What You Need To Know About...Prospecting....Page 1
"What You Need To Know About Prospecting (Part II)"
Here’s something you already know:
The engine that drives a successful network marketing business is
prospecting. There’s really no way to get around that fact. It’s the
highest income producing activity you can do. If you’re not willing to
do it, forgetaboutit.
Oh yeah, a few folks have gotten lucky and recruited a couple of people
who made them rich. But, that was like winning the lottery. For the rest
of us, we’re stuck with grinding out a large and profitable organization
by making prospecting calls over and over.
So, if we have to prospect to build a successful business, we might as
well get good at it. Right?
In this issue, I’m going to attempt to drive home some important points
you need to know in order for you to get really, really good at the
business of prospecting.
Note: In the last newsletter we covered Part I of "What You Need To Know
About Prospecting." To view this article, CLICK HERE.
Here ya go:
The Language
An important part of any good prospecting system is to know exactly what
you are going to say to your prospect.
You need a script.
Go to the most successful network marketers in your organization and
find out what they say when prospecting. Successful leaders usually have
a script and/or a formula for making effective calls. (You will easily
recognize the power of this script when you hear it because you will see
how bad your "winging it" script sounds in comparison.)
If you can't find a successful person with your company that will help
you with this, locate a training program that teaches specific language
for making qualified prospecting calls and learn those scripts backwards
and forwards. Believe me, you’ll be glad you did.
The Law Of Large Numbers
There is no such thing as a bad prospecting call. Every call has
monetary value in the long run. You can prove this by crunching your
numbers.
Insurance companies can tell you how many people are going to die next
year. They can tell you how many will be men and how many will be women.
They can even tell you what they will die of. There is only one thing
they cannot tell you, and that is, who is going to die. They base their
premiums and their profits on these numbers...and you too can benefit
from knowing your own numbers.
You need to have a chart system for keeping perfect track of your
calling activity. When you make a call, you make a mark. When you make
contact with a prospect, you make a mark. When you get an appointment,
you make a mark. And when you make a sale or get an enrollment, you make
a mark.
Keeping track of your prospecting efforts will allow you to look at your
daily, weekly and monthly numbers, see what's working and what's not and
make adjustments.
A simple tracking system is the health chart of your business. It will
allow you to calculate the long-range monetary value of a single
prospecting call...whether that person says yes to your proposal or not.
That's the professional way to build a successful network marketing
business.
The Myth Of Rejection
Do you remember the joke about the guy who stood on a busy street corner
and every time a pretty girl walked by he would ask her for sex? One
fellow observing this went up to the guy and asked if he didn't get a
lot of slaps asking a question like that. The guy responded with, "Yeah,
but I get a lot of sex too."
That's the image most people have about prospecting...you have to get
lots of slaps before you can achieve success. That’s not true...if you
know what you’re doing.
We fear the unknown. We assume that because we don't like to receive
prospecting calls ourselves, everybody will reject us. Again, not true.
Most people are relatively nice to network marketers when they call even
if they are not interested in their offer. This of course, is provided
that the person making the call gets right to the point and doesn't try
to shove something down the prospect's throat. (Remind you of anybody
you know?)
Rejection is almost never as often or as bad as people imagine. If you
don't already know this, you probably are not calling the right people
or using the right scripts.
The Personal Assistant
One of the really neat things about making prospecting calls is that you
don't have to do it forever. You can eventually hire someone to do it
for you.
Yes, you really can.
There are many talented people who would love to work out of their homes
making appointments for you. You can pay these people a fraction of what
your time is worth and they will keep you busy doing the highest income
producing activity of all... giving qualified presentations.
However, here’s the caveat: Before you can teach someone to set
appointments for you, you must first know how to do it yourself. You
cannot expect someone else to do something reasonably well that you
can't do extremely well.
Take the time and learn to be a prospecting machine and then teach
someone else to do it for you. I believe it’s the network marketing
prospecting system of the future.
The Greatest Security
Finally, suppose you were blindfolded and taken to a foreign country and
left there with no money, no credit cards and no knowledge of the
language, could you survive? Of course you could if you knew how to sell
and would be willing to prospect.
You could persuade someone to translate your presentation and make the
calls for you. By the evening of your first day in the strange land, you
would have money in your pocket and have a comfortable place to sleep.
No problem.
Can you do that with any other business? No.
Knowing how to sell and how to make prospecting calls is the greatest
business asset you can have whether you’re in network marketing or not.
If you do not have the success in your network marketing business that
you really want, learning how to make prospecting calls and actually
making them will take you and keep you at the top level of your company.
Don’t take my word for it, ask the president of your company.
If you would like to become a Network Marketing Prospecting Machine™ and
learn to deliver professional presentations, join me for a free sample
TeleClass that introduces the program that made MLM University famous,
Selling By Attraction.™
In this 55-minute sample, I promise that you will be educated,
entertained and enriched beyond anything you’ve ever experienced
regarding how to attract and enroll people in your business. See the
information below to register for this FREE teleconference training
session.
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FREE Training Class
You can learn (for free) some simple language formulas that are so
powerful, they will actually cause your prospects to sell themselves on
your products and your network marketing business.
This is a 55-minute teleconference program (TeleClass) that will
introduce you to my 8-week "Selling By Attraction" Program.
In this sample TeleClass, you will learn:
How to attract only the very best leaders to your business.
How to make prospecting and presenting natural, fun and downright
irresistible to your prospects.
Powerful questions that cause your prospects to talk themselves into
buying your products and/or enrolling into your business. (Warning: You
may become upset because you didn't know these questions existed before
this class.)
For date/time and to register for a sample training session, CLICK HERE.
You will receive (by email) a confirmation message with the
teleconference bridge number to call and a description of the program.
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Quote
"You don’t have any problems in network marketing that prospecting won’t
solve."
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The Coach's Corner
It’s not enough to simply make a prospecting call and get a prospect to
agree to look at your program. After he (she) has indicated an interest
in your offer, you must probe deeper to see if he meets all of your
requirements before you give him your presentation.
You want to know that if your program meets his needs, he is ready to do
business now; he can afford it; all of the decision makers are present
and that he cannot think of anything else that would block him from
going forward.
If he meets all of those requirements, you have a 100% qualified
prospect--the only kind to which you should give a presentation.
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New Cool Resources
Announcing Our New "Cool Resources" Section
Beginning with this issue, we are providing our readers with recommended
network marketing training resources in addition to what we offer at MLM
University. You can be sure that if the resources are listed in this
newsletter, they are top-notch.
Networking is easy...if you have lots of prospects.
Most distributors spend all of their time looking for prospects instead
of spending their time giving presentations.
If you want to learn how to get free, low-cost prospects you'll love Tom
"Big Al" Schreiter's workshops.
All workshops are generic and anyone can attend. For details click here
or call (281) 280-9800.
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Until the next issue...
Hilton Johnson,
The MLM Coach™
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