It's Not Just About Selling

How To Train Your Prospects To Buy From You And Reject The Competition

The Monopolize Marketing System is the systematic method of making your prospects want to listen to the many benefits of buying from you. It also effectively presents what your company has to offer by using a compelling case for your product or service. This is done by systematically and consistently communicating it in a way that's immediately embraceable.

Most companies don't have much of a problem selling their services or products - once they have an audience. If a salesman gets an appointment with a prospect, he's got a good shot at making the sale as long as he can fill the prospect's basic needs. In retail, if the customer simply comes in the door, it's quite likely that they'll buy again, provided that they get their needs met at what they consider is a fair price. Professionals usually don’t have a problem selling to new clients - if they manage to get that initial consultation to demonstrate how good they are. If a manufacturer can just get his products into the hands of distributors, they’ll have a much better chance if the distributors make sales and so on.

The Problem Is Not Selling Per Se, But Getting An Opportunity To Sell

The Monopolize Marketing System consistently connects with your target market through compelling marketing pieces. This is how you train your prospects to buy from you and reject the competition. We have found that the most effective way to do this is through the creation and implementation of a Hopper System.

The Hopper System is an incredible marketing tool which allows you to manage huge quantities of leads without spending additional time or going through the hassle and expense of trying to personally contact each and every one of those leads. Most business owners and their sales staff end up spending 80% of their time frantically managing prospects (with little success), instead of spending time closing deals and building their residual income.

To help you more clearly understand how the Hopper System works, consider the analogy of an apple tree. Each year that tree will produce many apples hanging heavily on those branches just waiting to ripen. It’s a waiting game as the green apples start to turn red and then finally are ready to be picked and eaten.

Those apples on that tree are like your prospects. Just like the apples that are red and ready for picking - some of your prospects are now ready to buy. But then there are the prospects that still need time to “ripen”; they are not quite ready to buy, so they need further nurturing until they are ready to make that all-important buying decision.

Picking the “ripe" prospects is simple because these are the ones with an immediate need, and since you called at a good time, you almost always get the sale. However, this is not your greatest opportunity to gain new customers. Your REAL potential wealth lies in the "green apple" prospects; the ones who need more of your time, nurturing and patience, before they'll finally be ready to buy.

The average business owner or salesperson harvests all the ripe red apples off the tree and then continues on to the next tree searching for more apples that are ready for picking. .These “apples” may be the next trade show, a networking group, a mail campaign, or e-mail blast.. Unfortunately they don’t even stop to think about those green apples that were not quite ripe yet - the ones who weren't ready to buy right away, but just might be ready in the future.

This is a common scenario with the average business owner or salesperson. They are always searching for those ready-to-pick red apples and put the green apples aside figuring that these might turn red someday too. While waiting, he sets up a great system for cultivating them called the tickler file. He will return to his tickler file every so often to call those people on his list, which to some potential prospects just results in yet another annoying telemarketer who won’t leave them alone.

In business there's a process that a potential prospect must go through before he'll be ready to buy from you. He may need to learn more about this industry in general or he may want to know about you and why your offer is any better than anyone else's he may be considering. The truth may be that he just doesn't need what you have; at least not right now."

Your challenge now is to educate and nurture each and every prospect along. That may be a hard thing to do if you've got more than 10 prospects. There are a lot of business books and marketing speakers and trainers that talk about "relationship marketing", which is basically the process of building a personal relationship with a prospect so eventually he'll think you as his friend. Of course we all would rather buy things from our friends, but when you’re a business owner trying to accomplish this with 250 or 2,500 prospects, that's not such an easy thing to do.

In sales, like the apple tree, you have to do a lot of nurturing to be able to harvest as many red apples as possible. In marketing the way to do this is through Communication and Consistent Contact. You have to continuously communicate with your prospects on why they would want and should to do business with you. To be successful at this, you have to say it in a way that makes them believe it and take action. Doing this consistently will help you achieve your sales goals.

If none of your competitors are doing it, you win by default. Also; if you do this properly, you will be building your case and as soon as the prospect has a need for your product or service, you will stand out as the only OBVIOUS CHOICE to do business with.

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