Marketing with heartInspired by Flo Schell’s book Stop Selling… Start Clicking! In being a pro networker for seven years, I have used several tools to help support the growth of my business. I’m a subscriber of Networking Times, I’m going frequently on the www.amazonempowerment.com, I get on the educational calls, I listen to audio books, CDs, I participate in the Company’s events, I get coaching from my upline, I work with a Life Coach, I’m an ongoing student of health education Then, I came across Flo Schell’s book, Stop Selling… Start Clicking! It gave me a clearer mission and purpose in relation to my Amazon Herb business. I want to invite you to a pen and paper handy. Flo shares 10 steps to boost our business in bringing the magic of human connection. There is three categories or stages: Preparation, Connection and Living Together. Steps 1 to 6 are the Preparation stages. Step 1 Know what makes you special Step 2 Choose your customers well Step 3 Get clear on precisely what you have to offer Step 4 Tell your customers how you solve their problems Step 5 Create a marketing image for your customers Step 6 Reach out to your favorite customers Steps 7 to 9 are the Connection stages. Step 7 Greet Your favorite customers everywhere Step 8 Create the Magic Click and move the relationship forward Step 9 Navigate the land mines and come to a commitment Step 10 is the Living Together stage Step 10 Be Masterful with your customer relations Step 1 Know what makes you special Good to recognize our strengths, talents and areas that are yet to be perfected. The Heart-based selling questionnaire. Part I Part II Part III Part IV Step 2 Choose your customers well “Surround yourself with people, color, work that nourish you.” Think about your favorite people, favorite websites, locations – make a list. Build a more precise picture of what you want to attract (the qualities, the personality, the traits, etc.) Example of my perfect customer
The clearer and detailed you are about your customers, the easier it will be for you to attract them. Step 3 Get clear on what precisely you have to offer What I offer is directly related to problems customers might encounter. Why? I always offer solutions, transformation and to basically change people’s life.For example, for my business builder Gabrielle, I changed her life by offering her the Lluvia Skin Renewal System for her birthday. Step 4 Tell your customers how you solve their problems In my case, I offer them solutions to health issues, to money issues, a business opportunity, to preserve the Rainforest, to transform their lives if they feel that their life is not rewarding at the time I meet them.When someone asks me what I do for a living, it could be many things depending on the situation. Here a re a few examples: I work with people to create better health and wellness. I help people become successful in their own business. I partner with Indigenous communities to help preserve the Amazon Rainforest. Step 5 Create a marketing image for your customers The author makes an analogy with an artichoke; it is hard to know that the heart is delectable. Our exterior can be awesome or inapproachable. People seek out affinity. They make their decisions on their first impressions and how your marketing approach make them feel. Choose an image your customers will see. Some examples are Donald Trump and Susan Somers. You have to ask yourself which messages does your image create.Think about your unique style and be happy and aware of it. Step 6 Reach out to your favorite customers Planning – write your marketing plan. For some a marketing plan is kind of scary but it can be simply seen as a list of actions that represents your marketing efforts in a particular time frame. One action can have several steps. Create a flow of marketing that is always in action. For example when it is calm, write an article, make these actions productive. A marketing plan is made to be a work in progress and it will always change. I do it for the year and review it monthly or quarterly. Connection Stage Step 7 Greet your favorite customers everywhere Make it a treasure hunt. Make a list of where to find your favorite customers. List where you can hear, see, read. For example, my favorite customer would be a woman, age 30 to 60 pro-entrepreneurial. I would be able to find her in networking groups, in gyms, coffee shops, bookstores, industry conferences… Care and Share Real connection, speak and act in an easy way, words tone of voice, keep the eye contact. Crafting the Care and Share Sentence 1 Who? Sentence 2 What do you do? Sentence 3 Why should I invite you into my life? Sentence 4 Conclusion Here is an example: Hi, I’m Joyous O’Neill Darago. I work with people to bring their health to an optimum level. I do this in a simple and comprehensive way. Thank you for being open to my offer. Reach out and touch in different ways – emails, are you a crowd person or one on one. Personality types – use this to your advantage. Listen to what people say – listening equals caring. Look for the commonalities during the conversation and capitalize on them. Then, exchange your business cards and follow-up. Step 8 Create the Magic Click and move the relation forward Objectives
Use a “cheat sheet” so you’ll not forget anything during your follow-up calls. Excite by informing, educating and bring them to the next step. Smile during the conversation, create a relationship, create the Magic Click and build credibility. Some examples of Magic Clicks… …you both have the same birthplace. …you’re fan of the same sports team. …you both are raw food lovers. Step 9 Navigate the Land Mines and come to a commitment This relationship can be short or long-term – depending of the customers. You can… …invite them to a business or product training call. …invite them to a special event (Amazon John’s Tour, Summit). …keep the connections alive with prospects using an organized follow-up system. …be a guide during the exploration process. …create a three way call. Some land mines that could occur: the conversation suddenly stops. Send a short, casual and out of curiosity e-mail, for example it could be something like this: Hi, I’m missing our discussions, getting started is often challenging. I’m just checking in and looking forward to working with you soon. Connect over the phone could be sometimes tricky since there is caller ID. The old snail mail could make its magic. Sending a personal note could really work out well. Then, there is also that question that we ask ourselves: “When should I stop reaching out?” Until you hear them say “No, thank you” . At that point, you remove them from your follow-up list and ask them if you can stay in touch from time to time. Navigation skills Your ability to overcome fears. What might you fear? If you come from greed, manipulation and fear, the prospect will feel it. Come from the heart clearly and honestly. Handling rejection… Don’t take it personally because it could be that you were not the right fit, that’s it that’s all. “Nothing other people do is because of you… it is because of them.” - Don Miguel Ruiz This does not mean we do not have an impact, it means that the final choice anyone makes about anything in life is based on their own stuff, not ours. It is possible that they will come back to you when and if they are ready. They could also refer you to others. If we have built a strong relationship, better chance that our perfect customers will order and become business partners. What we offer to our prospects that will allow them to be confident in their purchase? Step 10 Be masterful with your customer relations When you come from your heart, success is on its way. When you have closed the sale, plan a celebration! Treat your customers very well; welcome them to the Amazon Herb family. Introduce them to the Guiding Standards; Schedule regular calls to support them; Follow-up when you say you will; Make yourself available when your customers need you. Try to find out about your customers’ happiness level. Ask them questions, listen and be curious. |