A friend of mine, Larry Beacham, wrote an article by a similar name a few months back and it was such a well received article and he made so many good points in it that I wanted to reiterate much of it again. So with his permission I am writing this follow up to his original article.
We are in the Information Age not the Stone Age! The techniques and approaches that were used in the past no longer hold the power and effectiveness they once did in the eye of today’s George Jetson, fast paced society.
It is important to understand that the days of cold calling strangers and chasing them down or pursuing the unqualified friends and family members just does not work anymore. However, the key thing here is that this is exactly what most networks marketing companies teach you to do. It is how 98% of all network marketers do it today. As Larry said it “Yet, millions of network marketers are stuck in the past, using Fred Flintstone techniques to try and lure the George Jetson prospect”. This is a great statement. Now does this mean the old school techniques to not work. No it does not and it is how most networks marketers build their organizations.
However, there is an easier way with modern tools. Today’s consumer has much less patience and their life is much more fast paced and they are looking for a better way. The most successful Internet network marketers today use modern technology and bring prospects to them instead of running after them.
Look as the contrast in the old “Fred Flintstone” techniques and the new “George Jetson” techniques.
FLINTSTONE: Uses things like a prospect list or names list and acts like an amateur marketer calling everyone they know to find a handful of people that may be interested in their business, or NOT.
JETSON: Uses emails, web sites, and blogs to attract a very targeted group of people who are drawn to the marketer.
CONTRAST: It is so important to understand that the marketer is selling himself not the business opportunity. People do business with people, not with computers or companies. The marketer is selling himself and building a rapport with consumer even if they are at an early stage. This is ATTRACTION MARKETING.
FLINTSTONE: Drives to various local business opportunity meetings and invites their unqualified prospects to sit for an hour or more meeting to listen to information about the company, product and compensation plan only to find out that there was little or no interest in the first place.
JETSON; Hosts webinars or teleconferences that are often pre-recorded to be listened to by pre-interested prospects.
CONTRAST: Recordings can be listened to or watched 24 hours a day 7 days a week when the prospect has the time to review the information in the comfort of their home or office. This allows the marketer to leverage their time and they only talk to the prospect after they have had time to review and absorb the information and there is a GENUINE INTEREST.
FLINTSTONE: Thinks like a sales rep and attempts to compel the prospect and overcome the objections in order to get them into the business or use the product.
JETSON: Thinks like an independent consultant and provides value to the marketplace on the front-end of the process.
CONTRAST: By giving value, educating, providing comfort, confidence and trust the prospect is interested in the information being shared.
FLINTSTONE: Doesn’t think in terms of long term relationship building with a prospect; wants to sell the product or enroll them immediately and if it does not happen is dismissed with no follow up strategy.
JETSON: Understands the power of selling through education and using automatic communications to continue the education beyond the initial contact.
CONTRAST: The new technique allows the natural buying cycle of the individual to take its course which leads to a sale or enrollment in the future when the prospect is ready. Its about developing a relationship for the long term, maybe even years.
FLINTSTONE: Uses pseudo rapport building tactics to entice prospects to engage them with the sole purpose of getting an appointment to pitch their opportunity.
JETSON: Builds a genuine rapport with their pre-interested prospect over time by writing articles, creating educational videos, blogging etc.
CONTRAST: The new marketer has positioned themselves as a trusted advisor and a respected expert. When the prospect is ready they will contact the marketer. The prospect is also much more likely to be successful in their own endeavor because of what they have learned and the techniques that have been modeled.
What a vast contrast there is between the Fred Flintstone and George Jetson marketer. So stop doing things the old way and get into the modern day processes.The bottom line is the new marketing techniques allow you to operate in a much more professional way and reach many more people. This will allow you to sift through thousands of prospects and find the diamonds that can change your business for the positive.
Please let me know what you think about this content. I welcome all comments. I hope that it helps you to be able to attain what you want out of your business.
