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8 Days To MLM Sales – Day 2, Identify Your Target Market

On Day 1 we talked about choosing just one mlm product to market. If you haven’t decided on just one product, then I urge you to review Day 1. If you decided on your mlm product, then it’s time to identify your target market.

Why Identifying Your Target Market Is So Important

If you want to be able to get more customers, then it is crucial that you identify who your target market is. Once you know who you are marketing to, you can better understand them and deliver the greatest value. You will serve your customers better if you know their specific needs, wants, and desires. The goal is to really understand who it is that buys your mlm product or uses your mlm service. If you want to motivate someone into making a purchase, you really need to understand who that person is.

This step is very important because it will help on Day 3 when we look at creating a prospecting script, Day 4 when we work on creating a presentation, Day 5 when we create a closing script that eliminates objections, and also on Day 7 when we work on getting leads. So as you can see, identifying your target market is really the key ingredient to the rest of this process. It doesn’t matter if you are marketing online or offline, you want to know your market inside and out.

Let’s get to it – who is your target market?

It starts with the product that you have chosen. Take a look at the product, what are the benefits of using the product. Sit down and list 5-10 benefits that people receive when they use your mlm product or service. I want you to be as specific as possible. I want you to take notice that I said to list the “benefits” of your mlm product and not the “features” of your product or service. There is a difference:

A feature is about the components or the functions of your mlm product or service. For example: let’s say your product is something that helps increase gas mileage and it comes in pill form. Having the product in pill form is a feature.
A benefit is something that your mlm product or service will do for your prospect to somehow offer a solution to a problem. So if your gas saving product comes in pill form that saves you 30% on every fill up, then you have yourself a benefit.

Now that you are have a list of benefits, it’s time to sit down and see who would enjoy those benefits the most. That will be your target market. Now before you say that everyone can benefit by using your mlm product or service, let me just say that you may be right but if you can narrow down your market even just a little, you will spend more time closing sales and less time prospecting. (Did you catch that – that was a benefit right there)

How To Identify Who Buys Your MLM Products

One thing that you can look at is the demographic and/or statistical data about the people who buy your particular type of product or service. You may be able to identify a particular age group. You might know the income, hobbies, or even what magazines they read. Your product may be best suited for a particular gender (wrinkle cream comes to mind as an example for women only). Whatever the case, you want to know everything that you can about the typical person that buys your type of mlm product or service. Do they have a computer, did they go to college, have kids, pets, are they married? You get the idea.

Okay, so let’s look at our gas saving pill again and our number one benefit is that it can save you as much as 30% on your fuel costs. We probably don’t want to market to people that drive a hybrid vehicle because they already increased their gas mileage when they bought the car. We don’t want people that just own a moped or motorcycle either because their tank is so small. But what if we went to the other end of the scale as far as how big of a gas tank our prospect has. What if we targeted SUV owners?

Picture this - an owner of a SUV goes to the gas station to fill up with gas and because of today’s gas prices, they spend anywhere from 60-100 dollars. What if you could show them how to put $20-$30 in their pocket every time they went to the gas station? What if you could show them how to get their gas for free? Do you think, a few of those prospects might be interested in what you have?

We just identified our target market – SUV owners.

Get To KNOW Your MLM Customers

Once you have identified who your target market is, then it will be easier to get to know who your potential customers are. I mean really get to KNOW them.

What keeps them awake at night?
What are their fears?
What or who are they angry at?
What trends are occurring that will affect their lives?
What do they secretly desire the most?
Who else is selling something similar your mlm product or service?
Who else has tried to sell them something similar, and how did that effort fail?

Once you know the answers to these questions and you can help them with their problems, you will be making more mlm sales than you ever thought possible. Connecting the mlm product benefits to your prospects wants, needs, and desires is extremely powerful.

I hope this helps you to identify your target market. It is the critical piece to the network marketing puzzle. Having taken the time to identify your target market doesn’t mean that your product won’t have people outside of your target market buying your product. But it does mean that you can focus your attention on the group of people that have proven to be your core customers and build a strong business around that. You can always expand from that.

If you are still struggling with identifying your market, then please give me a call or send me an email. I want you to be able to grow your mlm business and I am here to help you. Until next time, have a great MLM day.