Examples are good, but some folks are “theory people” and like to hear about the WHY behind a process. I’m a theory person, which actually serves me very well at parties. So let’s talk about the theory behind momentum marketing, why it works.
I recently read a book called Launch by Jeff Walker, the original teacher of what he calls the Product Launch Formula. With almost 10 years of experience in marketing, I understood both the WHY and the HOW of the formula immediately and could immediately see 10,000 ways to apply it to any kind of business you might want to market.
By the way, Jeff Walker sells personalized coaching services for this launch formula for $2,000. He deserves every penny of his students’ money, and what he does in this high-end coaching program is teach people how to apply the theory of the formula to their particular businesses.
What I am doing here is teaching you, a Young Living business owner, how to adapt the four-step process to YOUR business—beginning with heart-centered sharing, which is the first step in marketing Young Living. Sharing, sharing, and more sharing. We YL people share in a variety of ways, and we teach, and we show love and gratitude, and we bring ourselves into our businesses on a personal level. The products are awesome and life-changing, but YOU are the center of your business. Sharing yourself is just as important as sharing lavender, lemon and peppermint.
So, how can you share yourself even more effectively? Through Momentum Marketing. You do the same amount of work you’re doing right now only you do it more purposefully, give your community more of the beautiful stuff. If you’re confused about marketing and haven’t gotten started yet or haven’t seen much effect from your efforts, start here, with Momentum Marketing.
Rule number one in Young Living marketing is to do stuff on purpose. Know WHY you do what you do. Don’t do stuff just because I tell you to, or your upline, or a marketing guru out there floating on the internet. Do stuff because you know why you’re doing it.
Why should I put lavender on a bug bite? Because through the experiences of thousands of people and the research of dozens of science-y people, lavender has been shown to work for bug bites. Should it be just any lavender oil a person can find anywhere? Nope. Young Living lavender. Why? Because Young Living pays exquisite attention to every part of the growing, distillation and bottling process. It’s the best lavender oil that it can possibly be. And why is that? Because a dude named Gary Young cares about what his company produces. He stakes his personal reputation on it. Why does Gary do that? Because he believes essential oils are gifts, from nature, from God, from quantum physics, however you want to define the gift-giver. And gifts should be treated with the utmost respect, and we should share those gifts with everyone who will pause for a moment and listen. Plus, lavender works to ease the pain of bug bites.
Do stuff on purpose, and know why you’re doing it.
So let’s put some edges around doing stuff on purpose, give some parameters for the HOW of doing marketing on purpose. Momentum Marketing helps with that. Remember:
Step 1: Talk about the why
Step 2: Talk about the what
Step 3: Talk about the how
Step 4: Ask for something
So, Step 1, talk about the why. Why should people pay attention to you? Why should they care about what you have to say? Here’s a bit of homework for you: Think about this WHY. Write down 10 or 20 or 100 reasons why. Dig down deep into the why. When you first start your YL business, you may not know all the whys yet. Talk to your team members, talk to your sponsor, talk to me. Let’s brainstorm whys together until the list fills a whole notebook.
Why is a beautiful thing. When you can communicate why to everyone who will listen, in a Facebook post, standing in front of a room teaching a class, talking to your bank teller, everywhere, when you can easily reach into your heart and communicate a why because you’ve internalized the why, you’ve done an incredible thing. You’ve connected with another person’s emotions, on a level way beyond words. Energy and love and sharing why.
But people want to know WHAT, too. What do I do for certain health challenges? What works to balance my emotions and my mind? What oil should I use to repel bears? The what is important, and you have answers to that, too. Not necessarily out of your head, and you can’t depend on your head to contain all the answers to what because people need help in an amazing number of ways. The answers to what come out of your reference books, they come out of Young Living product videos and brochures, they come out of asking other members of your team or the entire YL community the what question.
I guarantee you Gary Young doesn’t have all the whats in his head either. He has lots of answers after being in this business for a couple of decades, but as a leader, he’s surrounded himself with people who know stuff he doesn’t know, right? As a leader, you also must surround yourself with people who know stuff you don’t know. Books, resources, teachings, learnings, people. Down here in your personal community, your people want to know “what” a lot, so as a leader, tell them what—but don’t stop with that—you can do so much better and supply the WHY and the HOW to your answer, too.
So, let’s talk about HOW, the third step in doing purposeful Momentum Marketing. Crafting a HOW in your marketing can be done with love and grace and focus on the other person’s actual needs. How does a person use an oil or supplement? How does a person get a Premium Starter Kit? How does a person grow a YL business? Tell people how to use the WHAT from step 2, and reinforce that with the WHY from step 1. There’s always a “how” in any question, and if you skip over answering the how, you’re not giving a complete answer, you’re not completely serving the person in front of you.
How leads easily and gracefully into asking for something, which is step 4 in the Momentum Marketing method. In marketing terms this is called a “call to action” or a CTA. This is where most folks in Young Living slam on the brakes and say, either out loud or in their heads, I shouldn’t ask for anything because that’s sales, that’s pushy and it feels icky. We beat around the bush and hem and haw and the other person senses our bad energy around asking for something and goes ahead and just says NO, to relieve you of your energetic discomfort.
Yep, I believe that people often say NO because they sense you’re uncomfortable with asking for anything. They feel that you don’t want to put them out, or that you don’t trust your own WHY or believe your own WHAT or HOW, so they come up with unanswerable objections like “I don’t have the money” or “I don’t have the time” when you ask them to take action. Maybe they don’t have the money or the time, it could be true, but most likely it’s because your energy around asking for action is a little hazy or a lot hazy.
So here’s another bit of homework for you to work through with yourself or with your team or with me, if you ask me for help around this challenge. I can help you work through this challenge, by the way, that’s why I’m here. Write down 10 or 20 or 100 reasons WHY someone should take an action when you ask them to. WHY should someone like your Facebook page? Why should someone put oils on their feet as opposed to another body part? Why should a person join your Young Living team? Why should a person use oils at all?
Keep going back to the why and it makes that “call to action” so easy, so easy. Then, when you reach step four in the Momentum Marketing process, asking for action—any kind of action, any level of commitment, any amount of buy-in from the person who’s listening to you, the asking for action is purposeful and logical and connected. From one heart to another. Of course you want people to do stuff, right? It’s obvious and done with love.
That’s the theory of Momentum Marketing in a nutshell. Theory is good to understand. So, why should you use Momentum Marketing in all your YL marketing efforts, from social media to in-person classes to events to blogging to talking to the bank teller? Because it works. It shows your love and your ease, and it communicates your personal WHYs to other people.
What is Momentum Marketing? It’s a four-step process that allows you to do stuff on purpose without causing you a bunch of extra work. In fact, following the process makes everything easier, and saves your time and your sanity.
How do you learn more about Momentum Marketing and its applications in your actual, real life YL business, no matter if you do this part-time or full-time or you’re simply sharing the oils and not building a business? I’ll teach you that, if you’re interested in knowing more.
I took the Momentum Marketing method apart and put it back together and wrote a course just for you as a Young Living person. It’s a three-part course that demonstrates how to use Momentum for little things, mini-momentum, specifically promoting the monthly free products. If you take the script I wrote to go along with the class and you copy it exactly, you’ll help your community see the value (WHY) in ordering 300 PV each month, WHAT to say that helps them understand the WHY, and HOW to bring their PVs up to get the very best in health and wellness. The script also gives you a gentle call-to-action to help your people easily and gracefully plan their orders to meet the 300 PV goal. If that’s the only thing you take from my Momentum Marketing course and apply to your business, can you even imagine what that would do to grow your community? If you want to reach ranks in YL, this one thing will help you immensely.
Part 2 of the course teaches you about medium-momentum, specifically care calls. Care calls are hard, right? Not necessarily hard for you, because you can do care calls all day long because you actually care about following up with new people and people who have been in your community for a while, right? Getting people to answer the phone or respond to a care email or Facebook message is the hard part. So frustrating when people won’t respond. I teach you how to use WHY WHAT HOW and asking for action to help people understand why communication is important. This Momentum Marketing thing really, really works for that, for following up.
Part 3 of the course teaches about maximum-momentum, which is a really really big thing you might do in your business. I use the specific example of “trying on a product or protocol”. Trying on products and protocols takes many days or weeks to see results, so in maximum momentum you use that time wisely to bring attention and excitement to what you’re doing as a YL product user, to what your team or community is doing together. Lots of folks do this haphazardly (I did the petrochemical cleanse and here’s my before and after picture! Woo-hoo! So now what?) but it can be done purposefully and completely and fully and your community will understand why it’s important, what to do, how to do it, and they’ll be more willing to do it themselves (the call to action).
I could go on and on about how to use the Momentum Method in so many ways, but I believe you’re a smart person who just needs to be shown the process and given the opportunity to ask questions and get help applying it to how you do business. So, go to Seminars in the menu above and drop down to “Momentum Marketing” and purchase the course. It’s self-paced, so you have time to work on it at your own convenience. Each part of the class takes less than 20 minutes to learn about and the scripts and checklists can be referred to as needed in the future when you apply what you learn.
I also believe you have the money to pay for this course. Before you hit the Buy Now PayPal button, take a few moments, take a few deep breaths and ask yourself what would happen if you could do marketing more purposefully? What would happen if your messages came across to your community on a heart-centered level? What would happen if people could really know WHY, if they could really understand WHAT, if they could really apply HOW, and if they actually did what you asked them to do? Would that bring your people more wellness and happiness? Would that bring you yourself more satisfaction in serving?
I think it would. So buy the course, work through it at your own pace, and report back to the open Facebook group or email me. Complete instructions are included with the course.
I’m so excited to share the Momentum Marketing method with you! C’mon, let’s do this together!