What are you selling with your at-home business?

You know what your prospects buy when they become your customers. But is that what you are selling with your at-home business?

Successful small business owners agree that you -- and the value you bring as a solution-provider -- get as much scrutiny as your product details or pricing in your prospect's evaluation of your offer. This is especially true with direct selling businesses such as network marketing opportunities.

An old adage from the network marketing industry goes: "features tell, benefits sell." The new at home business owner has to overcome the temptation to major on the feature details and potentially gloss over the prospects real interest -- the benefits or value they will receive for doing business with you.

Expanding on this principle, you could say, "products tell, people sell". You are the most-valuable asset of your at-home business. Here are some examples of why:

• Your prospect is wired toward valuing the person-to-person aspects of your transaction. Artists know this principle. Even the most exquisitely-depicted city scene or landscape, has an instantly deeper (if unconscious) appeal to the viewer if there is even a small representation of a human figure in the scene.
• How your prospect assesses you is strongly connected with how likely they are to have ongoing relationship with you, and thus do future business with you. More so than the features of your product in many cases.
• A large-population, long-term study of employees by the Gallup organization identified that relationship factors, such as manager-employee relationships, were more significant in affecting job satisfaction than salary. Again, your prospect has a built-in value around relating with you in a positive way that impacts their satisfaction with your business.
  

Your at-home business will have no revenue if you have no products, of course. But the successful entrepreneur knows that without leveraging your relationship with customers as a solution provider, you have no future.

Is online network marketing really network marketing?

A Google search for "online network marketing" just now resulted in nearly 23 million hits.

Thank you for reading. Good night.

Well ... the questions are obviously not whether there is activity with the online dimension of network marketing. Or whether there is interest amongst online prospects. But I have heard a few maintain that only traditional person-to-person prospecting is what counts.

So how does online network marketing resemble the network marketing we knew before the internet was so dominant? I wasn't building a network marketing business back then, but here's what stands out to me as I pursue both face-to-face and online aspects of my business today.

1. Regardless of how the door opens -- whether through online tools or on-the-street -- networking is most powerful when it's personal. And the internet is the preferred medium for personal interaction for a growing number of people.
   
2. It's about the numbers -- contact with enough people to connect with those for whom you can fulfill a need right now.
3. Network marketing businesses transcend distance very readily. The telephone was king for accomplishing this initially. The internet represents an additional tool for being effective at making a non-issue out of being remote from your prospect.
4. Your network marketing business also scales in size more readily than any other business model. The availability of online tools and communication only enhances that advantage.
   

So there are no big drawbacks in choosing to grow your network marketing business with an online approach.

But one important advantage is the degree to which you can leverage attraction marketing via the internet. In more ways than ever, your prospects are initiating contact with you, already disposed to look at your opportunity. And whether old school or new, that is the enduring success groove for any network marketing business. Be sure you're leveraging that for your business.