This presentation describes the process of marketing to your network marketing prospects in a way that attracts your audience to you rather than the other way around.

1. Gravitation Method
What’s Gravitation Marketing?
Benin Brown, Gravitation Marketing

2. What Is Marketing?

3. What Is Marketing?
At its most basic level marketing is about:
• Getting the attention of your audience
• Persuading them to consider your offer

4. Why Does Marketing Matter to
You?

5. Why Does Marketing Matter to
You?
• Without marketing the people won’t come

6. Why Does Marketing Matter to
You?
• Without marketing the people won’t come
• There’s too much noise around us

7. Why Does Marketing Matter to
You?
• Without marketing the people won’t come
• There’s too much noise around us
• We face an increasingly elusive audience

8. Why Does Marketing Matter to
You?
• Without marketing the people won’t come
• There’s too much noise around us
• We face an increasingly elusive audience
• Consumers are very skeptical

9. Why Does Marketing Matter to
You?
As Affiliate Marketers and Network Marketers:
• Without marketing the people won’t come
• There’s too much noise around us
• We face an increasingly elusive audience
• Consumers are very skeptical

10. How Do We Adjust to a Hostile
Consumer Environment?

11. How Do We Adjust to a Hostile
Consumer Environment?
When others zig, zag.
-Marty Neumeier

13. Go Against the Grain-
Add Value

14. Be a Giver

15. Stop Shouting Your
Message

16. Reward Your Followers

17. Always Match Your Message to
Your Audience

18. Always Match Your Message to
Your Audience
When we as marketers don’t do this we’re no
better than spammers

19. Now That You’ve Gotten
Their Attention...

20. Now That You’ve Gotten
Their Attention...
• Engage your prospect in general dialogue

21. Now That You’ve Gotten
Their Attention...
• Engage your prospect in general dialogue
• Listen for pain points

22. Now That You’ve Gotten
Their Attention...
• Engage your prospect in general dialogue
• Listen for pain points
• Mention possible carrot (solution)

23. Now That You’ve Gotten
Their Attention...
• Engage your prospect in general dialogue
• Listen for pain points
• Mention possible carrot (solution)
• End conversation with appointment request

24. The Appointment

25. The Appointment
• Re-state pain points

26. The Appointment
• Re-state pain points
• Further probing and qualifying questions

27. The Appointment
• Re-state pain points
• Further probing and qualifying questions
• Make your offer

28. The Appointment
• Re-state pain points
• Further probing and qualifying questions
• Make your offer
• Call to action (close)

29. The Appointment
• Re-state pain points
• Further probing and qualifying questions
• Make your offer
• Call to action (close)
• Follow up and ongoing support

30. What We Just Described

31. What We Just Described
Offline Online
Conversation-Listen-Unmet Need- Unmet Need-General Search-Finds
Carrot Stick Content
Qualifying Question-Additional Targeted Search-Landing Page-
Qualification-Set Interview Appt Wants Add’l Info
Needs Analysis-Solution-Call to Subscribes to List-Call to Action-
Action Qualification
Decision-Action Decision-Action
Follow Up-Support-Training Follow Up-Support-Training

32. What We Just Described
Offline Online
Conversation-Listen-Unmet Need- Unmet Need-General Search-Finds
Carrot Stick Content
I Qualifying Question-Additional
Qualification-Set Interview Appt
Targeted Search-Landing Page-
Wants Add’l Info
Needs Analysis-Solution-Call to Subscribes to List-Call to Action-
Action Qualification
Decision-Action Decision-Action
Follow Up-Support-Training Follow Up-Support-Training

33. What We Just Described
Offline Online
A Conversation-Listen-Unmet Need- Unmet Need-General Search-Finds
Carrot Stick Content
I Qualifying Question-Additional
Qualification-Set Interview Appt
Targeted Search-Landing Page-
Wants Add’l Info
Needs Analysis-Solution-Call to Subscribes to List-Call to Action-
Action Qualification
Decision-Action Decision-Action
Follow Up-Support-Training Follow Up-Support-Training

34. What We Just Described
Offline Online
A Conversation-Listen-Unmet Need- Unmet Need-General Search-Finds
Carrot Stick Content
I Qualifying Question-Additional
Qualification-Set Interview Appt
Targeted Search-Landing Page-
Wants Add’l Info
Needs Analysis-Solution-Call to Subscribes to List-Call to Action-
D Action Qualification
Decision-Action Decision-Action
Follow Up-Support-Training Follow Up-Support-Training

35. What We Just Described
Offline Online
A Conversation-Listen-Unmet Need- Unmet Need-General Search-Finds
Carrot Stick Content
I Qualifying Question-Additional
Qualification-Set Interview Appt
Targeted Search-Landing Page-
Wants Add’l Info
Needs Analysis-Solution-Call to Subscribes to List-Call to Action-
D Action Qualification
A Decision-Action Decision-Action
Follow Up-Support-Training Follow Up-Support-Training

36. What We Just Described
Offline Online
A Conversation-Listen-Unmet Need- Unmet Need-General Search-Finds
Carrot Stick Content
I Qualifying Question-Additional
Qualification-Set Interview Appt
Targeted Search-Landing Page-
Wants Add’l Info
Needs Analysis-Solution-Call to Subscribes to List-Call to Action-
D Action Qualification
A Decision-Action Decision-Action
S Follow Up-Support-Training Follow Up-Support-Training

37. Thank You for Joining Us
Gravitation Method Training Series
Build the Home Based Business Empire of Your Dreams
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