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Ian Bartley
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Ian Bartley   My Press Releases

The Hunter Becoming The Hunted, Reverse Marketing

Published on 6/26/2013
For additional information  Click Here

Seeking answers about reverse marketing is quite perplexing. In doing my own research, here is what I have found. I found multiple sites geared towards providing direction for reverse marketing. If you ask five people in business the same question, I bet you’ll get five very different responses. I believe the variation in responses is related to a particular industry a person may be working in, or they simply don’t know and they are guessing. The goal with this information is to bring some clarity to this topic, and share with you a few of the most common methods for using reverse marketing.

Myriad of Reverse Marketing Explanations

Given that you will gather different responses from various people, I decided to list some of the answers a few sites provide as to what reverse marketing is or how it can be used:

Reverse Market To Marketing Aimed At You

Use existing advertisements to reverse market your product or service to the advertiser. With this avenue, people are suggesting that you don’t discard an opportunity to promote to individuals who are marketing to you. Example: you have been given correspondence advertising for a business or product. Instead of tossing the mail in the junk pile, you reply back to the promoter with information about what you have to offer. While some could view this type of reverse marketing as an unwise use of your time, it can be worthwhile if done correctly. You first need to ask yourself what this person or business is interested in gaining by sending you information. Next, consider how you, your products, or services can help them reach their goal. For instance, if the business is related to any products or services you offer, you may reply back with a piece of literature suggesting how you can help them to increase the number of customers or individual transactions. It must be relevant, otherwise, you are wasting your time and your information will end up in their junk pile.

Email can also be used for this reverse marketing strategy. A general rule in using email for reverse marketing is to make sure you respond with relevant information. Simply blasting replies to people about your product or service will not return great results, in fact, the outcome will not be desirable. Don’t irritate people by replying with something vague like – “thanks for your information, I thought you might be interested in….” Be different, learn what they do, and respond with an educated reply showing them how or why what you have could actually help them, if in fact it can. You will build a better reputation, when you show honest and sincere concern.

Reverse Psychology Reverse Marketing

Using this method for reverse marketing completely removes the sales pitch from the process. It’s also known as the “take away” tactic. For illustration, let’s assume you are specifically wanting to target men of a particular age group. Your ad campaign directly states “women age thirty to fifty only, men look no further.” Guess what? Because your ad states it is not for them, they become more curious, and now since it is not available to them, they have to know what it is. If you are looking for a competitive type personality or the type of person who loves to prove people wrong, they will want something more if told they can’t do it or can’t have it. It is human nature.

Imagine this scenario. You call or text one of your close friends. He or she answers and you tell them you have something huge to tell them, and you can’t wait to share it with them. Prior to actually explaining anything to your friend, an urgent matter presents itself, so you apologize but you will need to call them back. It won’t be two seconds before that person refuses to go until you share with them. If you have something awesome that you can’t give or share, it makes people want it more.

Another form of the take away approach is by literally taking away your product or opportunity from a person. This type of marketing is only successful when used with the right personality type, the type of person who will not let people decide for them. Assume you’ve been corresponding with a candidate for your business, however, they really like to do things on their terms. Perhaps it is a person who may have great potential, but needs a little extra encouragement to make them self coachable. Rather than chasing and convincing this person, you respectfully let them know despite their strengths, they may not be your ideal candidate. If you’ve ever refused a “big shot” an opportunity, then you know what comes next. “Hold on, what did you just say?” Confidently, you continue telling this person your offer isn’t for everybody, and due to the serious nature of your business and the serious compensation involved, you can only accept a certain type of person. Naturally, their next question will be “what type of individuals are you looking for?” Your response should imply that you only work with those that display a willingness to subordinate themselves to learning the industry and systems prior to directing their own path. This is the point in the process where that big shot starts to convince you that they are exactly the type of individual you should be working with, and they sell themselves on your opportunity. Again, this only works with someone who is competitive and success driven.

Reverse Marketing or Attraction Marketing

My favorite form of reverse marketing is actually attraction marketing. This type of reverse marketing is where you utilize a system that causes people to want to do business with you, without you directly asking them. With attraction marketing, you indirectly market and brand yourself, making yourself valuable, through providing solutions and answers to people before they ever learn about your offers. Your goal is still to generate sales and profits, however, the manner in which this happens is an indirect approach. This form of reverse marketing generally uses options such as article marketing, video marketing, social network sites, blogs, and search engine optimization to brand yourself. The purpose is to compel people to hunt for you, instead of you seeking them. When someone has gained something of value from you, they are more apt to want to work with you and reciprocate.

Researching reverse marketing has yielded other types of responses as well, however they are not really marketing techniques but rather market research tactics. Reverse marketing can be a very profitable form of marketing if employed correctly. Relevance and value driven systems are fundamental to the success of any reverse marketing strategies. When you solve a problem for people and give first, it opens the door for them to reciprocate.

Check out these videos on reverse marketing

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