I belong to several social networking sites and I’m connected to other networkers and marketers, and I see this everyday. People soliciting and pitching and advertising, selling after selling after selling. I talked about Warm Market in my previous article, and while going online may be a good strategy to break away from chasing friends and family, this is still not that much more effective. You might as well make cold calls, or purchase cold leads from a mailing list broker.
Mike Dillard, the pioneer of attraction marketing, said “You need to be willing to Give without Want before you can Have.”
Jeffery Combs, who trained Mike Dillard, said “I’ve never sold my company or products.”
The legendary Jim Rohn said “Only by giving are you able to receive more than you already have.”
What does this all mean?
If you are not having as much success as you would like to in your business through your traditional sales method, here’s a couple of very important rules you may have never been taught.
People Do Business with People
If you first try to sell your products to strangers, you are very unlikely to succeed. By selling, I’m including even mentioning of your company or products without being asked. To people who don’t know you, you are just another sales person. It doesn’t matter if your product is the best, or something they absolutely need, because they won’t even look at them when they don’t know you. People do business with people, not company or products.
People Buy You First, Your Company and Products Last
A lot of marketers try to do this backwards. Business is a bit like dating, you are not going to propose to your date on a first date. You get to know each other first. Have you ever been on a blind date and felt like you were on a job interview? In a way, it’s the same thing. It doesn’t mean you need to impress your customer with all the wonderful features of your products, because you are still doing it backwards. But you do need to impress them with yourself. Build a rapport with your customers. Be genuinely willing to help, and share your knowledge that will serve them. This will show that you are an expert on the subject. Once you are able to do this, they will see the value in you and trust you, and will be wanting to buy anything you sell, without you even try to do so.
Attraction Marketing
What do all the most successful people have in common? It’s the amount of money they spend on their education. Mike Dillard, in his Magnetic Sponsoring ebook, said “The more valuable you become to others, the more they will seek you out.” The key to success then, is to continue educating yourself and make yourself more valuable, which in turn will attract more customers to you. Instead of chasing people, have them chase you. That’s the basic concept of attraction marketing.
To quote Jim Rohn again on this note, “Formal education will make you a living; self-education will make you a fortune.” “We must learn to apply all that we know so that we can attract all that we want.”
You are speaking the truth in this article Ellie!
J
PS: I like this article, but I don't see the like button. Help a brother out.
Thanks J. Maybe I'll add a “like” widget. I like your comment better though!
Very good article, Ellie. I think even Jesus said it pretty good, “it is far better to give than to receive”. I really like the last quote in the article too. Thanks for sharing.
Reggie
I really love this blog post. It's really a shame how far off the training is in our industry. People won't join your business until they know you, like you, and trust you.
this article totally corresponded with what I am doing at the moment. I have just started on my warm list market but have been attempting to do some face book marketing with strangers – I agree totally that a rapport and a trust in you has to be built before any kind of “sales” can be done.
To anyone else reading this I would like to reiterate that there is nothing more valuable than striving for your own personal development, read Jim Rohn, listen to cds, push your self development and the rest will follow.
Loved this article!
I wholehearted agree. Especially, with all of the pitching going on in Web 2.0. In fact, I would go so far as to say that there is more pitching online there is in baseball…where it belongs!
I love that! In fact, I think I'll steal that line.
Thanks Ellie for this very good article. People do business with people and not companies is probably what should hit home with everyone who reads this article. Take notice how David Wood took a substantial amount of people from ILG to his new company. Oh and Jim rohn is the greatest, I love all his work.
Mick
Thanks so much Mick. I agree Davis is the great example.
Ellie, I see we are in the same MLM..
I have been in for 3 months..
Enjoy your emails..keep them coming.
Learning more from you, than Lead???
Thank you, Bill.
Bill, I'm glad and flattered that you are learning from me. I hope to continue bringing more value. Keep in touch.
It doesn't cease to amaze me how many people hear this principle, but still do not listen! I was wondering for the longest why is it that I am so great with dealing with people, building rapport and engaging their intrigue-but I am not getting that ability to translate into people and profits! That goes to show, no matter who you are and what you're working with, there is no substitute for core principles of success! Thank you for the insight Ellie!
P.G.Deal
It doesn't cease to amaze me how many people hear this principle, but still do not listen! I was wondering for the longest why is it that I am so great with dealing with people, building rapport and engaging their intrigue-but I am not getting that ability to translate into people and profits! That goes to show, no matter who you are and what you're working with, there is no substitute for core principles of success! Thank you for the insight Ellie!
P.G.Deal