Are you Pushing away Mary Kay® recruits or PULLING them in?
I just took a marketing class on the difference between push and pull marketing. It was a FANTASTIC class and I wanted to share some of the key notes that I took.
Marketing in which you “push” your product or service onto someone. If you look at the term “pushy” then this definition comes up:
I don’t know about you, but I don’t want to be aggressive or offensive…..
Providing a reason or desire for your customers to come to you.
Here is the definition:
To apply force to so as to cause or tend to cause motion toward the source of the force.
When I think about pulling something toward me, I think about GRAVITY. You want to be the force that everything WANTS to move toward.
Now, let’s look at one scenario with push then pull marketing applied and see the differences.
Scenario one. Push marketing:
Circuit city: You walk into the store and are immediately met with a friendly face that says they will be happy to help you find what you are looking for (this is nice)… then, they hover over you and try to upsell you the entire time you are there (…not so nice… pushy in fact).
Oh yea, Circuit city is not longer in business… guess the push strategy did not work out so well…
Best buy: You are welcomed into the store then are attracted to huge Mac computers on flashy Ikea looking tables where you walk over and start interacting with them (very cool).
You always have someone in a bright blue shirt around if you have any questions (although I do admit, they are tied up a lot with other customers, BUT you never feel like they are being pushy. They have what YOU want so you wait your turn to ask questions).
That’s sounds great…. I have so many people that want my product that they wait in line to ask questions!
(Something to think about: The same sense of energy is found in skin care classes with groups of people).
That’s great, but how do you create the “pull” effect around your Mary Kay® Business (for recruiting or selling)? Great question!
There are two areas you need to focus on:
1. Remove the negative
Have you ever wondered why the line “I’m so excited” is used so much in Mary Kay®? It’s because you want to project a POSITIVE environment.
As soon as you start letting negativity into your head and heart, you will project that negativity back into the world (Have you ever heard of the “Secret”. It’s the law of attraction. If not, you may want to pick up the book!
2. Become a “Pull Magnet” and create your own “gravity”
There are many many ways you can go about attracting business to you. Let’s look at a few examples:
a. Become the expert:
This line is Fantastic for becoming the expert and letting others know that you are the go-to person for makeup and skin care.
Here it is: “I absolutely love answering questions about Makeup and Skincare, if you EVER have a question about makeup or skincare, or know someone who does I would love to help them with that. Here is my number, go ahead and add me to your phone as “(first name) and makeup (as the last name).”
Then when they are digging through their phone later they will be reminded of who you are and how you can help.
My fiancée used to get people to add his first name in their phone and “realtor” as the last name. I didn’t think it was a good idea until two years down the road he got a call and made a house sale because of it! How many times have YOU lost a business card?
b. Become a mentor:
Have you ever thought about teaching an entrepreneur class?
The younger generation is excited about making money through their own hard work. Why not host a class once a week on different skills you can use to help grow small businesses (If your a director, you already are doing your weekly sales meeting which is just for Mary Kay® consultants. If you do an entrepreneur meeting it will be more broad and used to meet new potential team members). If you do not want to do a class once a week, you could always do a workshop once a month. Name it something like “FREE workshop for women. Be your own boss and work from home”, or “Free workshop for women, work 8 hours on the weekend and make (insert how much they could expect to make based on your location)”.
With people like Mark Zuckerberg, the founder of Facebook, Bill Gates of windows software and Steve Jobs of Apple computers (and let’s not forget Mary Kay herself!) the younger generation is excited to be their own bosses.
c. Start a blog: one of the great benefits of having your personal Mary Kay® Business is that you are not restricted to an area. You could have a new team member sign up in another country. The internet (and blogging) provides so much LEVERAGE because once you write a blog it’s working for you forever. It’s really a form of compound interest. The important thing is that you make a plan and stick to it (I blog twice a week myself!)
Jamie Hogan King
Jamie is an internet Marketing coach and the founder of QT Office, the all in one software tool specifically designed for Mary Kay Consultants and Directors. You can find out more about QT Office and how QT can help you take your MK® business to the next level by clicking on the picture below:
This entry was posted in QT Office® on June 08, 2012