How do I market my product to more than one target market?
I have been an IT Works' distributor for almost a year. I have not been unsuccessful at getting customers to purchase the products under me. I have been able to find people that love the products and will purchase them. However, no matter how hard I continue to try to sign people up to distribute the products, I have been unsuccessful thus far. How should I change my strategy between to the two groups in order to get more people signed up as distributors versus customers?
Answer the questions of each market, that are burning issues for them. Use the answers in your marketing and branding. Figure out how to stratch their itch and make it easy for them to sign on with you.
My wife was in your situation with Mary Kay Cosmetics. She has no trouble selling the product but has never signed up new recruits. This brings me to my "related" suggestion. I would look for the ladies driving those pink Cadillac's...they are your future. :-) Customers are customers...Distributors are Distributors. - PWD
I would definitely invest some effort in signing up distributors, you would off course be competing against them as you sell your products as well, but would still get a cut of their sales, on a positive light, you might end up signing some amazing sellers and get a very decent cut of more sales than you could obtain yourself. But how does this work? Can your distributors also sign up distributors? Is it like a tiered scheme where you would also get cuts from these other distributors?
Please try to build two different team with different targets, before given target ,discuss with its success ratio then analyze it on weekly basis...
Approach this a a basic segmentation strategy. Why do you market direct to consumers? Why do you market to potential distributors? Buyers need to know your "Why." Why do you do what you do? If they can trust and believe, they will get on board.
My research into Quota Restriction is basically that people who _really_ believe in your product will invest / subscribe to about 4 times the amount they need, for reasons of re-distribution, or re-consumption. You need to tell them about the synergistic qualities of the things you sell so that this 4x thing can get going on you.
Create two channels...an affiliate marketing program and a resellers / distributors program. I also agree with Robert.
You need a business plan, and a key component to it your sales and marketing plan. I suggest separating the Sales part from then marketing part and give your potential distributors something to feel good about. You need a good pitch, and a good incentive plan for your distributors, but they must buy in to your plan and then your products...Remember the sign they (your potential distributors) are carrying is: "What's in it for me?"
Do not try to convert customers into distributors. If you are seeking distributors you need to market to people who are excellent sales people, are extremely driven and goal/results oriented, and will not take "no" for an answer. These are not the same kind of people who are the end users of IT products, so you need to market completely differently to those you want to be distributors - again do not try to turn your customers into distributors.
In my experience, you would be successful in creating two marketing messages to your disparate audiences. I can help you with a direct marketing program that can reach distributors as well as end users via postal, email and/or telemarketing channels. Reach out if you'd like to discuss further
Be direct and honest about the products and first year earnings. I have seen hundreds of $100,000 and more first year earnings and i just tune them out. Yes it may happen , but it is not the average of the first year person.
Use general advertising platforms to broaden your audience. You can not tell for sure who will react to your program. Give them some of the general knowledge categories they need to understand and sell the product. Nothing worse than not understanding a product you are trying to sell.
Convert lone term customers into distributors as they know and understand the programs. Not all conversions are quick. Look not so deep and see who surfaces.
Build your network with people who are in retail domain. Connect with them on regular basis and find out how to find a distributor.
Pick some relevant sales professionals in the same product domain you are in and see if they will be interested to be a distributor as well sales professionals.
Also check out solid supply chain professionals and extend this opportunity to them.