I have said before that selling will keep you broke. What I really meant to say was that trying to sell huge amounts of product to customers will keep you broke. Instead, you need help. You need other distributors below you to help you reach more customers, rather than doing it all yourself. That way you do not spend all your time looking for the next customer and instead spend more time building your business. A distributor under you selling product means more to you because you do not have to handle product, talk to the customer, ship or deliver, etc. You just help the distributor figure out ways to reach a couple more customers and grow their group.
So why are marketing and sales important then? Building your business with independent distributors is all about marketing and sales. Start with sales. What are you selling to the prospect? You are selling a lifestyle. You are selling freedom from worry because of a residual income. Whose lifestyle are you selling? Your own. And if you look worried, if you are constantly having problems, if you are pushing for that next customer, it is a lifestyle nobody wants. Instead, you have to be the person your prospect wants to be, or at least that seems to have it all. No, it is not about lying to the prospect. It is about being professional, calm, not pushy, consultative, and perhaps most of all, happy. All of these elements can be seen personally and heard over the phone. You also have to act as if you are okay if the prospect joins or does not join. It is not the end of the world if they do not join. If you seem needy it is not attractive.
Alright, so what about marketing? First of all, marketing and sales are not the same thing. Think about marketing as the software that runs the company based on the needs of the customer. Who is the customer? It could be a retail customer or could be one of your distributors. So sales is like hardware, a technical skill, and marketing is like software, a management-type skill. With marketing, you start by finding a target market for your product, which will likely be a demographic or a subset of the general population. Not everyone will or should be interested in your opportunity. Who is? That is the group we should be directing our advertising and networking towards… our target demographic. We can also change our business practices based on the needs of our target market. Perhaps they expect a money-back guarantee. Perhaps they expect exceptional customer service. Maybe they expect tons of support. Whatever it is, you should consider incorporating these elements into your company.
You can see that marketing directs all parts of the business to support a target market or demographic. Marketing also influences sales. For instance, we may know what a prospect needs to hear based on what demographic they belong to. So we make sure our sales presentation says this. Again, this is not about lying. If we are lying to the prospect we will ultimately lose them as a partner, so we want to build a relationship of trust. So whatever we are saying must be the truth.
I really like selling to customers. But more and more retail selling without help will keep you broke. Better to market and sell to distributor prospects.
What do you think?