Marketing Values and Perspectives: Attraction Marketing versus Network Marketing
Posted Under: Attraction and Relationship Marketing,Mindset
In any home or small business, selling your products or services is essential to maintaining and growing your business. This is a common factor in every venture, bar none. The process that leads up to closing the sale often determines whether the customer is happy with the purchase or just mildly content.
Although the immediate outcome is the same, there can be a substantial difference in repeat sales depending on whether the customer is truly happy versus mildly content at the time of the original transaction. In my experience, happy customers are repeat customers where mildly content are likely to shop around when solving their next consumer problem.
The use of attraction marketing versus traditional network marketing methods in business building may determine the growth rate of a venture.
It’s really all a matter of perspective and highly related to the values of each person during the process. In the case of the customer, their value revolves around a problem needing a solution. Their perception of value is defined by accessing the information they deem necessary to resolve their problem.
Their needs are best served by listening carefully to there issues, asking pertinent questions to unearth the root of their problem and then providing information and advice that will help then discover a solution. If the business owner uses that approach and provides valuable information that establishes the path to the solution and allows the customer to come to the conclusion your product or service is the solution, the “happiness factor” is greatly increased.
A problem arises, however when the value set of the business owner comes into play with a prospective customer. If the business owner only hears the problem as first presented and instantly presents his product or service as the solution that often makes the customer uneasy.
Without determining the root of the problem, addressing all aspects of the problem and letting the customer discover the solution (the product or service) it puts the business owner in the position of having to persuade the customer on the validity of the solution.
Though the customer may “buy” and walk away somewhat content, the process leading up to the sale did little to build the relationship and heighten the business owner’s expertise in the customer’s eyes. Ultimately, they may look elsewhere when trying to address their next problem.
In my mind these two situations describe the difference between attraction marketing related to the new network marketing model and traditional network marketing approach. Understanding the differences between the two models and applying them to your business marketing strategy on the Internet can greatly enhance your overall effectiveness.
