What is network marketing? Many people equate marketing with selling, but the truth is marketing is not selling. It’s actually quite different.

“Selling is getting rid of what you have, and marketing is having what you can get rid of.”

Theodore Levitt, Harvard University

Can you see the difference between the two? Most of us have negative opinions of sales people. We think of men in plaid jackets on a used car lot. Or, maybe we think about someone knocking on the door to sell us a set of encyclopedias. Or, perhaps it conjures up an image of a friend or relative inviting you to a home party. Or, maybe you flash back to the pushy sales person at the department store where you just wanted to look around.

Let’s face it, by and large, sales people don’t have a positive image. A sales person is trying to sell you something they want to get rid of. And nine times out of ten, it’s something you don’t need or want. There is a certain desperation on their part. A marketer, on the other hand, has in her possession something you desire, something you need, and something you are willing to part with your hard earned cash to purchase.

Which person do you want to be? A network marketer creates, builds and maintains mutually beneficial exchanges and relationships with target markets.

Contrary to what most MLM companies will tell you, your target market isn’t everyone. You may find it difficult to believe that everyone in the world won’t be as excited as you are about your product or your opportunity. But, it’s true.

Basically, you can approach your business in two distinctly different ways. In one method, you can talk to everyone you know and don’t know and get rejected 98% of the time and, if you are thick skinned enough, build your business over time.

Method two takes more planning and more time to develop a plan of action before jumping in and running with it, but your response rate will be higher if you determine who your customer is and go after a targeted market. For example, if you are offering health products, target people who are health conscious (gym members, people who buy health food, etc.). If you are marketing children’s products, target mothers and grandmothers. If you are offering a business opportunity, target people who are interested in another source of income.

But, don’t forget the network half of network marketing. You aren’t just marketing products or a biz op, you are building and maintaining mutually beneficial relationships. The lead who passes on your business today, but remains in your network, may be your joint venture partner in a lucrative business deal a year from now.