How to navigate the prospecting minefield.
The first words out of your mouth when asked about your business can be fraught with danger. Say the wrong thing and that crucial first impression is blown. Say the right thing to the right person and the heavens part and the sun shines down on you like a beacon.
Become a skillful person prospecting and Midas himself would envy you.
Network Marketing is a numbers business; he who prospects the most, shows the most plans and teaches more people to be succeed, will win. Not to mention the hundreds and thousands of thankful people whose lives they have improved.
Just imagine yourself being able to talk to anyone at anytime, giving them enough information for you to determine if they are looking and if you can help them. All the while not appearing pushy, salesy or unprofessional.
Professional networkers sort prospects not chase. There is no need to ram your business down someone’s throat. Someone says money and amateurs are like sharks smelling blood. They go into frenzy about how much money one can make, how great there company is and so on when money was only mentioned in passing. It’s no wonder we talk to so many people and are disappointed with the results. We need to realize that there is an abundance of people to talk to. Also that we have something of value that the right people will want.
The main purpose of prospecting is to find qualified people who are looking for a business right now.
It is also important to know what type of person you want in your business. Would you sponsor you? Would you want more people like you in your business? Hopefully the answer is yes and if not what qualities do you need to improve on? What qualities does your prospect possess that will equip them for success in a home business?
• timing (are they open to looking at a business)
• do they have desire
• do they have ambition
• are they self motivated
• are they willing to learn and be coached
• do they enjoy working with people (they need to have a reasonable level of social skills or be willing to become more sociable)
• are they willing to learn new skills
• are they a team player
• can they work independently (very important if your business is primarily direct selling)
• do they have integrity
Certain occupations can be an asset in your business; teaching, coaching, management, business owner, hospitality or service industry, sales and public speaking.
Now what if the timing isn’t right for them? Simply keep a list of people to follow up on. So a “no” is not necessarily a “no”. These are future prospects, keep in touch with them, form a relationship with them. Find out if there are other ways you can add value to their life.
Your business should be about enhancing and adding value to someone’s life. By giving you can then receive. Giving of your time, energy and investing money in the right areas of your business.
Your business is right for a select portion of the populace even a miniscule number of people in your business can change all of your lives dramatically. The laws of abundance work in your favor.
What problem does your business solve for people and how do you put that into a 10 second non threatening pitch? The key is to present it as if you were talking about your regular occupation but with more details. So if you were a doctor, lawyer, real estate agent, or investment counselor; how would you present yourself so that someone would be enticed to ask more. They will ask based on their level of interest. Now, what do you do if they don’t ask any more questions after you have given your pleasing pitch? Absolutely nothing, you haven’t hit a chord that resonates with them. It’s not the right time, they are not looking or any other number of reasons.
Ok how do you compose a brief introduction to your business. Like putting together an ad, it’s a simple headline that catches their attention. It’s a simple 2 step sequence, present the problem and then the solution.
“What do you do?”
Example 1
“Have you ever noticed how most kids have so much energy and as we get older, we have less and less of it ourselves.”
“Yeah no kidding”
“Well, I show people how they can get back more energy and live a healthier life without taking drugs.”
Example 2
“Do you ever look for ways to lower your household bills?”
“Well, I provide people with free information on ways that they can save money on their bills.”
Example 3
“Have you ever seen those drug commercials with a list of side effects that seem worse than the original disease?”
“I teach people about natural foods that can help improve their health by giving the body the proper nutrients to help heal itself”
