In this episode you’re going to learn one of the first steps you must do to be successful in any kind of marketing.
If you’ve been in your business for a while, it’s ok, all is not lost! I encourage you to watch the full episode and get started today, and then ensure any new teammates do the same steps to help get them off to the best start.
This crucial step is to understand WHO it is you are marketing to.
Who is your audience?
Without doing this step, you might as well be throwing your money down the drain if you’re using any sort of paid advertising, and might as well be shouting with no voice!
In this episode of Jenny Stevens TV, you’ll learn: -
Click on the video below to watch the full training so you can learn how doing this crucial step is going to save you a lot of wasted effort and time and ensure your team do the same!
How To Tap Into Your Prospects' Unspoken Desires To Increase Your Marketing Effectiveness – EPISODE 2
When I think back to when I first got started in my Network Marketing business in 2014, I cringe a little!
Although I did well with sales initially, it didn’t take long for things to die down and people to stop responding so much to my posts.
Because I was using my personal page, everyone who was on my friends list (those who would see my posts at least as it’s such a small percentage) would see makeup posts even if they were interested or not.
Doing a new post on my wall was like a “spray and pray” method that I call it. Something I now know as this.
What this means is that you do a post and spray it out to everyone and hope that someone interested sees it and then comments or reaches out to you.
Now I could’ve removed anyone not interested in my business, but hey, this was my personal profile so I had friends and family there too.
This is why I recommend using a business page (and you can see the pros and cons of both in this useful post I did)
But for right now, let’s stick with this topic in hand.
When you do your posts, are you clear on who you want to see it?
This is what we’re diving into today.
If you aren’t clear on who you are talking to in your marketing, then you’re going to wasting time and effort.
Because if you don’t know who it is that you’re aiming for, how is your audience meant to know it’s for them!
Does that make sense?
Think about TV adverts, have you ever heard an advert and it sounds like they’re speaking directly to you about a problem you are going through right now…
…and you think… “Wow, that’s so me!”
This is what I want you to make your prospects feel like.
How do you do this?
Let’s go through the process I do every time I feel stuck and what I wish I’d done in the beginning.
I want you to ask yourself a few key questions to be able to identify WHO you want to attract.
I recommend doing this for both your product and your business opportunity as they may be different.
What attributes do they have?
This will help you know what sort of person you want to attract to you.
Now I want you to think about what problems or struggles your potential customers or prospects will be going through? (Again, do this separately for product and business)
The reason we want to dive into their pains & struggles, is that people don't buy a product just to have it (well in most cases anyway 😉
There's a great quote from Perry Marshall...
"Nobody who bought a drill actually wanted a drill. They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes, not about drills"
People are driven by wanting to get away from a painful feeling
Understanding what their pain points are will help you understand them better and how they're feeling.
Here's some questions to ask yourself
If you’re selling a weight loss product, your prospects might be feeling things such as:-
Or maybe you sell makeup or skin care, they might feel things such as:-
Or maybe for business it might:-
Hopefully you see what this could look like for your prospects / customers.
Go and make this list, and focus on one first, choose your main focus whether that's product based or business.
I’ve created this useful worksheet for you to use and jot all of these ideas down.
Now let’s think of the opposite, and the good stuff! (It’s much nicer thinking about happy thoughts!)
The 2 aspects that drive people to make decisions...
...to get away from pain as mentioned above, and the second is to go towards their desired outcomes.
We all loved the idea of the lifestyle that comes from Network Marketing if successful. The residual income, freedom, more travel...
...it's what motivates a lot of people.
List out what is it your prospects are looking to achieve.
This should again, give you some ideas and get the ball rolling for your own prospects.
Once you understand these elements of your prospects, you can come up with a killer marketing message.
If you can come up with hundreds of pains and problems of your prospects, you can likewise produce hundreds of ads that tap into their pains and desires.
Here’s a little bonus tip for you on creating headlines
“How to __________________ (insert benefit/desire) without ___________________(insert pain/struggle)
It’s a really simple and straightforward formula to use to help you connect with your audience and speak to them directly but on mass!
Write out who your perfect customer or prospect is and their traits, interests, demographics
What are your prospects pains/struggles
What are your prospects desires
Take the time to do this exercise and I’ve provided you with a free resource for you to download to work your way through and collate this list.
It can then be your go to list, printout out, stick it on the wall to refer to all the time. I promise you, it will help you.
I felt stuck last week and went back to basics and redid this exact process and after doing this, came up with 6 months worth of content ideas, so I know it works 😉
Click here to download your worksheet and I’d love to hear how doing this exercise helps you in your business or what your biggest takeaway from this training was, leave your comments below.
If you missed my 1st episode of Jenny Stevens TV where we talked about Benefits vs. Features and how you can connect to your prospects almost instantly, you can go to that here, which will help you take what you’ve done in this week’s training, and add it on with last week’s topic for killer content which will speak to your audience much more personally…
…and therefore, helping you sell more products and find more team members.
I hope you found this useful. Stay tuned for next week’s topic which brings these first 3 weeks all together to set yourself as an expert to build more authority with your now clear audience!
Until then, talk soon
Jenny Stevens is an Online Marketing Coach & Trainer who specialises in helping Network Marketers & Affiliate Marketers generate new leads, get more customers and recruit more team mates using the Internet and to create automation in your business giving you time back to do the things you love.
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