The basic principles of marketing, selling and converting sales applies as much to the network marketing sales process as it applies to conventional commercial sales process as we know it.
Elements of the sales process.
In general, any sales process can be simplified to three basic elements, namely:
1. Sellers who have a Product or service to sell. In this instance, the seller has a product that he/she wants to exchange for someone else’s money.
2. Systems or processes that can convert sales. This is a process of transfer that is needed between a seller and a purchaser which is required to actually make a sale.
3. Purchasers who are prepared to exchange their money for the products or services that the sellers has on offer.
It is very interesting to make a comparison of these elements regarding an off-line “brick and mortar” business and an on-line network marketing business. A coffee shop as an off-line “brick and mortar” business example, compared to network marketing is hereby discussed.
(See previous article on this topic)
When the elements mentioned above are applied to a coffee shop business, it is quite easy to get an understanding of what is meant by this.
It is very logic that the product of the business will be coffee. It is a product that is in demand and it will be possible to generate the interest of prospective purchasers of the product to become customers and clients of the business.
Any product that is offered for sale by a business can be viewed as something that customers has either a need for, a want for, or it can even be viewed as something that will serve as a solution to a specific problem that the customer might have.
Examples of such products may be:
– Basic foods as examples of products that everyone has a need for.
– Coffee is an ideal example of a want product.
– Weight loss products serves as a solution to a specific problem.
Effective marketing may stir up a want by prospective purchasers and then turn the want into a need, but it is far easier to sell products that are in demand than to try and generate a demand for products.
Lastly, the fair deal principle will also apply. Customers have to experience that their product purchase meets their expectations regarding quality, value for money and purpose.
Product selection for network marketing should be evaluated by the very same criteria.
2 Sales System
The sales system that will be used in our coffee shop example, will be the actual shop.
Potential customers will be invited into the shop by making them aware of the potential that they can acquire products that will fulfill their expectation inside the shop. On arrival at the coffee shop, they will be welcomed and seated. They will be presented with an offer (menu options) from which they can make a selection of what they want to purchase. The product will be prepared and served to the customers and therefore turning them into clients of the business. They will then pay for the product, by which the actual sale is concluded.
The systems functioning inside the coffee shop therefore made it possible for the seller to be successful in exchanging his/her product for someone else’s money.
The sales system of a network marketing business has the same objective as discussed in the example of the coffee shop, i.e. that the seller wants to exchange products in return for money from customers.
The sequence of events to get to the result is basically the same, but it has a totally different look and feel to it than the sales system used in the coffee shop example.
Instead of a physical shop, an online sales system will be needed. Such sales systems are commonly referred to as sales funnels.
Sales funnels normally have the following built into it:
– An information page, sharing basic information about the offer. It can also be referred to as a landing page, meaning that prospects (potential customers) will be directed to such when they follow a link from an advertisement from i.e. Udimi Solo Ads, Google Adsense or Facebook about an offer.
– A lead capture page, capturing the name, email address and maybe also a phone number of the prospect (potential customer). The lead capture page may form part of the landing page, or it may be a follow up page which can also be described as a bridge page.
View this example of a lead capture page.
– After the lead capture page, a sales page will follow that will present details about the offer and that will prompt the prospect to make a purchase.
Here below is an image of what a Lead Capture Page looks like.
– It is said that it may take seven or more exposures to an offer before a prospect makes a purchase. The sales funnel will therefore need to have an auto responder attached to it, through which a series of follow up emails, virtual postcards or broadcasts can be send. The follow up series will also serve as a medium through which relations will be established by sharing some info about the seller combined with product information.
Some business systems like Power Lead System have a combination of landing pages, sales pages and also an auto responder built into one complete system. It does however also allow stand alone and very well established auto responders like Getresponse and Aweber to be plugged in to their sales system.
In the back of the mind of your prospects, they will think:
“…Can I do this?”
Sharing your easy to use sales system with them will be very convincing.
Personally, I’ve been using Aweber for building my subscriber list for many years. I am getting excellent deliverability from it and what I like about it , is that multiple lists can be created, as well as the list segmentation and selective sending options. Aweber has a 30 day free trial period, after which a monthly subscription is payable. It does however also have an affiliate plan, which means that one can earn recurring income by referring others to the system and thereby actually earn enough from referral to pay your own subscription, or even make profit.
I’m also using Power Lead System for lead generation, and its excellent editable capture pages, sales pages, virtual postcards. The comprehensive training about network marketing in general that is build into the system, is in my opinion cutting edge training that actually comes as a bonus with this well designed sales system.
Power Lead System has different options. There is an amazing once off $7.00 option that allow the user of the system some very useful tools needed in a sales system, from which any offer can be promoted. This is the perfect option for new entrants to the Network marketing industry. Combined with this, the $7.00 member has access to all the training as explained above.
Higher than the $7.00 option, there is a Silver membership option which has a very low monthly subscription fee. It allows members the full functionality of the system with access to everything that the system has to offer.
Gold membership above Silver has the same functionality as Silver membership, but it has a very lucrative affiliate compensation plan attached to it.
In conclusion, sales funnels can be viewed as the “shop” that online network marketers use to exchange their products for money from customers. The better your system is set up, the better the results that can be expected.
Fact is, you can have the best product in the world to promote. Combined with that, you may have set up an excellent sales system (funnel), ready to present your offer. Everything is working like a well oiled machine, BUT…..
Nobody is looking at your offer.
You need to attract prospective purchasers who may be interested in your product and who will have the will and ability to exchange money for the product.
Network marketing really is a numbers game, but keep in mind, focus your marketing efforts. As an example, you will market weight loss products to a different target market than you will market baby clothing to.
Once you have identified your target, you need to get as many prospects as possible to look at your offer. By capturing their contact details as entrance point to your sales funnel, you will constantly be growing your subscriber list. These subscribers will enter your list as cold contacts, but your auto responder, email broadcasts and contact that you establish with them will warm them up until they eventually make a purchase.
The term that is used in Network marketing to get prospects to look at your offer, is called traffic. Traffic needs to be driven to your offer.
There are various ways to generate traffic and from time to time, some approaches may work better than others . Some of the “flavor of the month” approaches at present are problem solving for prospects, combined with attraction marketing, whereby the seller will give away something of value. Prospects is then attracted to the free offer and eventually an up selling process is applied to take the prospect through a process of purchasing products of increasing value.
Free traffic can be generated to an offer by directing an email campaign to a previous subscriber list you already have. Another form of free traffic can be the placement of adverts in Facebook groups. Approaching personal contacts with your offer can also be viewed as free traffic.
If you are a blogger, you may attract search engine traffic to your blogs in which you have sprinkled your ad offers.
Examples of paid advert platforms:
– Banner ads
-Facebook Ad Campaigns
– Twitter, Instagram and other social media platforms
– Ad Co-ops that is run by by network marketers pooling their resources
– Solo Ads, where you pay someone who already has a large number of subscribers to a list to run your offer to a segment of their list. Solo Ads are sold as a number of clicks to your offer. My experience is that I’m getting about 30% subscribers from the number of clicks purchased.
Solo Ads can be very effective. This is the source of paid traffic that I like to use most. I’m purchasing my Solo Ads from Udimi which is a very reputable platform where it is safe to enter into transactions with ad sellers. There are a huge number of sellers advertising their offers on Udimi. Best is to rather opt for sellers with good reviews than to choose sellers merely on price offer.
As it is important in a conventional off line business to have products of quality, to have an effective way of presenting the products and also to have a defined market with targeted advertising campaigns, the same applies to an online network marketing business. It is the same approach, but with a different angle.
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