I started out in network marketing like so many of us do: I went to a friend’s party, ‘just to support her’, was impressed by the products and thought, “Hey. I could share this with my friends and family. I sure do know 3 people who would love the products and could use an extra income! This will be a cake walk….”
And you know how that goes, don’t you? Everyone says “no”. I get a few pity sales. Maybe I even get a few genuinely interested customers, and who knows – maybe if I’m super good at selling and getting people excited, I even get a few team members. (I did.) And then it fizzles.
I run out of my 100 person list and I start cold prospecting. It goes terribly. People in coffee shops don’t bite. The cashier at the grocery store isn’t interested in running her own business. And people commit to hosting parties or hearing a business pitch, “just so I can practice”….”sometime” in the future.
Does that sound familiar?
So do you know what I did? I quit. I quit doing parties. I quit doing business pitches. I quit cold calling and asking friends and family to “do me a favour”.
And my business has never been better.
“Hi, my name is Rebecca and I’m a recovering network marketer.”
But I didn’t just quit my business all together. I threw out my 100 person list and started building my business online.
Now let me give you a word of warning, before you go spamming your Facebook wall with business pitches and product reviews. (Have you already done that? How is it working for you? Not so well? Yeah – I get it. Don’t worry. There’s a better way.) The key to building a rock star business online is to lead with value. Don’t lead with the products. Don’t lead with the business. Lead with value.
But before we dive into leading with value, let’s outline the 6 Proven Steps to Rocking a Biz Online.
(P.S. Here’s me hanging out with some of the 6- and 7-figure earners in the industry. Trust me, I learned from the best.)
Here’s essentially what you need to make attraction marketing work, in the same way countless 6-figure and 7-figure earners have learned from these guys that I get to hang out with….
Step 1: Find The Best Target Market
Despite what your upline may have told you, your target market is not “everyone”. It is not “everyone with skin and hair”. It is not “anyone who needs extra income”.
If you can focus like a laser beam on your exact target market, then you can create compelling content (think blog posts, emails, ads, videos) that speaks directly to them. You will know exactly what their 3 biggest pain points are (what are they struggling with most?) and how to solve them. You can then offer solutions to their problems and get a lineup of raving rans and people eager to join your business and buy your products.
But you need to find your target audience first. To get you started in finding this fan base of loyal customers, here are some questions to consider.
- How old are they?
- What problems are they facing that your products and/or opportunity solve?
- What books do they read?
- Who do they follow on Facebook?
- What activities do they participate in?
Want more step by step guidance on finding your target market? Get your FREE 10 Day Online Recruiting Bootcamp here. Pay special attention to Day 2: How to Find Your Perfect Customer.
Step #2: Create VALUE
This is the most important step in the whole process. Without it, your business is toast.
You need to lead with value and bring in the sale last. If you lead with your products or business, then people will ignore you as a pushy salesperson. If you lead with value, then people will come to like, know, and trust you; you will brand yourself as a trust authority; and people will naturally want to do business with you.
What you need to do first is figure out your target audience’s 3 biggest pain points and offer solutions.
Let’s look at a bit of a case study to see what that looks like. Let’s take a fictional character, Julia, who sells essential oils.
She is a mother of 3 young children, ages 2-6. She loves using natural products and threw out all the poisonous kitchen cleaners, bathroom cleaners, etc. when her first child was born.
She is targeting other mothers who want: 1) to get rid of all the products in their homes that could potentially kill their kids (Can you imagine yelling to your child, “Don’t drink the Windex!!!”); 2) a side income to be able to pay for yoga memberships (she’s targeting the health and wellness and all natural crowd, maybe of whom are yogis) and kids’ extra curriculars; 3) who want more all natural remedies for cuts, scrapes, skin infections, colds, flus, etc.
Maybe her target market follows Natural News and Mind Body Green.
So how does she lead with value?
She shares DIY recipes for kitchen cleaners using essential oils. She does twice-weekly vlogs on the benefits of a certain essential oil for a certain problem (maybe oregano for colds during cold and flu season). She shares healthy recipes, because she knows her target market is into health and wellness. She also shares her experience with running workshops, building a website, and any other business knowledge she has.
She has an especially good post about “the difference between an MLM and a pyramid scheme” that has gotten enough attention that it shows up on the first page of Google when people search for that term, so she has people looking for a business and in the research phase literally falling into her lap.
Only after she has proven herself as an authority and given away valuable information that is not a sales pitch does she bring in the products or the business for those who are interested. And often, she has people emailing her, wanting to join an essential oils business.
This is what I do. I never chase people down anymore or try to convince people to join my business. Instead, I attract by demonstrating value and leadership through effective marketing.
Step #3: Create a Website and Emails that Sell For You
I will absolutely not sit on the phone all day, cold calling people and pitch them on my opportunity. I’ve been down that road before. I’ve called everyone I know, asking them to host a party, or come to a party, or listen to a business presentation. I’ve even bought lead lists and cold called strangers. This method SUCKS.
So what did I do instead? I have setup simple websites and automated email systems that actually do the selling for me.
Imagine if, instead of just having your sample bags out there working for you, you had…
- a personal website (not your company website – it’s not set up to generate leads)
- and an automated email campaign…
And together they found people who were already interested in what you had to offer, warmed them up with valuable content, and then brought those hot prospects right to your door…or rather, your cell phone?
Amazing, no? Would you put in some hustle to create something like that?
The only way I’m going to get on the phone with someone now is if they already want to buy something from me or join my business, and maybe they have a few clarifying questions. Even then, I still insist on interviewing EVERYONE I would be personally be working with. And you know what? Throwing out my phone list and creating a website and an email campaign has been the BEST decision I ever made for my business.
Step #4: Create You, Inc.
You want to be the person that everyone thinks of when they think about your target market. Remember Julia from our case study in Step #2? Amonst the natural, wholistic mommy crowd, if someone thinks about essential oils, they think about her.
You’re goal is to be You, Everywhere, Now.
The reason that you want to brand you and not your company is simple: first, companies go out of business all the time, and reps change companies. Branding yourself in a certain field gives you flexibility to change your primary business or add to your offers, if you so choose.
(And p.s. the way to really build a 6- or even 7-figure business online is to leverage not only a network marketing company, but eventually to be selling your own information courses and products. But I’m getting ahead of myself.)
Second, if you brand you, and not your company, then people will also come to see you as an authority and they will inherently trust you more.
Let’s go back to our example. Julia is not just “that DoTerra girl”, or “that Young Living girl”. She is an authority on natural wellness and product awareness. People don’t think DoTerra > Julia. They think natural kitchen cleaners > Julia, expert DIY mommy > Julia, “Oh my gosh! What’s in my laundry soap that’s making me break out?!” > Julia. She solves problems. She doesn’t push products. That means that she can then offer sales on individual products, sales on memberships, but also related affiliate products (maybe she’s promoting an aromatherapy certification course as well, and makes $1,000 commission on sign ups) and even her own products.
Step 5: People Who Say “No” Are Awesome
One of the keys to bringing stability to my income was when I accepted the fact that 90% of the people you find anywhere will say “NO” to your products or opportunity.
If you are just trying to bring people into your business, then your relationship with your prospect stops here.
Now what if you could make money on those 90% who say “no” to your business?
I found a way to make these people customers in other ways, by providing solutions to their biggest problems and needs.
If you want to learn how you can start earning money from the people who say “no” to your business, then I strongly encourage you to go here and watch the video on adding extra income streams to your business.
Step #6: Build an Empire
Master networkers know that their goal is not to build just a downline or home business. It’s to build a business than can serve the needs of an entire industry.
When what you’ve created can influence the direction of an industry, not only can you build a downline, not only can you build a financial legacy… you can be a FORCE other leaders want to attach themselves to. Once you get to this point, money will not be a concern anymore. You will have time to spend with your kids whenever you want. You can finally quit that J.O.B. You can throw out your alarm clock. And you won’t have to talk to a single friend or family member about your business.
Does that sound like your dream job?
These 6 steps are PROVEN to work. However, we’ve just scratched the surface here.
If you want actionable steps to start putting these 6 steps into place, then CLICK HERE to get your FREE 10 Day Online Recruiting Bootcamp.
I promise you, you won’t regret taking this step. Just think, 1 year from now, where will you be if you don’t take action now? Do you like that place?
So why NOT use these methods in your network marketing or home business to give you more time in the day to do whatever it is that you love?
What’s your biggest struggle in your business? And what would your life look like once you get over that obstacle?
Leave a comment below. I’d love to hear your thoughts!
P.S. – If you’re struggling to build your business online and work with the right kind of people that produce results, this formula is exactly what you’ve been missing. It helped me to finally throw out my 100 person list and build a sustainable, passive income without hounding friends and soliciting strangers. Click here to learn how to sponsor more reps online with this simple formula.