Yesterday we touched on two techniques that you could use to better market your business opportunity, answering customer complaints about your competitors and listening to your customer's problems. Today we are going to review two more techniques that can be very successful in helping you to market your business opportunity.
When you are talking to others about your business opportunity, you want to know as much as possible about the subject you are discussing. By becoming an expert in your field, that gives you more credibility with your customers. They will be more prone to come to you with questions, and they will be more willing to use what you have to offer, again because they perceive you as an expert. People trust experts, the downside is that you really do need to know what you are talking about. You cannot guess or make up answers, even if they sound credible, your customers will eventually find out that you really didn't know what you were talking about.
The best way to become well versed in your field is to sit down and talk with other experts in the field that your business opportunity is in. If you want to become well educated in Multi-Level Marketing, find out who is successful in that field and then pick their brains. You will be surprised at how many people will be willing to talk with you and offer their knowledge. The key is to research what you are doing and decide to become the best in that area.
Once you become an expert, don't be afraid to spread that knowledge. People are always hungry for knowledge, so don't be stingy. Remember that you learned from others, so keep the learning process going for you and others.
The last technique I would like to cover is how to get a "Positive" 'No' versus a "Negative" 'No" when asking customers questions. How many times have you flat-out asked people if they were interested in your business opportunity? How many people (even friends) told you NO? That flat 'No' can be very demoralizing. You will always get 'no' when you are in business. Part of the key to success is in looking at those "No's" as getting you closer to a "Yes", but there may be another way to change that NO to a much more positive "NO".
We are going to use our product line, UltraLuster, as an example. This is a waterless vehicle wash and is best marketed by demonstrating what it can do for your vehicle's finish. If a person walked up to our booth while I asked if they would like to see a demo of our products, I would most likely receive a "NO" and the person would turn their back on me and walk away. A better way to present the question would be, "Have you ever seen a vehicle washed without water?". The "NO" I would then receive is a positive "no" because I have piqued their interest. No, they haven't seen a vehicle cleaned without water, so I can then go on and do the demonstration.
The point behind this is that it is much better to ask open-ended questions rather than Yes/No questions. If you ask a Yes/No question, there is no room to explore. The question is answered and the customer loses interest. By asking and open-ended question, "have you ever washed your car without water?", you are engaging the customer, causing them to think about your question and wonder what you may have that would make their life better. By asking open-ended questions, you could end up getting the customer so excited about the product or service you are offering that they sell it to themselves. The best part about open-ended questions is that you now are starting to build a rapport with the customer and are not expecting to hear that "NO". You feel better and they feel better because they ended up possibly learning something from you.
Tomorrow I will switch gears and get off the marketing platform for a bit...perhaps another funny story, if something funny happens tomorrow..
Until then...
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