In the previous post we talked about the tools that contribute to the success of an independent distributor in today's fast paced world. One of those tools is a strong network built among your friends and family; however, even though these people are almost guaranteed to become your most loyal customers they're also the ones who are the most difficult to market to. Why? Because your relationship is not, and never will be, strictly professional. Damages to your professional relationship will lead to dents and dings in your personal one, and vice versa. That leads many distributors to wonder if it's really worth taking the risk at all.
Don't wonder. Your friends and family are a valuable resource, not only because they're the most likely to make a purchase (even if it's only to make you happy!) they're also the most likely to refer your products and services to their friends. When it comes to friends and family, however, the rules of marketing aren't quite the same as they would be with a complete stranger. Here are a few things to keep in mind.
1) Keep your product presentation casual, and skip the sales pitch-they've already heard it. Instead, let them see you using your own products. Leave your catalogs lying around the house where they're likely to flip through while chatting with you. This casual presentation takes the pressure off and lets them make an informed decision while at the same time feeling like they're helping you out.
2) Whenever possible, let them take your products and services for a test drive first. If you've been building sheds for family members for years it's not going to be hard to sell them on your home repair services-and while they still might demand free labor in the name of family you'll get plenty of referrals! If your family has never seen your work and/or products, however, they're going to be understandably leery. Let them see what you have to offer, then start talking sales price.
3) Make sure your products and services are high quality. It's tempting to exploit the family relationship if you know your products aren't up to snuff-but why would you want to? It's not worth the guilt trip over Christmas dinner-trust me.
4) Let their no be no. It's the first rule of sales-don't accept the customer's first refusal. When you're dealing with family and friends you really need to. Remember, more lies in the balance than a potential sale-and they'll respect you for not pushing the issue.
Don't wonder. Your friends and family are a valuable resource, not only because they're the most likely to make a purchase (even if it's only to make you happy!) they're also the most likely to refer your products and services to their friends. When it comes to friends and family, however, the rules of marketing aren't quite the same as they would be with a complete stranger. Here are a few things to keep in mind.
1) Keep your product presentation casual, and skip the sales pitch-they've already heard it. Instead, let them see you using your own products. Leave your catalogs lying around the house where they're likely to flip through while chatting with you. This casual presentation takes the pressure off and lets them make an informed decision while at the same time feeling like they're helping you out.
2) Whenever possible, let them take your products and services for a test drive first. If you've been building sheds for family members for years it's not going to be hard to sell them on your home repair services-and while they still might demand free labor in the name of family you'll get plenty of referrals! If your family has never seen your work and/or products, however, they're going to be understandably leery. Let them see what you have to offer, then start talking sales price.
3) Make sure your products and services are high quality. It's tempting to exploit the family relationship if you know your products aren't up to snuff-but why would you want to? It's not worth the guilt trip over Christmas dinner-trust me.
4) Let their no be no. It's the first rule of sales-don't accept the customer's first refusal. When you're dealing with family and friends you really need to. Remember, more lies in the balance than a potential sale-and they'll respect you for not pushing the issue.
Discover more key marketing resources at www.1uptoyou.com.
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