Have You Witnessed Attraction Marketing at Work?
April 18, 2009 by Sandrine
Filed under attraction marketing
I looked at the business card I was holding in my hand. At the bottom, she had hurriedly handwritten “we need to talk, I need some help.” I had not spoken a word to her at all during the whole evening and yet she knew she wanted to talk to me because she believed I could help her.
For most people out there trying to market their product or service, it sounds like fiction. Yet, there are more and more people for whom this scenario happens every day and they all end up at the top of their organizations. What these individuals have learned and mastered is the art of making people want to be helped by them.
Have you witnessed attraction marketing at work?
If you never have, you might be wondering what I had said to have her come to me. Very simply, when asked what I did, I stated that I talk to people to find out what they need and how I can help them. And then I mentioned the areas I specialize in.
This may seem pretty obvious to you, but again it might not. Most marketers are always trying to tell people what they can do for them. The problem that everyone, including marketers, have with this approach is that it is presumptuous to assume you can help someone before you know what they need.
If you have been marketing for a while, you have probably read numerous books teaching you tactics to question “the suspect” to see if it is a “prospect or suspect”. You have also probably found out already that although you ask the right questions and get the right answers, you don’t always get the truth.
The reason is simply that people know when you are asking them questions to fill your own agenda and they will tell you what you want to hear to get rid of you because they don’t trust you.
By approaching potential clients in a position of humility, where you make no assumption of your ability to help them or not, but are simply open to having a conversation around them to understand their needs, you have better chances of being of service.
This is not another tactic; people are very smart nowadays and can tell when you are genuine and when you are not. If you don’t truly desire to help them, which include telling them that you are not the right person to service their need and sending them to your “competition” because you know they are best qualified to help them, you will not get any further. Simply saying the words are not enough, you must mean them.
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