Pushing VS Pulling

My definition of marketing is building a relationship between your company and your customers. That’s the job. And what that looks like is coming up with the right experiences and, and bringing that to your prospects wherever they are, to take them from not knowing who you are, to learning about you, to wanting to meet with you or interact with you, to committing to you and buying, to using your service and our offer to becoming a champion, right? Moving down that customer journey. That’s what we’re trying to accomplish with marketing. I want to make a case for how you best do that. And that is you want to pull them rather than push them. And I’ll give you three examples of what I mean by that. 

Attract instead of convincing
Rather than trying to talk your prospects into working with you or buying from you, you’re much better off to find the ones that are born with that need, or they already have the need for what it is you provide, whether it’s their business situation or the people involved, whatever it might be. Find the ones that already know that they need it. And then you just basically share the good news with them, and that will draw them to you. Your true value. It’s much more powerful and positive energy to attract your prospects with what they know they need than it is to talk them into something. 

Connect instead of selling
Secondly, you’re much better off working on that relationship side of it versus that selling side. So relationship that means sharing who your company, is the authenticity. It means being very intentional and focused and purposeful in your desire to help them, right? And to bring them along and what they’re asking for and how you can help them versus trying to talk them into it, sell them on benefits. Talk about yourself. You’re much better off talking about them and how you can help them.

Give instead of taking
And then a third example is giving instead of taking when your motive is about helping your clients, which let’s face it, when you started your business, it was to help somebody to solve a problem, right? You want that energy about giving to them, to permeate everything you do in contact with your prospects and customers so that you are looking for ways to add value as early in that relationship as you can versus trying to get to the order and having commissioned breath and just, being needy about you want something from them rather than you want to give something to them.

So I encourage you to be more like a magnet and less like a snowplow and draw your clients to you rather than trying to force them to come to you. Your results will be better.