I remember the first time I heard the “funnel example”. My husband Lance was describing a new product that was hitting the market to me. He said that everyone should take this product for their health and that they would notice results within a few days, it was attractively packaged and had an unparalleled compensation plan in our market. Needless to say the “everyone should statement” got me thinking and literally kept me up all night.
“Everyone should” is such a true statement when it comes to health and wellness. Will everyone “Do?” Obviously not!
So should we approach “everyone” as we try to market our products? This is our topic today.
The first thing we should do is to determine “Who is our prospect base.”
Let’s go through some fun examples:
Let’s take Home Depot –]
Who needs Home Depot and who does Home Depot advertise to?
Home Owners, Do it Yourselfers, Fixer Uppers and Repairers…
Home Depot isn’t going to target Prom Dress Shoppers.
Let’s take MTV-
Will the commercials be different on MTV than the advertising on Baby channel?
Of course the answer is YES! So the question is Who are your best prospects? Where do they hang out and how do we make our prospecting easy?
The first thing I believe we should do is to make a list of everything that your prospects need. Let’s develop a Target Base.
Let’s say it’s January and we are talking about Weight Loss:
First thing is first, let’s head to the gym! We pick two or three gyms walk through them and decide on one, we sign the contract and hand over our credit card. Is that it? Or is that just the start, what else do we need for the pounds to drop?
Training packages, exercise magazines, baby powder (you wouldn’t believe how much big people use), sneakers, work out outfits, water bottles, hair ties, gloves, supplements and energy drinks….
Here is my point, what other products market around the product or service that you have? Because: “When someone makes a major purchase they almost always make other purchases to validate their first purchase.”
May be the people who need your product are:
1. Mature people over 30 who can afford the product let’s “collect them.”
2. Is it someone with family histories of degenerative diseases? Like: cancer, arthritis, fibromyalgia, heart disease, immune deficiencies, diabetes.
3. Athletes, who strain their bodies.
4. How about the Baby Boomers?
5. A mom who wants to provide better nutrition to her kids?
6. A person who shops at health food stores like: Henrys, Jimbo’s, Whole Foods, Fresh N Easy, Farmers Markets etc…
7. Someone who wants to find alternative ways to increase their income?
Another question you may want to ask is:
1. Are they willing to dream?
2. Learn?
3. Are they self motivated?
4. Do they like leadership positions?
We can develop a prospect base by knowing why someone needs the product /service.
Let’s close this post by talking about 3 people:
1. Let’s take my new prospect Lisa. Lisa is a diabetic and she has started taking our product and has actually been able to stabilize her insulin and she loves the way she feels. She can’t stop talking about our product because she knows what it feels like when her sugar is out of control. Lisa can’t stop talking about what the product can do for her. She isn’t selling a product or a business opportunity she is the Diabetic Warrior with a self proven product.
2. Let me introduce you to Elvia, Elvia has fiberomyalgia, it makes her ache in pain and when she drinks our product she notices results overnight. Elvia knows that her fiberomyalgia doesn’t just go away when she drinks the product but her pain is noticeably, unbelievable reduced and she can’t keep her mouth shut! She is the fiberomyalgia poster child!
3. And then there is Tracey. Tracey has a long family history of Cancer and although she knows that by taking her product she can’t determine if she will get it or not, but why not do everything you can to be as healthy as you can as long as you can. She has taken supplements all her life and hated the taste of omega and alfalfa (and when she tasted our product and read the research), she can’t believe how enjoyable a supplement can be and tells all of her friends.
These girls are marketing solutions. They know how people feel when they are sick or worried and they can be a resource to help them feel better because they have been there. They aren’t selling a product, but they are a marketing funnel and they will have people buy from them all day long.
Well, that's it for now. Hope it makes you think about your “Prospect Target Base” and who will easily fit into your funnel! By the way the picture on the post is one of my favorite memories that I shared with my Girlie-friends, we used to go to the water park and sit and suntan, why the kids played. One day I stood up and said "We’re sliding today" they were startled and moaned a bit, but agreed and we have had a heck of a ride!
Stand Up Make Today A Day 2 Remember!
“Everyone should” is such a true statement when it comes to health and wellness. Will everyone “Do?” Obviously not!
So should we approach “everyone” as we try to market our products? This is our topic today.
The first thing we should do is to determine “Who is our prospect base.”
Let’s go through some fun examples:
Let’s take Home Depot –]
Who needs Home Depot and who does Home Depot advertise to?
Home Owners, Do it Yourselfers, Fixer Uppers and Repairers…
Home Depot isn’t going to target Prom Dress Shoppers.
Let’s take MTV-
Will the commercials be different on MTV than the advertising on Baby channel?
Of course the answer is YES! So the question is Who are your best prospects? Where do they hang out and how do we make our prospecting easy?
The first thing I believe we should do is to make a list of everything that your prospects need. Let’s develop a Target Base.
Let’s say it’s January and we are talking about Weight Loss:
First thing is first, let’s head to the gym! We pick two or three gyms walk through them and decide on one, we sign the contract and hand over our credit card. Is that it? Or is that just the start, what else do we need for the pounds to drop?
Training packages, exercise magazines, baby powder (you wouldn’t believe how much big people use), sneakers, work out outfits, water bottles, hair ties, gloves, supplements and energy drinks….
Here is my point, what other products market around the product or service that you have? Because: “When someone makes a major purchase they almost always make other purchases to validate their first purchase.”
May be the people who need your product are:
1. Mature people over 30 who can afford the product let’s “collect them.”
2. Is it someone with family histories of degenerative diseases? Like: cancer, arthritis, fibromyalgia, heart disease, immune deficiencies, diabetes.
3. Athletes, who strain their bodies.
4. How about the Baby Boomers?
5. A mom who wants to provide better nutrition to her kids?
6. A person who shops at health food stores like: Henrys, Jimbo’s, Whole Foods, Fresh N Easy, Farmers Markets etc…
7. Someone who wants to find alternative ways to increase their income?
Another question you may want to ask is:
1. Are they willing to dream?
2. Learn?
3. Are they self motivated?
4. Do they like leadership positions?
We can develop a prospect base by knowing why someone needs the product /service.
Let’s close this post by talking about 3 people:
1. Let’s take my new prospect Lisa. Lisa is a diabetic and she has started taking our product and has actually been able to stabilize her insulin and she loves the way she feels. She can’t stop talking about our product because she knows what it feels like when her sugar is out of control. Lisa can’t stop talking about what the product can do for her. She isn’t selling a product or a business opportunity she is the Diabetic Warrior with a self proven product.
2. Let me introduce you to Elvia, Elvia has fiberomyalgia, it makes her ache in pain and when she drinks our product she notices results overnight. Elvia knows that her fiberomyalgia doesn’t just go away when she drinks the product but her pain is noticeably, unbelievable reduced and she can’t keep her mouth shut! She is the fiberomyalgia poster child!
3. And then there is Tracey. Tracey has a long family history of Cancer and although she knows that by taking her product she can’t determine if she will get it or not, but why not do everything you can to be as healthy as you can as long as you can. She has taken supplements all her life and hated the taste of omega and alfalfa (and when she tasted our product and read the research), she can’t believe how enjoyable a supplement can be and tells all of her friends.
These girls are marketing solutions. They know how people feel when they are sick or worried and they can be a resource to help them feel better because they have been there. They aren’t selling a product, but they are a marketing funnel and they will have people buy from them all day long.
Well, that's it for now. Hope it makes you think about your “Prospect Target Base” and who will easily fit into your funnel! By the way the picture on the post is one of my favorite memories that I shared with my Girlie-friends, we used to go to the water park and sit and suntan, why the kids played. One day I stood up and said "We’re sliding today" they were startled and moaned a bit, but agreed and we have had a heck of a ride!
Stand Up Make Today A Day 2 Remember!
1 comment:
thanks Tracey for your common sense approach
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