, they don't trust you.
I had a call yesterday that gives you a really good illustration:
Now I am not a newbie. I have done this for sometime.
I get this call, a woman, she was pretty pushy. She had an approach that she wanted me to listen to this 5-minute call, so I could learn how to get people to call me. Now actually its funny because I do have people calling me, and getting into my business, but I was polite. I listened to her "pitch".
Here is her mistakes so you can learn what not to do.
1) She mentioned a dead website from a company I was no longer in, so she had old out-dated information, and she didn't check to see if it was correct.
2) She didn't ask me whether I wanted what she had, but she tried to make me feel guilty, or foolish by not doing what she instructed.
3) She really didn't ask me questions or show any concern about what my needs would be.
Well guess what, do you think I went right away and made that call? BIG NO! I wrote it down, and then when I got off the call, I filed it in file 13, without even the slightest temptation.
Why, she can make a big pitch, but she didn't really care whether it was what I wanted.
She didn't take the time to find out whether I wanted it.
And she didn't take the time to check up afterwards, the next day.
Yes that big word follow-up.
So What makes that a predator approach?
Swoop down make the kill, go away not come back.
I get that on-line too. So how do we make it work?
We don't use attack mode for sure. Give people valuable information, and give them the choice, and treat them alway always always with great respect. Solve their problems. Find ways to be valuable, they seek you out! They do for me, they will for you.
1) Get acquainted - that sounds old-fashioned, but how do you do it another way, find out about them, what are their needs.
2) Ask good open questions the (Oh, this is the hard part are you ready?) We close our mouths, and open our ears, and its amazing the things we might find out.
3) When we do talk its to clarify, to ask more questions, to offer suggestions, (not our pitch) and to see how we can help.
4) Only after we have established some rapport do we have the opportunity if they are ready to offer what we have. and if we are listening we will know when that is.
5) This is another toughy, sometimes we have to give without an expectation of something in return. The rewards may be just that it makes you feel good!
Lynda Cromar
Be A Mentor With A Servant's Heart
There is training like this available in our e-book.
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