PSST...Say...Are You Attracting or Repelling Prospects In Your Business?  

Posted by Roger Smith

Basically there are two ways in which you can either attract or repel prospects. I call these Attraction Marketing and Repel Marketing.You can either attract or repel prospects with your current traditional marketing activities...such as: networking, direct mail, your web site, your product or services, etc...

You can also attract or repel prospects with "invisible" marketing...such as: the way you present yourself, your attitude, the tone you use, in the way you run your small business, your thoughts, your actions, your motivation, etc...

Think of a person who is a know-it-all. "I am great, I am the best, I have the most experience, I am the one you should work with. You would be crazy not to work with me, hire me, pay me, my advice is right, you're wrong, you don't know what you're talking about"...and on and on and on...

Turns you off, doesn’t it?

A major case of Repel Marketing. Essentially you are repelling the prospect just as a know-it-all person repels you.

Now, think of the person who takes time with their new prospect the one who is empathetic, who listens and cares...whom you can call at 2:00am with a problem to find understanding and a listening ear. When that person offers advice, you listen because you trust them. They know how to help since they have heard you instead of trying to force their ideas on you.

Great case of Attraction Marketing. Essentially you are attracting the prospect just as the empathetic, listening, caring person attracts you.

Obviously, Attraction Marketing is the way you HAVE to market your MLM business.

By adding Attraction Marketing to your routine, your prospect is attracted to you. Your prospect wants to be around you. Your prospect trusts you. Your prospect feels comfortable with you. And your prospect will buy from you.

If you are not attracting new prospects, you are probably a Repel Marketer.

"Who me? How could I possibly be a Repel Marketer?"

It’s easier to be a Repel Marketer that an Attraction Marketer.

Let's discuss Repel Marketing in detail. If you can avoid these repellants, you should be able to make sure you are more of an attractor.

Repel Marketing

Most new associates in MLM who are repelling clients usually don't know what's going on or why they aren't getting more business. The problem can be very hard to notice, because it is usually invisible or at least very subtle.

For example: How do you present yourself for face-to-face meetings with prospects? Do you look professional? Or, do you look like just crawled out of bed? Are you on time to your meetings? Or, do you keep the prospect waiting? When something makes you late, do you call to let them know you are on your way, or do you show up 20 minutes late and offer an excuse? Everyone's time is valuable. Being even 5 minutes late can be seen as rude to some. Are you repelling rather than attracting by not treating your prospects time as a priority?

The examples above are invisible or subtle ways you may be a repeller. But, there are obvious ways that you may be repelling clients too...

The Internet offers small business owners a great way to repel customers. How does your web site look? If your web site looks like crap all together, then that's how people see you and your business. It's not a very flattering much less, a professional image.

The content—or lack there of—in a web site can be a big repeller.

Attraction Marketing

There are 3 key steps that you must incorporate into both your traditional marketing and invisible marketing to make sure you are an attractor.

1. Listen to your prospects

Understand their problems. Empathize with their fears. You should listen 70% of the time and speak no more than 30% of the time. Aren't you attracted to people who listen to you?

2. Speak directly to the prospect's issues and concerns

Talk about them, more than you talk about yourself. Answer the "so what's, who cares and why should I make a move?" Aren't you attracted to people who don't make life "all about them"?

3. Let the prospect know exactly how you can help them

Articulate clearly. Let them know exactly what they will get and what they can expect. Aren't you attracted to people that don't spring unwanted surprises on you?

You already know if you're attracting clients. Now you know some of the reasons why you are repelling them.

If you're not an Attraction Marketer, then take an honest look at yourself as a small business owner—both in your traditional marketing and invisible marketing. Look at things from your prospect's point of view. Would you genuinely be attracted to doing business with someone like you? Or, would you be repelled at the thought of spending money with a business like yours?

If you have to think twice about this advice then, it's past time to stop being a repeller. Your work is cut out for you...and, you don't have a minute to waste.

© 2008 Copyright Magnetic Leadership Marketing. All Rights Reserved


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