Tom Melvin

Lately I have been shopping for a wood stove for my home. I know something about wood stoves, but not enough to make an informed decision. So what I needed first was information. The dealer I approached spent a great deal of time educating me about the different options and sharing stories about wood stoves. He told me what my next step was and gave me his card. He never tried to make a sale. I had an enjoyable and educational experience. I liked him; I trusted him; I’ll probably buy from him. Whether he knew it or not, he was practicing attraction marketing.

Give and Get

Attraction marketing focuses on gaining customers by giving them something they value or need. You know what they need by listening to their problems and asking questions. Then you match your resources with their needs. The stove salesman didn’t tell me about gas stoves, because I said I wanted a wood stove. He gave me information and brochures about wood stoves that might fit my situation. He carefully asked and answered questions.

Attraction marketing is based on the principle that the more you give the more you get. Every business has something of value to offer its customers. Hardware stores tell customers how to fix things. Online gardening sites offer ideas on garden planning. MLM opportunities provide tips on making money online. Whether you give articles, resources, tips, samples, or how-to videos, your goal is to help customers and prospects reach their goals.

Push and Pull

Think about attraction marketing in terms of push and pull. Until recently, marketing involved pushing people to make a purchase. Ads said, “Buy my product. It’s the best.” If you think about it, the act of pushing creates more distance between people. Attraction marketing, on the other hand, is about pulling. By listening to and responding to people’s needs, you draw them in, like a magnet. Pulling brings people together, creating relationships. At its most basic, attraction marketing is about building relationships.

E-commerce

Attraction marketing is well suited to e-commerce. Most people visit the Internet to find the information they need to solve a particular problem. Their primary objective is to get information, not to make a purchase. After you establish trust by providing valuable solutions you are in a position to market your business. Customers like to buy from people who help them.

MLM Opportunities

If you are marketing an MLM opportunity, your first task is to find out what prospects need. Make sure your communications and advertising address these needs, whether they want financial freedom, aim to work from home, or need a flexible work schedule, Ask prospects what they want to achieve, and then tell them how your MLM opportunity can help them reach their goals.

Mutual Benefit

Focus on what people want. Give them useful information related to their needs. Don’t focus on sales. Instead make every moment of contact helpful and enjoyable. With attraction marketing you help yourself by helping others. Your business will grow when you build mutually beneficial relationships between yourself and your customers.